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25min chapter
221 (Lead) Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
30 Minutes to President's Club | No-Nonsense Sales
Defining 'Good' in Sales Practices
The chapter emphasizes the need to define what 'good' looks like in sales by documenting proven tactics rather than personal preferences. It uses the analogy of a recipe for success in sales, stressing the importance of essential ingredients that cannot be removed. Examples like filler words in cold calling and prioritizing key elements during onboarding are highlighted to illustrate the concept.
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