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7min chapter
How to Sell Software (Yamini Rangan, CEO of HubSpot)
B2BaCEO (with Ashu Garg)
The Importance of Deep Empathy in Sales
Selling software has to come from this place of deep empathy. Sales people have to sell what they have, engineers are given a product and over time they have influence but in the moment. A lot of it is about really deeply understanding the customer needs as they exist. And so that's the deep empathy that a sales person needs to have as well. The ability of an engineer or product leader to find an answer to a problem that exists but the answer is very different from what we know.
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