**ACTIONABLE TAKEAWAYS**
Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact
Find out if the problem is known and cared about across the company or just by one person
Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured
Position involving decision-makers as beneficial for them, making it easier to get in front of power
PATH TO PRESIDENT’S CLUB
Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights
RESOURCES DISCUSSED
