Andrew Barbuto is a top-performing sales leader in the ad tech industry, managing over $80 million per year in digital media revenue. With a proven track record of closing complex software deals, Andrew is passionate about helping sales professionals refine their strategies for long-term success. As the author of Top Sales Producer: How to Crush Your Sales Quota and an active sales coach, he provides practical insights that elevate both new and experienced salespeople. His expertise lies in combining empathy, financial understanding, and strategic follow-ups to build meaningful client relationships and drive revenue growth.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Andrew Barbuto to explore what it takes to become a top sales producer. Andrew shares insights from his book Top Sales Producer: How to Crush Your Sales Quota, breaking down essential sales strategies, including active listening, value-driven follow-ups, and financial acumen. He explains how persistence, empathy, and a consultative approach lead to sustained sales success. If you're looking to refine your sales techniques and consistently exceed your quota, this episode is packed with actionable takeaways.

KEY TAKEAWAYS

• Authentic Sales Approach: Selling should focus on educating and helping customers, not just pushing a product.
• Empathy and Active Listening: Success in sales starts with understanding the client’s needs by listening more and talking less.
• Strategic Follow-Ups: Each touchpoint should add value rather than just checking in.
• Understanding Financials: Knowing how business decisions impact a client’s financials can lead to more meaningful sales conversations.
• Overcoming the Status Quo: Many prospects struggle with change; your job is to highlight why your solution is essential.
• Persistence and Consistency: Engaging prospects takes multiple touchpoints, so consistency in outreach is key.

QUOTES

“Sales is really about listening, not speaking… the best meetings are the ones where the salesperson speaks the least.”

“Your job is to help people, regardless of whether there's any money involved or not.”

“… It takes an average of seven touchpoints before you actually get a response from a cold prospect. Persistence is crucial.”

“The number one competition is the status quo. Your solution needs to address something pivotal to their business to warrant change.”

“Start each meeting by asking the right questions to diagnose the client's needs, then present a tailored solution using their own words and concerns.”

Connect with Andrew Barbuto

• Andrew's LinkedIn.

Connect with Larry and Darrell

• Darrell Amy’s LinkedIn
• Larry Levine’s LinkedIn
• Selling from the Heart website

ADDITIONAL RESOURCES:

Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!

Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!

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