“When selling enterprise solutions, such as data, analytics, and consulting while at CoreLogic and large-scale enterprise software at Blend, I knew that anyone who asked about price in the first conversation was a surefire Buyer Vampire. Especially in a larger enterprise sale, if you’re having a first conversation with a sales prospect, that first conversation (or two, or three) should be a mutual discovery call to answer two basic questions.
1. From the seller’s perspective, you need to know: Does the prospect’s company have the problem that your company solves?
2. From the buyer’s perspective, they need to know: Can your company potentially solve their problem?”
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