Hiring for Collaboration and Why Sales Prep Is a Lost Art (Field Notes Takeover)

The trait that makes or breaks a sales team is the one almost nobody hires for. And the fifteen minutes that separate an average deal from a won one is the bit most reps skip. This week on Hit Your Numbers, we're handing over to Field Notes, the podcast from James Bissell and Richard Washington covering what they're seeing in the go-to-market world that week. Two topics, straight from the field. If you hire, coach, or carry a number, this one is packed with things you can use this week. Subscribe to Field Notes wherever you get your podcasts. KEY THEMES - Collaboration as a hiring criteria- Why 89% of mishires are attitude, not skill- Compliant vs cooperative vs collaborative culture- Assessing candidates by treating hiring as a sales process- Defining core behaviours and anti-values before you hire- Just-in-time coaching and the pre-call plan- Using AI to prep and scenario plan a deal- Known problems vs root cause in discovery- Financial storytelling to build buyer confidence- Why saying no to a deal wins respect MORE ABOUT JAMES - Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.com MORE ABOUT RICH - Host: Richard Washington- LinkedIn: https://www.linkedin.com/in/richwash/Free Sales Resources: → Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals? I’ve created a load of free resources to help you solve the problems above. Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more. Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more. The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.