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Podcast: The Thoughtful Entrepreneur
Episode: 1712 - The Most Effective Strategies for Startup Founders to Accelerate Sales Growth with Sales Acceleration Group's Kristie Jones
Description: In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks to the Founder & Principal of Sales Acceleration Group, Kristie Jones.
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Kristie shared some common misconceptions and challenges she has observed in organizations that may not have a background in sales.
The first is mis-hiring, where organizations don't understand the difference between different types of sales professionals (hunters, farmers, gatherers) and end up hiring the wrong fit.
The second challenge is what Kristie calls "pimp the demo," where sales reps focus on showing and telling about their product without going through the necessary discovery process.
She emphasized the importance o...