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17min chapter
Masterclass: B2B Sales with Jen Abel - Part 2 (Customer Discovery)
The Startup Operator
Empathy in B2B Sales
This chapter explores the importance of founder empathy in understanding customer problems in B2B sales, highlighting the need for genuine interactions over scripted pitches. It emphasizes the significance of direct conversations in gathering meaningful insights and cautions against a one-size-fits-all marketing approach. The discussion also covers the critical role of discovery calls and structured product demonstrations tailored to the unique needs of potential clients.
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