In this episode, we had the pleasure of interviewing Brian Cotter, SVP of Sales Engineering at Seismic. He shared with us his best sales tips, experiences, and more! Watch the full video or read the interview below.
What's your name? Where do you work?
My name is Brian Cotter and I work for Seismic Software leading the pre-sales team.
Your most embarrassing sales story.
I was in the Hyatt Rochester, New York and they had a water main break and there was no water to take a shower, so I actually had to use the swimming pool to get ready for a big meeting, and just in my mind, I'm like everyone knows that I used the pool as a bathtub.
The thing you love most about sales.
The adrenaline of the sales pursuit. The energy, the feeling, the competitiveness, the challenge in front of you, and that kind of drives me to figure out how to win.
Your most genius move to save a deal.
I don't know if it's genius or stupid, but I live on the east coast and I did a flip trip to California in basically less than 18 to 24 hours. I woke up at six, got there at nine and had like a 45 minute meeting and got back to the airport by one o'clock, but it worked out because the person needed to kind of see it, believe it, and trust us, and the only way we could do that is to physically be there.
Your best sales tip.
Just be so overly prepares that you can enact what I call "situational fluency," meaning there's no situation that you can not figure out, navigate, go up around and over.
The worst mistake to avoid.
Assuming or interrupting. You know, we all heard the assume part, but sometimes, we don't listen fully and we kind of overstep and interrupt.
Your golden rule in sales.
It's my inner monologue. Know when to stop selling and shut up.
How do you celebrate closing a deal?
It's usually involving an adult beverage and then calculating out what the commission could be.
Sell me a walnut!
You get to use a really cool tool to unlock a tasty treat and enjoy one or many, depending on how much you want to have.