Training Your Teams on a POV with JP Bolen

In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan are joined by JP Bolen, Vice President of
Sales Productivity at Rubrik, to discuss the importance of
equipping sales teams with a compelling point of view (POV). JP
emphasizes the necessity of thorough research and understanding
of the client's business, industry trends, and specific
challenges before approaching potential customers. He shares
insights on how a well-prepared POV can boost confidence, earn
respect, and open productive dialogue with clients. The episode
also highlights practical training methods and the benefits of
utilizing customer stories to relate to business problems. For
additional resources on enhancing sales performance, listeners
are encouraged to check out Force Management's ebook linked in
the show notes.


KEY TAKEAWAYS


[00:00:22] The Importance of a Compelling Point of View
[00:00:41] Training Reps for Success
[00:01:24] Research and Preparation Strategies
[00:02:21] Using Customer Stories Effectively
[00:03:30] Avoiding Analysis Paralysis
[00:05:13] Engaging Executives with a Strong POV
[00:06:28] Building Confidence and Earning Respect
[00:07:40] Creating Custom Slides for Discovery


HIGHLIGHT QUOTES


[00:01:06] "The POV is absolute power. If you do it right, you
immediately earn respect from the person on the other side of the
table."
[00:06:28] "A compelling point of view gives you confidence and
opens the conversation to talking about the client's pain
points."
[00:01:52] "It's not rocket science, but doing the work and
putting the effort in to understand the account and industry
trends is crucial."
[00:04:59] "We overdo everything. If you find a nugget, use that
nugget to go hit somebody right now."
[00:05:40] "You want a partner to help you? Show them why this is
important and prepare as if your CRO is going to make the pitch
for you."


Listen to the full episode with JP Bolen through
this link: 
https://revenue-builders.simplecast.com/episodes/driving-sales-productivity-with-jp-bolen


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/


Read Force Management's eBook: 
https://www.forcemanagement.com/roi-of-sales-messaging