Meet Chris von Huene, a long-term acquaintance turned friend. Currently serving as the Director of Sale at Prodigal, he came from a financial analytics background to outside B2B copiers sales to now SaaS.
Chris is a truly born hustler when it comes to sales. Starting off as an analyst, although he was good with numbers he quickly realized there was something bigger waiting for him in life.
That something bigger is Sales.
We live in a world now of instant gratification. Everybody wants things overnight. No wait, no work, just now.
Although this sounds nice, this isn't always the case.
So if you're a brand new SDR/BDR, how do you attack failure?
What do you do when sh*t hits the fan?
The only way to push forward is to Think Big.
1. I will smile often and laugh deeply while always retaining a child-like mentality of fun and wonder
2. Staying true to myself and my values will allow me to make a positive and sustainable impact in as many lives as possible
3. Remaining present in the moment is my daily promise to myself
4. Making this world a better place before I leave, thus creating a ripple effect that’ll outlast my physical form, is my mission in life
5. Always remaining open and curious because every day is an opportunity to learn, this is my daily task
6. I shall share my stories with others and be inspired by the tales we tell
My intent is to build long-term mutually beneficial relationships as I assist you in navigating the challenges you’re facing.
Fingers crossed that you have an adventurous spirit and are willing to join me on this journey!
www.linkedin.com/in/cvonhuene/
03:00 When you’re wrong, you’re wrong.
04:45 Brief Intro
06:30 “I’m blessed.”
11:50 How I got into Sales
12:40 Packed my bags
13:20 Great Leader
13:45 “I don’t think Finance is for you”
14:20 Marketing -> Sales
16:16 “I had zero mentors”
16:50 We pay too much attention to external factors
17:40 Series fo failures
19:00 Pull the negative weeds
20:40 I don’t do Plan B
21:00 Don’t complain
21:20 Top 10%
21:45 Good enough ain’t gonna cut it
22:50 Earn the Right
23:30 Instant Gratification
25:00 Reset your Expectations
26:05 The SDR Role
30:15 Cold calling is not dead
32:20 It’s your job to find which channel works best
35:55 Emailing off-hours
37:10 Xerox in the Pandemic
37:55 Selling Copiers is hard
42:20 Be a person of Value
43:00 The Power of Referrals
44:00 “Always Be Closing”
44:20 Do it for something Bigger than yourself
45:40 When they see success, you’ll see success
48:40 Don’t post to post
49:25 Do your job
49:50 Don’t get lost in your social media
52:00 Balance your work
52:20 LIVE COLD CALLING ROLE PLAY
53:13 ACTION
53:20 Cold Call Permission to Pitch
53:27 Cold Call Issues & Validation
53:48 Cold Call Curisoiusity Spark
53:50 Cold Call Objection #1
53:53 Cold Call Value Prop
54:00 Cold Call Reloop to Drop Guard & Open the Conversation
54:30 Cold Call Active Listening & Empathy
54:55 Cold Call Discovery
55:20 Cold Call Meeting Closed with Next Steps
56:45 WRAP UP
