In this episode, we had the pleasure of interviewing Josh Roth, Sr Business Development Manager at WalkMe. He shared with us his best sales tips, experiences, and more! Watch the full video or read the interview below.
What’s up everybody! Stoked to be here, walnuts forever.
What’s your name? Where do you work?
Hey my name is Josh Roth and I work at Walkme.
Your most embarrassing sales story
I was working on a pretty large deal with a real estate company. I was at the New York Mets at the time. We got everything done, got into the proposal stage, sent over the proposal for a really large deal. They ended up calling into the New York Knicks and Madison Square Garden and literally built… like they used my entire framework and did the exact same deal with the New York Knicks instead of the New York Mets.
Your sales style
I think my answer would be adaptable. If you have one kind of sales style and you’re not able to adapt to different types of sales you may be doing yourself a disservice.
The worst mistake to avoid during a demo
The worst mistake to avoid is not asking your prospect questions every opportunity that you can. If I’m constantly asking questions and trying to pull them in at every opportunity that I can and when we mutually agree on next steps, that’s when I think at a bare minimum, if the prospect is not interested, they will at least tell you.
Golden rule of sales
I think my golden rule would really just be to have empathy. You know, I think that goes for all people involved in the sales process.
Your best sales tip
Always ask for next steps, even if you're making a cold call and someone says, you know, “Hey Josh, stop calling me and take me off of your list,” I'm always gonna ask for the next steps. “I really appreciate that, just to confirm it sounds like the next step here is I’m gonna take you off of our call list, just so that I’m clear. Are you okay if I shoot you an email if I think something may be applicable to you?
Sell me a walnut!
One thing that I like to have on Friday nights is apple pie. If you’re going to eat any sort of apple pie, you have to have some sort of nuts in there like why not let it be a walnut?