{
  "title": "Don't Be a Boss & the Dialogue Plan – Mika D. Rubanovitsch | Neuvottelija 13",
  "titleOriginal": "Dialogisuunnitelma etämyynnissä | Mika D Rubanovitsch | Neuvottelija 13",
  "episodeNumber": "13",
  "guest": "Mika D. Rubanovitsch",
  "publishedAt": "2020-04-08",
  "duration": "27:56",
  "durationIso": "PT27M56S",
  "youtube": "https://www.youtube.com/watch?v=I6jnlYmBWA4",
  "fiCanonical": "https://www.neuvottelija.fi/fi/episodes/19-dialogisuunnitelma-etamyynnissa-mika-d-rubanovitsch-neuvotte",
  "originalLanguage": "fi",
  "format": "full",
  "topics": [
    "negotiation"
  ],
  "description": "Sales expert Mika D. Rubanovitsch explains how B2B selling shifts to the remote era: what the dialogue plan is and why the game is decided long before the negotiation table, why you should 'hook' the customer with references before the first 15-minute connect call, how sales meetings are staggered into a 15- and 45-minute rhythm, why a virtual negotiation never opens with a company presentation, what insight-led selling and the four-quadrant model mean, and why expanding the participant group decides the close. Featuring the book Don't Be a Boss, self-direction, and remote leadership.",
  "chapters": [],
  "sourceTranscriptType": "none",
  "subtitleMethod": "none",
  "provenance": "Owner page assembled from YouTube metadata, the neuvottelija.fi episode record and the published Neuvottelija AI edition summary. No transcript imported.",
  "slug": "ep13-ala-ole-pomo-dialogisuunnitelma-mika-d-rubanovits",
  "guestsCanonical": [
    "Mika D. Rubanovitsch"
  ],
  "guestPages": [
    "https://www.neuvottelija.com/podcast/guests/mika-d-rubanovitsch/"
  ],
  "page": "https://www.neuvottelija.com/podcast/episodes/ep13-ala-ole-pomo-dialogisuunnitelma-mika-d-rubanovits/",
  "markdown": "https://www.neuvottelija.com/podcast/episodes/ep13-ala-ole-pomo-dialogisuunnitelma-mika-d-rubanovits/index.md",
  "captions": null,
  "transcript": null
}