Clip from Episode 16 featuring Colin Specter of Namely:

Who are the top people on the sales floor or on the leaderboard and what are they doing that you’re not? Maybe they’re not the ones sending ten thousand emails a month, but maybe they’re sending the right emails to the right people every month. But, how do they know who the right people are? So you’ve got to start thinking strategically, what are they doing different that I’m not doing? If I’m an average guy or girl or average professional just sending tons of emails, making tons of cold calls, but I’m not getting the same results as the top folks there’s got to be a more effective solution there. There’s got to be some kind of magic or something different, but there’s no magic at the end of the day. Figuring out what those underlying items are. In our case it could be knowing who to speak with within the organization. Having a great understanding of the decision makers within the market you sell to. To put it simply like some of your other guests have said: Asking and spending time with those top account execs and really picking at their brain

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Clip from Episode 16 featuring Colin Specter of Namely:

I would say, read and consume as much as you can. There’s so many great books out there. Consistently it’s the great folks that deliver the same kind of messages but in different ways. You just start to consume that information differently whether you’re reading Tom Hopkins or Brian Tracy or Zig Ziglar, Grant Cardone, Scott Ingram. You’ve got to consume all of that information early and often, and on repeat. I constantly go back and re-read and re-listen to podcasts and books. I would say 100% reading and listening is  going to be the key to any career development early on.

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Clip from Episode 16 featuring Colin Specter of Namely:

For today’s SDRs, and I tell this to our SDRs internally, if your goal is to become an account executive and we now have the fortune of aligning ourselves with SDRs or Business Development Representatives depending on what your company calls them. It’s really shadowing the account executive. Asking key questions. Not only learning about the front end of the sales process. The sales development rep’s role in my opinion is to get folks excited. You’re out there in the marketplace cold calling, dialing for dollars so to speak, getting prospective clients excited about whatever it is you’re representing. The difference with an account executive is more of a consultative approach, at least within our company, it’s digging into the process of that prospective client. So I always like to tell my sales development representatives, the ones I get aligned with anyways, why don’t you start becoming that consultant for them. Not only get them excited, but start practicing early on asking key questions. I give my sales development representatives the same questions I ask prospective clients that I cold outreach to. So they get that rehearsal lesson on becoming an account executive. They start to understand when an objection comes up, how to handle that objection, and how to guide a prospect through a sales process. Just some simple advice would be start early on shadowing the top account executives. They’re going to be busy, but I’m sure they’re going to be open to allowing you to hop on some of their calls shadow some of their calls. If you have the luxury of being in the same office see if you can sit near them, see if you can take them out to lunch.

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Clip from Episode 16 featuring Colin Specter of Namely:

The thing with podcasts. Absolutely love the Tim Ferriss show. From a sales perspective, Grant Cardone. If you haven’t picked up his Closer’s Survival Guide, by far one of the most valuable audio books that I’ve ever digested as a sales professional. I’d say my first years in the SDR role or early on I was just on repeat listening to those objections to the close over and over and over again. Every objection you can imagine he runs through and prepares you with some type of response so it just becomes automatic. Big fan of Tim Ferriss, Grant Cardone… Zig Ziglar, closing the sale, secrets to closing the sale are the kinds of folks that I subscribe to.

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Clip from Episode 16 featuring Colin Specter of Namely:

Sales I look at as an art and a science. I know there’s others that have said that in the past. My style, each new prospective client is a new canvas that I get to paint with through my discovery. Through my initial research about them. I look at it as a case by case basis. I run everyone through the same kind of process. I’m going to do initial research, ask my set of questions that help me delve deeper into their needs and process. But, I’ll diverge from next steps depending on how they react. Depending on who I’m speaking with. Very adaptive in nature. I have the science of understanding the sales is very process oriented. You’re taking them through a preset discovery, demonstration, solution, proposal, negotiation and close. Those are kind of the preset methodology that you’re going to run through whether it’s a one day close, or thirty day or sixty day sales cycle. However long it is you’re going to run them through that process, but everything between that is the art that the sales professional brings. Whether it’s through their own emotion or through the wordsmithing that they use to script and present the services and value that they bring

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Clip from Episode 16 featuring Colin Specter of Namely:

The most successful sales person I know personally has to be the CEO of our company, Matt Straz. He sold Namely door to door to advertising agencies early on. It was him and his first employee/co-founder Katie who just took Namely as an idea and sold that idea not only to investors, but to early clients who believed in the vision when we had no product, and has continued to sell all of us here at Namely on the vision for our service and the vision for our product and sell that same vision to our investors. We’ve just seen tremendous success over the last several years because Matt is such a strong sales professional it’s amazing. Being able to work with him, and under his guidance has been a phenomenal journey and in that same vein he’s brought on fantastic sales leadership in Michael Man who’s our VP of Sales who has just taken our company to the heights that we are today

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