Our Fireside Fridays series is where we have the opportunity to sit down with top B2B revenue leaders for 7 questions and get a behind-the-scenes look at their recommended best practices, their background, and factors that have contributed to their success. This is our interview with Jeff Heine, Chief Revenue Officer at Betterview.

Give us your background in sales

My experience is mainly with startup tech companies, including experience across 11 different startups. I have spent considerable time building and scaling sales, marketing, and customer success teams in early-stage markets, disrupting the status quo. I started an individual seller as was provocative selling before that term existed.

What’s the best piece of sales or business advice you ever got, and from who?

Early in my sales career, I was trying to figure out my style and how I wanted to show up in the business world, mainly thinking I had to play a role. When I shared that struggle with my CEO, he said, “what’s wrong with just being yourself?” That question has stayed with me and how I show up in the world as my authentic self.

What is the biggest challenge facing a sales professional today, and how would you recommend they overcome it?

Buyers are faced with so many messages, e.g., emails, content, and a growing number of alternatives to solve their business challenges. Standing out from the crowd is an increasing challenge for sellers. Rather than focusing on creating the perfect message (although messaging is important), I recommend that Sellers concentrate on building their networks and referral sell more. This is a bit of a lost art, and relationships will help you stand out from the crowd.

Who is your mentor, and what have you learned from them?

I don’t have just one mentor. I have been blessed with opportunities to work with some startup CEOs, board members, VCs, and others. There is a recurrent thread that they have taught me and that focuses on extensively understanding your markets and buyers. This enables authentic problem-solving and elevated business relationships.

What’s the best advice you’d give to someone just starting a career in sales or revenue overall within B2B tech?

To join a larger organization with the culture that fits you and a sales organization with an excellent sales enablement plan and accomplished sales leaders. In the early years of selling, it is important to be mentored by real pros. And equally, to be in a culture that enables you to be you.

What’s the best advice you’d give to someone interested in getting into leadership one day?

To start practicing leadership now. Ask for mentorship from a current sales leader in your company or externally and opportunities to practice. I was given that advice, and it helped immensely prepare me once I earned the chance to lead. Also, to take a Leadership 101 class. Often time people are promoted into leadership without any formal training. Having the basics down is key to being successful in leadership.

Who do you admire most in business right now?

Satya Nadella. He has created change, and rapid growth that I didn’t think was possible in an established company. I had the chance to meet Satya, and he is a gracious, humble, and brilliant man.

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