Episode 22 - Patek Hawkins - Selecting and Successfully Implementing a Sales Methodology
Revenue Enablement Society - Stories From The Trenches
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The Challenger Methodology
One of the challenges i've seen we with salespeople in my career, and having been one of them, is that we start talking about features and then maybe e little feature benefit. And at some point, if your prospect doesn't lean back and say 'I really don't know,' you did not have an excellent discovery meeting. I think we definitely told the same thing. This is what we need to folkson and missus burbin, is making impact, which combine, is going to deliver the results the business is looking for. Thatsi that's a great offer.
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