Sales Transformation #535 S2 Episode 404 - HOW MUCH DO YOU KNOW? Understanding The Prospect Beyond The Surface
HOW DEEPLY DO YOU KNOW ABOUT YOUR PROSPECT?
Collin is back with Salman, as he steers the conversation deeper into understanding your prospect when it comes to the enterprise selling process. Collin and Salman tap into evolving when learning in the process, how to run a good enterprise-level discovery that focuses on the prospect’s goals, and the importance of knowing who you are dealing with in the conversation. Find out more in this latest episode of Sales Transformation.
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TRANSFORMING MOMENTS
COLLIN: IT’S AN EVOLVING LEARNING PROCESS
“Your knowledge is going to evolve over time. You could do a lot of research, but then once you started having these conversations, it's all an evolving learning process.”
COLLIN: KNOW WHO YOU ARE DEALING WITH
“Some people don't like small talk, not everybody likes small talk. So you got to know who you're dealing with, and be able to adjust and adapt your approach based on who it is you're having a conversation with.”
Connect with Salman
Salman Mohiuddin | Asana | Asana.com
Connect with Collin