The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 5 years ago

3 Things Sales Executives Need To Hear, But Are Ignoring with David Shatz

ABOUT THIS EPISODE

Sales executives face challenging jobs with ever increasing numbers, so it is no wonder it is easy to lose sight of the things which can truly increase revenue performance.

David Shatz shares a powerful story from his 20+ year career and breaks down the three things he feels sales executives need to be hearing but for some reason are ignoring.

www.b2brevexec.com

David Shatz on LinkedIn: https://www.linkedin.com/in/davidshatz/

Chad Sanderson on LinkedIn: https://www.linkedin.com/in/chadsanderson/

Value Prime Solutions: www.valueprimesolutions.com

You were listening to the BDB revenue executive experience, a podcast dedicated to helping the executives train their sales and marketing teams to optimize growth. Whether you're looking for techniques and strategies were tools and resources, you've come to the right place. Let's accelerate your growth in three, two, one. Welcome everyone to the B Tob Revenue Executive Experience. I'm your host, Chad Sanderson, and today we're taking a little bit different tact than some of the other episodes you've probably listen to. We're going to talk to one of the newest members of the value Prime Solutions Team, David Schatz, who's a new managing partner with us. We're going to talk about his background, give you guys some insights into what he's bringing to the table for our clients and for those that are interested working with us, and then also dig into, you know, the three things he thinks you revenue executives out there should hear that. You're probably not listening to so, David, welcome to the show. Thanks, Dad. I'm honored and a little humble. I don't know that I'd go that...

...far, but do appreciate you taking the time. We all know times the most valuable thing we have, so I do appreciate it. But let's just start with your background. How'd you get into sales? I can I can take it pretty far back, I would say, to when I was in fifth grade and I started selling gum by the piece. So you laugh, but mom would buy me the gum. So my I cost a good soul was zero hundred percent profit, and I did that until I probably got caught with a huge pocket of loose change by the principle. She called home and said Hey, this is probably not a good idea to be selling gum, but meanwhile I had the entire fifth grade class lined up. There was three classes and they were all lined up outside of my classroom giving me ten cents apiece for Gum. So I got a little little bit of a taste of sales there and really probably two more important incidents in my life forced me, or kind of where I gravitated towards sales. The second one, I would...

...say, would be probably organic chemistry. I would say I went into college as premed, beating my chest I'm going to become a doctor, and then I met a tough gentleman I like to call organic chemistry. Got To be in organic chemistry. Dad looked at my transcripts that I'm not paying for these. Might be time to change your major. So I changed my major to entrepreneurial studies with a kind of a focus on sales. And I think the third pivotal moment, which is what really got me into my sales career, was I started working at a software company right out of college in customer support, Gray Way to learn a product, and I was making ten bucks an hour. They may not sound like a lot, but it was one thousand nine hundred and ninety four. Probably still still wasn't a lot. So first week, Mr Gung Ho, love the job, love talking to customers, and I worked fifty hours and look at my paycheck and I got paid for forty. So I went to my boss and I said Hey, what's going...

...on? Said this is a forty hour a week job. Doesn't matter how often or how long you work, we're going to pay for forty hours. And he said want to make more money, getting a sales so six weeks later I was a sales rap, a very green sales rap, and that was nineteen ninety, probably late nine, nine four one nineteen ninety five and I've been in been in sales ever since. Excellent. So as you go through your career, what made you decide to kind of you know, I've been told I've jumped the fence right. I was in marketing first and then I went to the dark side and went to sales and now I've gone to the apparently the even darker side of sales enablement. What made you make the decision to come to value prime solutions? Well, I was trained on the value selling framework probably in late the late Arro two thousand by Rick Macnach, Mr Mancinich, the legend, the legend, and Rick and I we would talk probably once or twice a year, which is pretty rare, I think, for a sales trainer and an attendee, a young attendee. I think...

I was probably twenty five, hundred and twenty six at the time Rick train me, but I gravitated towards the framework. I've used the framework really and every position I've held since Rick train me and Rick would always take my call. We would always spend more than just thirty seconds on the phone and I always toyed with hey. When I have the experience I'd love to be the next about that bar set pretty high the next rick. That is a very high bar, very very high bar. I'll probably never reach that. But the way rick delivered the class, the way rick took the time to learn our business and I was at a company selling to not for profits, which is a very different what we thought was a very different sale, and Rick always had an answer to our questions and we had some tough questions for Rick, but he took the time to learn our business and the framework that he brought to the table just seems so simple, a powerful I know that sounds like a commercial but it's really not when you are out in the field using it to great success. So that's but finally, it just you know,...

