I attended a Technology Association of Georgia (TAG) Sales Leadership event a couple weeks ago on High Velocity Sales Organizations.
(I’m a little late to posting this. Having scaled down to one post a week as I round up 100 Strangers, 100 Days (today’s day 89!), my posts are being stretched out.)
The event headlined:
- Kyle Porter, CEO, SalesLoft
- Tyce Miller, CEO, MobileMind
- Brian Simms, Chief Sales Officer, Rubicon Global
- Wanda Truxillo, Chief Revenue Officer, World Motors1 DBA MotorQueen
- Barb Giamanco, President & Social Selling Advisor, Social Centered Selling
My take-aways from the event:
- It’s hard to get the attention in sales, right? Every second counts – literally. The first 10 seconds are to earn a minute. Prospects are looking to be interrupted – pattern interrupt. Kyle mentioned how he was interrupted by a great cold call. Kyle told the caller to “email him later” because he was busy. The sales rep responded with, “are you sure you want to do that?” Kyle was taken back. “What did you say?” The sales rep responded slowly this time, “Are you… sure… you want… to do that?” At that point, Kyle was unsure. Kyle gave him the time. Or another cold call, “Hi, this is SO-SO. How do you handle cold calls?” It broke the ice.
- Modern sales orgs are challenged to find the balance between “analytical scalable, measure” and “human, empathetic, customer-centric”.
- Brian has a great track record of growing sales teams from the ground up. At Rubicon, Brian has grown from 1 to 85 sales reps in 10 months. Brian shares the keys to growth are: evangelizing the company message and vision; enable sales professionals to be pioneers; and separating the volatility of sales processes to an innovation team. What works then, gets implemented with the sales team.
- Wanda shared how she grew from old-school orgs to very dynamic sales organizations. She recognizes the aspects of sales she can affect and what she cannot. She cites the importance of dumping baggage (possibly rigid sales professionals who do not align to the culture). Look for people who are agile, and enable them with the right tools – right tools in the right hands of the right people.
- Brian also highlighted how the culture of sales people have a consistent theme from previous lives (applicable beyond sales, too). He looks for hustle. Can this person hustle? Is this person intrinsically self-motivated? Can candidate be beat down over and over again, and keep going? He looks for resiliency. To assess this, he tries to get the other person to open up about vulnerable moments.
- Wanda stresses the importance for excellent communicators. If the email is trash, it says a lot. She’s looking for someone who is aggressive for the job in email. Customers will see the same type of emails. She wants her team to have lots of empathy. Be researchers and technologists – seamlessly pivoting between sales and marketing.
- Tyce describes three types of people – 1. Person you can tell what to do, and it’ll happen. 2. Just won’t get done. 3. With no instructions, it’ll get done no matter what. Understand the different types and how the generations of people may affect them.
- Two suggested sales books – 1. Message to Garcia by Elbert Hubbard. 2. How to Win Friends & Influence People by Dale Carnegie.