#45 On fact sheets, pitches and sales coaching with Ryan Frederick, Principal at AWH in Dublin

We got the following learnings from that episode: First, collateral, fact sheets, and other sales tools can actually become crutches that actually make salespeople less effective. This is also why Ryan wrote a book called "Naked Selling", convinced that the most natural sale can and often does happen with 0 technical aid. Secondly, Salespeople often start pitching way too early. As they don't understand the prospect's problem well enough, they fail to craft a compelling story and build enough trust to successfully sell. Thirdly, ongoing sales coaching is better than one-off sales training. People benefit from accountability over time instead of a single "motivation shot".