On this episode, Bill Caskey and Bryan Neale address an issue that they've seen and witnessed inside their client companies. The issue is that these companies are providing the sales team with more and more data to use in their sales process and presentation, which can actually be a bad thing.

The guys caution you that while data is good and can be effective, don't forget about the emotional buying needs of your customers since the fact is that a big part of their decision process will be emotional and not intellectual.

If you want to have one of the guys at your next sales retreat or kickoff meeting, send them a not to [email protected] with the subject line "Come see us" to get the conversation started!

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Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours! 

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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