Which approach is recommended for gaining deeper insight into pain points raised by a senior customer business leader?
A. Inform the customer of some statistics about their competitors, to get a reaction
B. Ask open ended questions about goals and impacts from challenges
C. Lead an exercise to define revenue the customer could gain from using remote experts on sales calls
D. Speak with peers of the customer leader, to find out whether this person has a reputation for making problems sound bigger than they really are
Answer:B
Which approach is recommended for gaining deeper insight into pain points raised by a senior customer business leader?
A. Inform the customer of some statistics about their competitors, to get a reaction B. Ask open ended questions about goals and impacts from challenges C. Lead an exercise to define revenue the customer could gain from using remote experts on sales calls D. Speak with peers of the customer leader, to find out whether this person has a reputation for making problems sound bigger than they really are