HeyJaredEmily Yepes
- Indexed articles, last 90 days
- 2
- Latest publication
- Sep 16, 2026
- Outlet visibility, for Printing Impressions
- Top 5M sites
- Earliest in this view
- Sep 2, 2026
Latest articles
Every Salesperson Needs This Discovery Skill (opens the original)
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Your reps already know the rule: talk less, ask more. But "ask better questions" is where the training usually stops, and where reps get stuck. Here's the real problem: prospects don't ask questions in a vacuum. When a buyer opens with "give me your pitch" or "what's your turnaround on a job like this," there's a whole story behind it your rep can't see yet. Answer too fast and you can talk yourself right out of a deal, even when you're the right fit. Take capacity. A prospect asks how big your
Why You Should Never Quote Without Discovery (opens the original)
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If your sales team constantly hears, "Your price is too high," it's worth asking a different question: Is price really the problem? In the printing industry, it's easy to believe you're selling a commodity. Buyers ask for quotes, compare bids, and talk about price from the very first conversation. Before long, many salespeople start behaving as though the only way to win is to be the cheapest. The reality is that price is usually the easiest reason for a buyer to give. But it’s not necessarily t
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Top 5M sites
For Printing Impressions, the outlet · Measured Aug 1, 2026
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