We didn’t release any episodes of “The Prospecting Masterclass” last week, we know that. But we have a good reason (we swear!). With Crono we officially joined the Startup Wise Guys family and last week we all flew to Bilbao together! What a great feeling to be part of one of the best European startup accelerators!!
But let’s get back to us, today we have a great salesman and a big friend with us. Ladies and Gentlemen, he’s here with us today Saverio Grossi, Sales Manager @ Basis Information Technology
What is your opinion on salesmen? Well, Saverio didn’t like them very much. But changing your mind is always possible. And Saverio is living proof of this.
Personally, we loved the list of suggestions in answer number 5. Awesome (and we really needed to read such a list today haha!)
Here is the interview with Saverio Grossi, enjoy reading!
1) Hi Saverio, can you tell us about yourself and your experience in B2B Sales?
Hello everyone, my name is Saverio and I don’t like sales people. That’s what I told my mom 12 years ago when I was offered my first job in this field. My idea of the salesman was the typical sly, long-tongued, brilliant, manipulative, arrogant individual who had the goal of selling you something, doesn’t matter if you needed this thing or not.
At the time, after studying philosophy, I was attending a master’s degree in business management, I taught martial arts in the gym, the bouncer on weekends, I was quite convinced that it wouldn’t have gone so much better.
There weren’t many options and finally I thought, what do I really have to lose?
I make my deal with the devil and move on.
I have never looked back.
But here’s the thing.
Surely I was WRONG to paint the whole category of sellers with the usual brush and the usual color.
I have met and worked with some amazing sales people over the past few years.
Smart, fun, knowledgeable people with strong ethics. People who truly serve their clients’ interests.
Sadly, after all these years, the prejudice and negative stereotypes are still very much alive.
Bad and pushy sales tactics have conditioned people to condemn an entire category.
Unfortunately, many salespeople are still taught to do the wrong things. For example:
- To never accept a NO as an answer
- That selling is convincing others
So, what do I really think about B2B sales?
Selling, if done right, is a noble profession.
Personally, I’m proud of what I do.
You salespeople out there, you should be too :)’
2) How would you describe yourself if you could only use 5 words?
Disciplined, loyal, empathic, pragmatic.
3) What are the most difficult challenges you have faced regarding Prospecting and Outbound Sales in your past and current professional experiences? How did you solve them?
I started my career doing prospecting activities. The most challenging aspects are two from my point of view: mental approach and discipline. I faced these challenges as SDR but also as manager. You can change your approach by embracing what I call a non-persuasive selling style. Not all contacts will become conversations, not all meeting will become conversations, not all sales meetings will become sales. We have to focus on what we can control. Then the discipline, in sport as in sales, you must learn to postpone the achievement of results, following with discipline what is defined as outreach.
4) How do you see B2B outbound sales changing in the next 12 months? What challenges and trends do you anticipate?
The outbound scenario is getting complicated. Even companies that have always done just a little outbound activity because they have always received many inbound leads, have instead begun to carry out outbound sales activities. This means that potential customers find themselves with a lot of messages from the outside and the difficulty is being able to emerge from the crowd. Given this scenario, my impression is that solutions that support the prospecting phases will be born and grow.
5) What advice would you give to someone starting today as an SDR?
Many pieces of advice can be given, from the most common such as the importance of listening to the key role of empathy. I prefer to leave what I wanted to find on my first day of work on my desk or in my e-mail 🙂
You’re not for everyone. Water the grass where it’s greener.
Muscles don’t grow faster because it’s the end of the quarter
You don’t control when or if people buy. You only control what you say, how you respond, and how many people you reach out to every week.
You’re forever in beta.
Enjoy the journey, not just whether or not you attained quota.
The best way to persuade is to allow people to persuade themselves.
Sales is about having conversations with an “s,” not a conversation.
Your self-worth is not defined by a sale or a meeting. You are more than a job.
You need at least two pepole to have a sales
Be patient. Just because a door is closed doesn’t mean it’s locked forever