Discovery, discovery, discovery. The more you can learn about their business, why they use the product the way they do, what's important to them or their boss right now, what does their annual reports say, how do they work with other departments. Great sales people are great discovery people. Hang out with sales and observe how adept they can be at opening up what feels like a dead end conversation. Five 'Whys' can often bring you into opportunities you never knew existed as can the 'magic wand' ...Read More
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