Not Visiting Customers, and Why You Need a Sales Process

Not Visiting Customers, and Why You Need a Sales Process

Author: Hard Knocks April 21, 2024 Duration: 1:17:39

Welcome to another episode of Hard Knocks. This time John and David tell stories of business failures stemming from not visiting customers and having not defined sales process. And filled with tips along the way for how you can "right the ship" if you feel like someone they're describing. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ 📖 Key points in the session: 00:00 Intro 01:30: Hard Knock 1: Not Seeing Customers 03:38 Company Customer Gap 08:41 Where Competition Grows 10:52 Best Metrics To Detect Cracks 13:00 Quick Hack to Seeing Customers 15:30 Trade Shows Are a Great Way To See Customers 18:36 Creating a Customer Forum 25:45 Customer Research 29:40 Don’t Be Beholden to Your Sales Team 30:40 Hard Knock 2: No Sales Process 34:12 What Is a Sales Process? 36:30 Its To Help Put Together a Forecast 41:01 Makes It Easier To Scale 42:15 You Can Find Out Whats Wrong in Your Sales Process 43:31 Stuck Deals 47:00 Getting Started. What Is a Sale?? 54:28 Using a Process Like TREK 59:22 Keeping Sales People on the Process 1:06:24 Question for John 1:09:24 Question for David 1:16:07 Best Question in a Job Interview 1:17:03 Closing ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ 👥 Credits: Writers: David Fox and John Fox Editors: David Fox ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐


There's a difference between hearing a piece of advice and truly understanding the wisdom behind it. Hard Knocks is built on that distinction, moving beyond the surface-level tips that fill our feeds to explore the real stories where genuine insight is forged. Each conversation in this podcast centers on mentorship, but not in a theoretical way. Guests become the guiding voice you might have missed, sharing not only what they learned but, more importantly, how they learned it. You'll hear about the specific struggles, the unexpected turns, and the personal transformations that gave their lessons weight and truth. In a culture saturated with quick fixes, this is a space for depth and nuance, where the journey itself is the teacher. Listening to this podcast feels like gaining access to a series of candid, late-night conversations with people who have been through something meaningful and are willing to unpack it all-the failures, the doubts, and the hard-won clarity. It’s about finding applicable wisdom in the messy, human experiences we all share.
Author: Language: en-us Episodes: 18

Hard Knocks
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