I had a couple of positions where I had some exits and finally probably back in in two thousand and fifteen, I opened up my own consulting business and I really wasn't prepared to deliver the frame. War Wasn't certified. was still talking to rick once or twice a year and then a couple months ago it just seem like a great fit and it was time to nick the jump. Excellent will. We're extremely excited to have you on the team. Thank you. So can you mention consulting and you've done you know, you've worked with clients. He got a story, a funny story about consulting in your experience that you always go back to or tell a cocktail parties. I can try. I've been told by my son and my wife that my humor is my humor and it's not really funny. Stop, stop at the DAD jokes. So my up, I guess if I take you back, I'm might be dating myself, but I didn't see this episode live, but if you remember the old odd couple with any ranks. Oh Yeah, and he writes on the board assume. Would never assume anything because when you assume something, and...

...he's I think he circles the first three letters of the war, you make an ass out of you and me when you assume something. Yep. So literally, my first meeting I was a green consultant and I was meeting with a friend and I was I was doing two things. I was helping get software developed with entrepreneurs, getting mobile APPs developed and enterprise software developed. I just farming them out to a network that I had established of development shops and I was also trying to do sales consultant. So I go into this meeting and I'm assuming then I'm going to sell these guys an APP. Easy Sale, friends of mine, and we talked for maybe ten minutes. Their eyes glaze over. I'm talking about technology. I am assuming that they need an APP without really doing any questions because, hey, they agreed to meet with me about an APP, right, they're gonna buy that. So simple. And after ten minutes they say, David, we don't need an APP. All of our technology providers, and these guys were benefits brokers, all of our technology providers provide the tech we need to give to our customers. We're...

...not going to spend x dollars on an APP. However, would you be interested in talking to us about how you might coach our sales team? So I'm not sure that's funny. It's funny because I felt like an idiot, foot inmouth, thinking I'm going to sell these guys, you know, a really expensive at like all this commission and it turned into kind of I stay. They turned the tables on me and hired me as a sales consultant. Well, I mean it's a lot better turnout than it could have been right. I mean, anytime you walk in with assumptions it gets really dangerous. Yes, so I've learned not to assume. It was a lesson. I know you asked for something funny. It was more enlightening of maybe ask questions and see what the customer needs before you go in there and beat your chest like an eight honor boundarilla and assume that you know what the prospect needs without asking some some diagnostic questions. Yeah, well, it's I mean, Hey, it's what keeps us in business, right, because most sales refs don't do that, and I'm I've always wondered why. Maybe it's fear, maybe it's just lack of preparation, but that concert, Hey, I want to...

...talk to you about my product and my features and my benefits and you haven't even asked a question to know if they really give a crap or not. Yeah, and I think I may have heard it on one of our podcasts or or someone said it to me recently. There's salespeople have two types of either speaking or listening. They are they like to speak and then in like a way to speak. So this was more of let's just listen. Listen to what the problems are and I might have a solution, I might not, but at least I know what your struggles are, what your challenge is, are what your business issues are, and maybe I can solve them. Excellent. It was an eye opener for me. Imagine your board sets a target of twenty percent revenue growth in eighteen months. So something will have to change with your sales team. How do you be your target? Value Prime solutions can help ensure your managers and reps are leveraging a sales framework that focuses on value, not price. Don't assume you have it all figured out. Don't wait until it's too late. Visit Value Prime Solutionscom and let them help.

Excellent. All right. So, speaking of listening, what are the three things that you think revenue executives need to hear today that, for whatever reason, they are hearing there? Maybe they're ignoring or they're just missing. What would be the first one? I think number one for me, and I've always tried to do this myself, I've always tried to teach this because I think at the beginning of my career. I'll get to that in a second. I heard somebody that I would I said I'd never want to be that guy. Is At think and I think this needs to flow downhill from the chief revenue officer, SPP sales or whatever it is. But teach your team to be likable and humble. Nobody wants to buy from somebody that is not likable, you know, unless you're in a desert and they're selling your water. Pay Anything. I got us have to be likable, but I remember in my career I was, I think I hadn't even have a cue at a third of a cube and I would listen to this this gentleman who sell a friend today. Wan't the many names, but he would basically say, Hey, this is so andso from so and Soo. Can you buy...

