How to shorten your sales cycle with Rashid Kotwal - Episode 68

In this episode of the DevReady Podcast, Andrew and Anthony interviewed Rashid Kotwal, a sales coach and mentor, about how companies can optimize their teams for proficiency and profitability. Through his consulting firm, Revealed Resources, Rashid is sharing lessons gleaned over 30 years. He has over his career executed complex deals, bringing to bear expertise in both tech engineering and identifying key patterns of human behaviour. While technologists love to sell technology, Rashid explains that it’s “a huge mistake” to shift the focus away from what is ultimately the heart of solution selling: Making the business case. Sales cycles can be short or long, but in all cases, it’s important to identify the right decision-makers, articulate their pain points and propose a strategic response. Enjoy this fascinating conversation about all things sales. Rashid Kotwal provides a template, explaining what it takes to set the stage for your company’s long-term growth and bottom-line numbers that will keep improving … year over year. Topics Covered: ● The importance of buy-in. ● The art of identifying opportunities and key players to accelerate sales cycles. ● Marketing and sales: Two sides of the same coin. ● Are salespeople born not made? ● The 3 pillars to growth ● Go to strategies for engaging stakeholders, locating pain points and creating a win-win-win scenario that closes sales.