130 (Sell): Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
30 Minutes to President's Club | No-Nonsense Sales
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Engage Your VP of Sales on the Call
The way that I leverage my VP of sales is that I'll tell him which role I want him to play. It really just depends and you really have to figure out why are you bringing your VP or whoever on that call and how can they be the most effective to play to that role. On a discovery it's fairly simple if you will to keep people talking because everybody can kind of see each other and people want to keep talking but when you're doing a demo with a lot of people nine times out of ten you're going to see them start to check their email on the side or do other things.
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