#34 The Right Sales Actions and Why They Don’t Happen Enough

Driving B2B Sales Revenue

ABOUT THE GUEST - JUSTIN GRAY, CEO AT LEADMD
Justin is a serial entrepreneur serving currently as the CEO and founder of LeadMD, the world’s largest marketing automation consultancy having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them to success. In addition to LeadMD, Justin is also the Co-Founder of PaidSuite, a SaaS payment technology provider, and Greyson Organics, an organic farm in rural Missouri he co-owns and operates with his father.
Reach Justin directly by email at [e-mail]
On LinkedIn at https://www.linkedin.com/in/leadmd/
On Twitter at https://twitter.com/jgraymatter
ABOUT THE EPISODE:
Justin has been involved in a lot of successful business ventures - on the front lines, as a leader, and as an investor - just see his bio above to get a small taste! So we decided that in this episode, we’d talk about the difference between both people and organizations in a sales and business context who take action and those who prefer to sit around talking and thinking about it. Justin has a lot to offer on the topic, I think you’ll enjoy this episode!
0:40 - What’s the best piece of sales advice that Justin ever received - it’s about the desire to help
2:44 - What’s some of the worst sales advice that Justin has ever heard? That sales is a numbers game - there is more to it than that
4:58 - David sets up the episode and frames the conversation around the DIS-inclination to action
7:48 - Justin articulates the difference between a numbers orientation and a relationship orientation and why the disinclination towards a relationship orientation is both hard to measure and in some ways scary, even though it’s critical to real long-term success
9:43 - Justin articulates a similar principle around an instance of content creation that illustrates the psychological element of a disinclination to take the necessary actions that lead to success
11:53 - How do you develop an environment where leaders feel safe to create a level of autonomy that will support real and authentic execution from the front lines?
14:00 - Why startups struggle with building sales organizations that are not constrained by rigidity and limitations
17:46 - What is it that makes a salesperson successful?
20:10 - How do you bake a value and relationship orientation into a sales organization?
21:30 - Where does personality fit in as criteria for sales success?
22:28 - How does environment impact the potential for sales success?
23:05 - What is something that Justin learned along the way that he wished he knew at the start of his career?
24:45 - Where can people find and connect with Justin?