133 (Sell): Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
30 Minutes to President's Club | No-Nonsense Sales
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Identifying the Root Cause of SDR Performance Problems
Beck: There is a thing called question fatigue. The problem with the way that most people do discovery is if we take the example of diagnosing SDR performance, a lot of times people will start by saying what are you using for your subject lines? Beck: You might find that it has nothing to do with their calls converting the wrong way or the call openers because they're not making enough calls in the first place. So how do you go about confronting that without making the prospect feel like you're calling their ugly baby and saying your SDRs don't know how to target the right accounts?
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