💡 Top Takeaway “If you know your numbers, you know whether you’re winning.” ❓ Are you flying blind in your sales process? 👉 If you're an SMB owner still relying on gut instinct instead of metrics, this episode is your wake-up call. Learn how to build a scalable, predictable sales machine — and what your numbers are really telling you. 👤 Guest Bio Joe English, VP of Member Success at TruMethods. With decades of leadership in sales operations, Joe has helped thousands of MSPs and tech firms build better sales processes and outcomes. At TruMethods, he helps members transform from reactive selling to proactive sales performance. He’s a passionate advocate for building structure, measuring success, and developing a winning culture. 📊 Vitals • 98% of companies don’t use a sales playbook → Chaos instead of consistency. • $1M+ MRR growth possible by reviewing your sales funnel, according to Joe’s clients. • Win Rate Math: Track inputs (calls), conversions (appointments), and close rates — or risk guessing. • Playbook > Personality: Top sales teams succeed through repeatable systems, not one charismatic closer. 🩺 Medical History (Summary) This episode is a playbook for SMB leaders tired of unpredictable sales. Joe English breaks down the mindset, math, and structure behind sustainable revenue growth — and why “winging it” is not a strategy. 🔍 Exam (Detailed Description) Key Chapters & Topics: • 00:44 – Why 98% of SMBs lack a sales playbook • 04:46 – Systems vs. stars: Why structure wins • 10:13 – The most important sales metrics to track • 19:32 – “You can’t manage what you can’t measure” • 28:14 – How AI supports, not replaces, sales • 31:48 – Data governance and ethical sales enablement • 39:04 – Building a winning culture in your sales org • 44:51 – The real reason your sales lose momentum • 51:34 – “Find a way to win every day.” • 53:06 – How to build scoreboards your team will use 💊 Treatment Plan (Links Mentioned) • TruMethods – Joe’s sales coaching platform for MSPs • Past Related Episode: The Cyber Compliance Checklist with Michael Senkbeil – Ep. 106 📞 Call to Action (CTA) – Guest Joe invites listeners to learn more at trumethods.com and consider joining the community of MSP leaders using structure and coaching to drive performance. 🎯 Podcast Call to Action (CTA) 🎧 Subscribe now on your favorite platform to never miss an episode: Apple Podcasts | Spotify | iHeartRadio | PocketCasts | Amazon Music 💬 Drop us a comment, like the episode, and share it with a fellow leader. 📥 Or request a tech consult from The Fulcrum Group at: 👉 https://www.fulcrumgroup.net/talk-to-th3-doc-podcast/ 📚 Glossary • MRR – Monthly Recurring Revenue • Sales Playbook – A documented strategy outlining messaging, process, and steps for selling • AI in Sales – Use of artificial intelligence to enhance, not replace, human-led sales efforts • Win Rate – The percentage of deals closed from total opportunities 🔑 SEO Keywords & Hashtags #SalesStrategy #SMBGrowth #SalesPlaybook #SalesMetrics #TruMethods #JoeEnglish #TalkToTh3Doc #FulcrumGroup #SalesSuccess #MSPMarketing #OutsourcedIT #WinningCulture #B2BSales #AIinSales #SalesOperations #ConsultativeSelling #DFWBusiness #LeadershipTips #SalesSystem #TechPodcast #BusinessDevelopment 🏥 Fulcrum Group – Contact Info 📞 Sales: 817-337-0300 📧 Email: [email protected] 🌐 Website: The Fulcrum Group 🔗 LinkedIn Business 🔗 YouTube Channel 🔗 Twitter/X 🔗 Facebook 📷 Instagram: @TheFulcrumGroupInc 📨 Email Steve directly: [email protected]