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

Try These Three Action Steps For Sales Professionals

Name: Try These Three Action Steps For Sales Professionals
Uploaded: 2023-08-05T21:46:15+00:00
Duration: 43 s
Channel: Adam Kay
Description: This YouTube video (by Adam Kay, Aug 5, 2023) gives concise, practical coaching for sales professionals and ends with a three-part homework: 1) pick an…

5 Aug 2023 · 1 min

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This YouTube video (by Adam Kay, Aug 5, 2023) gives concise, practical coaching for sales professionals and ends with a three-part homework: 1) pick an upcoming discovery call with an actively exploring buyer; 2) plan your first three questions (first two to locate the buyer in their journey; use a "go back in time t" technique as a later question); 3) after the call, reflect and self-assess by noting three things that went well and one or two improvements. The segment encourages active practice rather than passive consumption.

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You will grow your skills when you actually put some of this stuff to use instead of just passively either watching or listening. In fact, I'm going to give you a couple pieces of homework. Number one, choose an upcoming call, right? Choose an upcoming discovery call where a buyer came to you or you otherwise know they're actively exploring your solution. Category Number two, plan out your first three questions, right? Make sure the first two questions are questions that address where they are in their buyer's journey. And then use the Go back in time t technique as your third, maybe fourth question. And then three is after you try it, reflect and self assess, right? Grab a notebook, write three things you think went well in that interaction, and then write one or two things that you can improve next time. Go give it a try and I'll see you in the next episode.