Revenue Pointer 03 - The Case for Real Sales Coaching
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Revenue Pointer 03 - The Case for Real Sales Coaching
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You know your ICP. You know how to measure performance. But none of that moves the number if the rep in front of the buyer cannot tell a story that sticks. Not in the meeting. And not after it. Not in the rooms they're never in, where the actual decision gets made.
That is the problem this episode is built around. Not whether reps can tell stories, but whether sales organisations are actually coaching them to. Most are not.
They are running product certifications, scripting objection handling, and calling it enablement. The reps who are winning at senior levels are doing something different, and most of their colleagues have no idea what it is or how to replicate it.
This is the Revenue Pointer Podcast, hosted by Julia Martin, Co-Founder of CapOptix.