Short excerpt from a YouTube talk titled "Lead the Company with Founder-Led Selling with Carol Malakasis" (uploaded by Kevin "KD" Dorsey). The speaker (SPEAKER A) emphasizes sales mindset—controlling attitude and effort—treating sales as a numbers game (cold calls, demos) and tracking outreach-to-conversion metrics to understand how many messages/demos/"nos" lead to a yes.
You know, I think even before the playbook, it's what's the right sales mentality? Which, again, a lot of salespeople know. They know that the two things you can control are your attitude and your effort. And if you control those things, everything else will come. Or the idea that every no gets you closer to a yes. You make all these cold calls, you go through all these demos, and again, you start to document the tracker metrics. How many nos do I need to get to get into a yes? How many messages do I need to send to get someone to say yes? Let's hop on a demo. How many demos do I need to run to close a sale? It's getting into that mentality that it's a numbers game and that you need to put in the work, and you need to be happy when you're putting in the work.
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