144. Buyers Don't Need More Urgency. They Need More Certainty w/ Melissa McCabe
Consultative selling isn't about creating urgency. It's about helping buyers believe they'll succeed after making a change. Most buyers already know they have a problem. So why do so many deals still end with the status quo? In this episode of the B2B Sales Trends Podcast, Harry sits down with Melissa McCabe, Chief Sales Officer at Euna Solutions, to explore why the best salespeople don't just solve business problems. They reduce the fear of making the wrong decision. After nearly three decades in enterprise sales, consultative selling, and sales leadership, Melissa has reached a conclusion…
The skinny
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