ACTIONABLE TAKEAWAYS:
- Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.
- Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.
- Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.
- Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.
DAN'S PATH TO PRESIDENTS CLUB:
- Senior Vice President of Global Sales @ Challenger
- VP of Sales, Account Management @ Challenger
- VP of Sales, Major Accounts @ Challenger
- Managing Vice President, Sales & Community @ Evanta
RESOURCES DISCUSSED:
