#10 Overcoming the “Fallacy of Growth”

ABOUT THE GUEST - JACK WILSON, DIRECTOR OF FRANCHISE DEVELOPMENT AT CINCH I.T. 

From Jack’s LinkedIn profile: 

“There are 2 things I'm incredibly passionate about, SMB's and Entrepreneurs. By empowering Small Businesses and their leaders to realize levels of success they thought were impossible, I strive to impact their business and their lives, as well as that of their employees, the broader community, and ultimately our world. Whether it's through Sales, I.T., Finance, or Strategic development I Challenge us all to find what success means!” 

https://www.linkedin.com/in/jackdwilson/
 

ABOUT THE EPISODE:  

Jack is a deep thinker about sales, and in this episode, we start by exploring a concept that he calls “The Fallacy of Growth” and why it creates so many problems for so many sales organizations. Following that trajectory, Jack goes on to explain a more sustainable and holistic approach to growth, how it is embedded in his work at Cinch I.T., and how other organizations can benefit from a perspective shift towards supported and sustainable sales growth.  


0:44 - Jack shares his best piece of sales advice - and you’ll love it - “don’t be a robot” - and how the meaning of that message has changed over time for him  

2:45 - Jack shares the worst piece of sales advice he’s ever heard - which also changed  in meaning for him over time  

3:58 - What are the core drivers of sales success and how that relates to the perceptions of sales work  

5:20 - Jack discusses the idea of “The Fallacy of Growth” and the better approach of growing sustainably for the longer term  

8:39 - How does the concept of sustainable growth manifest itself at Cinch I.T.  

10:40 - Jack elaborates on the quote “training gets you certifications, coaching gets you results”  

12:42 - How sales process supports an approach to sustainable growth and Jacks concept of Minimum Viable Habits  

15:34 - How process and metrics are not the end goal, but the start of an exploration into how to be most effective in sales, and how to balance process and creativity  

17:35 - Jack talks about the importance of rest as a critical component of practice and effectiveness  

19:01 - Why so much of the “what” oriented sales-oriented advice is misguided and limiting and what kind of content and advice is more valuable  

23:15 - How to find and reach Jack and learn more