In this episode of the #MeetCoolPeople Podcast, I had the privilege of sitting down with Doug Mitchell, a seasoned expert in building and scaling sales teams. Doug has over a decade of experience in this field, generating $35,000,000 in sales commissions over the past 13 years. As the host of the Building Great Sales Teams podcast, he brings invaluable knowledge to our conversation, especially for those looking to refine and supercharge their sales processes. We had a great chat about the importance of using sales scripts effectively—not as a crutch to read from during sales presentations, but as a training and assessment tool. He also discussed the role of a well-crafted sales deck in staying on track and delivering powerful presentations. This episode is a goldmine for anyone looking to enhance their sales approach, whether you're a solopreneur or running a large sales team. ### Key Takeaways: - **Sales Scripting for Training:** Doug emphasizes that a sales script should be used primarily for training and evaluating the sales presentation rather than being read during the actual presentation. This helps to ensure that salespeople are consistently improving. - **Sales Deck as a Visual Guide:** He suggests using a sales deck—which includes a cover page, qualification page, presentation, pricing, and closing page—as a visual form to guide the presentation. This helps to keep the presenter on track without sounding robotic. - **Post-Presentation Evaluation:** Doug also suggested referencing the sales script again after the presentation to evaluate performance and identify areas for improvement. Constant refinement is key to long-term success. - **AI Tools for Analysis:** We also talked about the use of AI tools like Fathom AI for analyzing sales conversations and improving conversion rates. These tools are incredibly valuable for understanding where you might be losing potential clients. - **Power of Building Relationships:** Doug shares his experiences on the significance of social media engagement and building relationships at events, which can lead to successful sales. He emphasizes the long-term value of relationship-based sales over transactional interactions. Throughout our conversation, Doug also highlighted the vital role of in-person events and networking in fostering creativity and learning across different industries. The energy and ideas exchanged during these events are irreplaceable, even with the convenience of virtual platforms. ### Connect with Doug Mitchell: Be sure to connect with Doug on his website: http://salesprogrambuilder.com