January 29th 2019 Recap
PAUL SANTARELLI || VP of Sales
How to make an impact in Your First Sales Role
What to do after you get the job:
Three main things
Everyone should hit these things so that we can grow them into long-term salespeople at PitchBook
Do you give a sh!t
Will you work your a$$ off
The second two can’t be taught.
You will work harder at the things that you care about
How to show that you care:
Figure out the core values of the company
And WHY they are emphasized
Are you genuinely interested
Embrace & Drive Change
Company is constantly evolving
Never assume that bringing up something that could be done better has already been thought
Have to do the job before you can make changes
January 22nd 2019 Recap
DOUG WRAY || A1a, Inc.
BOBBY ADAMS || Summit Surgical
ALLI LATISLAW || MedBridge
ANGELA MENDENHALL || NanoString
Doug, Alli, Bobby, and Angela: What makes your industry unique?
· Doug: You’re actually in the operating room working with your customers on a daily basis
· Alli: Health care by nature is very complex, so you’re learning something new everyday
· Bobby: The fast-paced nature of it, I never found myself being bored while at work
· Angela: You have to be not only very knowledgeable about your own product, but those of competitors as well to help better position your own in a given situation.
What made you pursue Medical Technology as a career?
· Doug: Having the opportunity to build such close relationships with customers (doctors), it’s something truly unique to this industry.
· Alli: I was interested in working in a career that enabled me to help people be healthy again, but without having to go through medical school, and this was the most natural fit for me.
· Bobby: I had just left my last job and had applied to a job at Summit Surgical. I first interviewed at a truck stop, got offered a job, and two days later, I was already in the operating room with surgeons
· Angela: I had a background in biology, but also had a strong business acumen in college, so it was only natural for me to work in Medical Technology
What’s some advice you have for someone wishing to pursue a career in the Medical Technology industry?
· Doug: You have to be okay with having a flexible schedule, surgeries can often times take longer than expected, so you won’t always know when your workday will end.
· Alli: If you don’t know the answer to a question while in the operating room, it’s important to ask why they’re asking the question. That way, you can find the best possible way to answer the question.
· Bobby: Always be willing to learn. The industry changes so quickly that you always have to up to date with the latest technology and trends. We encourage our employees to share new articles with each other.
· Angela: Build a strong business acumen. In my experience, some of the best employees we’ve had are the ones that aren’t necessarily the most knowledgeable when it comes to science, but ones that have strong business acumen.
January 15th 2019 Recap
ERIC ASLAKSON || Director of Business Development
Eric spent the night talking about and going over the results from the Harrison Assessment that members took the previous week.
Everyone has God-given talents and you should find out what yours are and how to make them work for you
Know what you’re good at, and know what you’re not good at
Average person spends 10-20% of their time in their “good” zone
Try to spend more than that (50+)
Become self aware
The more you can study yourself, the better
Tell your interviewers
7 Habits of Highly Successful People by Stephen Covey
The Strangest Secret by Earl Nightingale
The Power of Story by Jim Loehr
The Energy Bus by Jon Gordon (Anything by Jon Gordon)
How to Win Friends and Influence People by Dale Carnegie
November 27th 2018 Recap
GWEN SPARKS || Director of Business Development
How do you decide?
What is the most important when finding a role
Do you have anything that’s a non-starter or must have
Too much advice can be confusing
Stress to pick quickly
Getting sold on roles
Keep it simple
Where do you want o be in 5 years? Whoa try 12 months
Is this putting me in the right direction
Is this helping me eliminate choices
Day to Day
Spending 8hrs a day doing what?
Where is the office
Who is your managers
Look for support and inspiration from your team
Stocks, benefits and OTE (On track earnings)
Commission vs base
Sending me in right direction
Making a worthwhile investment in yourself
Not super important in your first couple roles, very important later in your career
November 13th 2018 Recap
HALEY KATSMAN || Vice President of Account Development & Growth Optimization
What is Go-to-Market (GTM) Strategy?
An action plan that specifies how a company will acquire customers and achieve a competitive advantage?
Ideal customer Profile (ICP)
Why SaaS Software?
Evolution of Sales
Product centric approach
Highly transactional Sales
High rep turnover
Sink or swim
Solution-based sales vs. product
High SDR + Rep turnover
Highly personalized workflow
How do we provide the best customer experience?
What is your customer looking to accomplish?
Dynamic buying teams
Develop and grow people
Investment in learning
Anatomy of the Modern Buyer
Consensus Driven→ On average, 6.8 people must formally sign off on each purchase
Place Premium on Insights → 53% of customer loyalty is driven by sales reps offering unique valuable perspectives
Do their Homework→ 57% of the buyer’s journey has been walked through before the first meaningful interaction with a seller
Transactional vs. Consultative
Push a product through a very short sales cycle
Focus on acquisition
Traits: Quick, efficient, master at repetitive process, single-channel
Provide buyers with a value-driven insights that will impact their business
Focus on LTV (lifetime-value)
Traits: Problem solver, curious, relationship-builder, “learn-it-all”, omni-channel
How to Identify a Consultative SaaS Sales Strategy
Enterprise B2B customers
Complex Product or sales
High ASP (average sales price)
Investment in on-boarding, training, and enablement
Multiple career paths
Who are your customers?
How long is your sales cycle? What is the length of your average contract?
How many buyers are involved in your sales process?
What does on-boarding and training look like at your company?
How many people have been promoted? To which functions?
