In our 44th episode of #NutsAboutSales, we heard some brilliant sales tips from Catie Ivey, the CRO at Walnut.
Watch this amazing episode to learn how reps can make the buying experience better for prospects, find out what her best sales tip is, and hear about the time she was escorted out of a building by two security guards.
Watch the video or read the transcripts below:
What’s your name? Where do you work?
My name is Catie Ivey and I am the CRO at Walnut.
What’s the most genius move you did to save a deal?
I had a very specific deal that I was working really hard to pull in before midnight on December 31.
So we found out what the favorite brand of champagne that the particular signer, who I hadn’t been directly engaged with, absolutely loved, and we made sure to send a bottle. She got us the deal signed at like 10:55.
What’s your best sales tip?
One of the most fundamental things that I tell every seller to do is to listen more than they talk.
What’s your most embarrassing sales story?
I did get ushered out of a building by not one, but two security guards that were really confident that the cookies I was trying to deliver may have had explosives or something in them.
Getting ushered out by two really really large gentlemen was a little bit of a low point.
What’s your sales style?
Consultative. I love building a partnership that’s not just an immediate or short-term partnership, but can really be invested in for the long haul.
How do you celebrate closing a big deal?
My first couple of sales roles, we had a bell that we would ring so aggressively loud anytime a new deal closed.
What should reps do to make the buying experience better for prospects?
Listen, engage, and then be proactive.
Sell me Walnut
One of the things that I love the most about Walnut is being able to empower SDRs, sellers, SEs to be able to harness just whatever it is that their product is so magical at and then be able to showcase it in real time with very minimal prep.