Fabian Perez is the top Account Executive at Kaseya, the leading provider of IT and security management solutions for managed service providers (MSPs) and small to medium-sized businesses (SMBs). Fabian is a thoughtful and intentional sales leader who understands the value of being a ‘forever learner.’ Today, Fabian joins the show to talk about his sales origin story, one that, like many others, began in an entirely different field. Fabian expounds on his role at Kaseya, how he connects with his clients and prospects on a human level, and other best practices that make up his sales proposal process.
Fabian takes the audience through a typical day in the life, from his early morning cardio and HIIT (high-intensity interval training) workouts to the meetings, pipeline work and forecasting he does on a daily basis. Fabian makes time every day for some self-reflection and goes over his reverse-engineering plan constantly, which helps to keep him accountable to himself. Fabian shares his top three things that have contributed to his success, including being ‘the best student of Sales,’ reverse engineering his goals, and having a strong ‘Why.’ These three pillars, in addition to his own intrinsic motivations, have been critical to Fabian’s overall success in Sales.
Finally, Fabian issues an actionable challenge to the audience. He challenges them to hone their selling skills by doing four things. The first is to choose a book that you feel will resonate with you or help in your sales process and read one chapter per day. The second is to clear your head by working out or going to the gym. The third thing is to conduct one-on-one meetings with your manager who can help you reach your goals. And lastly, with any free time you have, read articles and consume industry-based news and information; this will make you even more valuable to your clients and customers.
What We Covered:
00:24 – Scott introduces today’s guest, Fabian Perez
00:43 – The top three things Fabian attributes to his success
01:07 – Number One: Being the best student
02:12 – Number Two: Reverse engineering goals
04:25 – Number Three: Having a strong ‘Why’
05:39 – Fabian expounds on his role at Kaseya and quantifies his sales results
09:15 – Fabian’s sales origin story
10:24 – What Fabian would do differently if given the chance
12:32 – From door-to-door to B2B Tech Sales
13:53 – Fabian’s proudest accomplishment and the biggest challenges he faces
15:20 – Fabian takes the audience through a typical day in the life
18:37 – Fabian’s reverse engineering process and how he tracks his activities
21:23 – How Fabian structures his calls
24:19 – Getting prospects to open up about financials
26:15 – The books, news, podcasts, and trade information that Fabian consumes
28:05 – The Tribal Effect
29:29 – Other habits and best practices Fabian is employing in his sales strategy
31:14 – Fabian’s tech stack
32:59 – How Fabian is collaborating with clients on proposals
35:20 – Fabian’s sales philosophy and style
39:33 – One of Fabian’s beliefs that the average sales professional would think is crazy
41:08 – An average sales professional’s belief that Fabian thinks is crazy
43:10 – The most important lessons Fabian learned throughout his career
45:00 – Advice Fabian would give to upstart sales professionals
47:31 – Advice Fabian would give to sales professionals looking to reach that next level
49:09 – What Fabian wants to know about other top sellers
50:29 – Fabian’s favorite metric
51:50 – Final thoughts from Fabian
52:35 – Fabian issues an actionable challenge to the audience
Tweetables:
“It’s also fun, too. I treat Sales as a game. The back and forth with your clients, the relationships that you can build, even the bantering. There’s a lot of bantering that goes into clients when trying to get a deal done. The journey is what excites me, and the fact that you can be financially well off.” (05:11)
“I tend to shy away from going straight into the common challenges because then it will be very obvious that you’re trying to sell. Even though they understand that you are selling them, you’ve got to make the journey and the experience very pleasant for them as well.” (23:14)
“There’s a lot of content out there and a lot of resources that salespeople can start to leverage just to be one percent better each day.” (26:59)
“I want to make things very personal. And I want them to see that I put a lot of upfront work into getting this proposal done. They’re able to see me change numbers and work with them on the licensing, the deal structure, all of that, in a simple spreadsheet. I try to make them feel like they’re part of the team at Kaseya or that I’m part of their team.” (33:43)
“A lot of salespeople think that their managers are just there to manage them, but that’s not true. They’re there for the rep’s best interest and to help them make a lot of money. If the reps make a lot of money, then the managers make a lot of money. They’re tied to the hip there.” (45:18)
Links Mentioned:
[email protected]
ALL Enterprise Sales Episodes
ALL Sobriety Inspirational Episodes
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Fabian Perez on LinkedIn
Kaseya
John Barrows Sales Website
Salesforce
Microsoft Excel
Microsoft Outlook
Microsoft One Note
Sandler Sales Model
Videos that Play after Fabian Makes a Deal:
Corporate Bro ‘Scoppin’ Butter’
Escape
All I Do Is Win