In Episode 36 of "Never In Reverse Podcast," host Jeremy Axel and co-host Douglas Cox discuss how sales teams can adapt and succeed during economic downturns. They share strategies for maintaining deal flow, morale, and credibility, emphasizing the importance of honesty, vulnerability, and saying "no" to clients who are not a good fit.
The conversation highlights the importance of grit, adaptability, and prioritizing quality over quantity. Real-world stories and practical tips illustrate how aligning sales promises with company capabilities and building authentic relationships help sales professionals weather tough times and thrive in challenging markets.
For detailed show notes, navigate using the timestamps below:
(00:00:00) Introduction and Episode Overview
(00:01:05) Sales Vulnerability and Honesty
Emphasizing vulnerability, honesty, and saying "no" in sales to build trust and protect credibility.
(00:03:24) Aligning Sales Promises with Delivery
Discussing the importance of matching sales promises with operational capabilities and being transparent with customers.
(00:06:30) Personal Brand and Long-Term Relationships
How personal brand and reputation are shaped by honesty and long-term relationship building in sales.
(00:07:34) People Before Profit Philosophy
Advocating for prioritizing relationships over commissions for sustainable sales success.
(00:08:10) Building Deeper Customer Connections
The value of trust, problem-solving, and personal connection in modern sales environments.
(00:09:10) Standing Up to Unethical Sales Pressure
Stories about resisting leadership pressure to close bad deals and maintaining personal ethics.
(00:12:02) Pre-Qualifying Questions and Transparency
Using budget, timeline, and decision-maker questions to pre-qualify leads and ensure transparency.
(00:14:20) Wasted Time on Poor-Fit Leads
Statistics and anecdotes about the high percentage of time wasted on leads that don’t fit.
(00:15:52) Revenue-Generating Activities and Time Management
Advice on calculating your worth, focusing on revenue-generating activities, and aligning time with goals.
(00:20:20) Grit vs. Natural Talent in Sales
Comparing the value of grit and adaptability versus natural charisma in sales performance.
(00:23:35) Learning from Top Performers
Encouraging learning from successful peers, mentors, and always adding new skills to your sales toolkit.
(00:28:10) Continuous Improvement and Industry Learning
The importance of ongoing learning from others’ experiences and adapting through market changes.
(00:28:36) Recap and Final Advice
Summary of key points: honor your time, be diligent, adapt, and focus on relationships over transactions.
(00:29:21) Belief in Product and Career Alignment
Stressing the need to believe in what you sell and aligning your career with your values.
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