Episode #90: Find Good Prospects and Guide Them, with Kendra Lee

Because you work with many buyers, you often know more about one particular buyer’s problems than they do. Join Kendra Lee, Founder of the KLA Group, as she shares why the best prospects need your guidance most of all. Reps may worry that guiding prospects will come across as pushy or bossy, but they forget that they still have more knowledge than their buyers. You hear the challenges all your buyers face and can guide them in the best way to solve them – and the best way to buy.   Guest: Kendra Lee (https://twitter.com/kendraleekla) Host: Kevin Micalizzi (https://twitter.com/kevinmic)   Related resources:   • Why All Sales Prospects Aren’t Created Equal https://sforce.co/2HdlKmE   • One Easy Way to Close Sales Faster – Set Expectations http://bit.ly/2vn8ZEu   • What’s Holding Your Prospecting Back? http://bit.ly/2IoDmg7   • Why Changing Behavior Is Your Biggest Sales Challenge https://sforce.co/2HHz0AV