Apr 26, 2021
What’s the line between being aggressive with your quota and pushy with your customers? Relevance. While there’s no real value in pushing products, customers will find value when you alert them to issues they don’t even see coming.
Mace Horoff, creator of the Medical Sales Academy and 38-year frontline sales veteran, says it’s these insights that allow us to provide maximum benefit to our prospects. Where most reps see difficulties and dried-up pipelines, Mace sees the makings of a golden age. The shift, he says, lies in focusing on the moment-to-moment relevance of your product or service. In this interview, we’ll talk with Mace about how you can alert your customers to growing gaps and connect your offer to the solution.
In this episode, you’ll learn:
Plus, we shatter a common myth shared by the sales industry as a whole!
Resources and links from the show: