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A batch of the best highlights from what Louis's read, .
When people think about what is needed for sales success, they jump to a lot of “right brain” activities. Storytelling, persuasion, rapport building, and such. Socialization, drinking, and dinner. Shooting from the hip and making it up as you go. They don’t consider, or at least not as much, that sales is something that involves lots of metrics, math, and reporting. Guess what? You can’t escape math in sales either— especially if you want to have success at any amount of scale greater than a single rep.
Founding Sales The Early Stage Go-to-Market Handbook
Peter Kazanjy
“Leaders make sure people not only see the vision, they live and breathe it.”
Great, now you do it:
• What is the problem?
• Who has the problem?
• What are the costs associated with the problem?
• How do people currently solve this problem, and how do those solutions fall down?
• What has changed enabling a new solution?
• How does the new solution work?
• How do you know it’s better? (Quantitative, Qualitative)
Founding Sales The Early Stage Go-to-Market Handbook
Peter Kazanjy
...catch up on these, and many more highlights
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