Homerun
February 20, 2023
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4 min read
Building Relationships During the (Pre)Sales Cycle
Check out Brian Lewis (Homerun Presales Co-Founder and CRO) and Ramzi Marjaba (Founder and Podcast Host of We the Sales Engineers) talk about how to build relationships during the (pre)sales cycle. Critical skills for every SE/SC/SA! 😊
Episode # 253 “Relationships Are Not Built Overnight, But They Start With A Question” covers a lot of ground, including:
- ✅ Ideas on building relationships with customers
- ✅ How mindfulness helps in being present in conversations
- ✅ Approaches to first meetings with potential customers
- ✅ How to get customers to actually talk
- ✅ Strategies for talking with customers who don’t seem too eager to talk
- ✅ How to keep customers talking when they have started to engage
- ✅ The importance of providing context to your discovery questions
- ✅ Why the roles of everyone in a sales call should be clearly defined beforehand
- ✅ How to work smoothly even with team members you don’t easily jibe with
- ✅ The process of building relationships with customers after the first meeting
- ✅ The importance of taking notes during calls
- ✅ Drawing a line between manipulative and helpful behavior
- ✅ How the pandemic improved how sales are done
- ✅ The benefits of meeting customers in person
- ✅ How many meetings it takes to build a “real” relationship with a customer
- ✅ Balancing the art and science of sales engineering
Link to the show: https://wethesalesengineers.com/253-relationships-are-not-built-overnight-but-they-start-with-a-question/
Do you want to build better relationships with prospects with a better presales process? Talk to one of our presales experts about about how Homerun can help. Click here to get started!
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