#12 The Power of Discipline and Intentionality in Sales
Driving B2B Sales Revenue
English - July 13, 2020 05:00 - 23 minutes - 16.1 MBManagement Business Homepage Download Google Podcasts Overcast Castro Pocket Casts RSS feed
ABOUT THE GUEST - DAVID WEISS, ENTERPRISE SALES DIRECTOR AT OUTREACH
My guest in this episode is David Weiss, he is an Enterprise Sales Leader at Outreach, has spent the last 13 years working on sales process across small, medium, and large enterprises. He has been both a salesperson and sales leader and loves to help people have the best sales career possible. To that end, he has written a book called Your Definitive Sales Career Guide, he coaches people in sales, he is The Mad Scientist at The Sales Rebellion where he focuses on coming up with fun ways to teach sales process, and runs a podcast called PsychAndSales with his wife who is a psychologist to help salespeople with the mental aspects of sales.
In his spare time, you can find him in his kitchen cooking up some awesome food and spending time with his wife Ehrin and son Ian. He lives in Houston TX and vows never to shovel snow again, being thankful to no longer live in the frigid north.
Find David on LinkedIn at: https://www.linkedin.com/in/davidlbweiss/
ABOUT THE EPISODE:
David Weiss is methodical about how he sells and helps others to succeed at sales as well. His posts on LinkedIn include numbered lists of steps more often than not because this is how David thinks about problems and opportunities - break them down into parts, optimize the parts, and connect them together for the most efficient and effective path to success.
In this episode, David shares his thoughts about subjects like sales process, enablement, coaching, and management all around the theme of intentionality.
0:48 - David shares the single best piece of sales advice he ever received - “treat sales like a professional athlete”
4:16 - David shares the worst piece of sales advice he ever heard - “you have to close the deal”
8:05 - David talks about what the concept of sales process means to him and why it matters
12:41 - What do a lot of organizations get wrong when they try to implement processes?
13:45 - How enablement, coaching, and process work together
16:04 - David talks about sales enablement at Outreach
18:35 - David talks about who should be responsible for sales enablement
19:24 - David talks about the impact on his career when he went from winging it to being intentional in sales
21:46 - How to find and learn more about David Weiss