Fireside Friday with Amber Ciotti
Sales Assembly: Give us your quick background in sales.
Amber: I’ve been in tech sales my whole career. I started in copier sales and used that as a stepping stone to launch into enterprise data and analytics sales. I’ve worked my way up from being an individual contributor to running business development and now an entire sales program.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Amber: Helping build a scalable, repeatable pilot process for an organization that improved close ratios for enterprise clients from 25 percent to nearly 75 percent in under two years.
Sales Assembly: What's the best piece of sales advice you ever got?
Amber: The best sales people ask the best questions and use those questions/their answers to drive to the desired outcomes. Alicia Roberts - who was a newscaster turned sales person back to news - taught me this.
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Amber: For enterprise solutions, it’s overcoming change management. Help your prospects and customers see a clear path to the finish line and be able to articulate internally what success looks like and exactly how they’re going to get there. While it’s the dream to always sell yourself, it’s inevitable that they’re going to have to sell on your behalf at some point. Make sure they are educated and armed to do this - don’t leave it to chance.
Sales Assembly: Do you currently have a sales mentor, or have you ever? If so, what did they teach you?
Amber: Kevin Kearns was my boss at ShopperTrak. The greatest things he thought me were how to advocate for your customers/sell internally and how to be a great leader.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Amber: I love all of The Challenger Sale books.
Sales Assembly: Best sales or business related books, articles, podcasts or newsletters?
Amber: Most of what I follow is one-off things that colleagues and connections post on LinkedIn. You can always find great content there!
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Amber: Outwork everyone around you. Also, you need to build great working relationships internally, so you have support when you need it. If you respect people, they’ll respect you and, in turn, help you get the job done. Having your colleagues on your side is often what helps get deals done and gets them done quickly.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Amber: One trend is how we will connect with our prospects. Calls, emails and meetings are not the only means to do this anymore, and it will be interesting to see how our communication channels evolve even more in the coming years.
Sales Assembly: What’s your greatest quality as a sales person?
Amber: Resilience - no matter how many no’s I get or challenges I encounter, I always find a way to keep moving forward. It’s important to learn from every deal and experience but to not let them derail you.