#2 The Introduction
Winning the Challenger Sale
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How to Build Credibility on an Introductory Call
A product centric or solution centric first conversation leads you down the pricing and commoditization path. The insight led path opens up more doors and allows for a more fruitful conversation early, but legitimate opportunity later. Mike: I was so intently focused on building out this presentation and wowing them with all of the insights I was about to drop that I failed to actually check the exposure to our company of all of the folks in the room. Jen: It was a mistake I will never make again.
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