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Lessons Learned-Elephants, Deer, and Rabbit Sales Strategies
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In this episode of RRE POV, Will, Jason, and Raju talk about how to build and grow a successful sales team. They share humorous and surprising stories about unusual sales tactics. The discussion covers different types of sales targets, like big clients (elephants) and smaller ones (rabbits), and whether customizing your sales approach is a good idea. They also discuss setting the right prices, the best ways to choose and train salespeople, and useful sales strategies. Filled with practical advice and real-life examples, this episode is a great tool for anyone interested in improving their sales techniques.
Show highlights:
(00:00) Introduction to the zaniest sales tactics and humorous anecdotes about closing deals
(02:43) Raju discusses aligning the sales process with the product and business model, and the types of sales targets (elephants, deer, and rabbits)
(06:20) When customization in sales it makes sense and when it doesn't
(09:05) The implications of mispricing and misalignment in sales
(11:15) Pulling forward roadmap features for major clients and the balance of customization.
(13:23) Building a sales organization: Choosing the right reps and methodologies
(15:42) Key sales methodologies: BANT, NEAT, MEDDIC, Sandler System, and solution selling
(18:34) Figuring out your ideal customer profile (ICP) and scaling your sales strategy
(21:21) Price discovery and experimentation in early-stage sales
(24:17) Metrics for a successful sales organization: quotas, win rates, and pipeline management
(28:07) The importance of Ramped sales quota capacity
(31:42) The triad of sales, marketing, and product in driving growth
(33:00) Anecdote: A founder’s journey from CEO to direct sales rep
(37:42) Gatling gun questions
(47:30) Closing remarks
21 episodes
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