I learned a LOT scaling a sales team from $150k per month to $6,000,000 in sales per month.
Here's a 40-minute deep dive on many of the most critical lessons.
Bookmark for later: ๐๐ฝ
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Ask your sales reps to tell you the difference between urgency and speed.
If they don't have a good answer, that's why they're losing deals to "think about it".
If the salesperson is exceptionally skilled there will rarely be objections.
If the salesperson is exceptionally UN-skilled there will rarely be objections.
A common dynamic I observe with AI: it feels most impressive when you donโt know much about the subject, donโt care or donโt have a clear idea of what the you want.
This applies across design, code, legal, and more. If I donโt know code very well, every piece of code it writes feels very impressive.
Once you know what something should feel or look like, it becomes almost impossible to guide AI there. And you definitely canโt one-shot it.
The point of the sales call isn't to win a debate with superior debate skills, it's to collect cash with superior persuasion skills.
Debate makes enemies, persuasion makes money.
it's worth noting that just as we sell with logic and justify with emotion, prospects use emotion to appear sold, and then escape accountability and get off sales calls using logic.
"I just need to get my wallet"
"I have to go to the bank"
"I'm waiting for funds to clear"
When you think you've uncovered "sufficient pain" in a sales call, I can assure you .....you are probably at 10% of the pain required to motivate action.
This lines up nicely with a 10% close rate.
You probably realize that sufficient pain is required to motivate proper action.
What you probably DON'T realize is simply HOW MUCH you have VASTLY UNDERESTIMATED the amount of pain required to motivate action.