The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 years ago

Friday Fundamentals EP 12: What is a 5 Tool Sales Person?


On this episode of Friday Fundamentals, we discuss what it means to be a 5 tool sales person. So, what exactly does that mean?

Here are the skills you need to be that person.

1. The ability to prospect

2. The ability to work a cycle and close a sale

3. The ability to build report 

4. A positive attitude  

5. The desire to provide relentless effort 

Listen in to today's episode for a few takeaway points on becoming a 5 tool sales person.

Okay, everybody, it is Sam Jacobs and you are listening to Friday fundamentals. If you remember, I'm sure you do. This is the short five to ten minutes segment where we're trying to give you one insight, one insight on your way to work or from work, if you work the night shift, just to take with you to your day and immediately implement. And we've got this week's guest, Brian Burquette, step of sales at lane data, to share with us. What is a five tool salesperson? And the reason we're asking that is because if you go on Brian's linkedin profile, he says he's looking for five tool sales folks. So we want to know what does that mean. Now, before we figure out the answer to it, we want to talk about our sponsors and thank them. So Friday fundamentals is brought to you by outreach. Outreach triples the productivity of sales teams and them powers them to drive predictable and measurable revenue growth by prioritizing the right activities in scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and improves...

...his ability into what really drives results. Brian, I believe, is a customer of outreach at lane data. So we've got a case study in real life right here now. Coming up in March, outreach is running unleash two thousand and nineteen, the sales engagement conference. It's going to be the definitive great new sales engagement conference. It will take place in March ten through twelve in San Diego. Listeners of the POD, if you are out there listening, get a hundred dollars off your ticket simply for entering the code sh pod. So hop over to unleash shot outreach io and use the code sh pod to save a hundred dollars off your ticket. I'll be there right after this interview. I've got a call, a prep call with Dan Cook from Lucid Chart. We're going to be running a session. So I hope to see you in San Diego and if you are anywhere and in Chicago or the northeast, where it's going to be in Chicago it's going to be negative fifty. When we're recording this over the next couple days, you will understand why it's important that you get to San Diego and March now Friday fundamentals. Brian Burqett.

Brian, what are the five when you talk about a five tool salesperson? What are those five tools and what do you mean? All right, so the five components of five tool sales athlete are the ability to prospect or feed yourself. I think even if you have eight yrs or str you need to be able to generate your own pipeline. That's skill. Is just is paramount in my mind. You need the ability to, you know, obviously work a cycle and close. Right, you have to be able to ask for the business. If you can't for the if can't ask for the business, you're going to just have challenges. Now the next three things are less skills, but, you know, obviously the ability to build roule wheel rapport with people. If people don't feel that you're empathetic to what they're going through and you can't build rapport, you know that's going to be a challenge, and so it's something that I look for. And then a positive attitude. Right, like we are asking able to go out and create something out of nothing. Right, go call this company that's never heard of us, figure...

...out where their problems are and then help them realize that we're the best solution for them. You can't do that if you don't have a positive outlook, and so that's very important to me. And then the fifth piece is you have to be able to provide relentlets effort. Right so you can have all of these things, but if you don't put the work in, you're not going to succeed. So over time, over, you know whatever, the fifteen years of sales experience that I've seen, it's these five things that I look for. Now I have one more follow on question and I'm going to put you on the spot because you may not have prepared for it. But when you're thinking about that first skill, which is the ability to prospect, and you're thinking about all the different kind of communication channels and sequences that you might be able to run, what are you telling your SDRs in your a East, from your experience, is sort of the most state of the art or the most useful prospecting tactic or strategy when you're saying, why don't you do this? And when you think about best practices in prospecting, what do... think those best practices are? I think the first best practice is all around the effort you put into the research. So all too often we don't really take the time to understand the companies were calling on, the personas or the individuals that we're going to reach out to. So you know it and a lot of the organizations I've had you have. You have an opportunity to build your book a business. So you should always be thinking about is this company? Does it fit our ICP, and can we even sell them? If we can't, don't waste your time on them. So continuously going back in one do I have the right account to do I have the right people, and then do I have enough information to tell them what to say? Then I think you're your standard methods of reaching out, like if you can tailor a personalized message to them, whether it's linkedin email, you know, phone call, twitter, Voice Mail, you're much better off. It's the personalization that makes the different and it's the time you put in ahead of time before you put the communication together that makes all the difference. I love it.

Well, that's that's so repeating it back to its ability to prospect, the ability to close, relentless effort, positivity. What was the Middle One? Build Rapport, build rapport, so empathy, rapport and basically intellectual curiosity, kind of. I'll get a package together into that one. Those are the five tools of a five tool salesperson. This has been Friday fundamentals. Brian, give us your contact information. If I'M A if I'm an upancoming sales person, I want to work for you. How should I reach you so you can find me at Linkedin? On linkedin, you can email me at Brian at Lee Day to inkcom and if you happen to go to unleash, I'll be there as well. Oh awesome. So I will see you in San Diego and about a month, month and a half. Definitely talk to you soon. Thanks again for being on Friday fundamentals and thanks to everybody for listening. Have a great Friday.

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