Ep123 Sales is King with Adrian Rivodeaux

Adrian Rivodeaux Bio: I once took a course in astrophysics at MIT because I wanted to understand how binary star systems work. In this process of discovery I learned that Jupiter has a molten metal core entirely made of hydrogen. How fascinating.In spite of never becoming an astrophysicist, this unexpected discovery prompted me to start looking at the world differently and ask myself about what other unexpected things are hidden below the surface. What else isn’t obvious about how the world works?After many years of negotiating through the world of startups, I stumbled upon a complex communication problem; even when we’re telling the truth, we’re not always being believed.In the pursuit of being a better deal-maker, I decided to once again look underneath the surface. I went on a journey to discover more about the mind. What are the things that allow us to be believed when we’re selling?After 6 years as a fund manager, which gave me deep understanding of what investors expect, and 4 years of research into behavioral and cognitive psychology, I developed a knack for teaming up with tenacious people to solve complex revenue problems in an evolved and scalable way. I created GetTractionTools in 2019 with the goal of re-thinking the foundation of the sales process and steering it towards a function of shared value instead of a sole function of profit. I speculated that by merging the mechanics of building revenue operations with a deep understanding of the complexities of human behavior, we could create pathways to finding shared value; building value not just for our clients, but also for our clients' customers. Over the past 2 years we’ve pioneered a more intuitive and customer-centric approach to revenue operations that has created more than $100 million in value for our clients.     We talk about Diplomacy vs negotiation? What are sales? Should a company be product driven, or sales driven? Or what’s the right combo? What is a sales process?  What are the components of one? How should a company implement a new sales strategy? How is AIM/ML being used in Tele sales during the sales process?   And much more...     Connect with Adrian https://www.linkedin.com/in/adrian-rivodeaux/ Email [email protected] Phone 213-785-7292 (Work)