1135: Creating the Human Touch in Tech Sales, with Maria Bross
Sales Strategy & Enablement by Revenue.io
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The Rise of Pipeline Stalls
Barry Ann: G2 just released their latest sales enablement statistics. He says 58% percent of pipeline stalls are because a rep is unable to add value. Vary: I think what's causing that is a lot of this surface level discovery, finding out how they're getting the job done but not really going any deeper than that. Barry Ann: Are we actually setting our sellers up to know when to build a business case?
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