Great job! Let’s discuss tips to grow your audience."

B2B customers buy because of strategic business value (grow the business, manage cost, mitigate risks, or elevate their customers' experience), and leading with assessment is key to building trust and uncovering genuine needs. It allows you to meet customers where they are, speaking their language and aligning with their goals. This approach paves the way for collaborative and impactful engagements that deliver real value, not to mention managing your selling time more effectively. Thanks for shedding light on why assessment matters!

"Sales is something you do FOR people, not TO them." This is not only a great quote, but this subtle shift in one's mindset can make a huge difference in how we engage our prospects, clients, customers, and the people we work with. If you can only remember one thing from Mark's lesson, this is the one that will make a difference.

A great session guys! When it comes to negotiation you have to be able to understand and communicate your value. Some great suggestions here as to how to do that (and it's not just cost reduction!)