Ep. 37 - Chuck Marcouiller - Value Selling With Empathy

Revenue Enablement Society - Stories From The Trenches

English - September 06, 2022 12:00 - 31 minutes - 21.9 MB
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Previous Episode: Ep. 36 - Keenan - Developing The Skills To Learn

Next Episode: Ep. 38 - Arup Chakravarti - Identifying And Negotiating Sales Enablement Priorities

What do buyers actually need sellers for? What are the "3 Cs" of empathy in selling? How do sellers enable buyers to build internal consensus? If a seller is empathetic do they risk losing control of the opportunity progression and velocity? How does an enablement team use selling with empathy to help sellers to not be "product pushers who reek of commission breath"?

In this episode Chuck Marcouiller, VP of Revenue Enablement at Freightwave joins me to answer these questions and much more by sharing the insights he's gained over a career as a seller, a sales leader, and revenue enablement leader.

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