On this episode of the Same Side Selling podcast I talk with Manny Medina, CEO, and co-founder of Outreach, the market-leading customer engagement platform. Manny and I discuss the challenges of growth in terms of revenue, the good and bad aspects of sales playbooks, and the inspection process you can conduct to pinpoint the problems you may be facing within your company.
We start by talking about a personal philosophy of Manny’s, which is the importance of a strong memory. After reading a book called Moonwalking with Einstein: The Art and Science of Remembering Everything, Manny decided to challenge his own memory by learning each employee’s name at Outreach. For the record, there are about 300 people currently working for the company!
Manny says, “I think that when you mention somebody’s name, that means that person is important to you.”
Listen to this episode and discover:
>Why there needs to be a framework in place for playbook execution.
>The important things that a playbook should include.
>How looking at sales rep participation can help to pinpoint specific problems.
>The importance of an inspection process in all industries, not just sales.
>The 3 by 2 method, and how it can help you and your business.
And so much more…