Summary
Mike Rhea, the Chief Revenue Officer at Intelligent Technical Solutions discusses his extensive background in sales, his journey through various companies and the strategies he employs to scale sales teams effectively. He emphasizes the critical role of discovery in the sales process, explaining how understanding a prospect's problems can lead to successful outcomes. Mike also delves into the importance of pricing and value perception, as well as the significant impact of leadership on sales success. The conversation highlights actionable insights for sales professionals looking to improve their processes and achieve better results.

Takeaways

• Deals are won and lost at Discovery.
• You have to start off at looking at, do you have the right people?
• Trust the process.
• Pricing can also be intent.
• A great day in sales is did I do the things today?
• The importance of continuous training on psychology and asking the right questions.
• Leadership plays a crucial role in sales success.
• Understanding the prospect's commitment to solving their problems is key.
• Sales reps need to focus on the outcomes of their questions.
• Creating a culture of accountability and high standards is essential.

Sound Bites

• "Deals are won and lost at Discovery."
• "You have to start off at looking at, do you have the right people?"
• "Trust the process."

Chapters

00:00
Introduction and Background

02:01
Scaling Sales Teams

05:59
The Importance of Discovery in Sales

12:58
Understanding Pricing and Value

19:10
The Role of Leadership in Sales Success

Great Day In Sales Podcast Intro

Great Day in Sales Podcast Outro