Nate Branscome, the top account executive at Chili Piper, a start-up that utilizes its software platform to generate and distribute qualified leads. It also assists organizations to automate opportunity distribution, and book meetings from marketing campaigns and live events. Nate is a top seller at Chili Piper showing incredible growth from day one. In his first month, he generated ten thousand dollars in sales revenue. That number grew to fifty thousand in his second month and eighty thousand in his third.
In this episode, Nate discusses his role as an account executive and his background in sales. He talks about why he chose to work at a place like Chili Piper. In short, Nate is a firm believer in their product and enjoys the people he gets to work with on a daily basis. Nate is a huge advocate of Chili Piper’s product and uses it every day. Nate shares the excitement he feels being able to contribute to a small company’s growth in a meaningful way. Nate also discusses his sales philosophy, which is rooted in being customer centric.
Scott and Nate talk about the concept of working remotely and the benefits that come with it. Some of these benefits include time efficiency, flexibility, and a better work-life balance. Because Nate has the ability to work remotely, he doesn’t have a specific morning routine. His typical day varies from week to week. One day he’s waking up at five o’clock, grabbing an espresso and jumping on a call. Another day he may go to the gym, go through the motions and use his flexibility to his advantage. Having the ability to work this way has allowed Nate to master time management as a result.
Nate has achieved many accomplishments over the course of his sales career. He identifies the three things he attributes to his success, which include following the growth equation, providing value in a quick, constant and concise manner, and building consensus. Nate also tells the story of his proudest accomplishment he achieved while working at Chili Piper. He and his sales team hit their sales goal and were rewarded with a trip to Paris. Finally, Nate provides listeners with the top three things he has learned while working at Chili Piper. These include sharing in the pain points of his prospective clients, having friendly curiosity, and exercising the ability to say ‘No.’
To conclude, Nate gives actionable, yet simple advice to the audience. He challenges them to be concise.
What We Covered:
00:24 – Scott Ingram welcomes to the podcast, Nate Branscome
00:39 – Scott announces a brand new show, The Daily Sales Tips Podcast
01:03 – The three things Nate attributes to his success
01:13 – Number 1: The Growth Equation
03:04 – Nate lists some of the required reading that Chili Piper has its salespeople complete
04:10 – What Nate does during the stress phase of the Growth Equation
05:04 – Number 2: Providing value in a quick, constant and concise manner
07:05 – Number 3: Build consensus
09:28 – Nate’s original third point: Being self-taught
10:51 – How Scott developed the idea for his new show, The Daily Sales Tips Podcast
13:58 – Nate discusses his role at Chili Piper and how he became a top performer
17:01 – Nate’s sales background
19:56 – What Nate would do differently in his career if given the chance
21:26 – Nate quantifies his sales results and shares what it takes to be successful at Chili Piper
23:33 – The decision to go to work at a start-up
24:59 – Why Chili Piper?
27:17 – The benefits of working remotely
29:18 – The accomplishments Nate is most proud of
31:45 – Nate talks about the biggest challenges he faces in his role
33:38 – The process of recommitment in sales
34:56 – The motivational factors in Nate’s career
35:41 – The components of Nate’s map to success
37:20 – Nate describes a typical day in the life
38:48 – How Nate prioritizes his daily calendar
42:06 – Tools and apps that Nate uses on a daily basis
42:52 – The industry trades, news, podcasts and books that Nate consumes
46:34 – The sales philosophy that Nate subscribes to
48:19 – What providing value means specifically to Nate
50:02 – One of Nate’s beliefs that the average sales professional would think is crazy
52:02 – An average sales professional’s belief that Nate believes is crazy
53:16 – The most important lessons Nate has learned that have gotten him to where he is today
55:30 – Scott and Nate discuss deprioritizing trivial aspects of their lives, like watching football
58:28 – Advice Nate would give to an upstart sales professional
1:00:24 – What Nate would like to know about top sellers in other organizations
1:02:05 – Scott invites the audience to share their side hustles on his website
1:03:28 – The top three things Nate has learned while at Chili Piper
1:09:18 – Nate’s actionable challenge to the Sales Success Stories Podcast audience, including a bonus challenge
1:10:34 – Scott encourages the audience to subscribe to the new Daily Sales Tips Podcast
Tweetables:
“What the equation is, essentially, is stress plus rest equals growth.” (01:30)
“I mapped out, basically, all the things that would help me get to where I wanted to be. And that included mending relationships and having personal time, not just from a work perspective, and being committed to it” (32:53)
“If you provide enough value upfront initially, then ‘Does this make sense to talk?’ should be rhetorical because what leader doesn’t want to know what competitors are doing to better their business?” (49:37)
Links Mentioned:
Sales Success Summit
Daily Sales Tips Podcast
Daily Sales Tip Podcast on iTunes
Sales Success Stories Book
Nate’s Linkedin
Chili Piper’s Website
Audible
Podcasts Mentioned:
John Barrows’ Podcast
Chili Piper’s Podcast
Books Mentioned on the Podcast:
Peak Performance: Elevate Your Game, Avoid Burnout, and Thrive with the New Science of Success
Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success
Never Split the Difference: Negotiating As If Your Life Depended On
Sapiens: A Brief History of Humankind