EP003 - How to sell complex products with John (JD) Dean

Three key reasons why startups have long sales cycles:1) You're talking about your product far too much2) You don't understand the risk to the organisation3) You don't understand all of the key parts of how an infrequent buyer makes a buying decisionTimestamps00:00 - 3:25: JD's history and the impact he has made so far with Sales Director Central3:26 - 10:40: Biggest mistakes founders make when scaling from $0-$1M10:41 - 18:20: When to hire salespeople and how to get customer buy-in for you to help them write the internal business case18:21 - 23:30: How to align your sales process with your customer's buying cycle and how not to use templates23:30 - 34:05: How to have run thorough discovery and have impactful conversations with customers34:06 - 39:59: How do you build rapport with customers40:00 - 45:45: How to find your champion45:46 - 51:00: How the world of sales is going to look in the futureHere’s how to get in touch with John (JD) Dean:LinkedIn: https://www.linkedin.com/in/jdthekatalyst/ This podcast uses the following third-party services for analysis: Podtrac - https://analytics.podtrac.com/privacy-policy-gdrpSpotify Ad Analytics - https://www.spotify.com/us/legal/ad-analytics-privacy-policy/

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