Episode 75: Tim Roberts, Founder of Trustpointe

Show Highlights:

4:45-18:15: Tim describes how his company Trustpointe was formed, the value that it provides to sales organizations and businesses, what it means to discover the small things in people, and the concept of "aggregation of marginal gains."
18:15-30:45: We ask Tim what he does to build trust with his clients, and he discusses two components that are necessary to building meaningful relationship. He also goes into the relational needs that people must experience to feel comfortable within these relationships.
30:45-44:15: Tim talks about the difference between a fixed mindset and a growth mindset, things he would have done differently as a sales representative during his 18-year experience, and what it means to truly qualify a prospect.
44:15-54:15: We ask Tim how he has adapted his sales strategy over time, and he explains the impact of technology on how buyers make decisions today, and what it means to empower your prospect in the sales process.
54:15-1:07:15: Tim walks us through an example of one his more successful sales proposal meetings, as well as a meeting that didn't go as well. He explains how you should adapt your style depending on the type of person you are speaking with.
1:07:15-1:18:45: Tim describes what a healthy relationship between sales management and personnel looks like, understanding the DNA of good and bad salespeople, and the importance of lifelong learning.