{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Resilience Talk","title":"The Sales Process: Discovery, Research, Selling","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/3995971f\"></iframe>","width":"100%","height":180,"duration":2765,"description":"On this episode of Resilience Talk, Paul Spencer unpacks what he has been learning about the sales process through a newer business venture, and why the language your customer uses is often the difference between a yes and a \"we already have that.\" He works through the yes/no/maybe pipeline, how he's using AI to turn customer nuggets into sales assets, and what \"sell before you can do\" actually looks like in practice.Connect with PaulWebsite: https://www.secondnature.solutions/Subscribe to the newsletter: https://www.secondnature.solutions/joinLinkedIn: https://www.linkedin.com/in/paul-spencer-7252118/Chapters[00:00] Intro: A new business, a new sales reality[00:35] FF&E vs. CapEx: Learning the language that shifted my pitch[08:31] Same business, same costs, same buyer, just a different key[10:18] Yes or no, never maybe: Why maybes drain the pipeline[22:04] Turning customer nuggets into sales assets with Claude[28:40] The S-curve and product-market fit: Why $1M doesn't sell like $20M[37:21] Sell before you can do: Discovery-led selling and the OODA loop[43:22] Predictable, consistent, improving: Closing thoughts","thumbnail_url":"https://img.transistorcdn.com/xnaGj8aOPADq2dB-TGF8TCptY_1u-Yv3jNQqdHhPchk/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS80YTA5/NTZhNDA3NmFmMTVk/YmZiMjU0NTQ1NzQx/YWJkOS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}