Ben has been through Carnegie, SPIN Selling, and Miller Heiman. Here's what he learned that was new: treat every sales conversation as a business discussion about impact, not a pitch about response times. He also covers the mental game of prospecting, why you should gather intel from the gatekeeper before reaching the decision maker, and what owners should expect when they commit to a formal sales process.
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Fox & Crow Group builds sales structure for MSPs. Learn more at https://foxcrowgroup.com
Chapters:
0:00 Why sales reps need structure
1:18 Top of funnel strategy
2:06 Leaving the ego aside
2:57 The business discussion shift
4:00 The secret sauce: behavior and mindset
4:57 Working the gatekeeper
5:43 Timing, persistence, and shaking loose what's real
6:15 What owners should expect from their reps
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