159: Don’t Create Noise, Break Through the Noise with Gong’s JC Pollard
Sales Success Stories
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What's Getting in the Way of Discovery in Sales?
The word discovery has become this like hot button buzzword and sales over the past couple of years. Sometimes I see it getting in the way of having a healthy conversation or a positive experience for a buyer. You should be discovering while you do your demo rather than first let me interrogate you and not give you any value, then you'll have a demo. And then to second point, when you start negotiating and they push back on price,. Why are they pushing back? Where is this number coming from? Not a stage but an ongoing process.
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