Not something we typically do at ASP–review books but had a chance to read Seth’s new book, Linchpin.
It synchs up quite well with our philosophy that if you really want to be treated differently in the market–then you must “show up” differently. And this book teaches you how to rethink that premise.
Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.”
In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.
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