Gartner Blog Network

Tag: 'listening' Blog Posts

from the Gartner Blog Network

Forget Scripts, Adopt Situational Messaging

by Hank Barnes  |  July 26, 2016

A standard component of most sales training programs, call blitzes, and campaigns is "the script."   The goal is to get everyone on the same page and communicating the same...

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The Power of "Why?"

by Hank Barnes  |  March 12, 2013

Why? A simple question that can generate tremendous insight.  You can ask the question in one word or with some added detail (e.g. Why is that important to you?), but asking...

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