Welcome to another episode of Hard Knocks. This time John and David tell stories of business failures stemming from not visiting customers and having not defined sales process. And filled with tips along the way for how you can "right the ship" if you feel like someone they're describing. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ 📖 Key points in the session: 00:00 Intro 01:30: Hard Knock 1: Not Seeing Customers 03:38 Company Customer Gap 08:41 Where Competition Grows 10:52 Best Metrics To Detect Cracks 13:00 Quick Hack to Seeing Customers 15:30 Trade Shows Are a Great Way To See Customers 18:36 Creating a Customer Forum 25:45 Customer Research 29:40 Don’t Be Beholden to Your Sales Team 30:40 Hard Knock 2: No Sales Process 34:12 What Is a Sales Process? 36:30 Its To Help Put Together a Forecast 41:01 Makes It Easier To Scale 42:15 You Can Find Out Whats Wrong in Your Sales Process 43:31 Stuck Deals 47:00 Getting Started. What Is a Sale?? 54:28 Using a Process Like TREK 59:22 Keeping Sales People on the Process 1:06:24 Question for John 1:09:24 Question for David 1:16:07 Best Question in a Job Interview 1:17:03 Closing ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ 👥 Credits: Writers: David Fox and John Fox Editors: David Fox ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