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The Key To Identifying Opportunities To Scale Fast, Mike Volpe & Ryan Ball

Author

Wes Schaeffer
August 06, 2019

Develop Discipline To Dominate 

Click here to download the episode. 

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