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How to teach CSM and Sales Reps to ask disruptive questions and just $TFU -- with Bob London
Manage episode 407416901 series 3559950
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Talking less and listening more—a proven method to increase win rates among B2B sellers, and a mantra all GTM leaders want their sales and customer success reps to practice.
When you arm your reps with powerful questions, it helps them engage and better understand their buyers, ultimately, leading to more opportunities to acquire, keep and grow revenue.
In this episode of Closing Time, customer discovery and listening expert Bob London provides three examples of disruptive questions that go beyond the cliche, "What keeps you up at night," and empower your reps to capture fresh insights. He also provides a colorful acronym ($TFU) to remind them to embrace silence and listen intently.
Want to better align your go-to-market teams? Get a free demo of Insightly's modern, scalable CRM.
Connect With:
• Bob London: LinkedIn // Bob's Website
• Val Riley: LinkedIn
• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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