![]() ![]() For those of you who are not familiar with the book, I highly recommend you to read it but here’s the 5 lines elevator pitch: When I read the book I liked how the authors articulated and formalized my perception through years of sales management. Before reading their book and being exposed to the concept, as a long time sales leader, I always considered that the best sales reps are those who appear smarter than the client those who are able to take control of the sales calls through smart and relevant questions during the discovery phase, making the prospect want to listen to them and to their vision and ultimately to their solution. It is described in a book with that name, brilliantly authored by Matthew Dixon and Brent Adamson.
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