S1E24 - A Sales Executive Who is Never Satisfied with the Status Quo

Episode Notes

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Jeremy Bono leads Phenom’s North American account management team, a sizable business that represents most of the company’s revenue. His team partners with nearly 500 employers to extract value out of the technology. That requires understanding all aspects of the customer’s business such as revenue drivers and strategic priorities.

Asking good questions is critical to salespeople’s success. That’s why Bono has account managers use an “open, probe, confirm” framework to ask open-ended questions, probe further and confirm what they heard with customers. Artificial intelligence is a great way to get information faster and allows for deeper conversations, which is why the sales team is trained on the technology to do their jobs better.

In this episode, hear Bono’s famous “Rule of Five” sales strategy for value-selling and why he’s always in a state of constant learning.

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