HIGHLIGHTS
02:45 Transitioning from the sales guy to the sales trainer guide
06:37 Training his team how to run sales and make discovery calls
015:15 Reaching out to the decision-maker of a company
021:01 Being trained by crappy salespeople
15:48 Transparency: When some don't want processes to be transparent
30:52 Enjoy your work more and make more money
QUOTES
08:29 “If you don't have a million, I'm happy to lend you some of mine to get up to a million. Right. But there's only so much bandwidth they can have. And so the second part is, is once they admit that that's a problem and they admit, um, that, or then they can realize that they need to, they can make this a priority one.”
013:09 “So we say, okay, we'll look real time in your calendar and say, Hey, okay, why don't we start with you? … Let's see what they will commit to because, if they're still blowing you off at that point, they won't even commit just you and them.”
15:33 “And if that kid, if they can't say, I think this is a great idea. Then it ain't gonna fly. And so one of the things that we talk about, and I think you probably do it too, is the person you're talking to… if they don't think it's a great idea to do it, then chances are, it's not going to happen.”
26:26 “So it really is all about that being intentional. Focusing on what your buyer cares about the most to see if you can make a match, but they got to take action as well to make a match a hundred percent.”
Where to find Brent:
Where to find Walker:
