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Ep. 37 - Chuck Marcouiller - Value Selling With Empathy
Manage episode 435754840 series 3594768
İçerik Revenue Enablement Society and Paul Butterfield, Revenue Enablement Society, and Paul Butterfield tarafından sağlanmıştır. Bölümler, grafikler ve podcast açıklamaları dahil tüm podcast içeriği doğrudan Revenue Enablement Society and Paul Butterfield, Revenue Enablement Society, and Paul Butterfield veya podcast platform ortağı tarafından yüklenir ve sağlanır. Birinin telif hakkıyla korunan çalışmanızı izniniz olmadan kullandığını düşünüyorsanız burada https://tr.player.fm/legal özetlenen süreci takip edebilirsiniz.
What do buyers actually need sellers for? What are the "3 Cs" of empathy in selling? How do sellers enable buyers to build internal consensus? If a seller is empathetic do they risk losing control of the opportunity progression and velocity? How does an enablement team use selling with empathy to help sellers to not be "product pushers who reek of commission breath"?
In this episode Chuck Marcouiller, VP of Revenue Enablement at Freightwave joins me to answer these questions and much more by sharing the insights he's gained over a career as a seller, a sales leader, and revenue enablement leader.
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