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Tag: enterprise sales
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6 insightful questions to ask during informational interviews for sales jobs.
in BusinessInformational interviews are conversations that give you the opportunity to gather information about a career you’re interested in, as well as expand your network.
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Sell B2B with Implication Questions: from SPIN Selling by Neil Rackham
in BusinessThroughout my enterprise software sales career, SPIN Selling by Neil Rackham is a book I’ve read and re-read because it helps me lead conversations with customers, and ask better questions to find opportunities. Each time I pick up the book I pickup something new and valuable. After revisiting the book’s 4th chapter on “Implication Questions”,…