Automation Does Not Replace Humans Says Stephen M. Lowisz

Wes Schaeffer
December 24, 2019

Master The 3 T’s to Make Every Sale

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The T3 Framework: Tactics. Talent. Tech.
Worked on helping Fortune 500 companies get their acts together
Use analytics to get the right people on board to grow
Foosball and bean bag chairs are not investments in your people
Automation does not replace humans
Typical KPIs in businesses are reactive
- Measuring for the sake of measuring
- You’re hiring wrong, so these measurements won’t help
- It’s too late by the time you recognize the mistake
How to balance the measurement of effort vs. results
Should you use sales scripts?
Audit. Document. Repair.
Systems. Data. Metrics.
Is your sales team coachable?
Are you a bad sales manager?
Went from 7% to 62% close rate via coaching with the sales manager
Focus on frameworks vs. scripts vs. prompts
You have to give your salespeople the room to fail as they evolve and grow in a new role
People buy when you connect with them
Prospects have a strong B.S. radar
What’s the impact you can make?
Past sales performance is no guarantee of future sales results
Great salespeople can sell their way into a job
Myers-Briggs
Behavior. Needs. Drivers.
Use analytics to stack the hiring odds in your favor