• The core problem according to Justin is that Salespeople operate as autonomous agents marching to their own drum beats. All the assumptions that underpin the design of the modern sales function made perfect sense in the 1950’s. Today they should be members of a coordinated team. 
• The success of Amazon is from making its interface as friction free as possible. What can B2B selling learn from that? Justin arrived at the central idea of the book while struggling to arrive at a solution to address serious lack of outcome in his selling endeavor’s.  
• How could you have a process that would allow a sales person to make 12 sales conversations in a day instead of spending half the time prospecting and the other half writing reports?

These and more insights from the ground in this great episode of Bits About Books.

Run time – 45.46 mins.