The Win Rate Podcast with Andy Paul You Can't Help Your Customer If You Can't Win Their Business
19 snips
Dec 18, 2024 
In this discussion, industry veterans Kevin Davis and Hamish Knox dive into the intricacies of sales effectiveness. Kevin, CEO of Boogieboard.ai, shares insights on leveraging AI for territory design, while Hamish, CEO of Sandler Calgary, emphasizes sustainable sales strategies over mere metrics. They explore the critical alignment between sales processes and buyer experiences, stressing the need for genuine human interactions. The conversation highlights the importance of innovative approaches and fostering a winning culture in sales.
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Referral Gone Wrong Lesson
- Hamish shared a story about getting a referral but failing to qualify the buyer properly.
- The relationship lasted awkwardly before the client fired him due to lack of discovery.
Sales Stages Misalign Buyers
- Sales stages in CRMs often misalign with the buyer's nonlinear journey.
- This disconnect suppresses seller performance and misguides sales management.
Ask Tough Questions Early
- Sellers must openly discuss competitors and buyer considerations to build credibility.
- Avoiding these questions only delays getting to the truth and hurts chances to win.
