EXACTLY How to Build an Unstoppable Sales Team in 60 days

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1. 33:15

   case studies and trainings in your head and your marketing team will be like, wow, look at how we did training for this team, cold calling for that team, discovery for that team, built playbooks for this team, reinforcement sessions for that team. And you'll want to shove it all down the prospect's throat. And what will happen is they'll usually say something like, this is great, but it's more “software than I need.” Or it feels like a little bit more than what we need for this phase. And so when you do a yo, dog demo or a pimp my ride demo, it is a forcing function for you to only demo the parts of your product that were relevant in discovery. And so that was the next thing that we did is that's number three is I call that getting

   In Lack-of-need objections

2. 35:43

   Let's say, for example, we started with like a director of enablement and then we wanted to get to a director of mid-market sales. Well, then we would basically like run another sales cycle from scratch with that director of mid-market sales, right? There are two things wrong with that. Number one, if you've properly flipped a champion and initiated what we call same side selling, “that champion should be helping you sell on that call.” So that's number one. Number two is if you did a good job in discovery, then the second discovery call with a new stakeholder is not a full discovery call. It is what I call a recap and roll discovery call,

   In Champion identification

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