There’s no shortage of sales advice for rookies. We can all talk about how to make a cold call or write the perfect prospecting email until we’re blue in the face. But we can do better than that. Sales Engine seeks to help salespeople sell more efficiently and effectively at all levels so we decided to launch a blog series that provides an insightful resource for salespeople early on in their career. The “My Start In Sales” series “tells it like it is” (namely, that we’ve all been there and done that — and that’s a good thing!). We will feature one veteran salesperson in a standard Q & A format every few weeks. We’re excited about sharing these successess and failures with you.
Current location: Marlborough MA
Current gig: CEO of QuotaFactory
One word that best describes how you work: Frenetic
Current mobile device: OnePlus One
Favorite to-do list manager: Evernote
Tell us a little bit about what you do now & whether or not you currently work as part of a sales function at your company.
I am CEO of QuotaFactory, a Sales Development acceleration technology that brings Data, Outbound Process, and Power Dialing all under one roof. I’m not directly responsible for sales, but often find myself meddling in deals because I love it.
[Your first sales role]
What was your first sales role?
I was a BDR for an applicant tracking and resume management company called Webhire.
How did you get the job?
I spent the first years of my career in the hotel business (terrible) and used a recruiter to find my first sales gig.
Did you picture yourself working as a salesperson before you started?
I did, it was the late 90’s and I had many many friends that I would classify as “idiots” making a ton of money in sales during the .com boom. I figured if they could do it, so could I.
What do you wish you had known before you started selling?
I wish someone had explained in detail that the government was going to take 36% of my bonus checks.
Do you have a story to share about a mistake you’ve made as a salesperson? What did you learn from this situation?
I was once giving a tour of the hotel I managed to a young couple looking to get married there. During the tour of the pool I was blabbing so much that I walked right into the hot tub. Polyester suit was soaked and the couple had a good laugh at my expense. What did I learn? Ask great questions, shut up and listen, if you are trying to work a deal and doing all of the talking, chances are you aren’t connecting to your prospect.
Have you ever encountered the “sleazy salesperson stereotype”? How do you respond to this?
I get hives, metaphorically speaking. I hate it and recoil immediately. I try to be polite and explain in specific terms that I have no interest in anything they have to say or sell.
What is one tool or resource without which you would not be able to do your job?
My team. I am very proud of the people we have assembled to run our business. Without them, we would cease to exist. The best and brightest minds in Sales Development work for us.
What are you currently reading?
I don’t read many business books and gravitate to historical fiction. Right now I am reading a civil war trilogy by Ralph Peters.
Are you an introvert, extrovert, or ambivert?
What’s the best advice you’ve ever received?
Discounting sucks, don’t do it.
Peter is the CEO of QuotaFactory, a sales development platform that was created by sales development professionals for sales development reps.Peter is responsible for the company vision, growth, and continuously advocates for fair treatment of salespeople in the B2B space. Follow him onTwitter, connect with him on LinkedIn, and sign up for QuotaFactory’s blog, Sales Wars!