November 6th 2018 Recap
ANDY ANZURES || Associate Director of B2B Sales Program
BRETT BERGSTROM || Regional Indirect Channel Sales Manager
MYCHELE RIDDICK || Lead College Recruiting Manager
“Leading Without Tenure”
What makes a successful sales person?
Have to be a curious listener
Ask the right questions
Be adaptable to change
Keep a positive attitude
When doing B2B sales, make sure you find a company that helps other companies in a way that is important to you
B2B Sales Program
10,000 product options
Prepped for one product set
You will receive a niche
4-6 Month Training Program
Relocated into a Region of the U.S.
Performance in the program can affect your choice in placement
AT&T is investing $1 million in the program to train members about all products
One of the most competitive pay companies for college grads
Outside sales panel
October 30th 2018 Recap
JONATHAN GEYER || Pacific Office Automation
HUNTER MALBERG || Sysco Foods
KARL BOWMAN || USCutter
AMANDA FERGUSON || PepsiCo
CHRISTOPHER LEE || NetMotion Software
DANIEL SOUDAH || TEKsystems
Hunter, Karl, and Daniel: What makes your industry unique?
Daniel: The tech industry is ever-changing.
Karl: Cost of entry is low and there’s a lot to learn. Any business would need your services.
Hunter: Food industry is so large. Always someone who needs food
Jon, Amanda, Christopher: What does a sales role at your company look like?
Jonathan: Where the company is going is driven by sales. Entry-level role has a lot of training. You’re on a small team with one manager who acts as a mentor. Get your own territory after first promotion. Every territory rep sells everything.
Amanda: Sales Management Training Program as a launchpad for many different possible roles. Can manage a team of a 11 after 15 months. Can see an impact on small mom & pop shops all the way up to suite level.
Chris: Everybody is part of the sales process. Multiple sales managers working together towards one quota
Jon, Daniel, Amanda:Why outside sales? If you have had experience in both an inside and outside sales role, which did you like better and why?
Jon: Prefers outside sales. POA combines both. New business is important, but that relationship is maintained all the way through. Loves interacting with clients and being able to see them in person
Amanda: Outside. Loves interacting with people. Would hate to be tied to a desk all day. Always changing and every day poses new challenges.
Daniel: Outside vs. Inside sales vary by company;Make sure to define that at each company you look like. At TEKsystems you are the inside and outside rep. Loves impacting people through his job. All about the people all the way through.
Karl, Christopher, Hunter: What have you learned as an outside salesperson? (piece of advice/life lesson/etc)
Chris: Find out what matters to the client. “Nothing you say matters, unless it matters to them”
Karl: Always understand the customer’s situation. Listening is the best way to get to that point.
Hunter: Work-life balance is cyclical. Be comfortable being uncomfortable; that’s sales. Make sure you surround yourself with people who have the same mindset as you.
Daniel: Sales is hard regardless of the industry. It’s a mental game. Not always immediate gratification
October 23rd 2018 Recap
DREW DUDLEY || HSC VP of Operations
JACK HOOD || HSC VP of Recruitment
HOW TO UP YOUR LINKEDIN GAME
STEP ONE: Define your personal brand (three things you want your LinkedIn to show
people about you)
STEP TWO: Get a professional Headshot
STEP THREE: Your Profile
Headline- one sentence, two options
Make it your mission statement
Job Title @ Company
Biography - similar to a brand statement, no more than four sentences.
Job Experience - (internship, current job, leadership roles in organizations,etc). Should include:
Education - all degree programs you are participating in.
Volunteer Experience - any volunteer programs you work with regularly
Skills & Endorsements - hard and soft skills
If you endorse people they will endorse you
Ask for them
STEP FOUR: Job Internship Hunting
What types of jobs/internships are you interested in?
What cities/states are you interested in working?
Date posted - most recent
Experience Level - Internship or Entry Level
Set the job alert
STEP FOUR: LinkedIn reach out
Formula for LinkedIn messaging = Introduce yourself + Tell them why you are reaching out + Include a note about their profile or experience + End with a call to action (Schedule informational interview or phone call)
STEP FIVE: Curate your feed
Customize your feed
Customize your profile
STEP SIX: Generate content
Key is to post as frequently as you can with meaningful content
October 16th 2018 Recap
KURT BILAFER || GENERAL MANAGER, AMERICAS
“Good Sales is the application of selective patience by generally impatient people”
Skills to be successful
Always be Learning
You’re never too old
Be where your customers are
LinkedIn: Share content
Be prepared, Informed & On time
“Trust is hard earned and easily lost” -Jeff Bezos
Never Lose Alone
Be Collaborative, Share & Listen
Don’t just pick your role, pick your leader
All experienced build off of your first one; look at the long game
Focus on the Things You Can Affect
Learn how to navigate through the hard stuff
“You did not wake up today to be mediocre” -John Wooden
Plan Your Work, Work Your Plan
You Big Break can come from Anywhere (at anytime)
Accidental introductions happen
Be a Challenger, not a Lone Wolf
Develop a Routine, a processes
Otherwise sales will beat you down
“If you’re early, you’re on time, if you’re on time, you’re late, and if you’re late” -Vince Lombardi
Attitude is Everything
Mop or Broom Attitude
Don’t say “that’s not my job”
All about mindset
Add value through your interactions
People Buy from People
Earn trust by finding something in common and building a connection through that
Own Your Day
If you don’t have an answer to a question, know where to get it
Blitzscaling by Chris Yeh and Reid Hoffman
The Challenger Sale by Brent Adamson and Matthew Dixon
October 2nd 2018 Recap
KATE LONDGREN || SDR SALES MANGER
STEVE DURAS || SDR SALES MANAGER
JULIA YEH || SDR TEAM LEAD
KATIE REHRMANN || UNIVERSITY RECRUITING PROGRAM MANAGER
If you weren't able to attend this weeks meeting, here is a brief recap of what you missed:
October 9th 2018 Recap
STAN CHOFLET || VP, INSIDE SALES
Landing your 1st Sales Gig
Evaluating your future employee
Questions to ask
Commodity Products or Highly differentiated?
