36 min
061: Brian Trautschold | Understanding the Science Behind Personal Ambition Sales Tuners
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- Management
Takeaways Call Executives Early: There’s been so many great takeaways on this show, that I’m surprised this has never come up. When you call on busy people, they are just that — busy. During the day they are serving the people in their organization. If you want to connect with them, do it before or after everyone else is in the office. I can personally tell you that I get more email response before 8am, than I do the rest of the day. I’ve also been able to connect directly with my prospects on the phone before their assistants come in. Reward the Little Things that Make Up the Big Things: I loved the Brian and I were on the same page with this. If all you are incentivizing or, as a rep, if all you are focused on is the end number or end goal, it can become very stressful when you don’t hit it. You also waste a lot of time figuring out what didn’t work. By having shorter feedback loop cycles and focusing on the smaller wins that create the big wins, we can all move mountains. Track Your Own Success: No one will ever care more about you than you will. I know they say “what gets measured, gets improved” and while it’s true, it’s even more important on a personal level. Forget the technology, put a sheet of paper in front of you and write down your goals, track your in-day performance, and make notes to yourself about what works and what needs to be improved. Full Notes https://www.salestuners.com/brian-trautschold/
Book Recommendations The Hard Thing About Hard Things by Ben Horowitz How to Win Friends & Influence People by Dale Carnegie The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change by Stephen Covey Crossing the Chasm by Geoffrey Moore 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.
Takeaways Call Executives Early: There’s been so many great takeaways on this show, that I’m surprised this has never come up. When you call on busy people, they are just that — busy. During the day they are serving the people in their organization. If you want to connect with them, do it before or after everyone else is in the office. I can personally tell you that I get more email response before 8am, than I do the rest of the day. I’ve also been able to connect directly with my prospects on the phone before their assistants come in. Reward the Little Things that Make Up the Big Things: I loved the Brian and I were on the same page with this. If all you are incentivizing or, as a rep, if all you are focused on is the end number or end goal, it can become very stressful when you don’t hit it. You also waste a lot of time figuring out what didn’t work. By having shorter feedback loop cycles and focusing on the smaller wins that create the big wins, we can all move mountains. Track Your Own Success: No one will ever care more about you than you will. I know they say “what gets measured, gets improved” and while it’s true, it’s even more important on a personal level. Forget the technology, put a sheet of paper in front of you and write down your goals, track your in-day performance, and make notes to yourself about what works and what needs to be improved. Full Notes https://www.salestuners.com/brian-trautschold/
Book Recommendations The Hard Thing About Hard Things by Ben Horowitz How to Win Friends & Influence People by Dale Carnegie The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change by Stephen Covey Crossing the Chasm by Geoffrey Moore 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.
36 min