In the 5th episode of the second season of Frog’s How to Scale podcast, Operating Partner James Bagan speaks with John Lord, serial chair, investor and advisor to scale up businesses, about structuring processes to enable successful sales scale-up.

John is currently chair at Red Flag Alert, Tred and Engage PSG Search, focusing on steering these companies through their scale-up journeys. He previously founded TruNarrative in 2016 until their successful acquisition in 2021. Prior to that he was Group Managing Director at GBG Plc, helping to take the business from a valuation of £18M to a listing on AIM of £1Billion.

In our conversation we cover:

• The importance and value of process
• Understanding the difference between KPIs and Standard Operating Procedures
• Implementing Minimum Standard Operating Procedures to enable effective sales
• Adopting a sales playbook to deliver Minimum Standard Operating Procedures
• The criticality of discovery in the sales process
• Utilising high gain and low gain questions to get closer to the customer
• Nature versus nurture in sales people

We cover these topics and many others extensively in How to Scale, Frog’s library of Scale-Up insights, including further episodes of the podcast and Scale-Up toolkits from our Frog Operating Partners. Subscribe to our podcast or follow us on Linkedin to ensure you never miss a new episode. We welcome all feedback, questions or topic suggestions for us to cover in future episodes, so please email us. We’d love to hear from you.

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