Use your network
LinkedIn or people that you know to find someone who works or used to work there
Talk to a reseller (tech companies)
Reach out to people you don’t know just ask, “hey what’s it like to work at this company”
People who used to work there are even more valuable
How do you GET PAID
Types of Entry Level Sales Jobs
What Fits You Best?
High activity, Inbound sales leads, market leader
Lower pay, lower stress
Existing account base, grow & expand, customer service
New accounts, outbound prospecting, new markets
More rejection, higher stress, higher pay
What to Expect @ F5 Assessment Day
Role play → Presentation → Panel Interview
Effective in hiring people quickly
Other companies also do this
Roughly 15 people
Characteristics of a Seller
Natural Curiosity “why?”
Asking thoughtful questions
Listen, Respond, dig
Hunger (Wolf in sheep’s clothing)
October 2nd 2018 Recap
KATE LONDGREN || SDR SALES MANGER
STEVE DURAS || SDR SALES MANAGER
JULIA YEH || SDR TEAM LEAD
KATIE REHRMANN || UNIVERSITY RECRUITING PROGRAM MANAGER
If you weren't able to attend this weeks meeting, here is a brief recap of what you missed:
Finding your why:
What drives and motivates you
More than just money
What is your end goal?
What are you willing to do to make sure you achieve this goal?
When things get tough or you start to feel complacent, focus on your “why”
Best way to deal with adversity
Figure out your key motivators that relate to your “why and use those to find out if sales is the right path for you
Define what success means to you personally
Ask yourself “what’s next” to redefine success
Create a vivid mental image of you as a success- this image should be as vivid as you make it
Clearly define goals
Clarify your personal values
Sales is a really easy job to cut corners in
It’s a meritocracy
Competitiveness (with yourself or others) & being driven
Outside Sales v. Inside Sales
Top 10 things that DocuSign looks for in applicants
The Interview Process
How to get the interview
Research company career page
Research who you know interviewing with
Informational interviews with current and past employees
Attend company events, trade shows and conferences
Prep for interview
Write questions ahead of time
Review online brand (they check FB and LinkedIn)
Ask yourself the tough questions (because interviewers definitely will)
Questions for interviewers (write ahead of time)
Individually addressed thank you email
Talk about specific things talked about in interview
Talk about things specific to DocuSign
DocuSign Internship Program
Starting to interview for internships October 15
Basically thrown in to the full time SDR roll
Part time: 15-20 hours (Works with Sales Practicum)
Receive the same training as full time SDR
Two week training program
EMAIL firstname.lastname@example.org if interested
November 14th 2017 Recap
HALEY KATSMAN || HALEY@HIGHSPOT.COM
AUSTIN HITCHCOCK || AUSTIN@HIGHSPOT.COM
JULIE LEVINE || JULIE@HIGHSPOT.COM
October 24th Recap
On Tuesday, October 24th, we welcomed DocuSign's Meredith Wellnitz and Kate Londgren. DocuSign is changing how business gets done by empowering more than 300,000 companies and 200 million users in 188 countries to sign, send and manage documents anytime, anywhere, on any device, with confidence. They are a paperless company replacing faxing, printing, and scanning.
If you weren't able to attend this weeks meeting, here is a brief recap of what you missed:
How to Get the Interview:
Research the company career page
Research who you know in the company - use Linkedin
Schedule informational interviews with current and former employees
Attend company events, trade shows, conferences
How to Prepare for the Interview
Write out the interview questions
Research the interviewers - know their roll and how it involves the role you are applying to
It's OK to check Linkedin (good way to build rapport and to see previous positions)
Review your online brand
Ask yourself the tough questions
“Tell us about a time when you fell flat on your face. What happened and how did you come back from that?”
“Tell us about a time when you were reaching for a goal and didn't hit it.”
“Tell us about a time when you got tough feedback, what was the outcome from that?”
Be honest with your answer, don't just try to have the "perfect" answer
Interview people you know at the company
Prepare meaningful questions
“What does a day look like?”
“Whats quota? How many people meet it?”
“What resources are available to me if I am struggling?”
Know the basics - What brings you here today?
Know your short and long-term goals
Know your strengths and weaknesses
Know your own value proposition
Prepare 5-7 STARs
Dress to impress
Ask for feedback
Individually addressed and personalized thank you emails
What brings people to DocuSign and why they are still there:
The opportunity is massive
We are making a meaningful impact
Our people are collaborative, passionate and seasoned
We build things - great companies, partnerships and friendships
The harder the problem, the more fun we have
Meredith Wellniz || Meredith.Wellnitz@docusign.com
Kate Londgren || Kate.Londgren@docusign.com
mCM / ASSURED PARTNERS
October 17th Recap October 24th Recap
On Tuesday, October 17th, we welcomed MCM / Assured Partners' Matt Hoskinson, Katrina Johnson and Lorrie Baldevia. MCM/Assured Partners is one of the fastest-growing, independent insurance organizations in the nation. They are also an industry leader in employee benefits, executive benefits, retirement plans, insurance advisory and property & casualty. Some of their values include supporting their communities, putting clients first and also setting high standards for expertise and personal service.
