Pop Quiz, Monday with Eric Yohay
The Pop Quiz, Monday is a fun little exam that we love to give to savvy business owners. The examination is not a surprise after all since the interviewee already knew about the questions in advance. However, we can always pretend and have fun with the scenario of a young entrepreneur sitting in class nervously biting on their pencil. They are ready to take a pop quiz on a chapter that they were supposed to read the night before. Instead, they played Metroid all night on their SNES (Oops, this was me in high school). The real purpose of the pop quiz is that this is a fun way to introduce business tips from real-world experiences that you can not learn in a classroom. We want to thank our entrepreneur for being a good sport and volunteering their time to answer a few questions to help our community grow from their knowledge.
I want to introduce you to our guest today who will be taking our Pop Quiz Monday.
Can you please tell everyone your name?
What is your job role?
Tell us about your company?
Salesflow is an outsourced Sales Development firm that helps companies from startups to Fortune 500 giants, supply their sales teams with current deals and superior market penetration. We have been around for three years and are scaling significantly.
What do you love most about your job?
I love speaking with small business owners who have found their niche. Today’s mainstream business media focuses on hyped VC-backed companies, even when there are way more five-person companies out there who are crushing it and innovating in their smaller niches. These business owners are the real source of growth for the economy, and they serve as a constant source of motivation for both our team and me.
What motivates you to get up every day and go to work?
Sales! There is no better feeling than closing a deal. Not only do we get to close deals for our own company, but we get to see deals come in for all of our clients throughout the day. Just seeing our team chat light up with all of the leads we’ve booked for our clients is a straight shot of adrenaline that keeps me going every day.
How do your co-workers inspire you?
Our team is what makes us exceptional at what we do. Our team is resilient and realistic- we’re a small growing company, and it’s not always smooth sailing to the top. When we are hard-pressed to deliver results, our team still shows up. They come to work with new ideas, and they’re motivated to break records and are never afraid to make their ideas and contributions known. I know it’s not always easy to stand up and make your voice heard in front of co-workers. I’m inspired by the confidence and steadfast commitment to our clients.
How do you have fun at work (team building, pranks, etc..)?
We are big on team pushups. We do 100+/day. We also do team dinners and outings around NYC when we hit our goals.
What are some of the challenges of your job?
Having to have the real talk about sales with a prospective client. Companies who are new to sales are often dissolution about what sorts of strategies will work when hunting new business. Going after “anyone with a budget” will fall on deaf ears (we get this request more often than you would believe). Only a laser-focused longer-term approach on your target verticals will get any traction.
What are some lessons learned from a past project that you can share with us?
Don’t ever assume that you will know a client’s business better than they do. We try only to take on clients that we are 100% confident we will perform for. The problem here is that our process can work for nearly any B2B company. This means we often steer away from businesses that could earn millions from partnering with us, just because we are not confident enough that we will be able to knock it out of the park. Sometimes, a company convinces us to take them on despite our reluctance. One of our best clients was a fuel efficiency consulting practice. If I told you the sales pipeline we built for them, you would call me a liar. When it clicks, keep doubling down! Also, trust your clients even when you are a bit out of your comfort zone- learn from them!
What advice would you give to someone who is starting in your industry?
As a consultant, stop selling. Have real talks with clients, explain why companies keep working with you and stop with all the marketing jargon. I come from Adtech which, is filled with jargon that doesn’t add value. In our world, no one cares about “engagement,” it’s all about new revenue booked. Don’t make it more complicated than it needs to be. Stand by your expertise and results.
Thank you for taking our pop quiz today. You get an A+ for effort. You can learn more about our interviewee and their business by visiting them on the web:
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