Fireside Friday with Danny Hartman
Sales Assembly: Give us your quick background in sales.
Danny: Always at start-ups, I grew up professionally at LinkedIn, where I missed my number the first two quarters, then figured out how to get to Club with the help of many extremely talented peers and leaders. I built the SDR team and process from scratch for LinkedIn Chicago and then Yello, then got the opportunity to be the first salesperson at LogicGate.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Danny: Almost all of the 60+ people I hired and helped get promoted at LinkedIn went on to become elite performers in many areas of the business.
Sales Assembly: What's the best piece of sales advice you ever got?
Danny: "Nobody likes to be sold, but everybody loves to buy." - Jeffrey Gitomer
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Danny: Prioritization is the biggest challenge - knowing where to invest your time. Planning is the solution, and then having the discipline to stick to the plan.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Danny: I had the great fortune of many sales mentors at LinkedIn. Scott Nelson was my favorite. He taught me how to communicate with clients by doing quick role plays, and taught me tactically how to close.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Danny: Sales Acceleration Formula by Mark Roberge is probably my favorite. Right now I'm reading Team of Rivals by Doris Kearns Goodwin, which has incredible lessons on leadership.
Sales Assembly: Best sales or business related articles, podcasts or newsletters?
Danny: Podcasts - Masters of Scale. 30 for 30 podcast also has some great business stories.
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Danny: Find a mentor. Master the sales tools to maximize every minute. Plan and prioritize. Challenge yourself to be your best, every day.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Danny: Everything is moving more inside. We are doing large enterprise deals entirely over the phone/web.
Sales Assembly: What does sales mean to you?
Danny: I love salespeople, and I am really passionate about elevating the brand of the profession so that one day the term "salesy" is flattering.