1UP Revenue Podcast

#74 | How to Think Big & Build Relationships with Chris von Hue |

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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.

BIO:

My Life’s Purpose:


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!


Connect with Chris:

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
    • ...more
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