1
Q
Recite: “The reason I’m going to ask this next question is because, if we get far enough together where you need a proposal, your CFO will want to see a business case. They’re involved in every purchase these days. So I’m curious, what metric is suffering the most as a result of the challenges you’ve shared with me? Later on we can build a business case off of that if we get that far.”
A
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2
Q
Recite and make up something for:
- What are the ripple effects this challenge has on other functions in the business?
- To what extent would this challenge derail other plans of yours 6-12 months from now?
- One of the things I’ve observed other customers of ours deal with as a result of [business challenge] is they struggle with [specific consequence]. How is that showing up for you, if at all?
A
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3
Q
Recite: is there a metric or KPI you and your team are measured on that would be better if you could do ____ better?
A
Sales Training
flashcards
Decks in class (4)
# Cards
