Fireside Friday with Justin Cardillo
Sales Assembly: Give us your quick background in sales.
Justin: I started in high school, selling Cutco knives up and down the neighborhood. I had no idea what I was doing, but I loved it. Since then, I've had the opportunity to learn from some really great sales leaders at Quicken Loans, Xerox and ADP. For the past seven years, I've been selling HR software into Enterprise accounts. Today, I lead a really talented team at PerkSpot, where we help HR executives build a more competitive perks offering.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Justin: I'd say partnering with McDonald's to offer PerkSpot to their 12,000 US stores. It was a great team win, where every department was heavily involved. After a very long, tedious process, my contact at McDonalds called me on my wedding day to tell me that we won! A few days later, I came back to the office, and the team had surprised me with an endless tower of hamburgers, fries and champagne - it was great.
Sales Assembly: What's the best piece of sales advice you ever got?
Justin: I don't know if this is the best, but probably the most recent that stuck with me: "The greatest competitive advantage is knowledge."
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Justin: The inability to dig out the true objection. So often we are either given an incorrect objection or we assume it. Second and third level questions are critical to finding out the true concerns.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Justin: I have several mentors that I lean on quite frequently. Every time I speak with them, I learn something new.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Justin: Predictable Revenue helped us fuel our initial growth at PerkSpot, I owe Aaron Ross a ton for that one. I recently enjoyed Sales Management Simplified by Mike Weisenberg; he does a great job of getting back to the basics.
Sales Assembly: Best sales or business related books, articles, podcasts or newsletters?
Justin: I really like Hubspot's articles; I find myself forwarding their emails to my team quite often.
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Justin: Ask questions. Ask your prospects, ask your teammates, ask your boss. Be inherently curious. Don't be afraid of sounding dumb. Oh, and have fun with it - you won't survive if you don't.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Justin: I'm curious to see the affect AI has on sales.