EP18 - This week we are joined by Fraser, a Salesman who specialises in enterprise software sales. We discuss how skills vary between segments, the art of uncovering customer painpoints, various sales methodologies and much more!

Timestamps:

0:00 - Intro

4:59 - SMB vs MM vs ENT sales skillsets

7:30 - Advice for people getting into sales

10:47 - Week in the life of a Tech Salesman

16:50 - Uncover customer painpoints

21:54 - Control the controllables

23:10- Time kills all deals

29:50 - Rules of engagement

37:00 - Most stressful part of sales

41:05 - Salary range for tech sales

47:38 - How do you prioritise deals?

52:21 - Key sales software

1:01:06 - Quickfire questions

1:02:41 - What advice would you give your younger self?

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