130 (Sell): Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
30 Minutes to President's Club | No-Nonsense Sales
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Are You Multi-Threading on the Prospect Side?
Armand: As you multi-thread on the prospect side you're also going to be team selling on your side. So I always try to mirror who they're multi-threading on my side we'll see if I can do this without testing my words, he says. Armand: CXOs like to tell you if you're wrong so you could just guess completely wrong but that's not how it works.
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