“Reach out and have a conversation” – James Christman in today’s Tip 241
How do you reach out and have a conversation?
Join the conversation below and learn more about James!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today over on the Sales Success Stories podcast you’ll find my 77th interview episode with James Christman of Teradata. Now James insisted that this not be his official interview since he’s ONLY the #1 new account executives and not yet the outright #1 even though he’s closed multiple 7 figure deals in his first year. You’ll also hear how he leveraged his involvement in last year’s Sales Success Summit into this incredible opportunity in this 49-minute episode. Here’s a quick excerpt from that conversation:
James Christman: Reach out and have a conversation, right? I mean that is both internally and externally. I had a CIO and this gets into some of the gratitude that I mentioned before in Dejuan Brown does an absolutely terrific job about truly, genuinely communicating that element of servitude, which you mentioned in the Sales Success Stories Book as well as on his podcast and every time you talked to him, it’s the book club for Jeff Bajorek. All he is, it’s so core to who he is. And I think that you know, that servitude piece that Dejuan talks about is really part and parcel to kind of my success. And what that means is when you’re talking to folks in your networking into your accounts, you have to really come at it to serve their best interests, whether it’s using your solution or not, to be quite honest. And I had a CIO literary jagged to me out of the blue after many on reply emails, but all saying the same exact thing. One or two sentence emails about “Hey, I just want to help. I just want to help and understand what your challenges and goals are.” And he picked up the phone and just called me out of the blue and connected with me and said “Hey, you know, I really appreciate your persistence, really appreciate your follow up and we really need you to come in here, but I want to really share with you some of the challenges that we’ve had in the past.” And so we talked through that in a 15-minute conversation, Scott. And that open dialogue with the CIO on an out of the blue phone call that established my biggest deal to date at Teradata. And that really, you know, that kind of that servitude attitude and not saying “Hey, you know, we’re the best ever and we’re gonna solve all your problems.” That is really what turned him. And he mentioned that a number of times during our conversation is that willingness to just help and be a partner in whatever shape or form that means.
Scott Ingram: For the rest of that interview, hopefully, you’re already subscribed to the Sales Success Stories podcast and can just switch over there and listen. If you’re not, you should be, but you’ll also find a link to the episode along with James’ LinkedIn profile and more at DailySales.Tips/241
Once you’ve done all of that you’re probably going to want to register for the Sales Success Summit and THEN you can come back tomorrow for another great sales tip. Thanks for listening!