In this interview, I talked with Amanda Georgoff, Enterprise Sales Rep at SalesLoft. She has 15+ years of frontline experience selling software and services to CFOs, CMOs, Heads of Sales and other functional executives at F500 companies across her time at SalesLoft, Xactly and CEB (now Gartner).
Our topic focus was about bringing our personal authenticity to our interactions with future and current customers. Being real and being you opens the door to strong relationships and better sales conversations. Decision makers can feel the insincerity of the reps focused solely on achieving quota.
Here is what I wanted to know when I sat down to talk to Amanda:
How Amanda defines personal authenticity.
The moment that Amanda first realized being more authentic in her conversations with potential customers was important.
She told me about the manager who “coached” her how to relax the scripted version of herself – the person she thought she was supposed to be – in sales calls. Amanda talked about the questions her manager/coach asked her that led to her making the shift to being more authentic.
You’ll find out when you listen to the interview, how Amanda realized that putting herself in the buyer’s shoes and raising questions or possible concerns they might be thinking about became a competitive advantage for her.
More than a few training companies insist that we (sellers) should NEVER bring up a potential problem, issue or objection that the buyer might have before they do. Amanda and I talked about how this assumption is a myth that doesn’t work against you. Amanda shared examples of what really happens when you bring up issues or concerns you think the buyer might be having.
We also talked about helping buyers stay engaged during our sales meetings with them. Let’s face it, we all know that buyers sometimes check out during our sales calls. Amanda discusses her strategy for re-engaging buyers when this happens.
Finally, we closed by talking about the advice Amanda has for women in sales roles who worry about being themselves for fear they’ll be described as “soft”, “weak”, “touchy feely”, and as a result try to act more like the guys.
BTW – Meet up with Amanda, me, 100+ speakers, and over 1,500 sales professionals at the upcoming Rainmaker 2019 Conference in Atlanta in March. REGISTER HERE
As always, another insightful interview! Listen and enjoy!
Amanda Georgoff is an Enterprise Sales Rep at SalesLoft; she has 15+ years of frontline experience selling software and services to CFOs, CMOs, Heads of Sales and other functional executives at F500 companies across her time at SalesLoft, Xactly and CEB (now Gartner). Amanda is known for taking a consultative, insight-based approach to selling, consistently over-performs quota and has won multiple Presidents/Chairmans Club awards. She loves working directly with customers, adores her team, and was skeptical of using video in meetings before she tried it. Amanda resides in Austin, TX with her husband, Michael, her son Gray (2.5 years) and baby girl Hayes (5 months). Her favorite Queso is from Torchys Tacos.
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