Ep 51: Achieving Mastery in Sales with Lauren Delfino
This episode of the Sales Career Podcast with Kevin Hopp features Lauren Delfino, Vice President of Sales at RxVantage. She digs deep into how she went from slinging magazines to working with B2B businesses and start-ups.
Lauren shares some insights on adjusting to enterprise sales from doing shorter sales cycles and the difference in strategies between the two. She also shares lessons she's gained from laying off employees and being on the other end of the stick as well before that.
HIGHLIGHTS
- From direct-to-consumers sales to B2B and start-ups.
- Shorter sales cycles vs enterprise sales
- Lessons in being laid off
QUOTES
On the work ethic that she demonstrated - Lauren: "I wasn't the best salesperson. I thought I was in my head, but I was quickly humbled. But I did work my tail off. And with working your tail off, as you know, you're getting more at-bats, you're getting practice, you're learning every time you fail and that's what projected my SaaS experience."
It's good to have your own brag book - Lauren: "I wish I would have done a better job of snapshotting things. Not necessarily to show people but at least so I have a record of every accomplishment that I have and have the exact numbers to support it."
Finding SDRs that have low productivity metrics - Kevin: "The thing about sales is if you are not selling, you're not being productive. I think a lot of people confuse busywork and admin work with being productive in sales and there needs to be a healthy mix of lowering the admin work to an acceptable level, let's call it 15-20% of your day. But you should be selling the rest of that."
Find out more about Lauren and connect with her in the link below:
You can find and connect with Kevin Hopp in the links below:
- LinkedIn: https://www.linkedin.com/in/khopp/
- Website: https://www.hoppconsultinggroup.com/