ACTIONABLE TAKEAWAYS:Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.DAN'S PATH TO PRESIDENTS CLUB:Senior Vice President of Global Sales @ ChallengerVP of Sales, Account Management @ ChallengerVP of Sales, Major Accounts @ ChallengerManaging Vice President, Sales & Community @ EvantaRESOURCES DISCUSSED:Join our weekly newsletterThings you can steal