2/14/2017: This episode has been replaced by Episode 11. The only way to get access to the original recording described below is through the Sales Success Community. For an invitation to this private (and currently free) community just join the mailing list.
The Importance of Asking the Hard Questions
Why asking the hard questions helps you to find your career path and the company that’s right for you.
Debe Rapson is the No. 1 Director of Strategic Accounts at Demandbase. She has been with Demandbase for the past 7 years and has seen it through its growth from a small company with 18 employees to one of the top marketing firms in the B2B industry. With over 30 years of experience in the sales industry, Debe shares her experiences as a woman in a male-dominated industry and how she has managed to make it to the top. Tune in to learn some of the hard questions you should ask to find and continue on your career path!
“Be exactly who you are, and that’s one of the things that definitely makes you a success.” Tweet this
“The questions I ask myself are: Am I excited to get up in the morning? Am I looking forward to my day?” Tweet this
“Think about what you’re doing everyday. Make sure you’re enjoying it. Because you’re trading a day of your life for it.” Tweet this
“You’ve got to follow your passion. Your passion will bring you money and ultimately, freedom.” Tweet this
“Take care of your people. If you take care of your people, you’ll be taken care of.” Tweet this
[02:20] 3 things that set Debe apart and allow her to get to the top – genuine curiosity, following through with promises, challenging the status quo.
[07:06] Debe’s No. 1 Rule: Never pitch during discovery.
[09:00] Debe’s role at Demandbase and her path to success.
[11:28] Debe talks about the results she has achieved at Demandbase.
[12:19] How did Debe get into sales?
[15:41] Misconceptions about the top sales personna.
[18:00] Challenges Debe has faced in her career.
[20:55] How does Debe manage things that are beyond her control in her work sphere?
[23:35] Debe reminds us to keep asking the hard questions to make the right decisions for ourselves.
[24:41] What are the questions we should ask ourselves to make the right decisions in our current career paths?
[27:15] What are some questions to ask when considering a new opportunity?
[31:57] Questions to ask a potential employer to ensure the right fit between you and the company.
[35:29] Debe talks about her daily and weekly routines.
[37:55] How does Debe manage her travel routines?
[39:31] Debe discusses the Challenger sales philosophy.
[41:53] What motivates Debe?
[42:42] Debe tears down a common belief in sales – never pitch during discovery!
[44:30] The most important lessons Debe has learnt.
[49:54] Some advice Debe has for someone starting their sales career.
[51:20] Questions Debe has for other top sellers.
[56:05] Debe’s experience as a woman in a male-dominated industry and her advice for women looking to enter the profession.
[01:01:31] Debe shares some experiences with mentoring and mentorship.
[01:02:20] Debe challenges you to schedule the steps to your success into your week.
Mentioned in This Episode:
The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
What Could I Possibly Learn From a Mentor Half My Age? Plenty by Phyllis Korkki for NYTimes