In our 12th episode of The Sales MiNUT, we sat down with Phil Putnam, the VP of Sales Enablement at Notified.
Watch this 1-minute video to hear the best piece of sales coaching he ever received, learn how he keeps prospects’ attention during a demo, and find out how he handles the stress from working in sales.
Watch the video or read the transcripts below:
What’s the most awkward thing that ever happened to you on a Zoom call?
My dog barfed in the background.
How do you handle the stress from working in sales?
I love boundaries.
What’s the best piece of sales coaching you ever received?
Listen first. Listen most.
How do you keep prospects’ attention during a demo?
You have to be willing to be entertaining, because gaining and guiding human attention is the core skill of presentation.
What’s your biggest sales no-no?
Bad qualification. It is the root cause of so many symptoms of bad sales outcomes.
What’s the best way to handle a ghosting prospect?
Let them be a ghost. Stop chasing them and move on because they don’t want you. Or they do want you, and they’ll pop up back in your inbox at the time that it works for them.
What’s the worst way to ruin a sales demo?
Make it about the product.
If it’s just about the product and not about the buyer, your demo will fail.
To win 5-lbs of walnuts, countdown from 10 but switch 1,4,5,8 with the word “walnut”.
Ten, nine, walnut, seven, six, walnut, walnut, three, two, walnut.
I won the walnuts!
No barf from my dog today.