In this episode, I have an in depth conversation with Rhode, one of the directors of Enterprise Sales. We discuss the current landscape of sales and how it has evolved over time. We address the challenges faced by sales professionals in today's market, particularly the disconnect between the evolving market and stagnant sales teams. We also explore the impact on the coaching and consulting industry, which has experienced a downturn alongside the sales world. We acknowledge the contrasting experiences of selling hot offers versus cold offers, recognizing the greater difficulty in selling the latter. Both Rhode and I agree that salespeople find themselves in a peculiar position during these times, shouldering the responsibility for success. Drawing a parallel to Steph Curry's dedication to skill-building through intense training, we emphasize the necessity for salespeople to adapt and evolve their techniques in response to a changing market.

 

Episode Highlights:

• [3:30] - Matt and Rhode discuss salespeople struggling to adapt to the changing times and common objections faced by newcomers.
• [8:00] - Matt emphasizes the importance of a strong sales foundation, comparing it to Steph Curry's training regimen. They note the consolidation of offers and the decline of certain sales approaches.

• [13:00] - The conversation highlights the need for salespeople to adapt and evolve their techniques in response to a changing market.
• [18:00] - Matt warns against the dangerous assumption that a product will sell itself, referencing Coca-Cola's sales process and distribution strategies.
• [25:00] - Rhode acknowledges managers recognizing the need for help, while Matt emphasizes the significance of sales skills and the importance of self-awareness in addressing weaknesses.

 

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