BECOMING THE PERSON CLIENTS WANT TO SPEAK WITH - The Brutal Truth about Sales Podcast

Summary

In this insightful interview, John B., a seasoned sales professional with 20 years of experience, shares his journey from retail to enterprise sales. He discusses the importance of building genuine relationships, the art of face-to-face selling, and the challenges of overcoming rejection. John emphasizes the value of in-person meetings and his unique approach to fostering rapport outside the office environment. His story offers a compelling perspective on the evolution of sales tactics and the enduring significance of personal connections in the digital age.

Takeaways

• 😀 John has been in sales for about 20 years and appreciates the opportunity to discuss his experiences.
• 🏫 John's interest in sales began during college at the University of Houston, where he pursued a specialization in professional selling.
• 💼 John's first exposure to Salesforce.com was during his business school program, highlighting the early stages of the software's development.
• 📈 The sales program at the University of Houston has grown significantly since John's time, now offering a major in sales.
• 🤝 John believes that sales is primarily about building relationships and that people buy from those they like.
• 💪 John's outgoing personality and competitive nature made him a good fit for sales, as he enjoys meeting and interacting with people.
• 🚀 John's early sales experiences involved cold calling and door-to-door selling, which taught him resilience and how to handle rejection.
• 📚 John's first professional sales job was with Lexus Nexus, selling law books and legal research materials, which required him to be self-sufficient and adaptable.
• 🏢 John emphasizes the importance of getting out of the office to build relationships, which he believes is a lost art in the age of remote work.
• 🍽️ John found success in sales by inviting prospects to lunches and dinners, using these occasions to build rapport and understand their needs better.
• 🔄 John believes in the value of in-person meetings and the need to adapt to the post-COVID world, where in-person interactions are still important for sales.

Q & A

How long has John been in sales?

John has been in sales for about 20 years.

What was John's educational background related to sales?

John pursued a specialization as a business minor in professional selling at the University of Houston.

How did John first get exposed to Salesforce.com?

John was first exposed to Salesforce.com as part of his business school program in 1998.

What was John's first professional sales job?

John's first professional sales job was working for LexisNexis, selling law books and CD-ROMs and online legal research to lawyers.

What personal traits does John believe make him successful in sales?

John believes his outgoing personality, competitive nature, and ability to build and maintain relationships are key traits that make him successful in sales.

How did John's experience in high school selling ads for the yearbook influence his career choice?

John's success in selling ads for the yearbook in high school sparked his interest in sales as a potential career, leading him to pursue it further in college.

What was the weekly quota system like for John in his early sales career?

In his early sales career, John had a weekly, monthly, and quarterly quota, which meant he had to start from zero every Monday and write enough business each week to keep his job.

How did John handle rejection in his sales career?

John learned to be impervious to rejection, managing transactions and pipelines effectively, and not letting negative experiences bog him down.

What is John's approach to building relationships with clients?

John's approach involves getting people out of the office and into more casual settings like lunches, dinners, or events, which helps break down barriers and build stronger relationships.

How does John view the role of in-person meetings in the sales process?

John believes that in-person meetings are critical for building rapport and understanding the client's needs and dynamics better than what can be achieved through email or virtual meetings.

What advice does John have for younger sales reps regarding in-person interactions?

John advises younger reps to embrace in-person interactions, as they provide an opportunity to build deeper relationships and gain insights that are not possible in a virtual setting.

How does John handle difficult conversations with clients?

John emphasizes the importance of being comfortable delivering difficult messages and challenging people, while also being prepared to take the 'bad cop' role when necessary to protect the client's internal position.

What was John's strategy for transitioning from LexisNexis to enterprise sales?

John moved into enterprise software sales through Epicore ERP, focusing on small to medium-sized businesses, and then transitioned to selling to General Counsel at an enterprise software company.

How does John leverage his personal experiences to connect with clients?

John uses personal experiences, such as his competitive nature and his need to be active and in-person, to build rapport and understand clients' perspectives better.