Best Of
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Re: Attaching your solution to a business problem/initiative
Tim is absolutely right and the easiest way is of course to ask your current contact person specific questions. However, if this person is very operationally located in a specialist department and is…2 -
Re: Attaching your solution to a business problem/initiative
Hayden - No surprise that those dealing with "The Problem" may not be aware of the upstream/downstream business issues it creates. As you might suspect, your first step is discoveDecision. …3 -
Empathy in Sales: Embracing Your Customer’s Pain for Better Solutions
I recently talked about how crucial it is that sellers adopt the "coat of pain" to embrace an outside-in approach, centering on the customer's needs before discussing their solutions. By le…2 -
Re: What do you want from your manager?
I always say I'm looking for a good teacher! Someone that is really invested in me and making me better. Now that I'm in leadership, that's what I'm always trying to do. Listen and coach. If someone …3 -
Leading Vs. Convincing: The Art of Questioning
It is crucial to guide a business conversation with insightful questions, as this enables prospective clients to identify their own needs rather than being told what their problems might be. The key …8 -
Leveraging Trap-setting Questions During Discovery
The insights on leveraging discovery and trap-setting questions have transformed my sales approach by connecting solutions to prospects' business problems, driving urgency, and securing funding. This…4 -
Re: Has ChatGPT removed a vital tool from DM toolboxes
I definitely see a place for ChatGPT in terms of speeding and structuring responses and outbound emails. However, and it’s a big however, I would never rely on ChatGPT to do the work of researching, …3 -
How are you assessing fit when taking opportunities
I am currently seeking a new role. I have consistently been a top producer at whatever sales function is asked of me. I’ve had a lot of great training but still try to humble myself and learn at each…4 -
Re: My Adventure Towards Elite SAAS Sales
@Brent Wallace what a terrific post and I love your willingness to pivot your career. Couple initial thoughts. First, consider narrowing your search to a vertical that excites you, i.e. Marketing Tec…3 -
Re: How much does functionality and pricing control matter?
David, thanks for the kind words. I know you are looking to get feedback from different industries so I will be brief. For me, this conversation comes down to Differentiation. In order for differenti…1