This is our interview with Jason Lovelace, Chief Sales Officer (CSO) at SPINS. You can follow SPINS at @SPINSllc.
Sales Assembly: Give us your quick background in sales.
Jason: For as long as I can remember, I have sold. I elected early on to create my own opportunities and not allow them to happen. Sales provides a platform to define your success by pure differentiation.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Jason: Watching hundreds of individuals that I hired grow, develop and prosper into remarkable sales leaders both alongside me and beyond.
Sales Assembly: What's the best piece of sales advice you ever got?
Jason: If you don't ask, the answer is always "no!" - Buzz Barton.
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Jason: Information is more readily available than ever. Buyer education is done before you ever meet with a prospect. With a simple search online, they can have a strong frame of reference on what you are trying to sell. Therefore, it is imperative that sales professionals learn how to solve complex issues by "creating a buyer."
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Jason: Early on in my career, I elected to always have a mentor and had two that I hold close to my chest. It's funny how today the roles have reversed, and now I am mentoring 3 - 5 key sales executives colleagues.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Jason: I have read many great sales books, however one that comes top of mind is Questions that Sell by Paul Cherry. I just finished reading This Won't Scale by The Drift Marketing Team.
Sales Assembly: Best sales or business related articles, podcasts or newsletters?
Jason: Sales Assembly
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Jason: Differentiation is the key to the game. How are you going to differentiate yourself from all the noise, all the tasks and all the salespeople.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Jason: My fear is that the sales practice is becoming "soft." More and more sales professionals are relying on auto-generated leads vs. going out there and making it happen on their own. Again - Differentiation!
Sales Assembly: What is a sales professionals number one responsibility?
Jason: CREATE A BUYER!