Date: 12/10/2023
Host: David Ding Business Innovation Advisor at Callaghan Innovation
Guest: John Dean from Sales Director Central
Video Length: 1:13:34
Transcript
‣
‣
‣
‣
‣
‣
‣
‣
‣
‣
‣
‣
‣
‣
‣
‣
Intro
02:19 Selling a complex product to an infrequent buyer
12:38 Winning Sales Organisations
16:21 Our role in the market
23:55 Founders lifecycle
25:46 Research and scale up phases
33:56 Correlation to sales growth
37:09 Buyer's journey
41:47 Secret to selling
44:19 Traits of a good consultant
46:05 Discovery - what it is and isn't
50:14 Sales metrics and value
57:09 The pain chain
01:01:19 Best time to engage for a founder
01:04:36 How to avoid founder instinct of talking about the product
01:09:28 Rethinking templates and reformulating into something the can work