Sales Processes: You Want Fast-casual or Michelin Star? (ft. Sahil Mansuri)

In this episode, Kyle interviews Sahil Mansuri, CEO of Bravado - the largest sales community with over 500,000 members. 

They discuss:

- Why Sahil founded Bravado to support salespeople who often lack training
- What drove the sales slump in 2022-2023 and why most reps struggle in tough markets
- How great salespeople have unique styles and you should magnify your own strengths vs. copying an average process
- Why now is the time to hire aggressively to gain a competitive edge, and what to look for in reps
- Bravado's new AI sales recruiter that allows hyper-specific candidate searches
- The book "Stumbling on Happiness" and how understanding human decisions helps in sales

Time-Coded Show Notes

00:00 - Cold open and introduction
01:13 - Sahil's background in sales and why he founded Bravado
03:57 - The quality of Bravado's sales community and conversations 
05:31 - Sahil's prescient prediction of sales layoffs in 2022
08:35 - Three factors that caused the sales slump in 2022-2023
16:00 - Why most salespeople struggle to sell in tough markets
17:32 - Bravado's data showing the slump is ending, time to hire is now
21:45 - Kyle's experience getting back into sales as a CMO
25:26 - Sahil's advice to be your authentic self in sales, not copy an average script
28:45 - Fast-casual vs. Michelin-star sales approaches 
35:26 - Let your expertise shine through vs. generic discovery
44:00 - What Bravado's new AI sales recruiter enables

Enjoy this information-packed episode and implement the tips you learn to experience faster, more sustainable growth in 2024.