In this episode of Enterprise Sales Development podcast, we speak with Chet Lovegren, aka The Sales Doctor. Chet helps companies develop their talent from SDRs, to AEs, to Frontline Managers, so he’s here to share his sales development expertise with all of you. Listen in as he shares powerful insights and tips on how to be “prescriptive” in sales development by following a proven and methodical process to heal any broken sales organization.
WHAT YOU’LL LEARN
What it means to be prescriptive with your sales development teams.
The “input mindset” your SDRs need to get results and create value for your company.
Chet’s candid thoughts on the biggest obstacle to reaching peak performance in sales development: “Thought Gurus” who trick the algorithms.
How to effectively deliver value props and handle objections via email and sales calls.
A Before & After example of the benefits of consulting The Sales Doctor.
QUOTES
“You have to be prescriptive and you have to implement those things so that not only you’re doing things correctly, but you’re also enabling your teams to getting better buy in and adoption, because that can be really tough.” - Chet Lovegren [05:07]
“Right now, you’ve got to do more with less.” - Chet Lovegren [10:05]
“You have to focus on the inputs and not just the inputs, but strategically approaching the inputs because… making 100 cold calls is not gonna be successful. Making 100 good cold calls is what’s gonna make you successful. That’s part of what The Sales Doctor’s trying to help people accomplish is enabling people to get to a point where they’re leveling up their skills so that they’re not making the perfect cold call, because perfect is the enemy of great, but they’re making good, if not great, cold calls.” - Chet Lovegren [25:43]
“When you’re met with an objection: Objection, Value Prop #1, Objection, Value Prop #2, Objection, Value Prop #3, Objection 4, Call it Quits.” - Chet Lovegren [36:07]
TIMESTAMPS
[00:00] Intro
[00:25] This week’s guest: Chet Lovegren
[01:48] Why Chet became The Sales Doctor & What it means to be prescriptive.
[07:07] Chet’s SD consulting and training workshops.
[12:17] The importance of having a strong support system outside of your thought leadership.
[15:17] Finding your “why” and achieving full self-realization.
[18:09] Optimizing your efficiency, mastering time management, and having an “input mindset”.
[28:49] Current challenges in reaching peak performance in sales development.
[34:04] Strategies for objection handling and delivering value propositions.
[43:49] Before & After The Sales Doctor: Simple, yet powerful changes in messaging.
[52:01] How to connect with Chet.
RESOURCES
Pavilion
Listen to The Sales RX Podcast
CONNECT
Chet Lovegren on LinkedIn
Chet Lovegren on Twitter
Chet Lovegren on TikTok
The Sales Doctor Website
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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