Nicky Glover’s Post

Connecting with other sales leaders, just to talk shop and get introduced, is soul food 😌 🥙 You don't need to wait for an event, or reason to meet up, just grab a coffee and say "Hi". ☕ I always take so much away from these calls, even if it's an area I have deep expertise. The exchange of value is the best part, they are always fixated on providing value back to you; constantly investing in every relationship. Yesterday Ari and I got to catch up with Ronen 🧡 Pessar; reviewing each other outbound scripts, and sharing the experience and science behind our processes. We've got 5 new things we're trying this week just because of that 1 conversation. Some are new ideas, many are old ones that we forgot about brought back to top of mind. The value of that conversation, compounded over time, is extraordinary. 📈 Today I had another very motivational call, packed full of good perspective and insight, with Alex Kottoor! Can't wait to push out some of the plans we made together 😁 Tomorrow David Zeff ✌️, Friday Chris Herring - so many smart people, so many great conversations on the horizon! 📝 💡 This happens for us multiple times every week; and we're so thankful for the community LinkedIn has created, allowing us to network our ideas at light speed. P.S Enjoy the picture of my very special notepad, that was shipped to me all the way from Whistle's HQ in Isreal 🇮🇱. I took this at the #AMPUP workshop at LinkedIn's HQ in Toronto, because we missed those that couldn't join us from our friends at Whistle. Claire Webster Yonah Zeff <3

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It's Fri-yay! Join the fun and give a roaring cheer for our Implementation Manager, Kyle Berthusen, as he reaches his five-year milestone with Ordoro! Not only is he our premier Implementation Manager, but his remarkable expertise in crafting custom scripts and substantial contributions to the Sales team has truly set him apart. Give it up for Kyle! Get to know Kyle a little bit better... ☕ Coffee or tea order, go: "Cold Brew with tons of half and half." ⌛ Extra hour of free time every day, how'd you spend it, go: "Right now, I’d use it to continue binge-watching The Sopranos. But normally, I think I’d try to go to a basketball court and play some pickup-ball while my body still allows." 💚 One thing you love about Ordoro, go: "Working with real people, who are genuine and care. It’s incredibly hard to find people like that, more or less a whole company like that." #BestPlacesToWork #Software #Ecommerce

How important is credibility? It’s a topic I’ve been thinking about recently after a conversation I had with a customer/friend, someone I’ve worked with for years. I was reminded of early days in my sales career, working at Traffic.com. Our customers were big market Broadcast TV stations who we had to convince that technology was both better and more cost effective than “humans + helicopters” at giving actionable traffic information: drive times, delays, alternate routes. Yes, this is before Waze and Google Maps. Or the iPhone! Before I was a mother! Without delivering the results we promised, we would have failed. We did not overpromise, we knew we were breaking ground, this was bleeding edge digital transformation. When I tell you laws had to be rewritten to do what we did, I’m not exaggerating. Customers took risks with us, and we were candid about those risks. We built trust, and continued to maintain that credibility. We did it through a recession (aka the early years of being a mom and buying my first house!) when we had to renegotiate 100% of our contracts. My team and I had many, many difficult conversations and negotiations. We didn’t lose a single customer. This was a long time ago…but that credibility and reputation was foundational in my career as tech and business models continued to evolve rapidly. More than one customer has said, “Jen, if you’re telling me this is the right thing to do, we’ll do it.” And as a leader I learned the hard way that my word was only as good as the accuracy of my team’s forecast! But trust and credibility are not built in a vacuum. I’ve had the privilege of working with people and companies of integrity who understand that the frontlines - the go-to-market teams you hire to represent your brand - are the ones putting their reputations on the line when they look a customer in the eye and say “it’s the right thing.” When it’s your face, or your team’s faces that are on the line, you have to trust the people and companies you represent. If they show you who they are and it’s not a pretty picture, believe them! It. Is. Not. Worth. It. Credibility is everything! Do you agree?

Last week I closed my first deal as an AE and here is how I did it: 1. Shout out UserGems 💎 for making my life easy & Gong's principle of creating Raving Fans. As a new AE, it's important to find low-hanging fruit in your book and UserGems was able to help me find a decision-maker who started a new role. It was as simple as sending a well-crafted email about what might be important to her in the new role, and how Gong could help. 2. Time kills deals. Thanks to coaching from my manager, I made sure to send every follow-up email on the same days of our calls. This is now a staple for me with any call I host. The saying strike while the iron is hot has never been more true. 3. Never stop doing discovery throughout the process. Even when we got down to the wire and talked contracts, I was still doing discovery to make sure we understood who needed to be a part of this deal, and reconfirming what their main priorities were. 4. Articulate value at each step of the process. I made sure to bring up again and again the main driver they were looking to solve and how Gong could help. This also includes value touches along the way such as videos, or sharing resources. 5. Asking for help. I couldn't have done this alone and I still have so much to learn, but it feels great to have my first win under my belt. This was a win as a team moment and I'm grateful for my manager Ian's support, and my mentor Zachary! Team Brick House is amazing to be a part of, and it's a joy to watch everyone work together and help each other along the way. Here's to the first of many! #closedWon #AE #Sales