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Ep. 37 - Chuck Marcouiller - Value Selling With Empathy
Manage episode 435754840 series 3594768
Contenido proporcionado por Revenue Enablement Society and Paul Norford, Revenue Enablement Society, and Paul Norford. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente Revenue Enablement Society and Paul Norford, Revenue Enablement Society, and Paul Norford o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.
What do buyers actually need sellers for? What are the "3 Cs" of empathy in selling? How do sellers enable buyers to build internal consensus? If a seller is empathetic do they risk losing control of the opportunity progression and velocity? How does an enablement team use selling with empathy to help sellers to not be "product pushers who reek of commission breath"?
In this episode Chuck Marcouiller, VP of Revenue Enablement at Freightwave joins me to answer these questions and much more by sharing the insights he's gained over a career as a seller, a sales leader, and revenue enablement leader.
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