The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams 178: How to be valuable on a sales call with Amanda Carvalho, Sales Director at Gytpol
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Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly.
Amanda Carvalho has been doing in-depth prep for her calls for years, focusing on the value she and her solution can bring to the prospect.
In this episode, you will learn:
- where to start doing the research
- how to think about representing the business value you might bring to the prospect based on the prospect's business and situation
- how to avoid making a mistake and sounding stupid
- the value structure to use when representing the impact you might have
You might also like the following:
156: Dave Phelps, RSM at Crowdstrike - Make your territory your franchise
149: A breakdown of two more companies’ answers to “What We Do” and how they could improve them
103: How to use your sales deck effectively
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