Welcome to a new segment - Revenue Rewired

The conversation delves into the shift in demand from positive to negative, impacting the sales environment and requiring upskilling of sales reps and leaders. It explores the importance of building sales skills and systems, selling against the competition, and providing consistent and daily reinforcement. The traits of elite sales reps, the use of volume, signal data, and outbound strategies, the art of discovery, and the screening of traits in sales reps are also discussed.

Takeaways

• Demand has shifted from positive to negative, requiring sales reps to upskill and leaders to be more cognizant of their teams.
• Top 1% of reps control the deal, set the agenda, define next steps, and force clarity on the decision process.
• The best sales reps ignore internal and deal noise, focus on high-value selling conversations, and qualify opportunities ruthlessly.

Chapters

• 00:00 The Shift in Demand and Upskilling
• 05:07 Selling Against the Competition
• 10:46 Traits of Elite Sales Reps
• 22:15 The Art of Discovery

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00:00 - Highlights

00:20 - Intro

00:32 - Meet Justin Breen

06:00 - From Pride to Purpose

11:28 - The Importance of Presence in Daily Life

16:46 - Books for Visionaries

22:19 - A Conversation on Gratitude and Mindset

27:43 - Discovering Your Visionary Nature

33:10 - Parenting and the Meaning of Life

38:30 - The Importance of Names and Family History

43:59 - The Intersection of Religion and Entrepreneurship

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00:00 - Highlights

04:53 - Cold Calling Strategies

09:37 - Treating People with Empathy

14:35 - The Changing Landscape of Sales

19:30 - Respecting Objections during the Sales Process

23:58 - The Art of Negotiating and Playing the Long Game

28:38 - Embrace Respect: Look Beyond Appearances!

33:18 - Cultivating Authentic Followers

38:34 - The Intent behind Sales

43:17 - Gratitude and Farewell