Fireside Friday with Lance Madynski
Sales Assembly: Give us your quick background in sales.
Lance: My start was at Western Michigan University where I graduated under their Sales & Business Marketing major. It was an excellent program to prepare you for a career in sales. I've since held various individual contributor and leadership roles at SaaS companies.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Lance: The growth we've experienced at PowerReviews has been amazing. I'm very proud of how far we've come in a short time, as well as all the new opportunities that it has provided the team along the way.
Sales Assembly: What's the best piece of sales advice you ever got?
Lance: "Control the controllables."
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Lance: Separating themselves from the pack in a positive way. Prospects don't need you to give basic info on your product or service, they can do that themselves. They need you to lay out a specific plan on how you can add value or fix their problem, then provide a clear path towards getting started.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Lance: Not a specific one, but I have been very fortunate to have some great bosses at each of the companies I have worked for with very different styles. I was able to learn quite a bit from each of them.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Lance: Essentialism by Greg McKeown was excellent and I refer back to it often. I am currently reading The Four by Scott Galloway.
Sales Assembly: Best sales or business related articles, podcasts or newsletters?
Lance: Podcasts - Smart Passive Income by Pat Flynn and A guy trying to figure life out by Colin Dyer. Also a lot of industry specific follows on Twitter.
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Lance: Work hard, be coachable, and keep a positive attitude.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Lance: I'm with Todd Caponi and the Transparency Sale - http://www.transparencysale.com/.