Recapping the best sales advice from 2021 to get promoted in 2022 w/ Carl Ferreira, Anna Rofsky, & Tyler Lindley

Outbound Sales Lift

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#76: Listen as Tyler Lindley, B2B expert and host of The Sales Lift Podcast, revisits two of the most impactful episodes from 2021. First, we listen to Carl Ferreira and learn what it takes to crush the AE role at a billion-dollar scale-up. Then, we highlight our interview with Anna Rofsky and talk about taking calculated risks in your sales career.

Don’t feel like listening? Read the Episode Cliff Notes instead below:

Refining Your Mindset (0:22)

Carl just transitioned to Refine Labs, where he’s the Director of Sales, and Anna is a Sales Manager at Forethought. They both have been promoted from their days as AEs and are now in leadership positions.

In sales, a lot of us have that go-getter hunter mentality. We want to be at the top of the board.

But it takes more than just that to be the top new rep at a big company or a small company, or any company.

Don’t allow yourself to get caught up in the “new guy” mentality. You were hired for a reason, and you want to have that confidence, even if you’re first-time selling.

You need to know your product inside and out better than anyone else because you are the expert, and learning that product can help to have better conversations.

Adapt Your Coaching Style (7:32)

Look for weirdness and be open to it, and personality is at the forefront of your training style.

Transferring knowledge isn’t the same as transferring competency. When onboarding reps, it’s not just about shoving as much knowledge as you can in front of them.

Also, we also need the space to learn how to be competent on our own. Learn how to fail, learn how to get better. So you can’t always hold your trainee’s hand.

In episode 18 with Chris Walker, he and Tyler talked about how better selling starts with better marketing.

Qualifying and Disqualifying Prospects (11:03)

You have to qualify and disqualify your prospects just as they’re qualifying and disqualifying.

You have to understand their pain points, why they would buy, their whole business structure, and what their goals are in the immediate three months.

We want to think about our prospects and our customers’ long-term goals as much as their short-term goals.

Just understanding that consulting motion and how you can learn more about their business, goals, and overarching themes and strategies they’re working on.

Then hopefully, you figure out how your product or service helps move those goals forward instead of just pushing.

Important Links:

Carl’s LinkedIn Profile

Anna’s LinkedIn Profile