Call it whatever you want; soft skill, interpretive skill, listening skill, call it whatever you want, but this process -this is just a mini example of what I believe is a fundamental key skill and characteristic of someone who’s really good at sales. Not someone who can do it, someone who’s really good at it. They will become a master of getting what I call discovery facts – information, opinions out of a prospect and using them effectively throughout the sales cycle, until they buy.
Rod joined Easy Projects almost 3 years ago bringing more that two decades of experience in all things sales: sales leadership, business development, partner/reseller management, go-to-market design and execution, etc. After a number of years in Account Executive/Director roles in large tech and telecommunications companies, he moved on to pursue sales in either true start ups (including help raise $5M USD from a VC) or in smaller but established software companies. He helped two of the companies where he worked to be acquired. In his first year at Easy Projects, he changed many of the key components of a successful sales team (people, process, price, tools, focus on Customer Success, sales collateral) and achieved a 42% annual revenue growth. The next year sales grew 24%, and we’re well in to this year’s achievement.