Great post, Brendan. Same lesson from the sales floor: the reps who moved the number weren't the ones talking. I told my team, if you're over 50% talk time, you've already lost the deal.
"Pull, not push" is the whole game. Best sellers are sherpas, not closers.
One add: founder-led sales works early for the same reason. Founders are natural problem solvers. But that advantage becomes a ceiling fast if you don't turn your instincts into questions the rest of the team can ask too.
Great post, Brendan. Same lesson from the sales floor: the reps who moved the number weren't the ones talking. I told my team, if you're over 50% talk time, you've already lost the deal.
"Pull, not push" is the whole game. Best sellers are sherpas, not closers.
One add: founder-led sales works early for the same reason. Founders are natural problem solvers. But that advantage becomes a ceiling fast if you don't turn your instincts into questions the rest of the team can ask too.
love this! thanks for sharing mark!
The “pull, don’t push” approach is such a good sales mindset. The more curious you are about the problem, the less you need to force the pitch.
Absolutely.