The Advanced Selling Podcast Let Structure Set You Free
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Jul 2, 2025 Discover the surprising truth that more structure in sales teams leads to greater freedom. Dive into the importance of well-crafted sales playbooks that streamline processes and empower sales reps to focus on what matters. Explore how discipline fosters efficiency and learn strategies to counteract buyer inertia. Get insights on using AI to kickstart companies that lack a playbook. Plus, hear an intriguing analogy between spelling bees and sales playbooks that illustrates how structure can enhance creativity.
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Playbooks Offer Freedom Through Discipline
- A sales playbook is not a control tool but an efficiency instrument.
- Discipline through structure provides salespeople more freedom to excel in selling.
Embrace Your Sales Playbook
- Sales reps should find their way into their company's playbook rather than bypass it.
- Embrace and adapt to your organization’s sales process to maximize success.
Sales Is 90% Process
- Sales is roughly 90% process and 10% magic according to Tom Searcy's dad.
- Strong process underpins consistent sales success over relying on unpredictable tactics.