065: Cory Bray | Sales Enablement: The Ecosystem that Extends Throughout an Organization
Nov 28, 2017•32 min
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Episode description
Takeaways
- Develop your Persona/Pain/Feature Content Matrix: Think through each persona you sell to. What pain or pains do you solve for that specific type of person or company? Then list out the features of your product that directly correlate to that pain and that person. Lastly, determine what content and stories you have that match all of the above.
- Don’t Conflate Sales Training with Sales Coaching: A good sales trainer can teach you what to do. A great sales coach can help you understand how to do it, but even more importantly, why you should. Take for instance prospecting, through training, I can teach you what to do all day long. But, it’s not until you actually try to apply it that real learning begins. Then, you bring it back and we adjust based on our findings.
- Write it Down: You can call me old school, but I still believe in physically writing things down. Regardless of whether you do it manually or digitally, reading over your notes helps you understand what you think you heard versus what was actually said. Recording calls is great for verbatim recognition, but your notes are what determine how well you actually understand something and/or what you think is important.
- The Toyota Way by Jeffrey Leiker
- Jobs to Be Done: A Roadmap for Customer-Centered Innovation by Stephen Wunker and Jessica Wattman
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