30 Minutes to President's Club | No-Nonsense Sales
107 (Sell): Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
Jul 20, 2022
Kyle Asay, VP of Sales at Qualtrics, shares his expertise on architecting the buyer’s journey. He emphasizes the power of asking insightful questions and entering discovery calls with a hypothesis to prove. Asay advocates for a focused approach during demos, presenting the 20% that matters most, while also highlighting unique product features. He warns against giving concessions without clearly defining the deal’s scope, offering key strategies to elevate sales conversations and enhance efficiency.
30:34
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