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MEDDPICC Master Class with David Weiss
Outbound Squad
Are You Using Pain and Problem Interchangeably?
"You need to identify the pain for every single person that you talk to, and every person that's involved in the deal," he says. "Where they're falling short is often they don't do discovery with enough people." The reps are not really spending time one on one to deeply understand the process of selling a product or service.
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