<h2>Three key reasons why startups have long sales cycles:</h2><p>1) You&#39;re talking about your product far too much</p><p>2) You don&#39;t understand the risk to the organisation</p><p>3) You don&#39;t understand all of the key parts of how an infrequent buyer makes a buying decision</p><h2>Timestamps</h2><p>00:00 - 3:25: JD&#39;s history and the impact he has made so far with Sales Director Central</p><p>3:26 - 10:40: Biggest mistakes founders make when scaling from $0-$1M</p><p>10:41 - 18:20: When to hire salespeople and how to get customer buy-in for you to help them write the internal business case</p><p>18:21 - 23:30: How to align your sales process with your customer&#39;s buying cycle and how <em>not</em> to use templates</p><p>23:30 - 34:05: How to have run thorough discovery and have impactful conversations with customers</p><p>34:06 - 39:59: How do you build rapport with customers</p><p>40:00 - 45:45: How to find your champion</p><p>45:46 - 51:00: How the world of sales is going to look in the future</p><h2>Here’s how to get in touch with John (JD) Dean:</h2><p>LinkedIn: https://www.linkedin.com/in/jdthekatalyst/ </p><br/><br/>This podcast uses the following third-party services for analysis: <br/><br/>Spotify Ad Analytics - https://www.spotify.com/us/legal/ad-analytics-privacy-policy/

<description>&lt;h2&gt;Three key reasons why startups have long sales cycles:&lt;/h2&gt;&lt;p&gt;1) You&amp;#39;re talking about your product far too much&lt;/p&gt;&lt;p&gt;2) You don&amp;#39;t understand the risk to the organisation&lt;/p&gt;&lt;p&gt;3) You don&amp;#39;t understand all of the key parts of how an infrequent buyer makes a buying decision&lt;/p&gt;&lt;h2&gt;Timestamps&lt;/h2&gt;&lt;p&gt;00:00 - 3:25: JD&amp;#39;s history and the impact he has made so far with Sales Director Central&lt;/p&gt;&lt;p&gt;3:26 - 10:40: Biggest mistakes founders make when scaling from $0-$1M&lt;/p&gt;&lt;p&gt;10:41 - 18:20: When to hire salespeople and how to get customer buy-in for you to help them write the internal business case&lt;/p&gt;&lt;p&gt;18:21 - 23:30: How to align your sales process with your customer&amp;#39;s buying cycle and how &lt;em&gt;not&lt;/em&gt; to use templates&lt;/p&gt;&lt;p&gt;23:30 - 34:05: How to have run thorough discovery and have impactful conversations with customers&lt;/p&gt;&lt;p&gt;34:06 - 39:59: How do you build rapport with customers&lt;/p&gt;&lt;p&gt;40:00 - 45:45: How to find your champion&lt;/p&gt;&lt;p&gt;45:46 - 51:00: How the world of sales is going to look in the future&lt;/p&gt;&lt;h2&gt;Here’s how to get in touch with John (JD) Dean:&lt;/h2&gt;&lt;p&gt;LinkedIn: https://www.linkedin.com/in/jdthekatalyst/ &lt;/p&gt;&lt;br/&gt;&lt;br/&gt;This podcast uses the following third-party services for analysis: &lt;br/&gt;&lt;br/&gt;Spotify Ad Analytics - https://www.spotify.com/us/legal/ad-analytics-privacy-policy/</description>

<h2>Three key reasons why startups have long sales cycles:</h2><p>1) You're talking about your product far too much</p><p>2) You don't understand the risk to the organisation</p><p>3) You don't understand all of the key parts of how an infrequent buyer makes a buying decision</p><h2>Timestamps</h2><p>00:00 - 3:25: JD's history and the impact he has made so far with Sales Director Central</p><p>3:26 - 10:40: Biggest mistakes founders make when scaling from $0-$1M</p><p>10:41 - 18:20: When to hire salespeople and how to get customer buy-in for you to help them write the internal business case</p><p>18:21 - 23:30: How to align your sales process with your customer's buying cycle and how <em>not</em> to use templates</p><p>23:30 - 34:05: How to have run thorough discovery and have impactful conversations with customers</p><p>34:06 - 39:59: How do you build rapport with customers</p><p>40:00 - 45:45: How to find your champion</p><p>45:46 - 51:00: How the world of sales is going to look in the future</p><h2>Here’s how to get in touch with John (JD) Dean:</h2><p>LinkedIn: https://www.linkedin.com/in/jdthekatalyst/&nbsp;</p>

Teaching Startups To Fish

EP003 - How to sell complex products with John (JD) Dean

EP003 - How to sell complex products with John (JD) Dean

Description

Three key reasons why startups have long sales cycles:

Timestamps

Here’s how to get in touch with John (JD) Dean: