#159 - Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)
30 Minutes to President's Club | No-Nonsense Sales
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The Importance of Customer Engagement in Early Stage Companies
A lot of reps make the mistake of they have these feature gaps. The customer interprets it the wrong way and it goes horribly wrong. Miles, one thing I would recommend is that you just get people who are below the line and don't get it because they're evaluating a solution for 10 years. You're in the middle of that evaluation process where you can kind of see the light at the end of the tunnel of winning this deal.
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Transcript
