Discovery, Demo, or Disconnect?
DiscoverOrg Sales
MAY 18, 2016
This article suggests a framework for analyzing the Client Pain Profile (CPP) to guide discovery, focus demos, and further clarify the SDR and AE roles. Craig Rosenberg, Chief Analyst with TOPO, a research, advisory, and consulting firm, shared three key ways on how buyer-centric teams succeed: A clearly mapped out sales engagement strategy.
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