#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)

30 Minutes to President's Club | No-Nonsense Sales · Mar 31, 2021 · 31m

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Four Actionable Takeaways:

Ask your prospect “what do you like about X” instead of bashing your competition

Use wedge questions to uncover pain points where your product wins vs competition

Propose a follow up time or figure out the prospect’s buying window and reach out then

Send videos to contacts that have gone dark, or shoot them a tentative calendar invite

Katie’s Path to President’s Club:

Director of Sales Training

Golden Rule of Selling Podcast

9 years of medical device sales

RESOURCES DISCUSSED

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