The Sales Acceleration Formula

High-Level Thoughts

Creating a high performing sales process requires a combination of outbound, inbound, content creation, and social media activity. Every aspect of sales should be systemetized.

Summary Notes

The five traits that correlate most siginificantly with salesperson success. Create tests in the hiring process to guage each one.

1. Coachability: the ability to absorb and apply coaching
2. Curiosity: the ability to understand a potential customer's context through effective questioning and listening
3. Prior success: a history of top performance or remarkable achievement
4. Intelligence: the ability to learn complex concepts quickly and communicate those concepts in an easy-to-understand manner
5. Work Ethic: Proactively pursuing the company mission with a high degree of energy and daily activity

Great salespeople are passive candidates, they never need to apply for a job.

An entreprenuer is the best, first sales hire.

There are three aspects of a well-designed sales methodology: the buyer journey, the sales process, and the qualifying matrix.

The best-trained salespeople have experienced the day-to-day job of their potential customers.

Successful inbound marketing comes from two tactics: (1) continual quality content production, and (2) frequent online participation in social media where your target buyers are already conversing.