Selling in a New Category
The Audible-Ready Sales Podcast
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Selling in a New Category: Understanding Pain Points, Aligning with Outcomes, and Qualifying Prospects
This chapter explores the significance of thinking through solutions and having strong proof points when selling something new. It discusses understanding pain points, aligning with outcomes, and assessing the account landscape, as well as the support for selling in a new category and messaging that addresses specific problems and outcomes. The chapter concludes with advice on quickly assessing an organization's openness to such conversations and qualifying prospects accordingly.
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