Episode 79: Intentional Selling with Eddie Baez

Eddie Baez is the top-performing sales consultant at IBISWorld, the leading provider of industry intelligence in the U.S. IBISWorld provides market-leading information in a wide variety of industry verticals, including commercial banking, private equity, investment banking, accounting, consulting and academics. An expert in the retail channel, Eddie specializes in helping businesses solve critical market and business-based challenges in order to get them closer to their outcomes and goals. Over the course of his career, Eddie has been tasked with challenging his clients to think on a macro level, allowing them to view their ultimate potential. He places a strong emphasis on client relationships, which has allowed him the opportunity to represent their best interests in a fierce and professional manner. His fanatical prospecting, persistence, and perspective on diversity have been key factors in his sales success.

In this episode, Eddie talks about facing and overcoming adversity throughout his sales journey. He identifies four keys that he attributes to his success. First, he credits his pursuit of public mastery for helping him get comfortable speaking to diverse groups. Second, he speaks to his perpetual desire to travel which keeps him focused on hitting his goals, saving pictures of upcoming destinations on his computer as a constant reminder. Third, he credits his mother for instilling a stringent work ethic in him from a young age, which he has carried throughout his career. Finally, Eddie highlights the importance of having a consumer-first mindset. Eddie is a believer in knowing before buying and he advocates this for all of his clients, which in turn has led to a successful sales career. Eddie takes the audience through a typical day in the life of a salesperson, from reviewing accounts he considers ‘hot’ and listening to artists from the Bronx who inspire him, to reading and prospecting into the late hours of the evening.

Eddie is a salesperson who is constantly challenging the status quo. He takes a very specific approach to prospecting, identifying the right vertical and leaning in to construct the proper messaging for quality outreach. He is detail-oriented and intentional in everything he does, especially with his clients. That is why his sales style centers on leading with empathy, being authentic and questioning everything. He truly cares about his clients and has the grueling work ethic and background to prove it. Finally, Eddie provides actionable challenges to the audience. He urges them to set smart goals, learn to feel comfortable in the uncomfortable moments of a sales cycle, and deliver everything with intention.

Special Note directly from Eddie: I have co-founded a company that serves to increase the diversity of the sales community in NYC. Please check out our website as we are actively building our network: www.careerpipe.us

What We Covered:

00:24 – Scott takes a moment to thank today’s sponsor, Outreach
00:40 – Scott Ingram welcomes today’s guest, Eddie Baez
02:39 – The top four things Eddie attributes to his sales success
02:43 – Number 1: Public Speaking
06:52 – Scott takes a moment to promote his sponsor, Outreach, once more
07:43 – Number 2: The constant pursuit of travel
10:28 – Number 3: Eddie’s mother
13:24 – How Eddie has faced adversity
15:27 – Number 4: Having a consumer-first mindset
19:27 – Eddie’s role at IBISWorld
22:27 – Eddie quantifies his sales results
23:23 – How Eddie got involved in sales
29:30 – Eddie’s learning and personal development
32:41 – The importance of constantly reading books
36:13 – Eddie recalls a time he used creativity in his sales process
37:58 – The Franklin’s Barbecue example
40:03 – The emotional connection to food
43:36 – Hardships and failures Eddie had to overcome throughout his sales career
48:01 – Eddie’s process in managing his mindset
50:18 – Eddie describes a typical day in the life
54:00 – The process of prospecting
56:25 – How Eddie structures his workday
59:23 – The books, news and trade information that Eddie consumes
1:02:36 – Tools and apps that Eddie uses on a daily basis
1:03:43 – Neutral non-political news sources
1:04:44 – The sales philosophy that Eddie subscribes to
1:05:59 – Eddie’s sales style
1:07:31 – An example of Eddie’s questioning prowess
1:09:41 – How Eddie maintains his drive and motivation
1:12:15 – Eddie’s proudest achievement
1:12:59 – The importance of positive reinforcement
1:15:51 – Scott reinforces the notion that Eddie has intrinsic and measurable value
1:20:25 – One of Eddie’s beliefs that the average salesperson thinks is crazy
1:22:31 – An average sales rep’s belief that Eddie believes is crazy
1:23:37 – Advice Eddie would give to an upstart sales professional
1:24:55 – Advice Eddie would give to a struggling middle-of-the-pack sales professional
1:26:47 – What Eddie would like to know about top sellers in other organizations
1:29:04 – Diversity in sales
1:31:00 – Eddie talks about his newest business venture, Career Pipe
1:33:37 – The value of a more diverse sales ecosystem
1:36:18 – Diversity of ideas
1:38:12 – Eddie invites listeners to get involved with the Sales Diversity and Inclusion NYC Meetup
1:39:08 – Eddie’s actionable challenges to the audience

Tweetables:

• “I failed a lot at first, I mean a lot. I probably delivered the thirty worst webinars of my career in my first month on the job and honestly, it was the most rewarding experience because I learned the most then.” (27:35)

• “Very specifically, I listen to artists that came from the Bronx because it’s a constant reminder that it’s possible. Going back to Les Brown, these are people in my community who made it, who broke through, are making millions of dollars, and I happen to also love their music.” (52:48)

• “If you treat every single interaction with clients and you take them all as seriously as humanly possible no matter the deal size, it ultimately leads to success.” (1:05:27)

• “Anytime I feel like I don’t want to keep going, I think back to that and I think about future me and my future kids. And I want to give them the same story and I want to teach the same intrinsic motivators and the work ethic that my parents instilled in me.” (1:11:55)

• “I think that sales is a dedication and really a lifestyle of life-long learning and self-accountability.” (1:24:04)

Apps Mentioned:

Todoist App
Wunderlist App
Yelp App
Audible App
CNN News
Wall Street Journal
Financial Times
Tech Crunch

Books Mentioned:

Think and Grow Rich
When: The Scientific Secrets of Perfect Timing
To Sell Is Human: The Surprising Truth About Moving Others
We First: How Brands and Consumers Use Social Media To Build a Better World
The Inclusion Dividend: Why Investing in Diversity & Inclusion Pays Off
Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

What We Covered:

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