They Presented the topic, Business Etiquette & Why Insurance is Cool.
We got to hear their top 10 tips:
1. State your name clearly 2. Always stand when being introduced
3. It is not nice to point 4. Watch your language
5. Keep your stories clean 6. Handshake don't fist bumb
7. Don't interrupt 8. Keep your phone in your pocket
9. Look people in the eye and smile 10. Ask if you don't know
April 19th Recap
On Tuesday, April 19th, we welcomed the author of “First Job, First Paycheck,” Jeff Lehman. As a business executive with 30+ years of management experience, Jeff has used his expertise to counsel several companies on how to increase their market value. He also gives back to the community through active involvement in the professional sales programs at the University of Central Florida and the University of Washington; Both of which have won championships at various national and international sales competitions.
Hands down, Jeff’s book “First Job, First Paycheck” is the perfect read for a college student transitioning into adulthood. It is divided into three main categories providing insight on how to: land your first job, get the most out of that job, and then how to handle the compensation and responsibilities associated with the first paycheck. If you’re interested in purchasing a copy for $5, come to next Tuesday night’s meeting or email email@example.com!
If you weren’t able to attend Jeff Lehman’s presentation last week, here’s a brief recap of what you missed:
As college students, we’re used to a comfortable routine. We wake up for class, study at the library for hours, and are surrounded by many like-minded people sharing similar goals and interests. Upon graduation, we will be some of the youngest within an organization and there will be a lot of responsibility on our shoulders that we aren’t used to. Instead of being hard on ourselves, we must realize that the first two years in the workforce are naturally going to be shocking and disorienting. Don’t beat yourself up, it will get better.
Challenging the Status Quo
There are a lot of myths perpetuated in life. Never assume that the “way it’s always been” is the “way it should always be.” If you have a great idea or a new system that works better than the one in place, speak up and challenge the status quo. When doing this, keep a few other things in mind as well..
Following Your Passion v. Always Being Passionate
Often times you hear people say “do what you’re passionate about and the money will follow.” Wrong. Although you’re passionate about something, that doesn’t necessarily mean that you will find monetary success in it. Instead, live life with the willingness to find passion in whatever you pursue and you will be happier in the long run.
Your success in life is directly related to the quality of the questions you ask and what you do with the answers, so get good at asking them. If you can listen and creatively solve problems - whether that be in the workplace or in your personal life - opportunities for success will be at your disposal.
Perfection vs. Excellence
A Pulitzer award-winning writer proofed Jeff Lehman’s book and there were still a handful of typos overlooked. Mistakes are natural and perfection is unrealistic. What looks perfect today will look imperfect to you tomorrow, so try your hardest and do your best but don’t be discouraged if the outcome isn’t exemplary.
First Job, First Paycheck
Next Generation Indie Book Award Winner
USA Book News: Best Books Double Award Finalist
“Every university should hand this to their graduates with their diploma. It will get you excited and motivated to start planning your future.” - Charlie A, University of Central Florida student
Many careers you will one day have will be in industries that don’t even exist yet so keep your radar on and be perceptive to economic trends
Take personal responsibility for your actions; Do the right thing
Have as many mentors as you can; The smartest CEOs have multiple
Always have a realistic goal and a plan to accomplish it
Creatively spend your money
I.E. Engagement rings: you don’t need to spend $7,600 on one
Spend less than you make = key to becoming wealthy
Buy the slightly used car instead of the absurdly expensive new one
Jeff Lehman || LinkedIn Profile || firstname.lastname@example.org
April 12th Recap
On Tuesday April 12th, Husky Sales Club welcomed Ecolab Inc, one the largest energy and hygienic resources to the health, restaurant, and hospitality industries. Voted "one of the world's most ethical companies" by Fortune 200, Ecolab Inc. demonstrates success in more ways than one. Territory Sales Manager, Jake Applegarth, shared some insight into this success, highlighting the importance of "Building Rapport" in both your personal and professional life. Here are some of the takeaways from the meeting...
Tips for Strong Introductions
Find a commonality
Add a bit of humor and personality
Keep the conversation balanced
Don’t forget that you have two ears and one mouth for a reason
Share your “About Me”
Adds perspective and credibility
Helps find common ground
Allows you to better understand each other’s motivating factors
People Like to Talk
Business owners are passionate about what they do
Encourage the customer to do most of the talking
“What’s new with your business?”
“How did you get your start in this industry?”
Compliment and resonate with their business
“My favorite thing about your product is…”
“I’m one of your business’s biggest supporters, I’ve used your product for years."
Have a humble agenda
Set all else aside and do the right thing
Build long lasting relationships and your clientele will follow you where ever you go
Align to the Buying Cycle
Where is your customer at in their decision making process?
