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254 (Sell) How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned)
30 Minutes to President's Club | No-Nonsense Sales
Lead with Insights, Not Questions
Discovery should be integrated throughout the sales process, but executives prefer a conversation driven by insights rather than questions. Executives expect representatives to have a deep understanding of their industry and organization before meetings. Effective communication involves discussing macro trends that highlight urgency and showcasing insights gathered from conversations with internal teams and industry peers. This approach fosters trust and demonstrates that the representative is knowledgeable, making it more likely the executive will engage meaningfully.
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