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136 (Sell): Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)
30 Minutes to President's Club | No-Nonsense Sales
How to Overcome the Inertia of a Cold Tramp
You have to strike a fine line between you've got a 30 minute call with them and you sort of need to do some discovery. And the way that you do that is asking them about the evaluation. So if they can't give you any info about why they invested in it, you're probably with the wrong person. Second thing is when you understand something that's missing that there's a gap, you say, well, what's that preventing you from doing? Oh, and if you could do that, why would that be important? What would it mean for the business?
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