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20VC: The Metrics That Matter in SaaS Today; Why CaC Payback is Flawed & CAC Ratio is Better, Why You Need to Hire Three Sales Reps at a Time, How to Forecast in 2024 & Biggest Mistakes Made Forecasting & How to Make Customer Success Sell More with Dave K
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
Selling through Curiosity: The Power of Asking Questions
The methodology of selling through curiosity involves the principle of being genuinely curious about the buyer's situation and asking questions such as who else is involved in the process, whose budget the purchase will come from, previous experiences with similar processes, and the impact on others. Rather than trying to impress or be tough, this approach is described as humble and effective. It also involves using a reverse sales tactic of showing interest in the buyer's previous experiences instead of making assumptions. Additionally, the speaker discusses the approach to discounting in sales, indicating the importance of considering macro factors when deciding on discounting.
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