Todd Busler of Champify shares his rants about what people get wrong when claiming they have a PLG strategy. We also discuss what's annoying him about the sales process and the hiring mistakes he made when scaling from 0-50 employees

Demos suck because they waste your prospect's time. We then pivot hard and discuss the problems with getting more revenue from current customers.

The idea of Discovery is shifting. Stop making your Discovery calls an interrogation. 

In its current view, Discovery, for many, is selfish. Salespeople are simply running down a checklist of questions that feels like an interrogation. 

JC shares how to adjust the mindset. 

The title speaks for itself.

This was a no-brainer topic for KD to choose. We go quick and deep into why sales coaching and sales management is still so bad and what you can do to fix it overnight. 

We saw a massive lift in Covid around supporting mental health in sales. And now it's not even in the Top 10.

How you view yourself is probably hurting your close ratio. Specifically the internal stories we tell ourselves, our fear of authority, and the fear around money. 

One of the worst papercuts founders will experience is demos that are 1000 clicks. You don't program the radio stations when you are doing a first test drive of a car.