Jen Allen on the subtle art of multi-threading complex deals
Outbound Squad
Are You Talking to the Right Person?
Sally Kohn: Most onboarding occurs for account executives and like the advice that they're given is very solution oriented. So this, are we talking to the right person or not? She says challenger customer analysis of buyer behaviors identifies different profile types of people you run up against. Kohn: I found myself gravitating towards people who would get really excited about my solution but disappeared when it came time to go to the rest of the group.
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