The Switch: Why Employers Want To Be Led, Not Sold | with Billy Potter
My guest this week is Billy Potter, now CEO of Snellings Walters, and we spend this episode on "the Switch," his firm's process for moving employers from fully insured to self-funded. Billy explains why he thinks it has almost nothing to do with insurance and everything to do with changing who a business trusts to lead them.
We get into why "does that make sense?" is the worst question in sales, why he asks prospects "where did I lose you?" instead, and why he believes most deals aren't lost on product, they're lost on communication.
Billy breaks down how Culture Index reshaped how his firm…
The skinny
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