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25 & 26 MARCH 2020

ExCeL LONDON

Richard Smith: Speaking at the Sales Innovation Expo

Richard Smith

Refract

7 steps to more winning discovery sales calls

Discovery conversations are where revenue is won and lost. But in order to both qualify and diagnose the personalized pain, benefits and (most importantly) value proposed, you must rely on great questioning skills, active listening and make every second count. The problem is, data shows that only the elite sales people are effective at holding great discovery conversations.

We''ll dissect how sales leaders can coach reps to optimize discovery conversations that lead to successful outcomes, based on the evidence of analyzing 10,000+ calls each month.

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Richard Smith will be speaking in the following theatres:

Theatre 7 - Wednesday 12.30 - 13.00: 7 steps to more winning discovery sales calls