In this short segment of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the importance of preparation and coaching with Joe Eskenazi, CRO at Kong Inc. They discuss how vital it is for salespeople to be prepared to reduce stress and build trust with clients. Joe shares personal experiences from his early sales career, emphasizing the need for genuine conversations over mechanical responses. He outlines various training exercises and strategies for developing a high-performing sales team, highlighting the fusion of preparation and development in achieving success. Listen for valuable insights on how preparation transforms pressure into confidence and effectiveness in sales.
KEY TAKEAWAYS
[00:00:26] The Power of Preparation in Sales
[00:01:23] Embracing Authenticity Over Mechanics
[00:02:17] The Role of Preparedness in Reducing Stress
[00:02:57] The Importance of Self-Driven Development
[00:04:25] Coaching and Training for Sales Success
[00:05:41] The Impact of Exhaustive Preparation
QUOTES
[00:02:29] "The difference between stress and pressure is preparedness."
[00:02:49] "You bring the character, the courage, the art, the curiosity by applying your style to the skills and knowledge."
[00:03:40] "You gotta participate in your own rescue. You gotta put in the work."
[00:07:20] "There's no such thing really as closing. It's how openers are closers and opening the sales cycle is where all of your ground is laid."
Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/developing-a-performance-mindset-in-b2b-sales-with-joe-eskenazi
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
