The Revenue Revolution + Scott Finden
Mastering basics, Team Selling & Productivity
Welcome to another edition of the Revenue Revolution podcast from Jointflows.
Mick and Hitesh interview Scott Finden who is the Senior Enterprise Account Executive at Reachdesk. Scott has consistently been a top sales performer and has been at Reachdesk for almost four years and has transitioned from a business development representative role to an account executive role.
Scott joined Reachdesk in its early stages of development and was the second hire working directly under the Co-Founders.
In this episode we talk about how Scott has navigated the transition from a SDR role to an AE role and the skills needed to be really good at sales.
Scott shared some insights about some of the mentoring he has had and the resources that he has found useful in his career.
Scott was very frank about not being a finished article how difficult changing his role was at the start.
We also discussed the current challenges in the sales landscape with long sales processes.
Highlight 1 (00:03:05) – Tailor your approach big companies vs. small companies
Highlight 2 (00:05:09) – Sales tactics that are useful and scaleable
Highlight 3 (00:06:15) – Man-marking in an organisation
Highlight 4 (00:09:27) – The struggle with maintaining sales momentum
Highlight 5 (00:12:20) – Can’t underestimate luck
Highlight 6 (00:14:25) – Ask people how they are doing the good things that they are doing
Highlight 7 (00:17:40) – I always add the Top 100 AE’s on LinkedIn
Highlight 8 (00:21:22) – Complacency is one of the things you see with a lot of AE’s
Highlight 9 (00:24:20) – Work life balance
Highlight 10 (00:25:41) – Checklist to be successful in a new organisation
Highlight 11 (00:27:55) – The transition from an SDR to an AE is tough
Highlight 12 (00:31:18) – Identify the schoolboy errors and then have an implementation plan to stop it from happening