Blair Hamer is the top Client Champion for Intricate, the leading energy services provider of regulatory consulting and reporting, field services, and software to the Oil & Gas Industry. Blair has attended Harvard Sales Programs and is an Authenticated Client Champion, a role that places a large emphasis on treating clients more like family and friends than business acquaintances. Blair is an incredibly thoughtful and knowledgeable sales professional who is always seeking out win-win scenarios so he can provide value to both his clients and his organization. It is Blair’s belief that in providing an authentic experience, a long-term relationship grows, built on trust, hard work, and intelligence.
Today, Scott welcomes Blair to the show to discuss the three things Blair attributes to his success in Sales, including: being empathetic and client-centric, his attitude, and building a great customer journey. Blair takes the audience through a typical day in the life, from his 5:30 morning wake-up and workout routine to categorizing his priorities to ensure he gets the most out of each and every day. Blair speaks to the importance he places on reflection, and his desire to reflect, meditate, and journal more. It is these habits, and more, that have made Blair so effective in his role.
Scott and Blair talk about the importance of bringing truth and authenticity to Sales. Blair continues by breaking down The Client Champion Model and what it means to create client journeys. Blair shares some incredible sales stories, including The Boat Story and The Cake Story (but you’ll have to listen to gain more context). He speaks to his proudest accomplishment, what advice he would give to young, upstart sales professionals, and what he would do differently if given the chance. Finally, Blair issues an actionable challenge to the audience. He urges listeners to be yourself. Be transparent. Be authentic. Be more loving. Establish relationships with your clients; treat them like they are your brother or sister. In following this path, Blair is certain that things will pay off just as they have for him.
What We Covered:
00:00 – Scott thanks today’s sponsor, Vidyard
00:35 – Scott welcomes to the show Blair Hamer
00:56 – The top three things Blair attributes to his success today
01:04 – Number One: Empathy and client centricity
01:32 – Number Two: His ‘can-do’ attitude
02:02 – Number Three: Bringing similar clients together in a journey
08:19 – Truth in Sales
11:09 – Creating client journeys
14:44 – The Client Champion Model
17:57 – From Persuasion Equation to Inspiration Equation
21:05 – Scott takes a moment to thank today’s sponsor, Vidyard
21:47 – Authentic selling
23:37 – Blair quantifies his results and speaks to his role at Intricate
28:43 – What Blair would do differently if given the chance
32:21 – Blair’s favorite sales story
41:33 – Blair delves into what it means to be from ‘Northern Canada’
43:58 – Blair’s proudest accomplishment
46:16 – Blair’s weekly reflection
48:23 – Selling while chasing your number vs selling when you’ve hit your number
53:06 – Egos and other challenges Blair finds difficult to overcome
56:07 – Blair takes the audience through a typical day in the life
59:18 – Blair’s information diet
1:00:06 – Blair’s tech stack
1:00:42 – What motivates and drives Blair
1:02:34 – The Boat Story
1:04:28 – The Cake Story
1:09:07 – Advice Blair would give to an upstart sales professional
1:10:58 – Learning your buyer
1:12:30 – Advice Blair would give to sales professionals looking to reach that next level
1:14:57 – What Blair wants to know about top Client Champions in other organizations
1:15:40 – Blair’s second-most inspiring story
1:20:32 – Blair issues an actionable challenge to the audience
Tweetables:
“With the Client Champion model, it really aligns with who I am as a person. What happens is you give, you serve, you build that trust authentically, and you try to help your clients as much as possible as if they are your best friend, or your brother, or your sister.” (07:05)
“When you serve the client, you end up helping yourself. It just happens.” (17:51)
“For you to be a true Client Champion, you need to first do the work on yourself. And then once you’ve done that, then you can start to apply the concepts in a free-flow kind of way, because it’s just who you are. It’s not any sort of strategy or manipulation. It’s just, honestly, being a good person.” (24:08)
“My proudest accomplishment is my relationships with people who are really pure. There’s so much noise and confusion for everyone as to what you should do with your life. But I think everybody really just wants to be seen, loved, and nurtured to be free to be their best selves. I hope our world keeps moving in that direction.” (44:01)
“I really think that if you focus on relationships, everything can come into alignment.” (47:18)
“You have to be there for the client, first. Put yourself totally to the side. If you’re truly there for the client, they sense it and it grows.” (1:04:13)
Links Mentioned:
[email protected]
ALL Enterprise Sales Episodes
ALL Sobriety Inspirational Episodes
ALL SDR Episodes
2023 Sales Success Summit
Blair Hamer on LinkedIn
Intricate
Client Champion
Google Sheets
Books Mentioned:
Belonging to the Brand
The 7 Habits of Highly Effective People
The Road Less Traveled
Atomic Habits