16: Banish open ended answers
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams
English - November 06, 2019 12:00 - 7 minutes - 5.39 MB - ★★★★★ - 8 ratingsMarketing Business Education Self-Improvement sales selling b2b sales leader marketing marketing leader demand gen startup b2 startup sale Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: 15: Are you advancing a deal or continuing it?
Next Episode: 17: Concede slowly and in small amounts
Do you find your prospects being way too vague in their answers to your questions? If so, Keenan agrees with you and says we need to banish open ended answers in his book Gap Selling
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