My guest on this episode is Michael Sacca, host of the business podcast, Rocketship.fm, and Head of Partnerships at Crew. Among the many topics Michael and I discuss are how sales professionals can succeed and thrive in a world where sales teams are at risk of being engineered out of the selling process; and, how the personal touch in sales can influence the emotional element of decision-making and become the differentiator that helps you close the deal.
[03:15] How has podcasting made Michael better at sales?
[04:15] Why did Michael feel the need, in a recent podcast series, to demystify sales?
[07:12] Does the stereotype of salespeople exist for a reason?
[09:00] Too many entrepreneurs believe automation is a perfectly good substitute for implementing a well defined sales process. They shouldn’t!
[10:35] If you’re in sales, there is something inherently strange about wanting to avoid people. And, why that is a red flag if you’re hiring.
[11:45] Now that VC’s are more focused on revenue, suddenly sales teams are back in vogue.
[13:50] How is the salesforce structured at Crew?
[16:00] How has the decision to make face-to-face sales calls helped build Crew?
[19:15] A great tip is to email your customers when you’re going to be in their area and offer to connect, even for a quick coffee.
[20:45] What is the most surprising thing Michael learned about sales during his recent podcast series?
What’s your most powerful sales attribute?
Smiling on the phone.
Who is your sales role model?
Steli Efti from Close.io.
What’s one book that every salesperson should read?
The Machine by Justin Roff-Marsh
What music is on your playlist right now?
I listen to a lot of vinyl, because I listen to the whole record rather than singles.