Uncover customer’s needs
Encourage them to admit to a need
Explore how to satisfy that need
Select and implement a solution
Close the sale
Strengthen the relationship by following up and ensuring post-purchase satisfaction
The Importance of Gaining Trust
Trust = (Credibility) + (Reliability) + (Rapport) x (Customer Focus)
If you are a credible and reliable salesperson that builds rapport with customers and maintains their attention, success in business will be at your disposal
Jake Applegarth || LinkedIn Profile
April 5th Recap
Brahm Heyman visited Husky Sales Club last week on behalf of ClearSlide, a company that has revolutionized the sales industry through and through. Presenting on the topic, "Prospecting: A look into the Sales Funnel," Brahm provided us with the ultimate guide to creating a strong customer base within your business. For those who missed the meeting, don’t worry, we’ll catch you up. First things first, what is this whole “sales funnel” thing and why does it matter?
There are three basic types of people you will interact with during the sales process:
A lead is someone who is newly aware of your company or someone you have decided to pursue for a sale but has yet to be exposed to your company - You can also subcategorize further into what we call a qualified lead, someone that meets the qualifications of becoming a customer in the long run.
The definition of what a prospect looks like entirely depends on your company. Often times the term is used interchangeably with qualified lead, but generally a prospect is someone who has been introduced to and is interested in further contact with your company. All prospects are leads, not all leads are prospects.
You know what a customer is so we won’t dive in too deeply on this one. Customers are people who have made a purchase, simple as that.
Overall when working on your sales funnel, you should have two goals in mind at all times:
Ideally find and keep a lot of promising leads on hand so that you can funnel a larger number of people into the process
Increase the percentage of people moving from one level to the next down the pipeline (i.e. increase your chances of obtaining customers)
Although this is a very simplified introduction to the sales funnel, hopefully you now understand the bigger picture of the process. Later this month, Husky Sales Club executive member Alley Calkins will dive deeper into the subject matter on our Student-to-Student blog post - So be on the look out for that article!
If you’re interested in learning more about ClearSlide, feel free to reach out to Brahm Heyman on LinkedIn or visit the company’s website.
Brahm Heyman || LinkedIn Profile
ClearSlide || www.clearslide.com
Palo Alto Networks
March 2nd Recap
Sales Executive and Management Consultant Kevin Fulton joined us Tuesday night on behalf of Palo Alto Networks. As a next-generation security company, Palo Alto Networks is leading a new era in cybersecurity by enabling organizations to confidently pursue a digital-first strategy as they implement key technology initiatives within the cloud and mobile networks, while also maintaining complete visibility and control to protect their most valued data assets and critical control systems.
With more than ten years of management and sales experience, Kevin stressed the importance of searching for your “why” before anything else. Are you money driven? Are you looking to make someone in your life proud? Are you eager to make an impact in an imperfect industry? Knowing what motivates you is vital. That said, don’t expect to find this passion right away – As Kevin put it,
“Sometimes you have to wear a pair of shoes for a while before you determine whether you like them or not. Sales is the same way. You have to stick with the growing pains long term to see if you like it or not.”
Visit the links below to learn more about the amazing opportunities at Palo Alto Networks as well as how to develop your "why" moving forward...
Outliers by Malcolm Gladwell
How to Win Friends and Influence People by Dale Carnegie
Start With Your Why by Simon Sinek
Kevin Fulton | LinkedIn
FEBRUARY 23rd Recap
This past Tuesday was HSC’s first collaboration this school year with a company that is involved in medical device sales. Boston Scientific is dedicated to transforming lives by focusing on their investment in meaningful innovation in order to better serve their global patients, customers, and communities with the greatest level of care and compassion. Their products and technologies are used to diagnose or treat a wide range of medical conditions, including heart, digestive, pulmonary, vascular, urological, women's health, and chronic pain conditions.
Jeff Kuhl, the Global Manager of Sales Training in Endoscopy spoke to us about "creating customer loyalty: what works in today's complex sales world." With such a rapidly changing world, customers now have complete price transparency and access to unlimited information when it comes to evaluating their purchase alternatives. The number of stakeholders in a purchasing decision has also increased, thus making the sales process more complex.
In order to create truly valuable customer loyalty, the most important aspect is having real sales experience. It all comes down to HOW you sell, as opposed to WHAT you sell. Jeff and Boston Scientific make sure create the best possible sales experience with their customers by delivering value in three different ways:
Through the Product – knowing everything there is to know about the product and the benefits that come along with its features.
Through Customization – asking the right questions to determine the exact needs of a customer.
Through Teaching the Customer How to Run a Better Business – informing the customer on what they are missing and then providing a solution for them to improve.
When training his team on how to “teach,” Jeff advises his team to understand their customers’ businesses and to see the world through their eyes, identify how you can help a customer reach their business goals, and then teach to the solutions that Boston Scientific provides.
We are glad to have heard from Boston Scientific and this was a fantastic opportunity to learn from someone who boasts an impressive track record of surpassing his own sales plans and objectives.
Jeff Kuhl, Global Manager of Sales Training - Endoscopy | email@example.com
Chris Simmons, Territory Manager - Endoscopy | Connect with Chris on LinkedIn here
Molly Orr, Territory Support Representative - Endoscopy | Connect with Molly on LinkedIn here
The NuWest Group
FEBRUARY 16th Recap
HSC had the opportunity to host The NuWest Group, a collection of well-established recruiting services brands. They have divisions in Healthcare, Engineering (Mechanical, Electrical, Manufacturing and Information Technology), and the Sciences. NuWest Group voted one of 2015’s top 100 Best Places to Work in Washington and the Eastside’s 50 Fastest Growing Companies according to the Puget Sound Business Journal!
