In this episode of the DevReady Podcast, host Anthony Sapountzis, Co-Founder and CTO of Aerion Technologies and Co-Founder of DevReady.Ai welcomes Paul Sargeant, Co-Founder of Sales Director Central. Paul provides a deep dive into his role as a fractional sales leader and how his team supports technology businesses in selling complex B2B products. He outlines how Sales Director Central aids organisations by setting up effective sales frameworks and managing sales operations until they are ready to...
In this episode of the DevReady Podcast, host Anthony Sapountzis, Co-Founder and CTO of Aerion Technologies and Co-Founder of DevReady.Ai welcomes Paul Sargeant, Co-Founder of Sales Director Central. Paul provides a deep dive into his role as a fractional sales leader and how his team supports technology businesses in selling complex B2B products. He outlines how Sales Director Central aids organisations by setting up effective sales frameworks and managing sales operations until they are ready to hire a full-time sales leader. Paul’s approach emphasises bridging the gap between technical and business teams, ensuring that the sales process aligns with the client’s buying journey to speed up deal closures.
Paul explains that his team utilises a comprehensive 75-point "blueprint" checklist to build robust sales structures. They integrate into the client’s organisation for a period of 6-12 months, focusing on not just implementing growing revenue but embedding a sales framework that aligns with the company's business goals. This process involves assessing and correcting existing sales practices to ensure that every sales activity is meaningful and contributes to achieving business objectives.
One key aspect of Paul’s service is helping businesses avoid common pitfalls in the sales process. He highlights that many companies fall into the trap of focusing too heavily on their product’s features rather than addressing the customer’s needs. Paul’s team works with clients to shift their focus from merely presenting features to understanding and solving real problems for customers. This approach transforms sales conversations from product pitches into value-based discussions, enhancing the effectiveness of their sales efforts.
Paul also discusses the importance of understanding the buyer’s journey in enterprise sales. By the time buyers engage with a company, they are typically well into their research phase. Paul’s team helps clients establish a "know, like, and trust" relationship through strategic content and an effective online presence, which helps filter leads and set the stage for successful sales engagements. They emphasise the need for multiple touchpoints and aligning the sales process with the buyer’s perspective to improve the likelihood of closing deals.
In addition to these strategies, Paul highlights the importance of a solid onboarding process and clear role definitions when hiring new sales representatives. His team assists clients in creating a clear sales DNA and onboarding plan to ensure that new hires are effectively integrated into the company’s sales operations. Paul also advises on the right type of sales rep needed based on the company’s specific needs, helping to avoid the mistake of hiring based on strong interviewing skills alone.
The episode concludes with Paul discussing how Sales Director Central supports businesses by offering mentorship and ongoing support beyond initial engagements. His team’s extensive experience in sales and leadership allows them to stay involved with clients, providing continued guidance and adjustment to sales strategies as needed. Paul invites listeners to reach out via email or their website for further information or to book a call, emphasising the value of their expertise in driving sales success for their clients.
Connect with Paul:
Paul Sargeant | LinkedIn: https://www.linkedin.com/in/paulsargeant/
Book a call with Paul: Book a meeting with Sarge
Email Paul: paul@salesdirectorcentral.com
View more
