Bitcoin pioneer Charlie Shrem peels back the layers on the lives and backgrounds of the world's most impactful innovators. Centering around intimate narratives, Shrem uncovers a detailed, previously unspoken story of the genesis and evolution of bitcoin, cryptocurrency, artificial intelligence, and the web3 movements. Join Shrem as he journeys through the uncharted territories of tech revolutions, revealing the human side of the stories that shaped the digital world we live in today.
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Episode 72: Creating A Reason To Buy
MP3•Episode home
Manage episode 222358687 series 1523502
Content provided by Dan Sixsmith. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Dan Sixsmith or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
While 74% of the wins in B2B Sales go to those reps that engage early and helping to set the buying agenda(vs only 26% occur in the late stage RFP/bake off/feature fight), many sales execs struggle with asking the right questions and uncovering a reason for the prospect to move along the sales cycle. Thus only 17% of reps get invited to a second meeting. Dan takes a look at the reasons why people BUY, their motivations from a psychological perspective which is key to understanding what drives decision-making. There are dozens of reasons why a buyer will pull the trigger on a purchase. If, as a modern seller, you can engage and uncover one or more of these motivations, there is a great chance you are going to be in the drivers seat. But you need to be skilled to unlock this path to success. Tune your dial to the latest Sales Is King and learn how to CONVERT more meetings into $$$. 🎙
…
continue reading
180 episodes
MP3•Episode home
Manage episode 222358687 series 1523502
Content provided by Dan Sixsmith. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Dan Sixsmith or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
While 74% of the wins in B2B Sales go to those reps that engage early and helping to set the buying agenda(vs only 26% occur in the late stage RFP/bake off/feature fight), many sales execs struggle with asking the right questions and uncovering a reason for the prospect to move along the sales cycle. Thus only 17% of reps get invited to a second meeting. Dan takes a look at the reasons why people BUY, their motivations from a psychological perspective which is key to understanding what drives decision-making. There are dozens of reasons why a buyer will pull the trigger on a purchase. If, as a modern seller, you can engage and uncover one or more of these motivations, there is a great chance you are going to be in the drivers seat. But you need to be skilled to unlock this path to success. Tune your dial to the latest Sales Is King and learn how to CONVERT more meetings into $$$. 🎙
…
continue reading
180 episodes
All episodes
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