Are you as #NutsAboutSales as we are? Then check out this latest interview.
In this episode, we speak to Naomi Rozenfeld, CRO of Wix Answers. You will not want to miss her thoughts on the SaaS sales experience, her best software sales tips, and her craziest sales stories.
Check it out below:
What’s your name and where do you work?
My name is Naomi and I work at Wix Answers.
What’s your most embarrassing sales story?
I walked into a really big sales meeting, they were in big data solutions, and we got into a point where there was a little bit of a problem with how we would run their data and I told them to their face to go use a competitor, completely forgetting that they were competing directly with this company.
Some people got very angry and threatened to walk out of the meeting.
What’s your biggest challenge when demoing?
Specifically for people that are used to legacy software, getting them to understand what next-generation platforms that are very easy and enabling businesses - what that looks like. So kind of getting their head wrapped around that - that it’s very easy, DIY, that’s one of the bigger challenges.
What’s your best sales tip?
Be relatable. How to put ourselves in their shoes and how to really understand what it’s like to be them, what their real, real challenges are, not what the books and the trends and the data tell us, but really kind of being able to be relatable is the biggest tip.
What’s the worst mistake to make in sales?
Probably the opposite of that, not being relatable. Just selling for the sake of selling because you have to or because you have to meet a quota and not really understanding the person that you’re talking to.
Do you have a golden rule for sales?
“Different is better than better.”
Try to avoid conversations that go to “better,” like “this pen is better than what you currently have.”
Getting people to think differently about solutions tends to get them more invested, tends to have stronger intent and motivation.
What’s your sales style?
Very hyper-personal and I try to form relationships at all levels. Everything from the manager really kind of being in their shoes, all the way to the executive level. So knowing how to speak at every one of those levels I think is really important.
Sell me a walnut!
Usually, when people are trying to improve their health they’re not just trying to improve just one thing, they’re trying to improve many, many things. And that usually leads you to a lot of different solutions, a lot of different supplements, but what if I was going to tell you that nature has this little hard-shelled nut, that’s called the walnut?