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Pendo, my company is headquartered Raleigh, NorthCarolina. My goal today is to share a few lessons that we’ve learned and how we’ve gotten to this point headquartered in Raleigh, NorthCarolina. We didn’t say we want to be the biggest company in NorthCarolina. FULL TRANSCRIPT BELOW.
When you know their top challenges, you can present case studies and testimonials from current customers who solved similar problems using your product. This category is about pinpointing what happens if their problem is not solved, and how your offering can help.
In particular, focus on relationshipbuilding, upselling and cross-selling opportunities, and hitting your sales quotas. Because territory managers regularly engage in face-to-face and virtual sales with customers and prospects, you must be willing to travel and comfortable with pitching and presenting.
I used the methodology to challenge my buyers to think differently about how this information was presented to company stakeholders and communicated in internal meetings. This is different from other sales techniques where you’d begin by engaging in relationship-building chatter, such as inquiring about the buyer’s weekend plans.
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