Sales Insights: An Introduction and a Taste of What’s to Come

My first blog – I feel special. I am fortunate enough to have recently joined a company where I can be a sales guy, but also assist with the marketing efforts across the organization. I am excited to contribute to this monthly blog focused on sales tactics, sales processes, and other sales topics. I have been asked to express things that have worked for me, or times where I have fallen flat on my face. I hope many of you will relate to what I describe or can contribute/react to situations I discuss.

I have been in the sales space for more than 8 years, but have been drawn to sales my entire life. People have always thought I would be “good” in sales because I like to build new relationships, because I like to talk, because…who knows why else? But I have always been tagged a sales guy. After many years of trying to figure out how best to drive value for prospective customers, I am still going strong and loving it. What I have realized is that relationships don’t usually matter much. Don’t get me wrong – they certainly help, but they don’t turn the dial when it comes to closing the deal.

Delivering on the promise of providing true value to the customer and bringing a new solution that changes a customer’s current reality is what turns the dial. And talking definitely doesn’t matter much. Actually, my ability to talk has hurt me early in my career. Sales is mostly about listening and knowing when to share useful consultation. I am still working on perfecting this one. I have lots to learn when it comes to being a “good” sales guy. But one thing I do know is building new relationships and talking only get you so far in the sales cycle. I have found that the ability to guide your prospect to a common goal and aligned vision is the key to success. I am thrilled to have the opportunity to contribute to Mediafly’s content creation – and hopefully some of my insights are interesting and informative for others.

I cannot wait to share with you my experiences in sales. Please check back shortly for what I feel are my most valuable sales insights.

John Burns is the Director of Sales and Marketing at Mediafly, Inc.  His next post will be published sometime next month.  Please have a look at some of the products and solutions John has had a hand in selling: SalesKit and ProReview.