Dan Martell - Sales is not magic

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00:00:00.000 I've met some founders that did founder-led sales

00:00:02.240 for four years and they haven't written down one thing

00:00:04.500 about how they sell.

00:00:05.540 Four years of selling, they didn't think

00:00:07.000 to open up a Google Doc and maybe write some stuff in there.

00:00:09.460 And then they just think it's inherently who they are

00:00:11.360 and they have this black magic that only they can do

00:00:13.640 and they believe that nobody else could ever do it.

00:00:15.440 Until the day they find a salesperson,

00:00:16.900 the person closes more deals than they do

00:00:18.320 because they're not being lazy about the process

00:00:20.260 because the CEO that's doing their own sales,

00:00:22.100 they get lazy and they try to rush and I'm busy

00:00:24.840 and I only got 25 minutes before my next call,

00:00:26.440 so let's talk about it, you wanna buy?

00:00:27.800 No, yes you do, right?

00:00:29.600 They brute force it,

00:00:30.880 but it's actually not repeatable, scalable.

00:00:33.120 It's the art of letting the sales conversation unfold.

Dan Martell - June 05, 2023