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#42 Driving Urgency for Change with Carl Ferreira, Director of Sales at Refine Labs

Winning the Challenger Sale

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How to Create Urgency Early in a Sales Process

A lot of times we look at creating urgency as a late stage play, but it's not. It all of the urgency creation needs to happen at the beginning when the bulk of the conversation and the exploration and the discovery are happening. That's when you can you need to be calling those plays early and then urgency naturally happens after that. Do it early. Call the right plays earlier.

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