Love this phrase: "I had to run into this particular wall to know it was there."
Many founders keep driving hard with "passion", instead of really stopping to listen to the feedback, and changing their mental model when the Customer gives them feedback that doesn't exactly fit with their pre-conceptions, or promises to investors.
A very refreshing review of postmortem of recorded sales calls.
I did tens of such call postmortems, when I was helping find PMF at apna.
Launching Inside Sales team and paid services after 2 years of free service was a big shocker for most customers.
A key thing I learnt was that the best sales rep would not follow "objection handling" script the leadership had suggested, which was Q&A-based abrupt conversation killer.
The best sales rep would continue chat on WhatsApp, regardless of the outcome of the call, constantly discover information and then make follow up calls, to upgrade a simple job ad purchase to year-long package deals or recurring monthly sales.
Love this phrase: "I had to run into this particular wall to know it was there."
Many founders keep driving hard with "passion", instead of really stopping to listen to the feedback, and changing their mental model when the Customer gives them feedback that doesn't exactly fit with their pre-conceptions, or promises to investors.
A very refreshing review of postmortem of recorded sales calls.
I did tens of such call postmortems, when I was helping find PMF at apna.
Launching Inside Sales team and paid services after 2 years of free service was a big shocker for most customers.
A key thing I learnt was that the best sales rep would not follow "objection handling" script the leadership had suggested, which was Q&A-based abrupt conversation killer.
The best sales rep would continue chat on WhatsApp, regardless of the outcome of the call, constantly discover information and then make follow up calls, to upgrade a simple job ad purchase to year-long package deals or recurring monthly sales.