Spot on here guys! It always amazes me how often I hear sales people say "I/We provide amazing value" yet they have a hard time articulating that value because they ultimately dont understand what the customer wants or needs. The discovery process you mentioned is simple yet effective! Thanks for the weekly posts.
THANKS for your kind words... we think our way through each cast for the benefit of our listeners. Glad you enjoy it. We know you have a million other options out there so we value your input.
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