In our 40th episode of #NutsAboutSales, we heard some sales wisdom from Justin Johnson, the Chief Revenue Officer of FitGrid.
Watch this brilliant episode to learn what one of the biggest challenges is when demoing in a remote sales environment, understand the importance of having “take it or leave it” conversations, and hear about the bold move he made to save a deal.
Watch the video or read the transcripts below:
What’s your name and where do you work?
Justin Johnson. People call me Triple J. I’m the Chief Revenue Officer of FitGrid.
What’s your most embarrassing sales story?
Most embarrassing moment for me, a decision-maker of a deal I was working told me they’re going to do a reverse demo, but don’t take screenshots. And then I got caught taking screenshots ten minutes later, so that didn’t help.
What’s the funniest thing a client told you?
Craziest experience someone ever told me is I had a client offer me drugs a couple of minutes after meeting him.
What’s the craziest thing that happened to you during a demo?
We had a big meeting come up, and the CIO came in. We’d been working this deal for over a year.
CIO came in, and he said, “Alright, how long is this going to take?” Clearly no interest in being there. So that was just brutal.
What’s the most genius move you did to save a deal?
The most genius thing really wasn’t genius at all.
We had a competitive deal that was going sideways, and I just called the CEO and had a “take it or leave it” conversation. Say, “Hey, we’ve got to get this thing back on track or we’re going to walk away.” And we ended up winning.
What’s your biggest challenge when demoing?
Biggest challenge is making sure the story resonates, which is especially difficult to do now more than ever in a remote environment. So that’s the big thing that jumps out to me.
What do you love the most about sales?
Control over your destiny. There’s so much that’s 100% your control that if you do, you’ll do big things. So it’s definitely having control over your own destiny.
What’s your golden rule in sales?
Cost is only an issue in the absence of value.
Sell me a walnut
Busy executives like you want to take care of themselves, don’t have the time, energy, or resources.
So I got a walnut. You want it?
