Clip from Episode 31: SalesLoft’s Top AE – Kevin Walkup – Leverage Your Network:

What does it mean to have been the account executive of the year for the last two years? Well it means a lot. I’m very passionate about what I do and I think that when I’m on the phone with customers and prospects the passion oozes out of me. You can hear it across the phone because I mean I absolutely love sales and I want to be the most effective seller. And so at the end of the day it’s being more consultative and I feel like an educator at the end of the day sharing you know stories of what I’ve heard other modern sales organizations do to be successful and reciprocating those back in and helping others learn. And I think that’s kind of helped play a big part in being successful in my role as just being being a person that wants to help rather than as the sneaky sales guy. But just to know sales versus a consultant.

Continue Reading …

Clip from Episode 31: SalesLoft’s Top AE – Kevin Walkup – Leverage Your Network:

Making sure you’re creating a win win experience with the people that you’re doing business with. You don’t want to come off as the person that is feeling salesy at the end. What you’re doing is providing a solution to a challenge that they have. So when it comes to time where they’re ready to sign. They are getting value out of what it is that you’re selling. And of course you’re getting value back by earning a new customer having that experience where everybody wins at the end. And that way you’re not just screwed over somebody that could potentially be giving you referrals down the road somebody that might buy from you again if they ever get another job. Creating that win win experience for everybody making sure that you know that everybody leaves and walks away with a smile on their face.

Continue Reading …

Clip from Episode 31: SalesLoft’s Top AE – Kevin Walkup – Leverage Your Network:

Make sure you’re always leveraging your network. Always asking for referrals. Referrals are going to be the heart of your business. It’s not a cold lead It’s a warm introduction to somebody that could potentially leverage whatever it is that you’re selling. Network and referrals are a huge huge number two for me. So Kevin along those lines I mean is is that a part of your process like is there a specific point that you’re trying to ask for those referrals like where where does that fit into just the way that you operate? The simple answer to that is all the time. Everybody should always be asking for referrals. I’ve talked to hundreds of sales people and a lot of people don’t even ask for them. I a stat the other day it’s like 11 percent of people ask for referrals. Seventy one percent of people are actually willing to give a referral. I ask on just about every single call I have is who else in your network work might be able to leverage a solution like this. And would you mind putting me in touch with that person.

Continue Reading …

Clip from Episode 31: SalesLoft’s Top AE – Kevin Walkup – Leverage Your Network:

The number one thing that I like to focus on and this is something that I learned from Ralph Barsi years ago is treat everybody that you’re doing business with like they have a 10 on their head. You never know how that relationship is going to unfold whether it’s unfolding in that deal cycle or down the road. Those referrals are going to come back to you, those people people are gonna remember you. Make sure you’re treating everybody like they have a 10 on their head.

Continue Reading …