Fireside Friday with Dave DiCosola
Sales Assembly: Give us your quick background in sales.
Dave: My sales career has always centered around fresh ideas being applied to complex problems for big impact. I've been a cold caller, road warrior, sales trainer, player-coach, team builder, and strategic leader. I get fired up working with hard working people who set out to achieve big ambitious goals.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Dave: I feel the greatest sense of accomplishment challenging people to grow and exceed the expectations they set for themselves.
Sales Assembly: What's the best piece of sales advice you ever got?
Dave: "If a prospect says 'No' then it's because you have not done a good enough job demonstrating the value. If you blame any person other than yourself on why a sale hasn't been made, then you'll never be a top performer." This is paraphrased from The Psychology of Selling by Brian Tracy. It's on a CD I used to listen to in my car driving from meeting to meeting. It's old school, but the concepts are timeless.
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Dave: You will need to be a strong digital communicator to get a sale. Writing concise, thoughtful messages across a multitudes of channels will give you a competitive edge. Spend time learning to be a great writer and content marketer.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Dave: I've worked with a lot of amazing sales leaders, but one of the greatest sales mentors I've worked with is Matt Garms. Matt taught me that in order to get someone to listen and be receptive to change, you must take a genuine interest in whoever you're speaking with and begin the sales process by establishing trust. If you sound like you're selling something, then you don't stand a chance.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Dave: The best sales book I ever read was The Sales Acceleration Formula. It's not about all the crafty ways to overcome objections, but rather the steps to develop a repeatable process to ensure hard work turns into closed deals consistently. I just finished reading Managing by Harold Geneen. It was written in 1984, but it's a classic about how to be an effective executive.
Sales Assembly: Best sales or business related articles, podcasts or newsletters?
Dave: I have yet to hear a sales podcast that doesn't sound cheesy. I rely on my LinkedIn feed for insightful sales articles.
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Dave: The best salespeople are naturally curious. Ask great questions and spend time understanding what's important to a prospect.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Dave: Elements of prospecting can be automated with software. Could a program crawl the internet for any relevant research about a business and then suggest ways to include it in your outreach? Definitely...check out detective.io.
Sales Assembly: What is the best sales quote you know?
Dave: "The elevator to success is out of order. You'll have to take the stairs...one step at a time." - Joe Girard