Andy Neary on two things holding back brokers and salespeople: new language like EBITDA sounds powerful but needs context when talking to executives, and most struggle with the confidence to open doors to bigger accounts and close them.
Chapters
Guys, in my new role right now, coaching, it's been fun. I am talking to a lot of.
Brokers around the country.
Right now, and when you think about what I just said, the mechanics.
The pitch selection, and.
The follow through, I'm making some observations.
Right now around the industry that I want to reflect on. If you guys are cool with this.
With this.
New movement to the C.
Suite, we got to be careful.
It's great to have this new language, but we have to have context around it. You can't walk into an office and.
Say, I want to talk about your.
Ebitda.
Because I'm waiting for a CFO to go, yeah, tell me about my ebitda.
And all of a sudden we have.
No response for that. We got to be careful, guys. You have to have context behind this language. It is a game changer. The second observation is what I see right now, and I think you guys struggle with this. We all struggle with this is in playing bigger right now. How many of you are going, okay, I need to open.
More doors.
To bigger accounts. I need to have the confidence to know what to say.
When that bigger door is open.
And then when I win it.
How do I keep it? And that's a challenge. I see right now we're winning business with the right language, but you've got to execute.
