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. …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 an…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.…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