Representing the company was Liz Weber, a director responsible for growing the best team of engineering recruiting professionals. She spoke to us about being "inside the mind of a hiring manager." More specifically, she showed us the three main similarities between being in a sales position and going through the job hunting process: understanding your audience, having pleasant persistence, and ongoing networking.
On top of this information, Liz reminded us all that recruiters and recruiting managers place a lot of significance on extracurricular activities. It is the best way for students to better understand the world and the people around them, as well as capitalize on an opportunity to develop leadership abilities. The most important things recruiters look for in candidates are: internships, employment during college, volunteer experience, and extracurricular activities.
When interviewing people, Liz has her own methodology for evaluating if a candidate will be a good fit at her company. She makes sure to always evaluate if the candidate will get along with all the people in her team. Liz also takes in to account if someone will need a lot of handholding or if they are resourceful in learning from all the employees. She always asks two important questions as well: “what is your expectation on what ‘hard work’ means” and “how will you do with the pressure of setting and tracking your goals and having a sales plan?”
Liz has a total of 19 years of technical recruiting and business development. We are lucky to have her insight as we begin our own job hunts!
Liz Weber, Director | firstname.lastname@example.org
FEBRUARY 9th Recap
As one of the world’s most prominent food and beverage companies with over $66 billion generated in annual revenue, PepsiCo withholds a global portfolio of diverse and beloved brands, including Frito-Lay, Gatorade, Pepsi-Cola, Quaker, and Tropicana.
On Tuesday night we welcomed Cortnee Crane, one of PepsiCo’s current Senior Key Account Managers. Cortnee began her presentation by encouraging students who are interviewing for jobs and internships to begin the process by first “focusing on fit.” By this she suggested starting with internal reflection in order to assess whether a prospective company aligns with your values or not. Moving forward, recognize that no experience is too small and never neglect the small wins you have along way. So what if you don’t get your dream internship this time around? You will still gain vital interviewing experience and learn a bit more about the strengths and weaknesses you need to work on moving forward.
Towards the end of our time with PepsiCo, Cortnee gave us some insight as to what it means to be a strong leader in the workforce. Perhaps the strongest piece of advice she gave our audience was, “denial can be the greatest hurdle that leaders face in becoming self-aware, but authentic leaders ask for and listen to honest feedback.” For more information on how to thoroughly prepare for your future career, Cortnee suggests reading U R A Brand by Catherine Kaputa and Play Like a Man, Win Like a Woman by Gail Evans.
Click here for more information on upcoming opportunities at PepsiCo.
Cortnee Crane, Senior Key Account Manager | Connect with Cortnee on LinkedIn here
HSC Career Fair
FEBRUARY 2nd Recap
Every year, Husky Sales Club teams up with some of the Pacific Northwest’s most renowned organizations to put on one of UW’s most prominent career fairs. On the morning of Tuesday February 2nd, our executive team and brand ambassadors diligently prepared Anthony’s Forum for 37 companies and 200 undergraduate students to gather in that afternoon.
Around 12:30 pm – thirty minutes before kick off– Undergraduates dressed in their best business attire did some last minute preparation by organizing their portfolios filled full with resumes and business cards. From the moment the event began all the way to its final hour, the energy shared between the recruiters and students was incredible. It’s safe to say that without the direction of our VP of Events, Mackenzie Kruger, the career fair wouldn’t have been nearly as successful as it was.
We would also like to thank all of the following companies and representatives on their behalf for making the event so special. From the support you give the Professional Sales Program to the opportunities you share with our students, the difference you make on campus is immense.
Altria Group Distribution Company, Amazon, AT&T, Bausch+Lomb, BiNW, Boston Scientific, ClearSlide, Comcast, DocuSign, E&J Gallo Winery, Ecolab, Fastenal Company, Federated Insurance, Insight Global, King 5, Kotis Design, Laird Plastics, US Cutter, Liberty Mutual Insurance, Medallia, Microsoft, Northwestern Mutual, Nuwest Group Holdings LLC, Pacific Capital Resource Group, Pacific Office Automation, Palo Alto Networks, PepsiCo | Frito-Lay, QBSI – Xerox, Seattle Corporate Search, Seattle Mariners, Slalom Consulting, Softchoice, Symetra Financial, Tableau, TEKsystems, UDR, WESCO Distribution, Zones
QBSI - Xerox
JANUARY 26th Recap
On Tuesday night we welcomed QBSI, a Xerox company that sells and services a variety of digital automated office and production equipment. The Senior Vice President of Strategic Initiatives, Laurie Rozenfeld brought with her executives Kelly Stackpole, Toni Morris, and James Aghabeigl to present on the topic: ‘Social Styles – Creating a Positive First Impression.’
One of the biggest takeaways from the meeting was an introduction to DISC, a behavior assessment tool that focuses on four different behavioral traits: dominance, influence, steadiness, and compliance. To begin, Toni Morris asked our students to look at the chart below and determine which category our traits aligned best with. From there we broke up into four teams, mingled a bit, and then prepared to play a game testing our newfound DISC knowledge. First, Toni would show us a video of a simulated meeting with a company executive and then out loud ask which behavior trait(s) the executive resonated the most with. Teams rushed to quickly collaborate ideas and shout out an answer – The ‘Dominants’ to no surprise won more often than not.
If you couldn’t attend the meeting but would like to catch up on what we learned, here is a chart briefly mapping out the DISC model. Take a moment to ask yourself two questions: ‘Which category do I fall under?’ and ‘How can I apply this information to my professional career?’
