Hi Croners, welcome to another episode of “The Prospecting Masterclass“, the n.15!!!
You know, in the dynamic world of B2B sales, where success requires adaptability and finesse, there are a few exceptional individuals who stand out as true masters of the craft. And yes, today we have with us one of these person.
Ladies and Gentlemen, today we have the privilege of sitting down with Cesc Vilaubi, Sales Executive @ CloserStill Media, a seasoned sales professional with a diverse background in various industries. From overseas containers logistics to software startups.
In this interview, we dive into Cesc’s remarkable career trajectory, learning how he conquered diverse sales landscapes and emerged as a sales rockstar. With experience as an SDR/BDR, Sales Manager, Head of Sales, and now a Senior Sales Executive in the Exhibitions Business, his journey is a testament to the universality of sales principles across industries.
Prepare yourselves to be inspired and enlightened. The answer to question n.5 is pure gold.
Here is the interview with Cesc Vilaubi, enjoy reading!
1) Hi Cesc, can you tell us about yourself and your experience in B2B Sales?
I’ve been working as SDR/BDR for B2B sales in overseas containers logistics, EMEA High Volume Transportations, AE and Sales Manager in a 360º Digital Marketing Agency, BDE in Proptech Startup, Head of Sales in SaaS ERP Sofware Startup and now Senior Sales Executive in Exhibitions Business (Trade shows).
Sales are sales, either you sell m2 in a cotainer, or software, B2B sales have a common path. If you master your pitch and your self confidence, you become a sales rockstar wherever you are.
2) How would you describe yourself if you could only use 5 words?
Curious, Competitive, Fast Paced, Sniper and altruistic.
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?
In the common path from prospecting in different industries that I just mentioned, there has always been one common challenge hard to deal with…. EMOTIONS.
Often, when you become a salesperson is due to the fact are quite social and emotional and you are very active and kind while interacting with people. That is good, but it’s bad too. Having optimistic and often unreal goals is something hard to deal with, having pressure from Managers, getting “NO” or hang ups on the phone often with prospects, understanding that there is a part in sales that you can’t control, all these are things hard to deal with, and Emotions don’t help.
We can talk about a lot of other challenges and things to go through in a Sales Carreer, but getting to control the emotions is the hardest one for me.
I had the chance of having a few amazing managers/leaders in some companies, and they really helped out to release pressure and to understand how to control emotions, having psychologic help and the wisdom acquired over the years are Key to control emotions.
4) How do you see B2B outbound sales changing in the next 12 months? What challenges and trends do you anticipate?
Clearly, if there is something that can change B2B outbound sales in the next 12 months I will say a “repetitive topic” which is AI.
The challenges for me are more related on how we will understand this and turn the sales roles into new roles using AI in your favour, it will not destroy jobs, it will just evolve them.
Another trend which will be changing is Linkedin, a key feature the last 5 years for sales people, but now it’s getting overcrowded and congested, so it’s losing impact, conversion and reliability. We will need to understand how to take profit of the ocean being a blue one.
5) What advice would you give to someone starting today as an SDR?
Read the book Coffees for Closers, don’t pitch, don’t memorize and just spit it, improve the way you listen, listen 80% of the time, talk 20%, just pitch relevant words, silence is not a bad thing while selling, be kind, try to look familiar, be wise, and never underestimate yourself or underrate yourself.
Being submissive is often a bad approach in sales, you don’t sell more for being submissive, but you sell cheaper, so do your research and defend the quality of your product and services overall.