Welcome to part two of our Insights From the Other Side of The Desk Series: Build Credibility.
Getting to know your customer’s industry enables you to address them with confidence, share your observations with executives, and build credibility, opening the door to more opportunities. You don’t have to be an industry expert, but it’s essential to have an informed point of view. Taking the time to do the legwork will set you apart from the competition in a big way.
In this episode, Dr. Stephen Timme and Candy Conway provide insights on how to build credibility by presenting case studies and findings from interviews with current and former executive buyers from companies from Fortune 500 companies.
They explore:
Developing industry insights
How to effectively present those insights
Telling executives something they may not know about their business
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