In this episode of Tech Sales Insights, Randy Seidl interviews Jill Harris, the VP of Sales at GoTo, to discuss how Jill leads her sales team with a growth mindset, which means embracing challenges, learning from failures, and constantly improving their skills. They also talk about how they use customer centric selling as their sales methodology, which focuses on understanding the customer’s role, problem, and solution. Jill reveals how they use GoTo as a tool to analyze their calls, get feedback, and improve their performance. She also mentions some of the latest features of gong that they love. In addition, they share some tips and insights on selling to different markets, such as American CTOs versus European CTOs, and how to find the ideal customer profile for their products. They also discuss how they generate leads through marketing campaigns, outbound calls, and partner referrals. Jill also shares some creative ways to get meetings at conferences without having a booth. This episode is full of valuable information and advice for anyone who wants to learn more about sales success in the remote work era.

KEY TAKEAWAYS

• GoTo: Remote and secure work solutions.
• Jill's career journey as a Sales rep to VP at GoTo.
• Growth mindset: Vital for sales success; coach reps accordingly.
• Customer-centric selling: Understand customer problems and solutions.
• Gong tool: Analyze calls, receive feedback, improve performance.
• Selling across borders: Build trust, rapport, solve business problems.
• Account scoring: Prioritize valuable opportunities.
• Lead generation: Marketing, outbound calls, partner referrals.
• Creative conference meetings: Without a booth.

QUOTES

• “This is our profession, and you need to get better each and every day. If you don’t keep working on your skills and constantly tweaking, you’re going to become stale.”
• “A lot of assumptions are made in sales where you think you understand the problem, but you really need to validate that with the customer and make sure that you understood it correctly.”
• “Time is money. It really is. And so you need to do it quickly. And especially for leadership, where you’re trying to quickly dive in and read the high level notes.”
• “80 percent of your revenues come from like 20 percent of your accounts and you need to find out which ones those are.”
• “At these events, people want to talk to people. And so it is only an elevator pitch, getting curious, just striking up conversation.”

Find out more about Jill Harris in the link below:

• LinkedIn: https://www.linkedin.com/in/jill-harris-549b052/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/