If you’re involved in selling – and especially B2B selling for a SaaS business, then you’re going to love today’s episode. In the last episode, we talked with Stephen Steers about how storytelling is important to sales. Today’s guest – Matt Wolach – shares a masterclass on another aspect of B2B sales that will help you massively increase your close rate.
In sales, it can be tempting to share all of the unique features and bells and whistles of your product. Especially after you’ve spent to much care bringing it to life. But Matt explains how a different frame – based on deep curiosity for your customer’s challenges – is going to help you improve your results.
I had a blast talking to Matt – and learned a ton of nuance along the way. I hope you get some gems as well.