The Sales Hacker Podcast
The Sales Hacker Podcast

Episode 175 · 6 months ago

Friday Fundamentals: Celine North



Everybody. Happy Friday. Welcome back to Friday fundamentals and the sales hacker podcast. You know Friday fundamentals, the short five to ten minute format where we bring you actual insights to help make a difference in what you do. Today we've got this week's guest back on the show, Salen north. She's the VP of revenue at bordoble and she's gonna be talking to us about a perspective that she has where sales should be your friend always, and that mentality and why that mentality drives results in her organization. Now, before we get there, we want to thank our sponsors. We've got two sponsors. The first is outreach. Outreach triples the productivity of sales teams. That empowers them to drive predictable and measurable revenue growth by prioritizing the right activity and scaling customer engagement. With intelligent automation. Outreach makes customer facing teams more effective and improves visibility to it really drives results. And we're also sponsored by pavilion. Pavilion is the key to getting more out of your career. Make sure you sign up for our upcoming we're session pack education courses, selling through an economic downturn,... through an economic downturn and leadership through an economic downturn. All of them designed and included in our corporate programs pavilion for teams. LEARN MORE AT JOINT PAVILION DOT com. Now, seline, welcome back to the show. Thanks for having me. Sam. We're excited to have you. So our question to you today is this. You know, you've said in the past that we should cultivate a sales as our friend always mentality. Explain what that means and explain why it's so important in driving productivity growth at your organization. Who? All Right, I'M gonna I'M gonna go back to my childhood for a second. This is exciting. My father was, you know, a VP of sales for for years and years and when I was a kid, you know, I'd see him come and go and all the traveling he would do and the trade shows and, you know, I think my first sales job was he gave me a stack of photocopied black and white maps and asked me... color them in for all of his reps. so again before anyone had, you know, computers on their desks, Um, which is funny, Um, and he used to say to me, you need to learn sales and I would be like, absolutely not, I am not a seller, I have zero interest in it, I will not be doing sales ever. Well, fast forward Um and when I first went into sales, it was exceedingly transactional and I did not feel like I was being anyone's friend. I felt like I was there for nothing but the money and I despised it. You know, it just wasn't something that I enjoyed. But as I understood the process of selling and began to learn it, so he would say, my dad would say, you know, if you're a lawyer, you have to sell your case, if you're a doctor, you have to the treatment...

...plan. It doesn't matter who you are, you have to be able to sell. And I take that to heart now because in the consultative world of selling, it takes a village to land large accounts, right enterprise accounts. It takes everyone on board with the same focus. It takes everyone pushing one of our largest deals that just came through recently, I counted everyone that touched that account that helped us land it, and it was over fifteen people. So a lot of people think about just that one lead seller as the person who who drives in. Yeah, then the initial relationship. They're the ones that are bringing in all the different team members that they need to make the deal happen. But if you are not friends with everyone in your company,... have a serious problem because you are not going to be able to close that deal if you are not on the same page and you're not working together. So being friendly, Um, does not always mean being a pushover either, but being friendly, having everyone's best interest at heart, always looking for that wind wind solution, whether at that be with another sales member on your team, whether that be your manager, whether that be your customer success partner or your product partner. You have got to be on the same page looking out for each other's best interests. It's not just the money it makes. It makes complete sense. Is there any any, any, any strategy or tip? You have to to make sure that we do indoctrinate ourselves well across the organization, send copies or anything. Yeah, I mean you don't pull pull out the one on ones. You know, get out there, make yourself brand ambassador internally as much as externally. So being that brand ambassador for...

...sales, being that person it's like, you know what, I'm going to reach out to Um so and so on on the customer service team or on the marketing team and I'm just going to get to know that person as a person. I want to be their friend, I want to understand who they are and just making this a part of your weekly routine. Your sales can get just so hurried and you're just, you know, let's face that, ass over elbows, trying to figure stuff out right as fast as you can. Um People are yelling at you to get stuff into your crm. The last thing you wanted to worry about is stopping to create a relationship internally, but I promise you, it's pivotal. makes a perfect sense, selein. If folks want to get in touch with you, what's the best way? Linkedin. I'm always on Linkedin, like any good seller. This sounds good. If if folks want to reach out to me, they can. Can...

...reach me also on Linkedin, Linkedin DOT COM. Forward slash the word in, forward slash Sam F Jacobs. You can also email me Sam at Joint Pavilion Dot Com. Thanks again to our sponsors, outreach and pavilion. Make sure to take advantage of pavilions recession education courses which are included in their corporate membership. Pavilion for teams. Selene, thanks so much for being our guest on the show this week. Goes great talking to you. Thank you, Sam, it was a pleasure. Awesome.

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