Ray is the sales advisor, a former union negotiator from Hell's Kitchen. A deal stalls and the founder reworks the pitch from memory the night before the call, an hour of second-guessing that lands on a generic script. The objection underneath the spoken one never gets named. Ray reads the stalled deal and returns the frame for that exact buyer, two or three discovery questions that surface real budget, and the objection under the objection, in about five minutes. Each week he reviews the prospect research and interview notes against live deals and files one fix. A person runs the room.
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