The Advanced Selling Podcast Success Loves Discipline
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Nov 20, 2024 Reflecting on 2024, the host emphasizes that sales is 90% process and only 10% magic. Most training overlooks this crucial reality. Discipline is presented as essential for success, not through rigid routines but by consistently following effective, simple processes. Drawing parallels to sports, the discussion highlights the need for internal mechanics to enhance performance. Small, disciplined changes can lead to significant sales improvements, offering fresh strategies for both sales leaders and individual contributors.
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Sales Process vs. Magic
- Sales is 90% process and 10% magic.
- Most sales training focuses on the 10% magic, not the crucial 90% process.
Focus on Internal Sales Operations
- Focus on developing efficient and effective internal sales processes.
- This goes beyond external sales strategies and CRM, focusing on personal operations.
The Football Analogy
- Bryan Neale uses a football analogy to explain operations.
- Just like a field goal kick requires a precise operation, sales needs effective processes for magic to happen.