The Prepared Seller

How to find hidden feedback from prospect and customer calls w/ Rob Dumbleton | Ep 037

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Summary

Rob Dumbleton, co-founder of FOUR/FOUR.AI, discusses the importance of preparing for sales meetings and the need for sales and product teams to work together. He emphasizes the use of the jobs-to-be-done framework to understand customer needs and connect them to day-to-day tasks. Rob highlights the value of gathering and analyzing customer information to qualify opportunities and personalize sales conversations. He also emphasizes the importance of storytelling in B2B sales, focusing on creating empathy and demonstrating evidence-based outcomes. Rob shares his approach to building pipeline as a founder and the importance of having a disciplined sales process.

 

 

Takeaways
  • Preparing for sales meetings is crucial for success in sales.
  • Sales and product teams should work together and use the jobs-to-be-done framework to understand customer needs.
  • Gathering and analyzing customer information helps qualify opportunities and personalize sales conversations.
  • Storytelling is an effective way to create empathy and demonstrate evidence-based outcomes in B2B sales.
  • Founders should have a disciplined sales process and focus on building pipeline.
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    The Prepared SellerBy Paul M. Caffrey