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How Can Sales Reps Prepare For Resistance From a Client?

Clients are likely to challenge a sales rep in order to test their credibility and knowledge of the subject matter. In anticipation of resistance, sales reps should be thinking about the prospect or client and try to turn a piece of data into a relevant insight.

Without that connection, the information provides no value to the customer. In this video, Andrea Grodnitzky, CMO of Richardson, discusses which resources sales reps should be leveraging to successfully navigate resistance from a client and offers advice to reps about when to seek additional help.

About the Author

As Richardson’s Chief Marketing Officer, Andrea is responsible for demand generation and value creation through strategic marketing, brand awareness, digital optimization, product launch initiatives, and market-facing thought leadership to drive sustained, organic growth. With a passion for sales and customer-centric activity, Andrea and her team work to inspire customers across the engagement lifecycle and support them in their journey to market leadership by delivering fresh perspectives to their sales challenges.

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