This is our interview with Nate Blackburn, VP of Sales at Acquirent. You can follow Acquirent at @Acquirent.
Sales Assembly: Give us your quick background in sales.
Nate: My first job at the age of 15 was as a door-to-door salesperson. I have sold financial products, advertisements and even owned a chain of cell phone stores. I currently am the VP of Sales, Client On-boarding. In this role, I work alongside the CEO to drive inside sales team success. I work with firms that specialize in tech, healthcare and business services. Secondarily, I work with new clients to devise overall strategy to insure result attainment for the beginning of client engagement.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Nate: Having a door-to-door sales team at the age of 15.
Sales Assembly: What's the best piece of sales advice you ever got?
Nate: James Davis, an old school sales guy, told me: "Sell the Difference."
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Nate: Call reluctance and knowledge of industry. Overcome it by being a difference-making change agent who can uncover true objections and solve problems.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Nate: Yes, I do for sales and leadership. They taught me that effort, ingenuity and mindset can take you farther and make you more effective than pure skill or talent.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Nate: The best sales book, but not really a sales book, is Influence: The Psychology of Persuasion. I am currently reading Originals by Adam Grant.
Sales Assembly: Best sales or business related books, articles, podcasts or newsletters?
Nate: Newsletters: Just Sell, The Sales Blog.
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Nate: 1) Listen. 2) Find the best person you can around you. Learn from them and try to do the best things as they do.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Nate: AI Technology for lead scoring and lead response.
Sales Assembly: Why did you choose sales as your profession?
Nate: I love the ability to help someone, but I really like the ability to be an artist of the close through persuasion.