The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 1 year ago

Friday Fundamentals 131. Lee Berkman

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Friday Fundamentals 131. Lee Berkman

Everybody, it's Sam Jacobs. Welcome to the salesacker podcast. Happy Friday. You're listening to Friday fundamentals. You remember Friday fundamentals, a short five to Tenmin of format where we bring you actionable insights to help make a difference in what you do today. This week we've got back on the show Lee Berkman. Lee as an enterprise of CON executive a cloudshare. He is a career journeyman and salesperson who's been in SASS sales for I think over seven years now and before that has just had a lot of different life experiences all over the world and we're going to talk to him about the best way to overcome the inability to meet facetoface when it comes to selling. And we've all been impacted by the pandemic. We're not all back in the office yet. So what's the number one strategy that you can employ to overcome that inability to meet facetoface? So now, before we get there, we want to thank our sponsor. We have two sponsors. Friday fundamentals is brought to you by outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities and scaling customer engagement with intelligent automation outreach...

...makes customer facing teams more effective and improves visibility into what really drives results. PODCAST is also sponsored by revenue collective. Revenue Collective is the key to getting more out of your career. Our private membership connects you with a network of thousands of like minded peers and resources where you can tap into leadership opportunities, professional development, mentorship and other services made for high growth leaders like you. Unlock the professional potential with the revenue collective membership. Get started today at Revenue Collectivecom. Now, Lee, welcome back to the show. Thanks so much for having me again. I clearly than upset you the first time. Not Enough, at least. You didn't need it in that invitulate any SACRA sank boundaries. So our question to you is this. You know, we've all been impacted by having to do zooms and having to be digital and move all of our sales to digital. Woman can't move facetoface. What's your number one strategy for making or for overcoming the ability to meet facetoface so that we can all be successful in our sales endeavors. Awesome. So you know, that...

...question is really well aligned with what we do and I have to obviously speak about cloud shows, technology and such, but at the end of the day, the exactly like you mentioned zoom, you have to find ways to overcome a limitation. So if we were able to jump in a plane and we would be able to have this meeting face to face, I wouldn't have to put on my headphones now, I wouldn't need to die into my computer. I'd probably be sitting at a desk with you and we'd have two microphones and hope to a couple drinks. So that would be, you know, the traditional way of doing things. So you mentioned zoom straight away and it's a technology that we all now become standard with and it's relatively easy and low pain point to get on and jump onto a call and see each other. facetoface. So tips with through God's too, especially in the sales process, is making sure that the technology that has to be introduced to both you as a salesperson, the prospect or whoever is engaging to another, is the technology should be invisible it shouldn't be something that gets in the way. It should basically...

...be the same way we pick up a phone. We hit the phone, you know, the dial button, and speak to somebody. Our sales processes are experiences need to be exactly matched. So when somebody is interested in a SASS application, once actually see it, an experience that there should not be a restraint or red tape to go through to be able to deliver. If you want to be able to see a software solution today, Sam and we wrap up a point where you say it's valuable to I want to be able to give it to you. That should be a matter of clicks. It shouldn't be an it or administrative headache. So platforms that you choose, that you invest in, the technologies that you decide that both you as an individual, your company your employees are going to use need to be accessible and easy, and then the end users that are going to be adopting it or engaging with it. You basically need to how to overcome how do we make sure that we're being valuable to the other people, that we can't do it again.

Traditional processes boil down to a good experience and and you know that greates to just again everything. When you want to have a good meal and you go to a restaurant, it's not just the food that gets put in your plate, it's an experience. Same applies to a sales process. The product may be great, but if you had a negative experience or it was a real challenge to get their sons though, it's not as easy to commit to. So what you invest in? Again, the technologies just need to work. And again having to do my plug effectively, you know, being a Clod. Share in providing virtual experiences remotely. Exactly that, and it's been such a strength. In the last year we've had businesses that were potentially sort of exploring and snuffing around the idea of hands on experiences and virtual labs that have now had to fight the bullet. They've committed to it, they've invested, they've explored it. Now businesses that never knew about it are looking for ways to be able to engage with people remotely. So we're in a very...

...fortunate space with an exceptional platform. And I coped. I was a power Friday Friday fundamentals. Friday fundamentals got use that a literation. Sorry, you can hit you can hear. I wasn't be a great students in class. No, it's okay. Well, that was fantastically remind us. If folks want to get in touch at you, what's the best way? I'm pretty trendy. I'm on Linkedin. You can reach out to me on Linkedin and you can keep it more traditional with a email. I'm part of the customer facing team, being in sales sole of cloud share. That's Elle. I've cloud Shawcom and if you are going to send an email, I would really appreciate putting a subject line stating podcast outreach and I'd love to hear whether you're using virtualization, what technology is being valuable to you. If you're interested in finding a virtual it provider. Cloud share is an industry meter. So we're really proud of our platform and confident what we offer, so please to reach...

...out. Sounds good. If folks want to reach out to me, you can linkedincom for lash the word in for Sam f Jacobs, and thanks again to our sponsors, outreach and revenue collective. If, if this podcast comes out when I think it might, which would be perhaps the last week of June, then actually revenue collective is just announced that they've changed their name to a new company called Pavilion, which is incredibly exciting. So code to join pavilioncom to learn more about how revenue collective is taking their idea of career and ablement and professional development for sales and marketing executives and expanding it to every profession. But without further ADO. We'll talk to you next time. Lee. Thanks so much for being on the show. Thanks, am for a good one. Enjoy the weekend. Youtube.

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