The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 years ago

Friday Fundamentals EP 1: The Will to Sell

ABOUT THIS EPISODE

We are launching a brand new series: Friday Fundamentals! For the next few Fridays, we're sharing tips, case studies and real life stories from the field. 

What makes a great salesperson? Today, we're sharing how desire, commitment, outlook and responsibility play a key role in success and drive reasonable sales goals. Are you committed? Your goals are well within reach. 

 

Hey everybody: it's the Salehackerpodcast and I'm your host Sam Jacobs, I'm the chief revenue officer at amachine learning and big data platform called Behavvox, and I'm also thefounder. The revenue collective to day we're excited to launch a brand newformat that were calling Friday fundamentals now for the next fewFridays were going to share brief segments. thes are typically just fiveto ten minutes in length, focusing on specific tactics, case studies andinsights that were collecting that may either help you in your day to day ormaybe they're. Just interesting. Of course, they're generally going to beabout sales on occasion will also have some guests and maybe we'll even tryand recruit a permanent cohost at some point which I'm actively trying to donow. Many of these insights will be plucked from active and ongoingconversations that are happening within the revenue collective itself and, ifyou don't know, the revenunt collective is a network, an association, anadvocacy group of VP level and above...

...commercial executives that sales andmarketing at high growth companies all over the world were now in Boston,Denver, Amsterdam, Toronto, London and, of course, New York. So theseconversations are about all of the topics that sales people are strugglingwith every day. Some of them are highly numerical and quantitative. They can beabout forecasting. Some of them are about specific strategies for how toleave the right, cold, called voicemail or had a negotiate effectively or howto manage your career path. So all of the different topics, D and issues thatall of us struggle day today, whether you're an entry level SDR somewhere outthere in the world, or whether you're chief revenue officer or eventthiefexecutive officer, trying to build a sales team and plan out your good tomarket. So before we get started, this episode, as always of Fridayfundamentals and the sales hacker podcast, is brought to by outreachoutreach, triples the productivity of sales teams and empowers them to trive,predictable and measurable revenue growth by prioritizing the rightactivities and scaling. Coster engagement with intelligent automation,outreach makes customer facing teams...

...more effective and improves visibilityinto what really drives results hop over to outreach, Dadio, forwardsshsales hacker to see how thousands of customers, including clouder glassdor,Pandora and Zillo Reli on outreage to deliver higher revenue per sales rap.So that's outreached, a isle forward, Slash Sales Hacker today on Friday,fundamentals were going to discuss the qualities that make a great salesperson,and this is a topic that I come across often now when I was first gettingstarted as a sales leader, I came across this book. Baseline selling,Dave Curlin, wrote it and his Collie Chris Mot. They both administer thisgroup objective management group, and these guys have this concept that I'veembraced over the last ten to fifteen years and by the way they're, notpaying me to say this, and it's called the will to sell. So the will to sellis sort of like the core elements of sales DNA that enables somebody to beeffective as a salesperson and there's four of them. Those four qualities aredesire, commitment, outlook and...

...responsibility. Now, there's one that'sthe most important in that's commitment. So first we'll talk about the otherthree desire. That's what you want for yourself. You may want to be very, verysuccessful. It's sort of how high you set the bar for yourself. Now we wantsales people to set high bars from themselves. They have to be high, butthey have to be attainable. So if you're, a midmarket account executiveand your base pay is you know sixty sixty five housandollars a year, thensaying you want to make two million dollars next year is a very high bar,but it's also probably not possible, and so we want to set high goals forourselves, but not too high. On the other hand, if you say you want to makeeighty five grand next year, that's probably a little too conservative,given the dynamics of your job so desires, one of them outlook. You haveto be positive. Obviously we're in sales we hear no most of the time ifyou hear Kno seven times out of ten you're, a rock star, because that meansyou have a thirty percent in rate and if you hear now nine times out of tenyou're probably fired, because that...

...means you have a ten percent win rateand that's probably not good enough for your organization, so somewhere betweenseven and nine times out of ten you're hearing no, and that means that youhave to be a pretty positive and optimistic person, because otherwiseit's going to it's going to get you down and so outlook is important.Responsibility is the third topic or category and responsibility just means.You can't make excuses because you have to take ownership and andresponsibility for the outcomes. If you are somebody that constantly deflex andconstantly blames a product or blames other people or brams marketing for notgiving you, the right leads, you're going to be very, very difficult totake seriously and be believable, because you are always blaming somebodyelse for the issue. So we want people that take responsibility and ownershipfor the outcomes that they drive. But what I want to talk to today about isthis concept of commitment. Commitment is defined as a willingness to dowhatever it takes to succeed within ethical boundaries. We always putwithin ethical boundaries in there because we don't want you to liecheator steel. We don't want you to...

