US EditionDon’t Give Answers. Ask Questions.
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2 Articles
During all the job interviews, there is a strange part where we are asked if we have any questions. Generally, we are caught up in the fact because we don't have much to ask. However, the recruitment officials expect a lot from this part. They judge our ability to improvise. They also notice whether we have prepared this part and also the relevance of our questions. The latter could say a lot about us, especially about our intelligence, accordin…
Don’t Give Answers. Ask Questions.
Subscribe “Should we keep selling to the mid-market, or go after the whales?” a founder recently asked me. Instead of giving her an answer, I asked her a question… “What’s the difference in sales cycles between the two?” I asked. “That’s just it!” she responded. “The sales cycles are basically the same. But the big customers are 5 or 10 times larger ACV’s.” “It sounds like you’ve got a solid argument for going after the big guys,” I said. “That’…
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