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Masters of MEDDICC - How to build a sales team ready for battle with Richard Dufty - Episode #12

MASTERS OF MEDDICC

CHAPTER

The Importance of Being Direct

I was on a call two days ago, where I was very direct. It's the end of the year. For a growing SaaS company, finishing on a high is really important to us. How do we both get a win here? I will give. But what do I get? And he turned around and he paused for a second, looked at me and said, I think we can make that happen. Don't ask without any context. Do you just be that fly by night SaaS rep that says, oh, I can get you 12% off end of quarter.? You haven't had the authentic conversation with your CRO to economic buyer. The conversations do change

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