Earning the Right to Ask Helpful Questions

The episode features an experienced sales trainer Richard Harris, discussing the intersection of sales and sales engineering. Richard shares insights on earning the right to ask questions, building trust with clients, and the concept of economic impact. He emphasizes the importance of proper communication and collaboration between salespeople and sales engineers (SEs), addressing common challenges and misconceptions. The conversation also touches on leadership accountability, the value of practice, and personal growth. Richard highlights the significance of self-awareness, mental health, and balancing personal and professional life. The episode provides useful tips and strategies for salespeople and SEs to enhance their effectiveness and cooperation.
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