Develop Discipline To Dominate
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Sales Tips you'll learn today on The Sales Podcast...
- Started by the founder of Kayak
- Started as B2C but most active users were business people
- Gene from HubSpot is running marketing
- Third round of funding
- Was slow recognizing the opportunity
- They did a great job democratizing access to information to the public
- Corporate travel booking was a pain
- Serve three personas
- Road warrior
- Admin/Assistant
- Finance teams (who dislike salespeople who don't submit expenses)
- The most under-valued virtue is discipline
- You need to work and build to your future self
- Discipline is key...while balancing/avoiding paralysis by analysis
- Remember the humans behind the titles
- Treat people like people to drive word-of-mouth
- Set proper expectations to reduce the emotions of the business interaction
- The lines between business and personal have merged so business is more flexible and personable and casual
- Millennials get a bad rap
- Find the hard workers in the interview process
- Newer brand with high-velocity sales cycle (5-7 per month)
- To make any sale you must make every sale
- The three C's of Selling
- Confidence
- Competence
- Credibility
- Find the pain
- Know the why for the buyer
- Know the playbook so well that you can bend the rules
- Do cold calls still exist?
- The rules of three for your research
- 3 minutes research
- 3 compelling events/interesting facts
- Is rapport over-rated
- The hardest thing to do in sales is to get a response
- The chili recipe
- We know 80% of the ingredients
- But the winner has a secret ingredient and process
- Be curious. Be a lifelong learner
- The three questions for on-boarding new salespeople by Andrew Quinn
- How do they make money?
- Do they want to make more money?
- Can I help them make more money?
Links Mentioned In The Sales Podcast
- Visit Lola
