Don’t Believe Your Own Marketing (Too Much)

Sophisticated product marketing teams provide personas and typical pain points as a starting point for sales conversations.

They also love to arm sales teams with case studies.

On call recordings, I hear salespeople telling customers about the typical pain points and referencing the case studies.

As counter-culture as this may sound, the customer’s reaction is typically, “That’s not us.”

You are in front of a real person.

Ask them what they need.

If you’re not sure how to do this, download my Perfect Discovery Call Checklist and let it guide you through sales conversations.