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By Andrea Grodnitzky | February, 28 2014When engaging in a sales dialogue with a prospect or client, it is important to acknowledge their current needs before approaching them with new needs. To provoke a need, sales reps can establish credibility by sharing insights and asking questions to better understand the client.
In this video blog post, Richardson Sales Performance CMO, Andrea Grodnitzky, explains how sales reps can avoid acting arrogant towards clients, and offers some sound advice for how to balance needs and insights.
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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.
