Selling Is Human, with Mary Grothe [Episode 755]

Mary Grothe, Founder & CEO of Sales BQ®, joins me in this episode!


  • Mary Grothe relates her employment, starting at Paychex before she graduated from college. In 2008 and 2009, Mary was the number one sales rep and was asked to help rewrite their processes and methodologies.
  • Mary founded Sales BQ® in 2017. Sales BQ® helps build and execute revenue strategies, for B2B companies coast to coast, of up to $20 million in revenue. They build the revenue funnel through the whole customer journey.
  • Mary briefly describes the process and how they work with companies to make sure their clients are making “a lot of money.” It starts with IQ — understanding how the product works in the market to solve buyer problems.
  • You must be able to express passion, conviction, and enthusiasm and  “know your stuff.” As you provide expert the client will be comfortable with you. Next, show EQ — be a great human being; share an emotional connection.
  • Work consistently with BQ — the behavioral quotient. Be reliable, work harder than ever, avoid procrastination, be organized, block out your time, focus on following a good, pristine process for a high closing rate.
  • BQ was what set Mary apart from her colleagues at Paychex. She was never satisfied to get by. She always wanted to do her best.
  • Mary talks about the pristine process to close. Each person on the buying team has unique buying criteria, based on their role and need. People bought from Mary because she stood apart from other products or services.
  • People connect with other people. Drop the formality and fear. Connect with the prospect as they want to be reached. Different people have different emotional needs. Mary describes how her personality style works.
  • Mary tells how she teaches BDR teams to have genuine conversations with their contacts. Being natural is better than being restricted by a script. She shares an example of a “better question” for our time of sheltering in place.
  • In sales, Mary memorized client questions and what was important to them. Have your sales conversations around the “why” of customer needs. Mary teaches BDRs to have a frame of reference.
  • Andy suggests paying BDRs as you pay AEs. Mary, a hunter, would love to be a BDR. BDRs should be better than “entry-level.” Hire brilliant people and bring them to client meetings. Help your people develop.
  • One-on-ones are not about numbers or close dates that you already have in your reports. They are about mentoring and developing talent and skills. Work on your team’s mental mindsets.