Mike unequivocally declared that this episode (Part 2 of his interview with Nick Hejna) is The. Single. Best. conversation he’s ever had with a sales leader around sales process.
Nick and Mike paint the clearest possible picture of why having, following, and owning a sales process is not only important for the seller, but is actually in THE BEST INTEREST OF THE PROSPECT/CLIENT!
You’ll also be challenged to consider that the best sales leaders don’t play “hero” of their teams but focus on making heroes of their people, and that not every top producer fits the bill for a management role. And Nick concludes this powerful conversation by sharing his love for the sales profession and the opportunity it offers top performers to achieve financial (and life) freedom.
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Books Mentioned in this Episode:
Let’s Get Real or Let’s Not Play by Mahan Khalsa (the 1st Edition from 1999, beige paperback is Mike’s choice)
Baseline Selling by Dave Kurlan
The Lost Art of Closing by Anthony Iannarino
