Revenue Builders

Training Your Teams on a POV with JP Bolen

Jul 14, 2024

JP Bolen, VP of Sales Productivity at Rubrik, discusses the power of a compelling point of view in sales. He highlights the importance of research, using customer stories, and building confidence. The episode delves into training methods and ways to engage executives effectively.

09:03

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Episode guests

JP Bolen

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Quick takeaways

Thorough research and understanding of client's needs enhance credibility and respect in sales engagements.

Incorporating customer stories into sales strategies improves engagement and addresses client pain points effectively.

Deep dives

Importance of Having a Compelling Point of View

Developing a compelling point of view (POV) before engaging with clients is emphasized in the podcast. A well-researched POV includes understanding the client's business challenges, industry trends, and key executives. By crafting a customized narrative that resonates with the client's needs, sales reps can establish credibility and earn respect. Having a prepared POV not only demonstrates competence but also instills confidence in the salesperson, leading to more productive client interactions.

Importance of Having a Compelling Point of View in Sales

01:21

Intro

2min

Importance of Developing a Point of View in Sales Strategies

4min

The Significance of Having a Compelling Point of View for Successful Client Engagement

3min

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by JP Bolen, Vice President of Sales Productivity at Rubrik, to discuss the importance of equipping sales teams with a compelling point of view (POV). JP emphasizes the necessity of thorough research and understanding of the client's business, industry trends, and specific challenges before approaching potential customers. He shares insights on how a well-prepared POV can boost confidence, earn respect, and open productive dialogue with clients. The episode also highlights practical training methods and the benefits of utilizing customer stories to relate to business problems. For additional resources on enhancing sales performance, listeners are encouraged to check out Force Management's ebook linked in the show notes.

KEY TAKEAWAYS

[00:00:22] The Importance of a Compelling Point of View
[00:00:41] Training Reps for Success
[00:01:24] Research and Preparation Strategies
[00:02:21] Using Customer Stories Effectively
[00:03:30] Avoiding Analysis Paralysis
[00:05:13] Engaging Executives with a Strong POV
[00:06:28] Building Confidence and Earning Respect
[00:07:40] Creating Custom Slides for Discovery

HIGHLIGHT QUOTES

[00:01:06] "The POV is absolute power. If you do it right, you immediately earn respect from the person on the other side of the table."
[00:06:28] "A compelling point of view gives you confidence and opens the conversation to talking about the client's pain points."
[00:01:52] "It's not rocket science, but doing the work and putting the effort in to understand the account and industry trends is crucial."
[00:04:59] "We overdo everything. If you find a nugget, use that nugget to go hit somebody right now."
[00:05:40] "You want a partner to help you? Show them why this is important and prepare as if your CRO is going to make the pitch for you."

Listen to the full episode with JP Bolen through this link:
https://revenue-builders.simplecast.com/episodes/driving-sales-productivity-with-jp-bolen

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/

Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging