Joining me on this episode of Accelerate! is Brant Cooper. Brant is the New York Times bestselling author of The Lean Entrepreneur: How Visionaries Create Products, Innovate With New Ventures, and Disrupt Markets. Among the many topics that Brant and I discuss are how he came to write his book, how he joined the ‘Lean’ movement, some of his practices for helping organizations grow with their customers, and how your organization can grow ‘Lean.’
[6:25] How you inspire organizations to break down silos.
[8:38] How to use the lean methodology to challenge the status quo of customer relationships.
[10:09] If you don't inspire your customer to change the status quo, someone else will, and you will lose the account.
[10:29] How to identify early adopters among customers.
[12:58] How evidence-informed decision-making drives ‘lean innovation.’
[15:53] The steps sales reps should take to understand their customers (from the customers’ point of view.)
[18:13] How do you flip the conversation on a sales call?
[23:33] What is a 'learning organization'?
[26:15] How you should use testing and data to drive your sales growth.
[31:07] Great advice about how growth is what occurs between bottlenecks.
What’s your most powerful sales attribute?
Who is your sales role model?
My early boss, Janice Spampinato.
What’s one book that every salesperson should read?
The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses, by Eric Ries, also, The Black Swan: The Impact of the Highly Improbable, by Nicholas Taleb
What music is on your playlist right now?
Local Natives, Industrial Revelation, and Anders Osborne.
Contact Brant: Brant@BrantCooper.com
@BrantCooper on various social media