Practical Founders Podcast · #217: His Hardest Lesson: Going Too Fast Was More Risky, Even With Funding - Shawn Boyer
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Shifted sales focus to small-to-mid-size franchisees (3-20 units) with a direct-selling motion rather than large corporate accounts
“So basically I asked them to shift their focus, right? So shift the focus to what can you do with this information that's presented to you? Does it, does it make sense? Does it add up? Can you put it together to assess an overall picture?”
“We stopped worrying about money and entirely focus on delivering value to the customer. That shift changed everything.”
“I've shifted the entire focus of my interviews toward questions that force people to think on their feet.”
“When I was a corporate sales manager ... the team constantly reviewed our written sales system we referred to as the playbook.”
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