Mindset Trumps Technique: Unleashing Sales Success with Bryan McDonald of onPurpose Growth

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews Bryan McDonald, Partner at onPurpose Growth, a revenue growth coaching and consulting firm. Bryan shares his experience in sales over his 24 year career, emphasizing the importance of learning from mentors, training, and continuous improvement.

Bryan explains that onPurpose Growth helps ambitious entrepreneurs achieve their revenue goals and discusses how the company focuses on strategy, processes, and identifying bottlenecks in sales. They work with both entrepreneurs individually and companies ranging from professional services to manufacturing.

Deep and Bryan discuss the different types of clients they work with, including entrepreneurs, C-level executives, and professionals looking to transition from corporate America to entrepreneurship. They emphasize the importance of helping clients develop sales skills, particularly if sales is not their natural strength.

Bryan shares two success stories from his coaching experience. One client, an outsourced CFO, was able to generate $100,000 in down payments and $15,000 in monthly recurring revenue within 90 days. Another client, a CFO, significantly increased his proposal conversion rate from 10% to 70-80% in just a few months.

Deep asks Bryan about his approach to ensuring clients maximize their sales and revenue trajectories. Bryan explains that he focuses on understanding clients' goals and shortcomings and tailoring a solution that supports them. He also emphasizes the importance of accountability, helping clients create their own structure for holding themselves accountable.

Bryan shares a personal anecdote about a challenging sales situation that taught him the importance of telling clients the hard truth with integrity. He explains that aligning his actions and words and demonstrating care for clients helped him build trust and long-term relationships.

Deep and Bryan discuss the challenges of helping clients find accountability for themselves, particularly when they struggle with procrastination or resistance. Bryan highlights the importance of managing change and habit formation, using techniques such as breaking tasks into smaller chunks and gradually increasing their size.

In closing, Bryan shares a powerful message about the importance of mindset in sales. He emphasizes that mindset trumps technique and advises focusing on mindset before attempting to change actions or techniques.

Overall, this episode provides valuable insights into sales, coaching, and accountability, highlighting the importance of mindset and continuous improvement.