![]() ![]() ![]() The shorter the feedback loop between hearing an objection from a customer and building a slide to combat that objection, the better. When you’re getting started, speed is key. While that may be true of larger organizations with slower-moving offerings (and even then, I don’t buy it), this mindset is extremely damaging for an early-stage sales organization. That it has to be reviewed by “legal.” And so on. That something has to be triple-checked and signed off on by everyone before they can present it. Because their prior experience with sales comes from what they’ve seen in movies and the materials they’ve pulled off of mature organizations’ websites, they believe that everything they produce has to be spit-shined and sparkly before it can get in front of a customer. ![]() Before we get started, I want to take a second to talk about a common misconception among new sales professionals, which can really hurt their efforts. ![]()
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