#68: The Number One Exercise For Improving Founder Led Sales

#68: The Number One Exercise For Improving Founder-Led Sales

Read Time: 2.5 min

Today, I will discuss the one exercise that, if implemented consistently, will become the biggest needle mover and the fastest way to ramp up your founder-led sales game.

A considerable part of our engagements are revolved around this one thing. As you look for indications of product market fit (PMF), you do so by validating the hypothesis of your minimum viable product (MVP). How does that work? Through data. Where is the data? Through recorded calls.

How do you validate your product if you’re not recording calls, listening to, and evaluating mistakes? You have no data to go on. Product discovery and user interviews are soft data (speculation/approximation). Running prospects through a concrete sales process and asking people to buy is hard data (accurate).

We don’t rise to the level of our expectations. We fall to the level of our training.

~ Archilochus

The needle mover I’m talking about is recording, listening, and evaluating your calls to understand what you’re doing wrong, what you're doing right, and what areas you need to improve. If you’re not doing this, how do you get better?

Furthermore, what if you have no process? How do you even know what you’re doing wrong or right? You don’t.

I’m going to break down how we evaluate calls and how you should, too.

A step-by-step B2B qualification process should look like this.

1. Preamble — designed to convey authority by controlling the conversation and providing visibility into the buying process.
   
   

2. Identifying BANT — identify money, decision-makers and how they make decisions, the use cases, and the timeline on when they’re looking to buy.
   
   

3. Reiteration — reiterate all the info they conveyed to you back to them to ensure alignment and understanding.
   
   

4. About us — explain briefly how your company can solve the specific pain points they just conveyed.
   
   

5. Follow-up — book the follow-up meeting with a day/time scheduled on the calendar for the full demo.
   

Based on the above framework, here’s how you evaluate your calls.

• Did you identify BANT?
  

• Did you follow each step of the talk track? (5 steps mentioned above)
  

• How confident did you sound?
  

• Did you incorporate tonality and enthusiasm?
  

• Were you able to control the conversation?
  

• Did you convey authority?
  

• Where did you get hung up, if applicable?
  

• What was your overall assessment of the call?

Building a repeatable sales process and listening to and evaluating your sales calls daily with this framework will pay huge dividends and help you ramp up your sales game fast.

If your goal is PMF established and $1M in ARR, nothing else you can do will move the needle faster than this.

The secret to Rampd’s success is this. We build processes based on finding the right ICPs and testing value props. We then train our founders on the proper execution of these processes. They then go out and implement the process on recorded sales calls. I listen and provide customized feedback on what I mentioned above. We do this over and over through repetition, and what comes is iterations to the product, strong indications of PMF, and a clear path to scale ARR. That’s it. That’s the secret. I laid it out for you above.

That’s it for today!

See you all next week.



Darren

P.S. If finding PMF and scaling to $1M in ARR through founder-led sales is on your radar, book a call with me here

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