The more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses:
- The four major mental obstacles that prevent salespeople from properly expanding their deals.
- Putting the customer first.
- Using “decision points” to assess who will be impacted by your solution.
- Differentiating not only what you sell, but how you sell.
Here are some additional resources:
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