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Not many get the difference between listening and 'active listening'

The other day, during the demo, my CEO didn't start the demo until it was 15 mins into the call.

It was a scheduled a 45-min Discovery & Demo meeting with a prospect that we had reached out via a cold email.

The conversation got extended to 1 hr 15 min, with two people participating from the prospect’s side.

He listened..almost 40% of the time.

And the result, he decided to show just a couple of features that mattered to the prospect (obviously it sealed the deal for us)

And it all starts with a delicate balance between talking and active listening.

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