This episode is based on real user feedback I gave to my sales team at my accounting software company. For a few months, I've noticed that our conversion rate is not great, even though we have some excellent leads.

I decided to review the sales recordings and sales communications. I realized that she was focusing more on the process rather than the purpose. You need to spend time on your leads, especially when you are selling something like accounting, like us.

This is basically what this episode is about: process and purpose. I decided to write an article about it because I had sent her very detailed written feedback. This episode summarizes that feedback, and I hope you enjoy it.

How to do great work - Paul Graham

Craft a sales pitch - April Dunford

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