Join host and Harvard Business School Online Creative Director Chris Linnane as he sits down with HBS faculty to discuss business education in a way that’s both entertaining and insightful. The Parlor Room is your key to breaking down academic theory without sacrificing depth—all while gaining practical takeaways for navigating the business world.
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Indhold leveret af Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
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236 (Sell) Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)
MP3•Episode hjem
Manage episode 431431870 series 2782528
Indhold leveret af Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question.
- Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team.
- Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs.
- Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product.
STEVEN'S PATH TO PRESIDENT’S CLUB
- SVP of Sales @ ZoomInfo
- VP of Sales @ ZoomInfo
- Director of Sales @ ZoomInfo
- Manager, Enterprise Sales @ ZoomInfo
RESOURCES DISCUSSED
389 episoder
MP3•Episode hjem
Manage episode 431431870 series 2782528
Indhold leveret af Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question.
- Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team.
- Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs.
- Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product.
STEVEN'S PATH TO PRESIDENT’S CLUB
- SVP of Sales @ ZoomInfo
- VP of Sales @ ZoomInfo
- Director of Sales @ ZoomInfo
- Manager, Enterprise Sales @ ZoomInfo
RESOURCES DISCUSSED
389 episoder
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