Unpacking the 5 Foundational Keys to Winning More New Sales
The Sales Management. Simplified. Podcast with Mike Weinberg
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The Third Bullet in Discovery Meetings
"It is still malpractice to present before you probe," he says. "We demo too quickly, we don't probe first and that's not a path to victory." The right order of operations is position with our story, then do really good discovery,. Then we take the opportunity to present, if appropriate, in that early stage meeting. 'You got two ears and one mouth. That's the percent we need to use them'
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