Sales Hustle is now Sales Transformation
July 23, 2022

#364 S2 Episode 233 - IT’S A-NUTTER SALES GUY: Discovering What Sales Is With Greg Nutter

#364 S2 Episode 233 -  IT’S A-NUTTER SALES GUY: Discovering What Sales Is With Greg Nutter

Is sale a science or an art? This is a question that a lot of sellers debate on. But what Collin wants to know is what Greg Nutter thinks about it. Greg is the Vice President of Global Sales at Darzin, a stakeholder management software company.

Let’s welcome Greg as he shares how he started his sales career and unpack his best moments in sales in this new series of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

Greg's first sales job
Beginning the sales journey with Xerox
The science vs. the art of sales
Simple sale vs. Complex sale

QUOTES

How Greg started his career in phone sales:
“My first selling job was telephone sales. Working 100% Commission where if you didn't figure it out, you starved. They had no sales training and very little sales coaching. The model was, get on the phone and sell.”

Greg’s discovery of the science of sales:
“Really discovered that selling is much more of a science than an art. And there were people who followed the science and did well, and people who didn't.”

Connect with Greg and learn more about what he’s been working on!

About Greg
About Darzin
Darzin Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

About Collin
About Salescast
Salescast Community
Sales Transformation

Wanna kick off your own kick-ass podcast?
Already have one? How about growing it, or even monetizing it?

LET’S TALK.


Is sale a science or an art? This is a question that a lot of sellers debate on. But what Collin wants to know is what Greg Nutter thinks about it. Greg is the Vice President of Global Sales at Darzin, a stakeholder management software company.

Let’s welcome Greg as he shares how he started his sales career and unpack his best moments in sales in this new series of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • Greg's first sales job
  • Beginning the sales journey with Xerox
  • The science vs. the art of sales
  • Simple sale vs. Complex sale

QUOTES

How Greg started his career in phone sales:

“My first selling job was telephone sales. Working 100% Commission where if you didn't figure it out, you starved. They had no sales training and very little sales coaching. The model was, get on the phone and sell.”

Greg’s discovery of the science of sales:

“Really discovered that selling is much more of a science than an art. And there were people who followed the science and did well, and people who didn't.”

Connect with Greg and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] My name is Colin Mitchell and welcome to sales transformation, a daily podcast with the best moments from the most respected people in the sales world. The goal of this show is to give you a daily dose weekends included in 10 minutes or less to help transform the way you sell. I hope you enjoy today's episode.

[00:00:20] And now to David to tell you what you can expect in today's episode.

[00:00:29] Think about this sales is science or not, you know, a lot of sellers debate on this, but can't compute it either. But what Colin wants to know is what Greg Nutter thinks about it. Greg is the vice president of global sales at Darin. A stakeholder management software company. Let's welcome Greg, to he shares how he started his sales career and unpacked his best moments in sales in this U series of sales transformation.

[00:01:00] All right. Welcome to another episode of sales transformation. Very excited today. I've got Greg Nutter on he's the author of the new book, P three selling, and, um, he helps business owners and senior sales executives solve revenue growth problems through direct. Indirect or multi-channel sales models.

[00:01:21] Great. Welcome to the show. How you doing? Good. Doing great co thanks very much for the invitation. Yeah. Looking forward to jumping into some of the things in, in your book, um, and just learning a little bit more about your story as well. So, um, before we get into the more tactical things here, just give us a little bit of background.

[00:01:39] Where did your, how did your sales, uh, story start? Great question. Um, My first selling job, uh, was, uh, telephone sales, working a hundred percent commission where if you didn't figure it out, you starved. Uh, they had no sales training, very little sales coaching. The model is get on the phone and sell and, uh, you know, most people fail that way.

[00:02:07] I was very fortunate that I survived. Um, sounds like a famili familiar story. I don't know why so many people that have done well in sales started out that way. yeah. So after doing that for about seven or eight years, I was fortunate. I joined Xerox and back in the day, Xerox was. You know, Xerox IBM, they were the, uh, the places to work.

[00:02:28] If you wanna learn how to sell, sell, they had the, some of the best sales training in, in the world. Um, so I started as a sales rep, selling computer technology, um, became a sales trainer, became a sales manager. Eventually got up to a general manager of a branch, a major account branch. Um, And, um, really discover that selling is much more of a science than a, than an art.

[00:02:55] And there were people who followed the science and did well and people who didn't. Um, so from there, I went to, uh, kind of ping pong back and forth between companies who really understood selling on the process of it and companies that really didn't have a clue, which gave me a lot of insights around what works, what doesn't work.

[00:03:16] And then over the last, almost 18 years, I've been a consultant, independent consultant. I work with some very big companies from SAP to Microsoft, to Hewlett Packard and some little companies that are half a dozen people. Um, and they're both in an operational capacity and in a, uh, sales development capacity, which gave me some really good insights again, on what works, what doesn't work and, uh, how to take a team.

[00:03:44] Struggling to, to get 'em to perform. Yeah. So I, I, I'm curious to get your opinion on, you know, the science versus the art of sales, um, cuz it's a, it's a common, it's a common debate. Right. And um, so I'd love to just get your thoughts on, on those in the I, I, one of the first chapters in my book, I asked the question, define selling.

[00:04:15] And, uh, you, you know, you, you ask people what's selling and you'll get a whole lot of different. Uh, answers. In fact, my favorite one, I asked it a bunch was some sales reps. Yeah. And, uh, sales reps said it's getting people to buy my stuff. right. Yeah. Yeah. Um, which is true. Um, the challenge is there's two kinds of selling.

[00:04:36] There's a selling that we're really familiar with in a B2C and a consumer world. Um, humor world mm-hmm , um, which doesn't involve a lot of science. Uh, I call it clerking. It's kind of got a two step to it. I give information, I ask for the order, I give some more information and I ask for the order again.

[00:04:53] So I keep doing that and we're familiar with that when we buy electronics, a car, uh, many places we go, um, very transactional. Yeah. Yeah. In fact, we call that, uh, very yeah. Transactional or the simple sale. Um, and, and typically those relationships are very transactional as well. Y yeah. But in that kind of world, Being a nice guy taking time to the, the pub or the bar every Friday night or every other week or buying lunch.

[00:05:25] That's helpful because, um, being liked, um, means that they wanna spend more time with you. And therefore they're more likely to buy what you have because youre just providing information. The problem is, is when you move into a B2B sailing environment, which we could call solution selling or consultative selling or a complex sale, um, just being a nice person doesn't work.

[00:05:49] So the art of being friendly and outgoing and, uh, conversational, um, has much less impact, um, act, um, in that world. It's all about what I call creating awareness. Around and changing influencing perspectives. And that requires, um, a very different skill set. And it also requires process, which therefore back to your original question is, is why it's much more of a science, uh, than just the R of being a nice person.

[00:06:21] Yeah. And I think a lot of times, you know, people can struggle transitioning from that type of sale. To a cell that's more complex. That's more, requires more strategic thinking that, you know, just being a nice guy, isn't good enough to win the business. Thanks for tuning in to today's episode. If you're enjoying the show, drop us a review on your favorite podcast platform, and we hope that you'll tune in again tomorrow as we are here for you every day, weekends included to help you transform the way you sell.