...kill anybody and we don't want you tocheat, but what we do want you to do is set a goal in your mind and be soabsolutely committed to accomplishing that goal that you will do whatever ittakes. Now most people hear commitment. They think it means work ethic. Theythink it means coming in early and staying late. Now it does mean that, toa certain extent, you certainly have to work hard, but it also means a lot ofnonobvious things that you wouldn't necessarily think about. If you erejust heard that word on its face, commitment is willingness to dowhatever it takes, heresome things that are not completely obvious, thatdemonstrate commitment. So, first of all, one of them is cold. Calling rightwho wants to make cold calls it's not something that is a lot of fun for mostpeople. Now there are some strange people out there that really reallylove it and they love the thrill and the game, but most people, it's notsomething that they love doing, but you do it because you are committed towinning and that's what it takes. You understand the math of your winprobabilities and you understand that if you don't make enough cold callsyou're not going to get to the outcomes...

...that you want. Here's another exampleof commitment asking very strange and direct questions. So most people at acocktail party are in social settings. They don't talk about money, it's notparticularly fashionable or polite to talk about money very directly, but forsales, people, it's very, very important, and so it's the concept ofasking direct questions to people, sometimes making them uncomfortable.But it's because you're not seeking their approval. You are seeking theanswers to the questions and you are structuring the conversation a veryspecific way. So asking strange questions asking questions like itsounds to me like you're, not really committed to solving this problem. Whyis that or you say that it's expensive, but actually I don't think so. Whatmakes you think it's expensive so asking direct strange questions is partof what makes sales people great. It's not a natural thing to do for mostpeople, but it demonstrates commitment. Another example is coachability, sothis is something that's particularly difficult for most of US receivingfeedback sucks right, who wants to be told that they're not great atsomething. Now I understand that...

...there's a whole culture and a wholereligion really about within companies about how wonderful feedback is. Butthe fact of the matter is that most of us don't love receiving feedback andbeing told how we need to improve and how we didn't do the good job that wethought. But if you want to be really really great and if you want to win nomatter what then you're going to accept feed back and Notollingi, are you goingto accept it you're, going to seek it out and actually change right? So howmany people do we know they get feedback, nothing changes the peoplethat are truly committed to winning those people can modify their behaviorbased on feedback. This is not a natural thing to do. The natural thingto do is to get defensive, to blame other people and to get pissed off thething that you will do if you are extremely committed to winning. Youwill accept that fewback and you will actually modify your behavior, socoachability is something else that demonstrates commitment and here's afinal one. We talk a lot about sales books, most salesbooks, most businessbooks, in my opinion, are not very good. Most of them are extended essays thatare packaged into books to make more...

...money, and of course I will try. Tandwrite one of those at some point myself, but the point is, I read a lot of themand you hear the people on the sales hack of podcast talk about how manybooks they read. If it were up to me, I would read military history and fictionalmost exclusively, but I read business books and I read sales books, notbecause I love doing it, but because I need to be good at what I do and I amcommitted to being good at what I do. So I do a lot of things that make meuncomfortable, and that is the most important criteria for success when itcomes to sales. This concept of commitment, this concept that you aregoing to set a goal and no matter what you are not going to make excuses. Youare going to hit that goal and there's lots of people that I've come acrossthat have demonstrated that quality. But if you're out there listening andyou want to seek out some people that I think really really stronglydemonstrate commitment. Based on my experience. One of them is Peter Covakwho's, a vice president of enterprise sales at Alpha sens right now, justsomebody- and he can tell you his story...

...about how he helped this rep at the Musclose Ebay on the very last day of the quarter, and that contract came in atnine pm and we had gotten word that morning that it wasn't going to close,but he had strong commitment. Another person is this Guy John Shaufe, whoactually runs a company out in organ these days. We called him the professorwhen we were at Axele, because he just had so many interesting insights aboutsales. I learned so much from John and he just when he said a goal he wascommitted to winning it and again it wasn't just about hours. It was aboutforcing yourself to do things that you would not, naturally do sometimesthat's reading a book. Sometimes that's asking strange questions, sometimesthat's sitting in silence for five minutes with the phone on Mute, becauseyou are waiting for that other person to respond, because you know that ifyou talk into that silence, you're negotiating with yourself. Socommitment is just critically important now, recapping. What we just talkedabout the will to sell is comprised af four key qualities,desire, commitment, outlook and...

...responsibility. The most important ofthose is commitment. Now this has been Friday fundamentals. We are just atabout ten minutes and I hope this was a short sweet tid bit that you can use inyour day to day life shoot me feedback on Linkedin. If you want to get intouch with me, it's Sam, F, Jacobs at twitter, that's my twitter handle andthen, if it's linked in its linkedincom inlah Sam f Jacobs, I think Linkdon'sthe best place to message me for professional conversations. So shoot mea message if you like this or if you like the format, we're trying to keepit short, sweet and interesting and without further do I hope you have agreat Friday. Thank you.

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