Curious reps uncover prospects’ real problems -- allowing them to close more deals. That’s why Kevin Young, Director of Sales at Metadata.io, is passionate about bringing customer voice to life. He does this by teaching his reps active listening and the power of pausing. In this episode, Kevin reminds us of a simple fact it’s easy to lose sight of: we are all selling to humans. This is the perspective you need to ensure your reps ace their next call.

Key Takeaways:

04:04 - "You Are Your Fiercest Advocate"

09:57 - Strategies to Help Align With the Customers Wants and Needs

12:06 - Data Breakout: Listening to the Customer Voice

21:51 - Leaving Space in Conversations to Actively Listen to Customers

28:14 - The Scientific Method of Sales

32:18 - Micro Action: Listening to the Customer Voice

Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

Connect with Devin Reed: https://www.linkedin.com/in/devinreed/

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Kevin Young: https://www.linkedin.com/in/directorofsales/

Why curiosity wins deals