072: Trong Nguyen | Mastering the Craft of $100M Sales Opportunities - a podcast by Jim Brown

 

Takeaways

1. Put in the Work: Trong talked about how he views sales as a craft. As any artist or athlete knows, you have to put in the time to become great. I see too many reps today think that showing up to sales calls is all the practice they need. I hate to tell you this, but you’re not going to rise to the occasion under pressure. If you want to become truly great, you’ve got to put in the work when no one else is looking or expecting you to do it.
2. Get Comfortable Sharing Challenging Information: There’s a song that says "It’s not always rainbows and butterflies” — while I don’t think they had sales in mind when they sang it those lyrics, it definitely applies. It’s easy to share positive information, but if you want an executive to actually see value in you, you’ve got to break the internal filter of information they get. Share what’s actually going on, no matter how challenging it may be.
3. Take a Portfolio Approach: It would be nice to only spend our time working on enormous deals, but the reality is we have to balance both the long and short-term. Regardless of your average contract value, make sure you identify the acceptable deals you can get done quickly and the typical deals you would expect to close, but also sprinkle in some ideal prospects that you know will take longer to close.

Full Notes

•  https://www.salestuners.com/trong-nguyen/

Book Recommendation

• Surviving Survival: The Art and Science of Resilience by Laurence Gonzales

Sponsors

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