Guest: Adam Boyd, Partner at Market Sense, a Sandler sales training firm (don’t hold it against him the way I did) and co-author of Succeed: The Sandler Way.
Adam talks about the importance of process (and why that gives engineers an advantage), why you shouldn’t talk too much (which I screw up in the interview, giving you a good example of what not to do), how to uncover a solution rather than prescribing it, and more.
Here’s the link to Episode 3 with Adam.
The wine: Aegerter Pinot Noir for Burgundy (the year is 2012). Nice French Pinot, not as fruity as what you might be used to if you drink a lot of California Pinot.
The Power of Habit, by Charles Duhigg
Where you can find Adam: @adamboyd24, LinkedIn.
Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.
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