How to Build a Win Rate Calculator w/ Neil Barlow

When you used to be a pro soccer player, you use the word “coach” in a really specific way. It means sparking the natural curiosity in your team. It means figuring out what motivates them and helping them reach their goals. In this episode, I interview Neil Barlow, Senior Director of Global Sales, New & Exp, at Diligent, about coaching the team, as well as MEDDIC, Neil’s favorite sales methodology. What we talked about: -Look in the mirror and ask yourself if management is really what you want -Coaching changes the meaning of success (the focus isn’t on you anymore) -How MEDDIC transformed Neil’s team & how you can implement the framework, too For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.