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Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: Transforming Sales: Ethical, Relationship-Driven with Leah Borges
Description: Key Takeaways:
Ditch Cold Outreach: Creates distrust; focus on building relationships early.
Value First: Understand buyers deeply and empower their vision.
Measure Right: Prioritize value per hour, not dials or meetings.
Cultural Fit: Hire right, create great work environments, avoid micromanaging.
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Rethinking Sales:
Buyers engage salespeople to make confident purchase decisions. Instead of prospecting to active buyers, focus on companies that will be in the market 6-36 months out. Build relationships and understand their context before they start evaluating. When they do evaluate, you can guide them based on their specific needs rather than pitching f...