The trait that makes or breaks a sales team is the one almost nobody hires for. And the fifteen minutes that separate an average deal from a won one is the bit most reps skip.
This week on Hit Your Numbers, we're handing over to Field Notes, the podcast from James Bissell and Richard Washington covering what they're seeing in the go-to-market world that week. Two topics, straight from the field.
If you hire, coach, or carry a number, this one is packed with things you can use this week.
Subscribe to Field Notes wherever you get your podcasts.
KEY THEMES
- Collaboration as a hiring criteria
- Why 89% of mishires are attitude, not skill
- Compliant vs cooperative vs collaborative culture
- Assessing candidates by treating hiring as a sales process
- Defining core behaviours and anti-values before you hire
- Just-in-time coaching and the pre-call plan
- Using AI to prep and scenario plan a deal
- Known problems vs root cause in discovery
- Financial storytelling to build buyer confidence
- Why saying no to a deal wins respect
MORE ABOUT JAMES
- Host: James Bissell, founder of The Revenue Enabler
- LinkedIn: https://www.linkedin.com/in/james-bissell1/
- Website: https://www.therevenueenabler.com
MORE ABOUT RICH
- Host: Richard Washington
- LinkedIn: https://www.linkedin.com/in/richwash/
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