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The customer doesn’t care about features – they care about solving their problems – Trish Bertuzzi
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“Prospects are making their purchase decision based on whether they think you understand their problems and you have the knowledge, resources, and commitment to solving them.” – Trish Bertuzzi
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“It is the cold that is dead – not the calling… I agree that no one should be “cold” calling anymore – meaning having a name & number, but lacking a compelling reason to call.” – Trish Bertuzzi
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“An effective process has the reps thinking in terms of ‘them’ as opposed to ‘us.’“ – Trish Bertuzzi
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