Showing results by author "Skip Miller & Tom Latourette" in All Categories
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Talking To Above The Line
- By: Skip Miller & Tom Latourette
- Original Recording
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Every sale has two value propositions - above the line and below the line. Yet, salespeople are only trained to sell to one. Despite different needs and challenges, the focus is on below the line criteria, benefits, positioning, and price. This is backward! Effective sales teams positioned above the line cut their sales cycles in half and double average order sizes. How? Welcome to Talking to Above the Line with Skip Miller and Tom Latourette, the podcast that helps sales leaders and salespeople have the right conversations at the right time. It's time to stop selling the same way you did a...
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