Empower Your Business to Close Big Deals in Mexico

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but that's not where deals happen right it's what you're talking about it's comprehending what the customer is trying to achieve and aligning and mapping your value to that and hopefully in a quantitative way because I always tell people that math is the universal language of business right if you can quantify something it tends to resonate a lot better and especially like your space where you're Enterprise sales man you can have the best presentation demo ever still not going to yeah not going to make that big would deal yeah and that's just where I think that the discovery is so critical whoa say that again Ross wait a minute back up what is so critical say that again I I got to hear it again the the discovery and I when I say that I don't just mean what are their pains because I think that's a seice level understanding you have to understand the pains how do the pains align with actual dollars and impact that they're experiencing and how do your services align but then even beyond that going back to what I said earlier like understanding the unset like is there really a compelling event is there really executive visibility on this problem who are the competitors who have they worked with in the past who do they have relationships within your competitors I think you have to be able to like bring all this intelligence together to assess is this a good deal