Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own.
🎙 ACTIONABLE TAKEAWAYS:
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Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first.
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Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directly, not just persona cards.
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Know your stories: Equip reps with customer stories that match problem, size, and industry — start with problem first if you can’t get all three.
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One thing to do: Update your win announcements (Slack, email, etc.) to include how the win happened (language used, objections handled, insights), not just celebrate it.
KYLE’S PATH TO PRESIDENT’S CLUB:
- VP of Sales @ LaunchDarkly
- Sales Leader @ LaunchDarkly
- Global VP @ LaunchDarkly
RESOURCES DISCUSSED
