Episode 32: BANT and MEDDIC
Decoding Sales
00:00
Is There Resistance to Asking the Right Questions?
There's really no excuse for not at least trying to ask these questions. If a ref gets off a call and you ask, okay, what's their budget? Is it an authority figure? Do they have a need and what's their timeline? It's really hard for a rep to answer all of them. And oftentimes folks get defensive just by being asked the question.
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