Joe Eskenazi, the Chief Revenue Officer at Kong Inc., shares insights from his extensive sales career, emphasizing the transformative power of preparation. He discusses how being well-prepared reduces stress and fosters trust with clients. Authenticity emerges as a key theme, with Joe advocating for genuine conversations over mechanical responses. The conversation dives into effective coaching strategies and personal development, highlighting how thorough preparation can turn pressure into confidence, ultimately enhancing sales performance.
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volunteer_activism ADVICE
Be Present, Not Mechanical
John Kaplan recommends being present and using intuition instead of following a script.
This reduces nerves and makes conversations more natural.
insights INSIGHT
Preparedness Converts Stress Into Pressure
John McMahon says preparedness turns unknown stress into familiar pressure.
He links skill knowledge to bringing character and curiosity into sales.
volunteer_activism ADVICE
Own Your Performance Mindset
John McMahon urges sellers to 'participate in your own rescue' and do the work to improve.
Joe Eskenazi echoes setting higher personal standards and aspiring to learn.
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In this short segment of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the importance of preparation and coaching with Joe Eskenazi, CRO at Kong Inc. They discuss how vital it is for salespeople to be prepared to reduce stress and build trust with clients. Joe shares personal experiences from his early sales career, emphasizing the need for genuine conversations over mechanical responses. He outlines various training exercises and strategies for developing a high-performing sales team, highlighting the fusion of preparation and development in achieving success. Listen for valuable insights on how preparation transforms pressure into confidence and effectiveness in sales.
KEY TAKEAWAYS
[00:00:26] The Power of Preparation in Sales [00:01:23] Embracing Authenticity Over Mechanics [00:02:17] The Role of Preparedness in Reducing Stress [00:02:57] The Importance of Self-Driven Development [00:04:25] Coaching and Training for Sales Success [00:05:41] The Impact of Exhaustive Preparation
QUOTES
[00:02:29] "The difference between stress and pressure is preparedness." [00:02:49] "You bring the character, the courage, the art, the curiosity by applying your style to the skills and knowledge." [00:03:40] "You gotta participate in your own rescue. You gotta put in the work." [00:07:20] "There's no such thing really as closing. It's how openers are closers and opening the sales cycle is where all of your ground is laid."
Revenue Builders