In this episode of Startup Strategies, Juliana sits down with Jared Zelman, founder of Othello, to uncover the brutal truth about enterprise sales that most reps refuse to accept: they're wasting months on deals that were dead from the first call, and they have no idea because they skipped proper discovery. After building Othello from zero sales experience to an AI coach that's improving win rates by 20% across Fortune 1000 companies while training on 20 million minutes of recorded sales conversations, Jared reveals why the reps making real money do the exact opposite of what everyone teaches.

This conversation reveals why the quality of your first 30 minutes with a prospect predicts your close rate better than your demo, pitch deck, or pricing strategy ever will, and how pre-call diagnostics from 50+ data sources help you ask questions that get prospects selling themselves.

Jared shares:

Why 25% of your enterprise champions will exit before you close and how multi-threading protects you
The discovery call framework that qualifies or disqualifies prospects in 30 minutes
How to dollarize pain points so prospects build their own economic justification
Why staying silent during objections converts better than defending your price
The follow-up cadence that keeps deals energized across 6-12 month sales cycles
His two complete product pivots: walking away from success to build something better
The pre-call research system that makes you look prescient instead of presumptuous
Why reps who admit they need systems outperform those relying on charisma

Let’s break down his Startup Strategies.

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37 Minutes of Sales Training to Explode ...