Every system, solution or service purchased by the enterprise that has even a hint of complexity involves a series of conversations with sales reps
"These conversations, especially the early conversations, provide valuable insights to the buyer that greatly informs the purchase decision.
During these conversations, the buyer is quickly trying to determine:
- Does this rep understand my business & challenges?
- Does this rep know how to solve my challenges?
- Can this rep help me?
- Can I trust this rep?
To be successful in today's market, sales reps have to consistently add value, starting with the first interaction.."
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