#180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
30 Minutes to President's Club | No-Nonsense Sales
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The Lay of the Land Versus Heaven and Hell
Lay of the land versus heaven and hell is a great way to break down what you should be asking your sales team. The lay of the land questions gives you buy after say hey let me just understand how your business is operating right. Once you do that then you can start to ask some more specific type of questions like based on you having 50 reps in this being your type of sales motionWhat's going really well about that right? And then also on the follow up where is the biggest bottleneck within that process today but if that's my first question it's like all right like buy me a drink first at least let me get to know you then we can really start to dive into
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