Hall of Fame: Kevin "KD" Dorsey Ep. 134

30 Minutes to President's Club | No-Nonsense Sales

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10d ago 27:59

MP3•Thuis aflevering

FOUR ACTIONABLE TAKEAWAYS

PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.
Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions.
When someone tells you what they want, restate it as a pain point. Turn solutions into problems.
The transition between discovery and demo is the perfect time for “might make sense”.

PATH TO PRESIDENT’S CLUB

SVP of Sales and Partnerships @ Bench Accounting
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation

RESOURCES DISCUSSED

328 afleveringen

#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales