226 - How Customer Insights Drive Strategy | Demand Gen Live Keynote
GTM Live
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The Sales Raps Are Talking to People That Don't Want to Buy Right Now
A majority of the first calls that our sales team was doing whenit wasn't it was an actual meeting in person. So these people are driving three hours, potentially, across the state for this meeting. And we get into the meeting, and it's superobvious that the person that we're talking to does not want to buy right now. When you think about that, and then you scale that out across forty sailes, raps that are all doing the same activity, how fucking inefficient it is, right?
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