Doing Discovery with Your Prospects’ Executives

“Get to the point…!”

 – Nearly Every Executive Exasperated by Traditional Salespeople

 

What’s in This Article for You?

 

-       A Real-life Story

-       Another Real-life Story

-       Who Is an Executive?

-       Discovery with Executives

-       Two More Tips

 

A Real-life Story

 

A few years ago, I was contacted by an executive who was a previous customer and who had recently taken a leadership position at a new company. Our conversation lasted only twenty minutes, but covered the following…

 

Read the balance of this article here!