Sales Journey

-To say Reuben was reluctant to join sales is an understatement, but with a background in software development and pricing, he started a consulting business and had to begin selling.

-He tried to copy the enterprise salespeople he’d seen at previous companies but felt out of place until he realized selling his way was an option.

-It took a change of mindset to feel comfortable in his sales role; he wasn’t selling or manipulating, but rather helping. This vocabulary switch made everything more natural.

Leaning into Science

-As a software developer, he was brought onto sales calls to answer the deep technical questions the clients had, but that the salesperson wasn’t capable of explaining.

-When he leaned into his technical expertise, rather than trying to be what he thought a salesperson was, he had better interactions with prospects.

Aligning Interests

-All companies tinker with the question of how to align what salespeople say their company can offer versus what the company can provide. A lot of this boils down to incentives.

-If sales reps are purely trying to close deals to get a check and move on, it’s going to work a lot differently than closing deals and receiving compensation as the customer grows more successful over time.

-With his background, he has a unique perspective. He can think about what the customer needs from a sales, technology, and service standpoint.

Acceptance

-Traveling consulting was his primary business until he had children. Missing their big moments was never an option, so he began virtual and local consulting. He might not get a penthouse in New York, but that wasn’t important being present for his kids was.

-This shift allowed him the flexibility he needed to take care of his family and forced him to be more open about his personal life at work.

-Accepting where you are and who you are is powerful. Finding your niche and being the master of your domain brings confidence and security.

His Podcast

-Reuben was having a hard time keeping up with his workload and didn’t have time to meet for informational interviews, so he thought about writing a book or starting a podcast.

-The book is still in the works, but the podcast is up and running, and he interviews sales and marketing experts so that you don’t have to make the same mistakes he did.

Resources

-Sales for Nerds

-LinkedIn

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