Hey Salespeople Wisdom From Collin Cadmus

Key takeaways from my podcast with Collin Cadmus of Aircall.

• Favorite book: Extreme Ownership by Jocko Willink and Leif Babin. Also mentioned on the show: First, Fast, Fearless by Brian "Iron Ed" Hiner
• Find a process that not only works for your best salesperson but also can work for anyone you hire. It is about what you can make work at scale.
• Great salespeople can make anything work but great sales leaders can define a process that works for anyone.
• Without a documented process, it is impossible to test and optimize changes..
• Pause and fine-tune your sales process before you rapidly scale headcount.
• With complex products, you still need a script as a starting point. The better you get the more you earn the right to go off-script. But, remember to come back to the foundation.
• We won't let people pay for the product until they have gone through a free trial that is right for that size customer.
• The important objective for me is hiring the right people.