How to Scale Your Commercial Teaching Rules

You need to put numbers in their head around how big the problem is, right? You sort of anchoring them to some extent. It's all about whipping it out. Now number four for this is commercial teaching rules is scaling across customers. What they say is if your individual sales rep, say if you're running a team of sales reps, you can't really trust them to be superstars. If you can give them a small handful of well scripted insights that are applicable across a wide range of different customers across different industries, plus if you can give a couple of important diagnostic questions that they can ask to probe, mix those two together and you've got the perfect system here.