In today's episode, we hear from Roman Pennell! Roman works at AppDynamics, partnering with  DevOps & IT teams to empower them with industry-leading application intelligence software to improve performance and UX!

"Being genuine and taking steps back will in the long term help you take a couple steps forward."

So many people in sales focus on hitting their quotas more than anything else. The problem with upholding your sales quota and business agenda above all else is that your customers can tell. It often comes off as pushy and deters the customers. 

How can you find that perfect balance between focusing on numbers and building relationships? It's all about being intentional with being genuine. You need to understand what you do and why you're doing it. Understand that the goal is not to make everyone your friend, but rather to make personal connections with your customers so they can see how they as a human are important, not just how important your profit is. And remember to stay persistent!

"Tap into your customer's why to find their motivation."

One of the best ways to "stick" with customers is through getting to know them and diving into their why's and motivations. What excites them? What are they passionate about?It's important to have non work related conversations with your customers in order to create an on going dialogue with them. This kind of candid conversation goes a long way in understanding your buyer's persona and motivation. Make a point of having a relationship with your customers that is not solely based on business.

Living a life on purpose: understanding your own "why" and living very intentionally. 

Connect with Roman on LinkedIn!