In Episode 36 of "Never In Reverse Podcast," host Jeremy Axel and co-host Douglas Cox discuss how sales teams can adapt and succeed during economic downturns. They share strategies for maintaining deal flow, morale, and credibility, emphasizing the importance of honesty, vulnerability, and saying "no" to clients who are not a good fit. 

The conversation highlights the importance of grit, adaptability, and prioritizing quality over quantity. Real-world stories and practical tips illustrate how aligning sales promises with company capabilities and building authentic relationships help sales professionals weather tough times and thrive in challenging markets.

For detailed show notes, navigate using the timestamps below:

(00:00:00) Introduction and Episode Overview 

(00:01:05) Sales Vulnerability and Honesty 

Emphasizing vulnerability, honesty, and saying "no" in sales to build trust and protect credibility.

(00:03:24) Aligning Sales Promises with Delivery

Discussing the importance of matching sales promises with operational capabilities and being transparent with customers.

(00:06:30) Personal Brand and Long-Term Relationships 

How personal brand and reputation are shaped by honesty and long-term relationship building in sales.

(00:07:34) People Before Profit Philosophy 

Advocating for prioritizing relationships over commissions for sustainable sales success.

(00:08:10) Building Deeper Customer Connections 

The value of trust, problem-solving, and personal connection in modern sales environments.

(00:09:10) Standing Up to Unethical Sales Pressure 

Stories about resisting leadership pressure to close bad deals and maintaining personal ethics.

(00:12:02) Pre-Qualifying Questions and Transparency 

Using budget, timeline, and decision-maker questions to pre-qualify leads and ensure transparency.

(00:14:20) Wasted Time on Poor-Fit Leads 

Statistics and anecdotes about the high percentage of time wasted on leads that don’t fit.

(00:15:52) Revenue-Generating Activities and Time Management 

Advice on calculating your worth, focusing on revenue-generating activities, and aligning time with goals.

(00:20:20) Grit vs. Natural Talent in Sales 

Comparing the value of grit and adaptability versus natural charisma in sales performance.

(00:23:35) Learning from Top Performers 

Encouraging learning from successful peers, mentors, and always adding new skills to your sales toolkit.

(00:28:10) Continuous Improvement and Industry Learning 

The importance of ongoing learning from others’ experiences and adapting through market changes.

(00:28:36) Recap and Final Advice 

Summary of key points: honor your time, be diligent, adapt, and focus on relationships over transactions.

(00:29:21) Belief in Product and Career Alignment 

Stressing the need to believe in what you sell and aligning your career with your values.

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