Are you even a sales pro if you haven't watched the latest episode of Nuts About Sales?
In this episode, we have a chat with Matt Green, Chief Revenue Officer of Sales Assembly. You won't want to miss his most genius moves to save a deal, his expert sales tips, and his most embarrassing sales story.
Watch the video or read the transcripts below:
What’s your name and where do you work?
My name is Matt Green. I’m the Chief Revenue Officer of Sales Assembly.
What’s your most embarrassing sales story?
The most embarrassing sales story actually took place when I was in a leadership role.
The account executive had the really fantastic idea of drafting up just everything that he wanted to say but understood that he couldn’t say to this new client and passed it along to the account manager and said, “Hey, you should go ahead and send this.”
And it was laced with profanity, insults.
The account manager was obviously busy, didn’t realize that he was trying to make a joke, cut, paste, hit send.
So guess who had the fantastic opportunity to hop on the phone with this brand new client and calm things down? That was yours truly.
What’s your most genius move to save a deal?
The most underutilized move is leveraging executive sponsorship.
Especially when you’re trying to close a big deal, there’s no reason why you cannot or should not leverage the executives within your company, finding those relationships that might exist through common investors, or through just how other CEOs and other executives tend to network with each other, leveraging those executive sponsorships in order to make sure that your deal gets done.
What’s your best sales tip?
Always make sure that you’re operating with radical transparency.
Making sure that you are mindful of the fact and communicating to the prospect what makes sense and what doesn’t make sense. There’s no use trying to fit a square peg into a round hole when talking about your product.
What’s the craziest thing that happened to you during a demo?
We were using the prospect’s Zoom link and about 15 minutes into the demo his wife pops into the Zoom link. And not long after that all these students - she was a teacher and she was dealing with remote learning - started hopping into the Zoom link.
So believe it or not we had to end the demo there.
What’s your biggest challenge when demoing?
I’m a big believer in structure over scripting. Making sure you’re walking into a demo conversation with a certain amount of structure in place as far as how you want to guide the conversation, but making sure that that’s separated from following an actual script. Being able to pivot based off of feedback that the prospect is giving you. So keeping that delineation is always a challenge.
How do you celebrate closing a deal?
So if I get a win, what I do is immediately after I pump my fist once is I pull up all the other prospects that I’ve been working to close and I start furiously trying to get in touch with them to see if I can keep the hot streak going.
Sell me a walnut!
You need healthy fats, you need a certain amount of carbohydrates, you need protein. During that 5-minute interim period between when one Zoom meeting ends and another Zoom meeting begins you need to be able to get all that good stuff quickly.
What other way is going to be better to deliver that than the trusty old walnut?
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