#114 - Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
30 Minutes to President's Club | No-Nonsense Sales
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How Do You Prove Subject Matter Expertise?
The new vertical is banking, credit unions, and the old vertical is SaaS. So you know they're more buttoned up and you know the procurement process is a little tighter. And so saying things like we normally work with product marketing, but in your industry, we don't see a lot of product marketers. We find digital marketing holds the ownership of this task. The unique difference is digital marketing has this responsibility that product marketing doesn't. By explaining this is how people leverage us,. This is how it's different for you and how I think that's going to impact the way we talk.
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Transcript
