Vincent Matano is the top enterprise sales development rep at Demandbase, the pioneer and leader in Account-Based Marketing (ABM). This position allows Vincent the opportunity to blend his passion for sales, marketing, and technology, making this a perfect fit. Vincent was the recipient of the Top Sales Development Rep of 2018 as well as the 2019 BEAST Award: The Best in Sales Development. He was responsible for sourcing over two million dollars in closed deals in 2019, averaging one hundred and twenty-three percent of new business opportunities each month.
In this episode, Vincent talks about his career trajectory and current role at Demandbase. He identifies four keys that he attributes to his success. These include finding his ‘Why,’ leveraging social media, being creative, and having grit. Vincent has a tremendous passion for sales and networking as evidenced by his favorite sales story. Vincent recalls a time he leveraged his networking and social media skills to make a connection with a potential client. This eventually led to a closed deal and with Vincent meeting entrepreneur Gary Vaynerchuk.
Vincent describes his sales style as a combination of old school and new school selling. He combines the new school selling in today’s digital world with the old school hustle and grit for a compelling and effective blend of styles. Vincent also takes the audience through a typical day in the life, from waking up at 4 am to hit the gym and listening to sales podcasts on his morning commute, to prospecting and driving quality sales meetings. Vincent also provides some sage advice to upstart and struggling salespeople. He strongly urges these salespeople to shadow as many people and soak up as much knowledge as possible. Finally, Vincent leaves the audience with one final piece of advice surrounding sales outreach. He stresses the importance of invoking a response by focusing on providing three key pieces of information: personal information, company news, and customer relationship management (CRM) data.
What We Covered:
00:24 – Scott takes a moment to thank today’s sponsor, Vidyard Go Video
00:41 – Scott Ingram welcomes Vincent Matano to the podcast
01:12 – The top four things Vincent attributes to his success as a sales leader
01:33 – Number One: Find your ‘Why’
01:56 – Number Two: Leveraging social media
02:05 – Number Three: Creativity
02:17 – Number Four: Grit
02:40 – Vincent’s ‘why’
03:16 – Vincent’s definition of grit
03:52 – Vincent’s role at Demandbase
04:41 – Scott takes a moment to thank his sponsor, Vidyard Go Video, once more
05:40 – Vincent quantifies his sales results
06:18 – Vincent recalls winning the Top Sales Development Rep of 2018
07:20 – Vincent’s origin story
08:49 – What Vincent would have done differently if given the chance
10:14 – The Gary Vaynerchuk story
14:08 – The accomplishment Vincent is most proud of
15:21 – The biggest challenge Vincent has faced in his career
16:31 – How Vincent was able to overcome this challenge
17:45 – Vincent talks about his daily struggles with sales
20:01 – Vincent describes a typical day in the life
21:26 – The top podcasts that Vincent listens to
22:31 – How Vincent structures his workday
23:24 – How Vincent leverages social media
24:40 – Vincent’s sales process operating in the enterprise space
25:37 – How Vincent gets creative with leveraging different channels
28:09 – The process of curating a handwritten note
31:06 – Tools and apps Vincent utilizes on a daily basis
31:51 – The most valuable part of LinkedIn Sales Navigator
33:38 – The sales philosophy that Vincent subscribes to
34:28 – New school selling
36:13 – What motivates Vincent
37:07 – One of Vincent’s beliefs that the average sales development rep thinks is crazy
38:59 – An average sales development rep’s belief that Vincent thinks is crazy
41:16 – The most important lessons Vincent has learned throughout his career
42:55 – What’s next for Vincent
44:36 – Advice Vincent would give to an upstart salesperson
46:04 – Advice Vincent would give to a struggling middle-of-the-pack salesperson
49:12 – What Vincent would like to know about top sellers in other organizations
51:17 – Vincent leaves the audience with some sage advice
53:11 – Vincent’s challenges to the audience
55:15 – Scott promotes the Sales Success Summit
57:08 – Scott encourages listeners to connect and network with Vincent
Tweetables:
- “I always say this, ‘Sales is a copy and paste business.’” (16:51)
- “I actually describe my style of sales as new school selling with an old school hustle. So, it’s kind of using all these modern ways of grabbing attention but also having that hustle mentality of, you know, being persistent and doing it with passion.” (33:58)
- “I think it’d be super powerful if an Account Executive can come in with the ability to prospect like a sales development rep and then combine that with the ability to talk to a client on the phone.” (42:31)
- “I think a seasoned Account Executive can learn a lot from an SDR, also vice versa, obviously.” (46:41)
Links Mentioned:
[email protected]
Sales Success Stories Podcast
2019 Sales Success Summit
Vincent Matano on LinkedIn
Ryan O’Hara’s Prospecting Efficiency Score Article
Podcasts Mentioned:
Sales Success Stories Podcast
The Sales Development Podcast
The School of Greatness
ED MYLETT SHOW
Impact Theory with Tom Bilyeu
Books Mentioned:
Grit: The Power of Passion and Perseverance
The Challenger Sale