...my stuff? And it wasn't that that bad, but it was. I don't want to be that guy who doesn't care about how you're doing on the other end of the line, doesn't want to available relationship and it's not very likable and certainly not a humble so that's number one for me. I think if reps are likable and humble, it's easier to develop that foundational relationship and now you'll get a chance to talk about your solutions. But if they're not likable and not humble. You're fighting can uphill that out and that's a tough challenge. It's a tough challenge for revenue exactly, especially with teams at scale right but it is critical, without a doubt. I would agree. Number two is I think you have to create a great culture. The days of the boiler room atmosphere, of pounding the phones and and looking at specific metrics, without having a great place to work, without recognizing certain things that might not be, you know, a huge enter price sale. But if you have that culture and people want to come to work. I remember one of my early positions. I saw a guy that wouldn't take the elevator any stud...

I'm so excited to come to work I run up three flights of stairs to get to my desk and that's that's always something I strived for in the positions I've taken. Of It's a great culture, not just because you're making a lot of money, selling a lot of stuff and getting commissions, but you love coming to work. It's almost like that that to beer test. I'll have one beer with anybody, but the people I want to I want to work with, are passionate about what we're doing and I want to have that second, third beer and maybe maybe the fourth and fifth beer exactly. All right. So what's the third? The third thing I think is really important is redefining what a win is, especially as a rat. A sales rep gets rolling in their career. It might take you, depending on your sales cycle, three, four, five months to close a deal, or maybe an enterprise it's a two year sales cycle. You have to redefine the win and sometimes the wind is in closing that deal, but it's building a pipeline to a certain number a certain number of deals or a certain number of millions of dollars or whatever that the metric might be. Might be having a great...

...phone call, it might be having the ability to schedule a meeting or several meetings. Might be getting the next meeting. But if revenue executives want to build great teams, I really think they have to redefine that win and let their sales reps walk out of the office, whatever time they're leaving after a full day, and say, you know what I want today? I might not have closed the deal, but I'm getting closer to closing that deal. Yeah, that celebrate the little winds right, because I mean look, sales is not easy. We know the hope that we would live on rejection. I mean that's essentially what you get day in and day out. So if you especially as things get more complex, if you can't help them celebrate the little winds, it's going to be a huge challenge. You know, a lot of its coaching right, making sure that that that prevailing attitude flows downhill from the top. And at the end of day, we all have a number to report to, whether it's to the street or to our boss, but sometimes you have to you. I think you're more likely to be successful when you have a positive attitude. I know that sounds a little corny,...

...but we all know that when we're under DREST, when we're under stress and we haven't had a closed deal in a long time, we sound desperate on the phone. Yeah, right, but if I'm getting recognition from my manager or my vp of sales or my CEO, that says hey, I know you didn't close that deal yet, but you're on your way. How can I help? Let's redefine the whin right. I get huge, excellent, excellent, three great points. I really appreciate that. If people that are listening to the podcast want to reach out talk to you more. What's the best way to get a hold of you? You can always connect with me on Linkedin. I rarely read a rarely met a connection that I don't like and won't accept. So I'm my David Chats on Linkedin. There's probably only one David Chats, a's sajtz on Linkedin, or you can also hit me up by email at David dot chats at Value Prim Solutionscom. Excellent, David. I can't thank you enough for the time today's been great having you on the show. It's been my pleasure again honored and humbled. Appreciate a chat. Excellent. All right, everyone that does it for this episode. Please check us out of the BEB REV xccom. share the episodes with friends,...

...families, Co workers. Listen to it over the holidays and please make sure you share it out and write US review on itunes. We use those reviews to help craft the content that we put together for you, so please take the time to do that. Is greatly appreciated. Until next time we have value prime solutions with you all nothing but the greatest success. You've been listening to the BB revenue, executive experience. To ensure that you never miss an episode, subscribe to the show and Itunes or your favorite podcast player. Thank you so much for listening. Until next time,.

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