Kelly Stackpole, President | email@example.com
Laurie Rozenfeld, Senior Vice President | firstname.lastname@example.org
Toni Morris, Director of Learning & Development | email@example.com
James Aghabeigl, Director of Service | firstname.lastname@example.org
Pacific Office Automation
JANUARY 19th Recap
Last Tuesday HSC was lucky enough to welcome two incredibly talented speakers, Aaron Hager and Jonathan Geyer. Presenting on the topic, ‘Entrepreneurship as a Mindset,’ Aaron and Jonathan pressed us to describe what someone with entrepreneurship tendencies both looks and acts like in everyday life. Here are a few takeaways that stuck out to us…
What are some characteristics of an Entrepreneur?
Innovative, opportunistic, resourceful, risk-taker, fearless, welcoming to change, outlier, listener, driven, future-orientated, receptive, problem solver
On the contrary, what are some characteristics that don’t align with an Entrepreneur’s Mindset?
Practical, follower, reluctant to change, methodical, past/present-orientated, operator, uniform, unresponsive, careful, easily satisfied
Earning vs. Entitlement
One is not naturally born with substance; it is something gained over time and through experience. Similar to an entrepreneur’s mindset, aim to surround yourself with an environment that enables personal growth and provides your life with substance.
(Event) + (Response) = Outcome
Recognize that to any outcome, there are two contributing parts we must consider. Often times it’s easy to simply dwell on the event at hand rather than focusing on our response to the situation instead. It is imperative to assess situations with the intent to find a solution, especially if you desire a positive outcome. You may not be able to control the event itself but the way in which you respond is in your power.
It is always a pleasure to network with Pacific Office Automation, feel free to reach out to Aaron and Jonathan if you would like to get to know more about their organization.
Aaron Hager, Sales Manager | email@example.com
Jonathan Geyer, Field Sales Manager | firstname.lastname@example.org
JANUARY 12th Recap
HSC kicked off winter quarter on Tuesday, January 12th, with Northwestern Mutual - A full-service, comprehensive financial planning firm. For those unfamiliar with this exceptional organization, Northwestern Mutual strives to foster life-long relationships with clients that are founded on sound guidance and expert solutions. Speaking on their behalf, one of our favorite speakers, Eric Aslakson, drew from his experiences throughout his career in sales and taught us about the "20 Lessons of Leadership." Here were a few takeaways from his presentation...
1. Live day to day and aim to be the best version of yourself that you can be.
2. There are no secrets, only systems. If you ever find yourself in a moment of uncertainty, there's probably someone out there that has gone through a similar situation. Emulate their methods of success and remember that developing a system to solve a problem will provide you the very leverage you need.
3. Mastery is not always exponential. Similar to working on your golf game, sometimes one gets worse before they get better. That said, if you are rather process focused with humility and hunger for success rather than results focused with a big ego, the better results you will obtain.
4. Challenge those around you and have the courage to tell others the truth – But always with kindness.
5. Say it out loud. Studies show that what you hear yourself say strongly correlates with what you eventually believe. Daily positive affirmation can be more powerful than you think, so don’t be afraid to wake up in the morning and say “today is going to be a great day” out loud – Even if you look crazy doing so.
6. Surround yourself with good people. Easier said than done, but perhaps the hardest part is recognizing those who are holding you back rather than those propelling you forward. Take a moment to assess your friendships and have the courage to know when someone’s influence does more harm than good.
7. Make your moments memorable. Invite those around you into your world and provide them with impressions founded upon quality versus quantity. Additionally, don't be afraid to thank those who have left an impact on your life.
8. Know your "why." Often times we focus upon what we're selling and how we're going to do it rather than why the sale matters. This can apply to really anything - For example, imagine you are in an interview. Rather than stating a bunch of experience you have and how you obtained it, instead start with why you are interviewing for that company and that specific position. This will set you apart from the crowd right off the bat.
9. The hardest part of any situation is what makes it great. If it were easy, everyone would do it - Face challenges head on with a competitive mindset and know that persistence, optimism, and hard work are the truest keys to success.
DECEMBER 1st Recap
HSC welcomed TEKsystems, the largest private talent management firm in the world, this past Tuesday. TEKsystems is a subsidiary of Allegis Group; they enable companies to develop a competitive advantage in their markets by providing expertise in IT Staffing Solutions, IT Services, and IT Talent Management.
Sarah Wilson and Nikki Reusch, the Senior University Relations Recruiters, were joined by Matt Hulsebus, the Director of Operations for the Bellevue Market, to teach us about how to "how to build better business relationships.” They taught us about the three levels of business relationships that exist and what it takes to develop a logical and emotional connection with others. Here are some tips on how to develop deeper relationships:
Be authentic and curious when getting to know others
Make the relationship about them
Establish common interests when getting to know each other on a personal level
Match their style of conversation (including speed, tone, and voice inflections)
Actively listen and REMEMBER the things they say
In general, when developing business relationships, Sarah challenged us all to truly think about certain relationships we have that don’t come easy. By doing this, we can learn how to overcome obstacles that prevent us from developing an emotional connection with someone else. It also makes us more aware of the people around us and how to better relate to diverse people and personalities.
