Winning the Challenger Sale

#51 Avoiding Death by Discovery with Doug Landis, Growth Partner at Emergence Capital

14 snips
Nov 29, 2022
Guest
Doug Landis
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Episode notes
1
Introduction
00:00 • 2min
2
The Death of Discoverion
01:54 • 2min
3
How Did You Get Into Sales?
03:51 • 2min
4
The Death of Discovery
05:56 • 4min
5
What's the Difference Between Discovery and Qualification?
10:00 • 2min
6
Are You a CFO or a Buyer?
12:05 • 2min
7
Are You Empathetic to Your Prospects?
14:27 • 6min
8
Selling to CMOs - You're Just Born Five Seconds Ago
20:17 • 6min
9
Do I Have to Ask a Million Questions?
25:57 • 2min
10
Is That What You Want to Know as a Buyer?
28:01 • 3min
11
Selling a Solution, Let Me Help You Solve a Problem
30:42 • 4min
12
Are You Making It Easier?
34:22 • 3min
13
Selling Is a Series of Conversations
37:31 • 2min
14
The Godfather of the World of Sales
39:03 • 2min
15
How Do You Build Your Own Personal Brand?
41:01 • 3min