Live from Sales HQ with Ari Gardner
Our guest is Ari Gardner, a sales leader at Molo / Storable, shares his journey from aspiring rock star to seasoned sales professional. He discusses his role in leading remote teams, the unique challenges of selling in the marine industry, and the significance of creating a collaborative sales organization.
Key Quotes:
- "Sales is one of those things that finds you. Most people don't grow up saying they want to be a salesperson."
- "I love challenging folks and being persuasive... finding ways to make people understand this is the right place for them."
- "You've got to have a clear vision, passion, and skill. That's where rehearsal comes into play."
Episode Summary: Ari Gardner, a sales leader at Storable, discusses his transition from music to sales, the importance of a collaborative sales environment like Sales HQ, and the challenges of leading remote teams in the niche marine market. He emphasizes the need for vision, passion, and skill in sales success.
5 Key Takeaways:
- The Importance of Sales Communities:
- Remote work can be isolating for sales professionals.
- Collaborative spaces like Sales HQ replicate the traditional sales floor environment.
- Networking and community events are crucial for motivation and collaboration.
- Transitioning Careers:
- Sales often finds individuals rather than the other way around.
- Diverse backgrounds, like music or media, can lead to successful sales careers.
- Skills from previous careers, such as performance and persuasion, are valuable in sales.
- Sales Leadership:
- Effective sales leadership requires a balance of vision, passion, and skill.
- Training and development are akin to band rehearsals – essential for success.
- Leaders should be data-driven and supportive, ensuring fair and realistic quotas.
- Outbound Sales Strategies:
- Phone calls remain a powerful tool for reaching certain markets.
- Understanding and adapting to your market's communication preferences is crucial.
- Building value and maintaining clear communication can reduce issues like ghosting.
- Adapting to Market Changes:
- The pandemic has reshaped various industries, including the marine market.
- Digital transformation and market consolidation present new opportunities and challenges.
- Sales strategies must evolve to meet the changing needs and behaviors of buyers.
Thank you for listening. Your host Vince Beese. Check out Sales HQ, a co-selling community for remote sellers and sales teams.