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Ep. 37 - Chuck Marcouiller - Value Selling With Empathy
Manage episode 435754840 series 3594768
Innehåll tillhandahållet av Revenue Enablement Society and Paul Butterfield, Revenue Enablement Society, and Paul Butterfield. Allt poddinnehåll inklusive avsnitt, grafik och podcastbeskrivningar laddas upp och tillhandahålls direkt av Revenue Enablement Society and Paul Butterfield, Revenue Enablement Society, and Paul Butterfield eller deras podcastplattformspartner. Om du tror att någon använder ditt upphovsrättsskyddade verk utan din tillåtelse kan du följa processen som beskrivs här https://sv.player.fm/legal.
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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