Hyper Focused Selling: How to Close More Deals with Jordan Kennedy Part 2

Selling Saas

In the episode, Duane and Jordan discuss the importance of learning from and observing successful sales reps to develop the necessary skills for success in sales. They mention that many sales training programs and resources focus on building habits and skill sets around specific metrics and strategies. However, they argue that once a sales rep has developed these habits and skills and finds themselves in a new sales environment, these habits may actually be detrimental.

Instead, Jordan suggests that one way for a sales rep to transition into a new style of selling is through observation and learning from successful reps within their organization. They highlight the importance of listening and being curious, and mention that some BDRs within their company have risen through the ranks by adopting these qualities.

Jordan also emphasizes the value of challenging executives and asking tough questions. They observe that many executives enjoy a challenge because so many people around them just listen to them. By being able to match executives intellectually and ask thought-provoking questions.

[00:01:53] Heavy research and strategic outreach.

[00:04:26] Hyper focus on quality.

[00:08:58] Confidence and intellectual curiosity.

[00:11:03] Insecurities and self-doubt in sales.

[00:14:09] Tough times and highlighting the good.

[00:18:37] Dialing in on the data.

[00:20:03] Reaching for career opportunities.

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