Gerald and I discuss, among other topics, Gerald’s inadvertent sales error with a prospect that led to a record-breaking order, what Gerald learned from that mistake that led to the creation BuyerDeck, and how to provide the transparency and responsiveness that transforms the customer buying experience and produces more sales.
My guest on this episode of Accelerate! is Gerald Vanderpuye, Co-founder and CEO of BuyerDeck, a sales enablement and collaboration platform.
Gerald talks about his sales time at Rackspace, where he found customers had an unremarkable buying experience, which cost potential deals for Rackspace.
Gerald relates an email error he made by copying his customer on an internal progress report about that customer. This error ended in Rackspace’s winning the largest deal in the UK at that time and led to the creation of BuyerDeck.
How incorrect sales assumptions about buying motivations, who the decision makers are, and why they care about the product can derail a sale.
Why true collaboration between sales and buyers converts a sales opportunity into a buyer-seller project where proposals and marketing materials are shared, questions are asked, and reps can respond instantly, in one space.
Sales reps using BuyerDeck have greater engagement with buyers. They can also see which buyers are the most engaged, which means the reps can focus on them for a higher close rate.
What’s your most powerful sales attribute?
Listening and asking the right questions.
Who is your sales role model?
Someone I worked with — Saj Coluji.
What’s one book that every salesperson should read?
Any of Zig Ziglar’s books.
What music is on your playlist right now?
R&B: Jagged Edge, Destiny’s Child.