Why you should reconsider BANT with Shruti Kapoor
Outbound Squad
Is Need the Foundation of a Sales Strategy?
Reps tend to over index on need and they focus a lot of the conversation on that. Once you understand need well is when you can really do a good job with trying to create urgency, because then you know how it fits into everything else that they're trying to do. And then, of course, in getting the right language in place for talking about budget and ROI.
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