Why the Setter-Closer Model Still Wins (And How to Build One That Actually Scales)

The Vault Unlocked · 1:13:37

12 moments from this episode, each one marked and named by the show. Press one to hear just that part — it plays from the video itself, and nothing is downloaded or re-hosted.

1. 0:00Josh Troy: 12 years in high-ticket sales, building from nothing7:00
2. 7:00Cold outbound vs. inbound and why lead flow predictability changes everything2:30
3. 9:30The setter/closer model and the leverage argument for keeping them separate1:30
4. 11:00What sales operations actually means3:00
5. 14:00AI call analysis: turning qualitative data into quantitative decisions2:30
6. 16:30Rep compliance and the rep development motion2:00
7. 18:30SIP versus PIP and why the distinction matters1:00
8. 19:30Why "sales manager" is three jobs and most companies hire for one2:20
9. 21:50The core four management functions and where RevOps fits3:00
10. 37:30Closing decks after 13 years: why Josh still uses one4:30
11. 48:30CDPBC: the only rep metric that accounts for everything1:30
12. 57:30When to say no and the posture it creates2:30

The full episode, at the publisher · clip your own moment