HIGHLIGHTS
02:43 An internship sparks a curiosity in sales and how to influence its dynamics
10:30 Working as a door to door salesman and becoming "Donut Boy"
22:07 Increase sales by rewriting the script and being your authentic self
36:21 Listening as a sales strategy and knowing buyer personas
41:48 Aligning growth: Know your product, customers, and competitors
45:40 Find high-fidelity opportunities for your sales teams
47:28 Connect with Wayne
QUOTES
10:03 "These guys are just leveraging other people in the business who are super smart technically... to get the customer into vision in order to buy. So I could see the dynamic and... I was wondering how I could influence that dynamic."
22:12 "Clearly this playbook is not working for me. It's just not working for me. And I just made this decision to just rip it up and the decision I made was to figure this out for myself."
24:22 "What I realized I really enjoyed was just learning about people. Like who are you, what do you do, what's your life all about, and is there a way which I can help you."
41:54 "The work that I do today is really all about ensuring that founders have focus around the value that they're building in their product and ensuring that they have focus on their go to market teams to ensure that they're targeting the right customers."
46:25 "What the smart leaders do is they, upfront, they have much clearer definitions of who they're targeting and who the ideal customer profile is because what they want to do is to have high-fidelity opportunities landing on the salesperson's desk."
Learn more about Wayne in the links below:
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