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about this episode
0:33 – Jason introduces LAUNCH Managing Director, Jacqui Deegan, and LAUNCH President, Samantha August.
3:12 – Hire: first Evangelist, VP or Head of Sales, SDRs and Associates.
9:18 – Jason thanks sponsor Eight Sleep. Get the sleep you deserve and supercharge your health & productivity at eightsleep.com/twist.
10:58 – Compensation: mission alignment, and pros and cons of different methods.
20:01 – Jason thanks sponsor Zendesk. To see if you qualify for a year of Zendesk’s products for free, visit zendesk.com/twist.
22:05 – Sales process – Prospecting: identifying targets, outsourcing SDR work, and autonomous sales machine.
40:25 – Sales process – Nurturing: emailing, calling, experimenting, tracking and measuring.
55:25 – Sales process – Closing: budget, authority, need, timeframe, and personal motivation.
1:00:47 – Upselling: separate sales and client success, identify gaps in the product, double-down on whales, and create recurring revenue.
1:05:52 – Sales tools: identifying needs and goals.