How an Enterprise Sales Rockstar Sounds, Thinks, Behaves, and Balances Being Patient and Proactive
The Sales Management. Simplified. Podcast with Mike Weinberg
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Building Trust in Enterprise Sales
This chapter examines the critical role of trust over likability in enterprise sales, highlighting the need for adaptability in coaching approaches. It critiques the focus on product features and emphasizes the importance of engaging with clients' challenges to foster genuine relationships. The discussion also addresses the disconnect among sales professionals in meaningful dialogues, advocating for a more authentic approach to selling.
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