Fireside Friday with David Rush
Sales Assembly: Give us your quick background in sales.
David: Prior to DialogTech, I was the founder and CEO of Earshot, a leading social listening platform that won numerous awards for innovation in social media. Prior to launching Earshot, I helped build and manage high-performing teams in digital media and SaaS companies such as Akamai, Iconoculture and PostX.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
David: Driving 500 percent growth in one year during our hyper-growth phase at Akamai.
Sales Assembly: What's the best piece of sales advice you ever got?
David: "Value is in the mind of the buyer." - Lloyd Sappington, founder of ValueSelling.
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
David: Getting mindshare of decision makers with all of the vendor choices thrown at them every week. Reps need to be "tactfully persistent" and connect their value proposition back to a specific business issue that is going to have immediate impact on the profitability of that business. Translating product features into impact on profitability is critical to align the true interests of the prospect.
Sales Assembly: Do you currently have a sales mentor, or have you ever? If so, what did they teach you?
David: Yes, two of them - David Hatfield (President of Pure Storage) and Jim Blackie (CRO of On24). They taught me: how to lead, how to properly manage to the numbers, how to outwork the competition and how to read a room properly.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
David: "Extreme Ownership" - Accountability is second only to integrity as the most important quality of any sales leader or salesperson.
Sales Assembly: Best sales or business related books, articles, podcasts or newsletters?
David: MJ Hoffman and Associates newsletter.
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
David: Persistence wins. Sheer will and determination can overcome a lack of experience.
Sales Assembly: Do you see any interesting future trends as they pertain to sales?
David: There are more ways to drive the right inbound leads today than ever before. A finely tuned marketing engine that leverages video, webinars, social media, ebooks, etc. can make a big difference in how a sales team performs.
Sales Assembly: What is one thing you'd like to learn from Sales Assembly?
David: The best way to find talented salespeople and sales leaders in Chicago!