Kevin "KD" Dorsey explains status-alignment questions, a sales tactic that shows expertise while diagnosing why deals stall. He covers call reluctance, rev ops empowerment, and lead-finding challenges that emerged after remote work shifted how teams operate.
The status alignment questions, when you go, ah. And you ask something that only someone that understands the space would know. And so that could be something like, why do you think that is? Is a call reluctance thing? Are they not empowered by rev ops? Is it taking too long to find the leads? Like, it's where you show that you know what causes the problems. Often that's where we can talk and go, okay, this person knows what they're talking about, right? Or it's like, oh, okay, yeah. I mean, a lot of VPs I'm talking to have really noticed a drop in connect rates ever since everyone went home. Like, do you think that's driving a little bit of this right now? The status alignment question, where it shows me you know what you're talking about?
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
