619: How to Measure Customer Intent to Generate Qualified Sales Leads. With Steve de Mamiel
Sales Strategy & Enablement by Revenue.io
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The First Answer Is Rarely the Real Answer
Don't take the customer at face value when you're in these discovery discussions. The first answer is rarely the real answer. A lot of those things flush out very early in the pice, and they save themselves a whole bunch of time. There's some work on the customers side. That means to happen beforehand.
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