Adam KayRevenue executive, experienced in scaling early stage startups, fundraising and hiring and developing world-class teams

Forget These Methodologies

Name: Forget These Methodologies
Uploaded: 2023-09-12T18:48:23+00:00
Duration: 48 s
Channel: Adam Kay
Description: The speaker (Adam Kay) opens by criticizing traditional sales methodologies as seller-focused rather than buyer-focused, argues that inconsistent…

12 Sept 2023 · 1 min

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The speaker (Adam Kay) opens by criticizing traditional sales methodologies as seller-focused rather than buyer-focused, argues that inconsistent performance in sales is common because trainers teach from personal experience rather than research, and warns listeners they must change their approach (using a Bill Gates quote to underscore personal responsibility).

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Like all sellers, you've been taught traditional sales methodologies that have the seller in mind more than the buyer. Therefore, inconsistent performance is not only uncommon, it's the norm. The good news is none of this is your fault. You've been misinformed by well intentioned trainers trying their best. The challenge is that all of these sales trainers simply interpret their experiences and teach you why they think they were successful. In other words, none of it is based on research. That's the good news. But here's some bad news. If you don't fix things going forward from here, it is your fault. As Bill Gates said, if you were born poor, it's not your fault, but if you die poor, it is your fault. And that's never been truer for anyone than those in technology sales.