159: Don’t Create Noise, Break Through the Noise with Gong’s JC Pollard
Sales Success Stories
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The Challenger Sale Book
I think people didn't quite understand enough. Like there was too much surface level reading of that book, right? That was like, oh, relationships are bad. But I think it missed the point like you can't be a challenger if you don't have a relationship. Nobody's going to want to talk to you again. If I don't trust you and we don't have some level of rapport, you're just a jerk who's calling junk out. And so it has caused a shift. In some ways, I think it's coming back around because now we've got all this AI stuff. What AI will never replace is relationships. Props to us for making it 51 minutes
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