#70 - Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
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Four Actionable Takeaways:
* Avoid no-decisions by focusing on the impact of inaction to drive a business case.
* Always know the next steps (value) for every deal in your pipe + the result once you provide it.
* Establish the agenda for your next meeting at the end of your current meeting.
* Double down on the high priority items in an RFP and put the other questions on the backburner.
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Andy’s Path to President’s Club:
* Host of Sales Enablement Podcast
* Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".
* Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.
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