When you aren’t sure where to start, it’s best to turn the page to the very beginning of the story.
Kyle Porter (@kyleporter) was born with a rare blood disorder and wasn’t expected to live past infancy. Doctors actually told his parents he would not live past one. Then he turned two and the doctors said he wouldn’t live past three.
But he lived. He persevered. Best of all, he made lemonade from lemons.
Just because he couldn’t play sports didn’t mean he couldn’t have anything to do with his passions. He collected everything from baseball cards and Beanie Babies to old cans and comic books, realized there was a marketplace for such things, and there was no turning back from there.
He says he will never forget the look in people’s eyes when he was able to bring those collectible items into their lives. And that passion for serving others through sales lives on to this day.
Kyle is the founder and CEO of SalesLoft, one of the most well recognized and established sales engagement platforms for modern sales organizations.
The company’s mission lines right up with Kyle’s: to help companies believe in their product, their process and their people.
Because to Kyle, there is no better motivation than a sincere desire to serve others. His mission in life to use his talents and skills to the fullest to serve other people is brought to life each and every day by the staff at SalesLoft.
When he’s not busy coaching tomorrow’s sales leaders, you can find him enjoying some tangerines with his family, harvested from the tangerine farm he owns with his wife.
Professional or personal, what matters to Kyle is growing. Living each day to the fullest. And maybe most importantly, service to others in sales.
- Nice Guys Finish First: Kyle believes there’s a misconception out there that salespeople who are selfish are the ones who win the most business. He says It’s the other way around. When you sell with service on your mind (and heart), you will succeed. The best salespeople are the ones who care so much they’re willing to go out on the edge and work hard to make sure their organization accomplishes the thing or solves the problem it aims to solve. What that means starts with doing research beforehand and digging into the needs of the prospect, but it goes deeper than that. Be honest. Be upfront with them. Solve their problem, whatever it may be.
- Practice Sincerity: If you’re not sincere about it, your job is over before it even starts. Instead, find ways to eliminate tasks that don’t require sincerity. Converting accounts is a process that requires empathy. That means finding not only the right people to call, but taking it a step farther and having meaningful conversations about how you can make their lives better. Finding something to love about what you represent will take you far. Knowing in your heart that what you’re selling with make someone’s life better can be the difference between a converted account and a dead lead.
- Sell Yourself First: If you don’t believe in what you’re selling, no trendy sales strategy is going to help you. The first person who needs to be sold in any sort of engagement is the actual seller themselves. Because if you believe in something, if it is a fundamental belief of yours, you are truly representing it as best you can by using it to serve others. From there, you can convert target accounts to customer accounts because you have a belief system in place that empowers you to take on whatever obstacles and hurdles necessary.
- Breakthrough the Clutter: Nearly everyone is on email overload these days, and there are apps and filters galore that stand between your message and your desired audience. While the first thing you need to do is stand out with a catchy email subject line, getting a response to your outreach should follow four steps: show the pains of the organization, hypothesize solutions, define clear next steps and demonstrate persistence.
- The Joshua Principle: Leadership Secrets of RSVP Selling by Tony Hughes and Mike LeMaster
- The Truth About Leads by Dan McDade
- Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.
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I’ve led two companies from $1 million to more than $10-million, and one from $1-million to bankruptcy. Today, I work with entrepreneurs who don’t realize they are the VP of Sales as well as individual salespeople to 10X their revenue using a proven, step-by-step, sales methodology.