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034: A Conversation, Not an Interview: Thoughts on Effective Qualification From Lighter Capital’s Allen Johnson
The Predictable Revenue Podcast
English - December 07, 2017 10:00 - 50 minutes - 46.5 MB - ★★★★★ - 33 ratingsManagement Business Entrepreneurship outboundsales sales predictablerevenue saas salesrep sdr Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Allen Johnson, Senior Managing Director of Seattle’s Lighter Capital, for another live edition of The Predictable Revenue Podcast.
Allen is a longtime sales and finance executive, having led large scale sales teams, as well as financial services firms.
Throughout the pod, Collin, Aaron and Allen discuss how to best structure a key piece of every well-functioning sales organization: the qualifications process. Highlights include: Lighter Capital’s levels of selling (11:47), how Lighter Capital built its sales process (18:17), the art of guiding a conversation (21:33), how Allen provides advice to his team (23:11), and managing the handoff (30:50).