Business
"Your sales methodology is irrelevant" that's the view of Kevin Dorsey, VP of Inside Sales at PatientPop, a rapidly growing platform that helps doctors increase the visibility of their practices with digital marketing. Kevin has put out some thought provoking content on LinkedIn, inspired by his frustrations having been on the receiving end of terrible sales demos and we discuss that and more in this episode. He doesn't hold back on calling out poor practice, sharing experiences leading and managing a sales team in a rapidly growing company. In the episode we cover two main topics: In the first part we discuss selling to VPs of sales and other senior sales leaders, the challenges and opportunities, knowing your numbers, and the importance of understanding the mindset, and often times inexperience, of your buyer. In the second we focus on Kevin's thoughts on what's wrong with blindly following a sales methodology, he outlines what Sales Coaching at PatientPop looks like, the role that the book The Talent Code has had on his approach, and shares both strategy and tactics for improving performance when coaching sales teams. For full show notes and free sales coaching resources visit: https://www.refract.ai/blog/sales-methodology