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Crafting a Persuasive Sales Pitch (Part 2)
Positioning with April Dunford
The Importance of Discovery in Product Walkthroughs
A product walkthrough doesn't give salespeople a chance to talk about the company in a structured way. A lot of companies will just say, so what do you look at for? So do you have any requirements? List out what those requirements are. I'm a big believer in discovery. We need to do discovery in a first substantive sales call.
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