In this episode, we had the pleasure of interviewing Ido Niv-Ron, Chief Revenue Officer at CloudShare. He shared with us his best sales tips, experiences, and more! Watch the full video or read the interview below.
What is your name? Where do you work?
My name is Ido Niv-Ron and I’m the Chief Revenue Officer at CloudShare.
What's your most embarrassing sales story.
Most embarrassing sales story… The customer was just going on and on and on and on. Just not getting any breaks of conversation, so my coworker wrote me a slack saying “shoot me now” and unfortunately I was sharing my screen so it popped up.
What's the part in the sales process you hate the most?
The part I hate the most is actually when you get to the point where you get a verbal commitment and then you're just waiting for the signatures, especially at the end of the quarter, it’s terrible.
What do you love the most about sales?
Sometimes, you have a prospect who doesn’t necessarily know exactly what they’re looking for and so that aha moment with them is really to me the best part.
What's your best sales tip?
My best sales tip is let things breathe. You don’t have to talk all the time. Pauses are not awkward. They’re good. You let the other side actually think, you let things break. You let the other side feel like they’re not being rushed and you give them the time they need to give you the information you need to make the sale successful.
What's your golden rule in sales?
My golden rule is a no is not a no, it’s just not a right now. Don’t take it personally.
What's the worst sales mistake to avoid?
The worst mistake you can make is badgering without adding value. Nagging the customer, following up with no insights. A follow-up could be “Hey, I just wanted to follow up and see where we stand,'' or it can be “Hey, I have this new report that just came out that shows these trends in the industry I thought you would find interesting. By the way, do you have any updates for me?”
How do you celebrate closing a deal?
If it’s a small deal, maybe just a little tiny pat on the back kind of thing and if it’s a big deal, it’s a vacation.
Sell me a walnut!
Walnuts look like brains, right? Much like in Alice in Wonderland, if you eat one half, let’s call it the left side, then you’ll become more analytical. And let’s say if you eat the right side, you become more creative. It’s all about the whole nut. Experiencing both sides of the nut, both sides of you, the analytical and creative. So have a walnut!