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Roberge: Focus on What?
“Buyers should not be asked to understand the salesperson’s solution and how it can help with their own goals. Instead, the salesperson should understand the buyers’ goals and how his solution can help achieve those goals.” – Mark Roberge, “The…
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Deep Discovery
Discovery–deep, high-quality discovery–is the single most important part of the entire sales process. Without a deep understanding of the client’s specific challenges and problems, there’s no way the account executive can be sure recommended solutions actually solve a problem that’s…
