How can a strong sales process turn around a struggling software company? - Andrew Swiler

The acquisition and turnaround experience (00:00:00)
Andrew discusses his experience acquiring a software company and the challenges he faced in turning it around.

Identifying issues in the sales team (00:02:56)
Andrew talks about the lack of objectives and knowledge in the sales team, and their resistance to change.

Ineffective sales process and lack of curiosity (00:06:22)
John and Andrew discuss the existing sales process and the importance of curiosity in sales, as well as the need for personalized approaches.

The blown-up team and keeping a dedicated salesperson (00:09:48)
Andrew talks about blowing up the sales team and keeping one dedicated salesperson who is knowledgeable and committed to the job.

Creating a sales playbook and improving email sequences (00:10:38)
Andrew discusses the process of creating a sales playbook and working on improving the inbound and outbound email sequences.

Challenges in hiring salespeople and the importance of honesty (00:12:25)
Andrew shares his frustration with the hiring process and emphasizes the importance of honesty in salespeople. He also talks about the difficulty of finding and hiring women in sales.

The timestamp's title (00:19:33) - The importance of authenticity in sales

In this topic, the speakers discuss the significance of authenticity in sales and how it can be a natural trait for some individuals, particularly women. They also mention the challenge of teaching someone to be more authentic when it doesn't come naturally to them.

The timestamp's title (00:20:03) - Toxic behavior in sales

The speakers talk about how competitiveness, which is often seen in both men and women in sales, can sometimes manifest in toxic behavior. They share an example of a person who was toxic in their approach, including yelling at team members and exhibiting a false attitude. They emphasize the importance of being authentic in sales.

The timestamp's title (00:21:16) - The impact of the pandemic on sales

The speakers discuss how the pandemic has shifted the sales landscape and the need for human connection in sales. They mention that even in a technology-driven industry, customers still value the human relationship aspect. They also mention a statistic about software buyers not wanting to speak to someone before purchasing, but they express their own personal preference for human interaction in the software buying process.

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