062: Chris Dailey | The Difference Between Understanding and Implementing a Sales Process

Takeaways Create Visibility to Buy Time: To many, it seems like sales boils down to have you closed a deal or not. Most people don't see or care about all the elements that go into a deal prior to a signature event happening. In order for you to have the time to execute, you must create systems that allow your CEO to see those incremental steps you're taking. That information also allows you to have potentially difficult or challenging conversations. Learn How to Win Graciously: I used to have a big ego, going as far as to even thinking my sales effort was the reason everyone else on the team got a paycheck. Thankfully, I've had some events in my life humble me. That said, when you close a deal, be sure to thank those who played a role in your win. Did an SDR set that appoint for you? Did marketing influence the lead? Did the product team roll out a new update that made your talk track sticky? Thank those people. You couldn't do what you do without them. Commit to Being Better: If you've been doing what you do for five years, you'd probably say you have five years of experience, right? Wrong! For a lot of you, you probably have one year of experience five times. What's the difference? If you think you can just show up to work every day and go through the motions, that's not making you better, and you're not gaining experience. You have to commit to self improvement. Outside of the work day, are you practicing and role playing new tactics? Are you listening to your calls and making notes on where you can improve? Are you seeking mentorship and guidance? It's up to you to decide whether you're going to get better or stay average. Full Notes https://www.salestuners.com/chris-dailey/ Book Recommendations Of Human Bondage by W. Somerset Maugham Sponsors What if every sales rep inherited the habits of your best rep? With Costello, they do. The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.