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FOUR ACTIONABLE TAKEAWAYS

1. Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to better understand their world.
2. Prep customers before training sessions. Make it clear their job is to teach the buyer’s world—not give a product testimonial—so reps get true industry insight.
3. Structure sprints for learning and sharing. Start with external education, then shift to reps sharing industry insights weekly to build confidence and fluency.
4. Use recognition over cash to motivate. A visible $100 spiff with scarcity and public praise was more effective than a quiet commission boost. Recognition > raw dollars.

PATH TO PRESIDENT’S CLUB

• Founder, Speaker, & Workshop Leader @ Sales Melon
• Author (The Transparency Sale & The Transparent Sales Leader)
• Managing Director @ VentureScale
• Chief Revenue Officer @ PowerReviews

RESOURCES DISCUSSED

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• Things you can steal