Fireside Friday with Steve Brown
Sales Assembly: Give us your quick background in sales.
Steve: Right now I'm leading sales for Envoy Global, a global immigration services provider offering the leading immigration management technology platform. Before Envoy, I led Worldwide Sales at kCura (now Relativity) which had a customer base spanning more than 40 countries and included corporations, law firms, government agencies and a global network of over 100 channel partners who provide litigation support services using Relativity. Also, I led the Sales team for Ifbyphone - the industry leading Voice Based Marketing Automation (VBMA) solution and Cision - the world's leading provider of news media intelligence and analysis services. At Cision, I was responsible for leading a large (140+), diversified Sales team across North America. I started my career with Monster.com as we disrupted the newspaper industry.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Steve: To me, my biggest accomplishment is growth at the companies while I've been there as well as the number of folks who have worked for me who have gone on to great careers in sales, management and individual contributor.
Sales Assembly: What's the best piece of sales advice you ever got?
Steve: Many pieces of advice: 1 - "Try to break the paradigm of a sales person/prospect." 2 - "Be authentic." 3 - "Sale starts at the first no." But best piece might be to know your numbers inside and out.
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Steve: The biggest challenge is always figuring out the best process and managing yourself to be disciplined to follow it. One other is understanding the motivations of your prospect since so much of the sales cycle happens beyond the sales reps today.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Steve: Plenty! They've taught me so many things I don't think I can list them all.
Sales Assembly: What's the best sales book you've ever read?
Steve: I don't know...not a big fan of recommending books. I like Predictable Revenue and Radical Candor and The Happiness Advantage. If you force me to make a recommendation, I always say read The Godfather :)
Sales Assembly: Best sales or business related articles, podcasts or newsletters?
Steve: Follow Jeff Hoffman on Twitter - great stuff.
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Steve: Want to save time? Learn to type faster.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Steve: As I mentioned before, I think more and more knowing where your prospect has engaged with your marketing content or your product before you've met them is very key.
Sales Assembly: Why did you get into sales?
Steve: My grades in college weren't good enough to go into consulting or get into law school. Just kidding...