TSM 47: Game Tapes

This is a 1 week-delayed copy of the Sales Mastermind Newsletter.

If you'd like #48 it's published here - this week it's all about Boudica and your LBBS.

Selling is binary - you close the business and bank the revenue, or you don't.

However, your progress is incremental, and your ability to focus on individual skills will help you level up considerably faster.

Today's topics:

• Sports coach
• Call Recording
• Checklist

Sports Coaching

Sales is full of sporting analogies. Both are competitive, have clear wins and losses, and most leagues/companies have a leaderboard.

Another thing we can learn from sports is to review game tapes.

At every company I join, one of the first things we implement is automated call recording for sales calls.

A sales team that doesn't record its calls is like a sports coach who leads practices, teaches the team all the plays, and then waits in the dressing room while the game is on. At half-time, the team returns, and the coach asks, "So, how did it go?"

Instead, when sellers record their calls, it opens up a whole world of possibilities:

• Working on improving your openings? Watch the Game Tap.
• Not sure of the exact words to include in the proposal? Find what the buyer said on the Game Tap.
• Struggling to remember the name of the person who joined late? Check the Game Tap.

Call Recordings

The key to making the most of call recordings is to make it automatic.

If you want cheap recordings, use Zoom, Teams, or Google Meet's automatic "record every call" option.

The next step up (which is worth it) are tools like Avoma.com (paid) or Grain.com (free if you have fewer than 20 meetings recorded).

I use Avoma. It has the best interface and more intuitive UI and is affordable.

Using a dedicated tool gives deeper insights at a glance and allows you to send short clips to the buyers after the fact, reminding them of specific things you/they missed.

Checklists

To make the most out of call recordings:

• Pick one specific area of the sales call to work on. Good examples: opening, questions, deep pain, BAMFAM
• Focus on watching what you're working on
• Make notes to improve after every call
• Make it a habit to watch at least one call per week

A few quality-of-life tips:

• When watching recordings of yourself, use at least 1.25x speed, or you'll hate the sound of your voice
• Look at the interactivity, how often you speak, how often they speak, and for how long. As a rule of thumb, the more interactive you are, the better
• Transcripts are your friend to find specific sections

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I have space for 3 SaaS founders to work 1-1 with me and make calendar Q3 & Q4 your best quarters ever.

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