alt Hacker NewsBeen on the other side, running Technology in 3 listed companies.
People came telling me they could do anything, but everything was too shallow.
I turned it around. I would say “we have 40 mins. I will run through a list of our current pain points or challenges. If you feel you can add value to any of those, pick your best 3 and shoot an email and specific material next week”
The change was dramatic. Many sales people actually thanked later saying it was much more productive for them too.
Replies
portaouflop • yesterday at 1:25 AM
Most people you talk to on that level either don’t know what the pain points are or don’t want to tell you out of fear that you exploit that knowledge.
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This makes a good point. Many salespeople want the process to be more effective as well. Their time is money, just like ours. Good communication principles absolutely apply