This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. During discovery, you want to make prospects think about problems. But to get to this conversation, you must create trust first. Charles shares the roadmaps he uses which aim to gain the trust of the prospect. HIGHLIGHT QUOTES The roadmap for gaining trust through teaching - Charles: "Team them something first which is problem-related. So I'm a big fan of roadmaps. I love roadmaps. So roadmaps to ask a question, roadmaps to answer a question, followed by asking another question, etc. So the mini roadmap is one... sharing context, two sharing insight, three humbling disclaimers, and four asking an open-ended question to what extent." You can find out more about Charles in the links below: LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/ Website: https://www.cbinsights.com/ Live Better. Sell Better. is sponsored by our proud partner: Vidyard | vidyard.com Chili Piper | chilipiper.com Rocket Reach | rocketreach.co Orum | orum.com Clari | clari.com
This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. During discovery, you want to make prospects think about problems. But to get to this conversation, you must create trust first. Charles shares the roadmaps he uses which aim to gain the trust of the prospect.
HIGHLIGHT QUOTES
The roadmap for gaining trust through teaching - Charles: "Team them something first which is problem-related. So I'm a big fan of roadmaps. I love roadmaps. So roadmaps to ask a question, roadmaps to answer a question, followed by asking another question, etc. So the mini roadmap is one... sharing context, two sharing insight, three humbling disclaimers, and four asking an open-ended question to what extent."
You can find out more about Charles in the links below:
Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com
Chili Piper | chilipiper.com
Rocket Reach | rocketreach.co
Orum | orum.com
Clari | clari.com