Sales Tip 1833: Top 3 Things for Sales Success - Paul DiVincenzo

“You have to be very quick to build relationships that’s with the customer as well as with internal folks.” — Paul DiVincenzo in today’s Tip 1833

Original Interview – Episode 40
Paul DiVincenzo on LinkedIn
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I want to do a little bit of a Throwback Thursday thing and feature this clip from an interview I did with Paul DiVincenzo in episode 40 of the Sales Success Stories podcast over 6 years ago! At the time Paul had been the #1 top performer at Cintas 4 of the previous 5 years and in the year prior to this interview had sold $13.7M in total contract value. Today he’s an Enterprise Sales Leader at Indeed. Listen to this:

Paul DiVincenzo: So I think the top three things for me have been relationships and what I call being battle ready. Focus and mastery. We’ll talk about these and then adaptability in action. So it’s a total of six, but I combine them into three because I think they go together. So really, you know, with relationships and being battle ready, you know, I think this is a core of being successful in sales and probably more than just that. But in sales specifically at least. I’ve found being in a couple different industries, you have to be very quick to build relationships that’s with the customer as well as with internal folks. So whether that’s VPs or people that you need to approve your deals internally, building those relationships quickly and really understanding each element that goes into it is what I call being battle ready, meaning you are prepared to make that deal happen.

And the more you know and the more you truly understand what you’re talking about. That leads me into number two. You’re able to really focus with your customer on what they need. Then you also have a mastery of what you’re talking about. And that could be anything from the actual product or solution or service you’re providing all the way to internally, whether you’re having a business conversation about how this makes business sense for the company and then leading down into number three. So really being adaptable and taking action, things change consistently in business. And so being able to adapt to those different scenarios, enable that action, take action on those items for me has been the key to success. So running through those in depth, we can go into them even more. ut I think those things are what I keep in the forefront of my mind.

Scott Ingram: For links to connect with Paul and to this full original interview, just click over to DailySales.Tips/1833. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!