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00:00 – Why sales feels “hard” (people vs systems)
00:45 – System #1: The Setter Engine
01:16 – Daily tracking, EOD reports & real accountability
03:20 – Lead flow, touch density & consistent pipeline
06:18 – Validating setter scripts before rolling them out
08:33 – Targets tied to show rate, not booked calls
09:35 – System #2: The Closer Engine
10:40 – Frameworks vs scripts: letting closers use intuition
11:55 – Dashboards, 1:1s & PDPs that keep closers driven
14:57 – Incentives that actually change behaviour
16:36 – System #3: The Show-Rate Engine
18:05 – Reminders, nurture content & confirmation calls
21:36 – Double / triple booking to protect the calendar
23:11 – System #4: The Reactivation Engine
23:50 – Winbacks, weekly sequences & revisiting old calls
26:51 – Tracking reactivation revenue & scaling what works
27:21 – Recap: Build all four systems, stop relying on “hero” reps