185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
30 Minutes to President's Club | No-Nonsense Sales
The Challenges of Spreadsheet Maintenance and Salespeople's Bad Habit of Screen Sharing
This chapter discusses the challenges of maintaining a spreadsheet and the negative impact of salespeople starting a call with a screen share. It also mentions several sponsors and emphasizes the importance of bringing a point of view to sales calls and using events as opportunities to test and refine point of view.
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