Clip from Bonus Episode 1 featuring Steve Woods of Nudge.ai:

The thing that I’m excited about is it really enables the sales professionals out there to do what they’ve always dreamed of doing. Which is professional selling. Turning that trigger event into a conversation and seeing the prospects eyes light up as you say: If you think about your world in this way, here’s how we can help in this deeply profound opportunity that you didn’t think about. That’s professional selling. It’s not hammering the phones and leaving voicemails, it’s having conversations with prospects to say: we can help you. We can move you into the future, and I love the fact that we’re able to create more of those conversations for sales professionals. It’s so much fun!

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Clip from Bonus Episode 1 featuring Steve Woods of Nudge.ai:

I think if you talk with anyone they’ll agree that their network is critical, and if you take a step back and say: Is it going to pay back this quarter? Everyone knows. No, your network is a long-term investment. It’s not going to pay back this quarter. It’s not going to close deals right now. This is effort that will come back over years, and what’s been really successful about putting a metric around what your network looks like. It gives you that immediate tie. Relationships die off over time. Everyday that goes past is another day that you haven’t been in touch with all of the people you weren’t in touch with, but unless you’re tracking that that’s really hard to keep top of mind. By putting that metric around it and saying: Scott, build your network. Every week that goes by it’s died off a little bit. Get out there, do the work, build it and keep that line above zero. It gives that immediate term feedback to the growth of an asset that is very long-term. I think that’s why people have gravitated to that because it allows them to objectively see what they know they need to be doing, but historically just kind of this this intuitive… I don’t know. I think I’ve got a network. I guess it’s kind of strong. I guess it grew this week. I don’t really know.

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Clip from Bonus Episode 1 featuring Steve Woods of Nudge.ai:

And starting the right conversations we can really transform both the experience of the buyers, who generally don’t love sales people. And the experience of sales people who generally don’t like the grunt work of just pounding away at activities.

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Clip from Bonus Episode 1 featuring Steve Woods of Nudge.ai:

I don’t think sales is going to be replaced by the robots. I think sales is going to be professionalized by the robots, and the sales people who think that way. Who think about changing the perspective of a buyer. Who think about engaging in those magical conversations where you see the light bulbs turn on. Those are the sales people who are going to thrive, because they’re good at the stuff that matters and is really hard for anyone but a human to do. And generally those people don’t enjoy the repetitive grunt work of pounding away at activities and doing research on a hundred accounts every single day. Having the robots do that for you is great. It focuses your effort on being a professional. It doesn’t replace you.

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Clip from Episode 16 featuring Colin Specter of Namely:

Absolutely focus, and I would say within focus it’s conviction. Once I’m convinced we’re the best solution for a prospective client, my focus on closing that sale and servicing the prospective client becomes my sole mission. You know that Mark Cuban quote: “Work like there’s someone working 24 hours a day to take it away from you.” I’m that someone working everyday against my competition. I’m that sales person on the other end of the evaluation that all of the competition is afraid of because I am investing my entire mission, my energy on making sure that prospective client becomes a Namely client. Having that focus, that dedication to the sale is what has enabled me to close them.

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Clip from Episode 16 featuring Colin Specter of Namely:

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Clip from Episode 16 featuring Colin Specter of Namely:

So I kid you not, and this definitely helped me. You know the site Quora where you can ask questions. I was posting all kinds of anonymous questions on first of all, what is it like to sell software as a service. I had the founder of Saastr respond to several of my questions. I was writing everything anonymously at the time. Asking HR folks: how do you evaluate HR software. I would recommend this for any product, especially startups out there when you’re trying to figure out your market fit. Just asking those kind of questions. What do you look for when you evaluate solutions… for any kind of solution. I was asking tons of these questions just trying to get myself into the buyer’s mind. What do I need to be, what do I need to do so that you’re going to get excited and want to buy from me?

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Clip from Episode 16 featuring Colin Specter of Namely:

It’s important that whenever you’re speaking with a client or prospective client, that you are delivering a positive experience for them. Because not only presenting the features and the value of what you’re selling. Sales at the end of the day is an emotional buying process. It takes emotion to sell and logic to close. So you really have to bring a positive attitude and positive emotions with whatever product you’re selling. Especially with…

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Clip from Episode 16 featuring Colin Specter of Namely:

I’m a highly competitive individual. My entire life I’ve been in sports. What I love about sales is it’s a team sport, but it’s also an individual sport. In my sports career I was on the track teams which is very similar. I want to be the best, and what motivates me everyday to continue to consume to continue to work hard for my prospective clients is to be the best in my industry. I want to be the one everyone knows they can turn to for services, for advice, for whatever it might be. Because they know I will be the expert for them. That motivates me everyday to work hard. To deliver my all to whatever I’m representing. In this case I’m representing Namely and I’ve completely committed to this company and to the value that I bring to prospective clients. It motivates me to stay on top and work hard because, as I mentioned before, I’m working like everyone’s coming to take it away from me. I’ve got guys slacking me, Slack messaging me,  all the time: I’m coming for you Colin, and it just fuels me and I love it. I love the competition. I love being on top, and if you get knocked off the top it just fuels that fire more and you can come back for ’em. At the end of every quarter there’s always a few of us that just grind it. Put in the extra mile. Midnight before the quarter ends. Who’s going to get that last deal in and ring the bell?

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