To learn more about TEKsystems, visit their website at: http://www.teksystems.com/
Sarah Wilson, Technical Recruiter | email@example.com
Nikki Reusch, University Relations Recruiter | firstname.lastname@example.org
Amazon Web Services
NOVEMBER 17th Recap
Amazon Web Services joined us on this past Tuesday to talk about Customer Acquisition and the Importance of Prospecting. AWS offers reliable, scalable, and inexpensive cloud computing services. Cloud computing makes it simple to access servers, storages, and databases through web applications.
Matt Sullivan, the Head of Demand Generation, discussed with us the various challenges that salespeople face when prospecting. Some common challenges include finding the key decision-maker, getting past gatekeepers, mastering a pitch, and the fear of rejection.
Matt informed us that executives actually want to talk to us. After long days of dealing with their managers and employees, they enjoy being interrupted from their jobs. That is why as salespeople, we must realize that the first conversations we have with executives are not selling opportunities, but rather a chance for us to make ourselves memorable.
On top of that, Matt stressed the importance of finding touch points with executives and utilizing multiple mediums of contact in order for your value proposition to be absorbed. It is important to take advantage of calling and leaving voicemails, sending emails, messaging through LinkedIn, finding time for face-to-face interaction, and getting to know an executive’s assistant.
If you want to learn more about Amazon Web Services, visit their website at https://aws.amazon.com/
Matt Sullivan, Demand Generation | email@example.com
National Team Selling Competition
OCTOBER 28th | Bloomington, Indiana | Kelley School of Business
On October 28th, four University of Washington undergraduate sales students and Foster Professional Sales Program’s Assistant Advisor Rick Carter set out to Bloomington, IN to compete in the National Team Selling Competition at the Kelley School of Business. The students representing the University of Washington were Ty Beauchamp, Taya Ampleyeva, Makenzie Kruger, and Erik Meister (in order from left to right). The team received a seventy page long case study two weeks prior to the competition and spent upwards of one hundred hours in preparation for the competition.
The competition took place from the 28th-30th of October and consisted of two phases. During the first phase the team had the opportunity to meet with their potential client for a needs analysis. The team then had the evening to tailor their presentation for the phase two: the sales meeting, which took place on the 30th. The University of Washington team performance was highly regarded by the judges from 3M and Altria.
The success of this team is in large shared by the corporate sponsorship and guidance of past competitors, as well as the University of Washington faculty. The final rankings of the twenty-one competing teams have yet to be announced. When asked about placement in the competition, the team agrees that their standing is the least of their priorities from the competition. All four students commented on the wealth of real world business knowledge that they acquired from the experience. As Marketing team member Makenzie Kruger said, “this is one of those times where sales education truly meets real world experience and this competition taught me more than I have learned in a quarter long course on sales.”
For students interested in competing in next year’s National Team Selling Competition please reach out to Assistant Director Rick Carter at firstname.lastname@example.org
NOVEMBER 10th Recap
The Husky Sales Club had the opportunity to welcome BiNW this week. We were joined by the President and CEO, Sean O’Brien, and the Vice President of Sales, Don King. BiNW combines their knowledge, flexibility, and value together in order to deliver interior spaces that inspire users and improve efficiency. They have a partnership with Herman Miller to provide expertise in four main environments: Corporate, Learning, Healing, and Government.
Don and Sean presented about “what customers look for in a salesperson.” People, in general, are always thinking about the acronym WIIFM: “What’s in it for me?” During the pre-call stages of a sales call, it is important for all salespeople to evaluate how they can create value for their customers; salespeople need to find a win-win strategy.
This raises the question, “how do salespeople create a strategy when selling to someone they don’t know?” Don helped us create a simple list of of how salespeople can establish credibility when having a sales conversation with new prospects:
Do research about your prospects before meeting them. Use referrals, customer databases, and their company websites to better uncover their needs
Be sure to address how you can create value for them in ways that the competition cannot
Reference a mentor you have received advising from (borrowing credibility)
BE PERSONAL! This is an opportunity to show prospects your extensive knowledge of their needs through your listening skills, honesty, and humility
Once you have formed a relationship with a prospect, it is important to keep adding value to your relationship in order to ensure its longevity. Here are some more tips on how to do just that:
Help them navigate all their alternatives
Offer unique perspectives they have not considered yet
Provide on-going updates when you do more research
Make sure all the work you do with them is collaborative and constructive
If you are interested in learning more about BiNW, here is a video that helps better explain their mission and how they go about achieving it:
NOVEMBER 3rd Recap
Tableau Software joined the Husky Sales Club on November 3rd and shared with us their breakthrough products that change the way people use data. They have created easy-to-use software that helps people achieve greatness with data.
Regional Sales Leader Monte Montemayor presented on “what it takes to stand out in a Sales Profession - both from the perspective of getting the job, as well as once you land the job.” We are lucky to have had him share his thoughts with us from the 25+ years of sales and sales leadership experience he has accumulated throughout his career.
In Monte's personal experience, there are 3 key attributes that can help you stand out in a professional sales position:
Empathy - being able to truly understand your customer's problems and the pressures they face in order to help them make the right business decisions.
Curiosity - having the interest to constantly learn and know more than what is expected of you.
Asking Questions - not only asking many questions, but also asking insightful questions.
Monte also provided us with interview assistance. When preparing for an interview, he informed us to keep a few things in mind:
Understand what a company does, how the company does it, and why they do what they do.
Research your interviewer and learn about their career path and experiences.
Be prepared to offer 3 strong reasons for why you want to work at the company you are interviewing for.
Be able to fully communicate what distinguishes you from the rest of the applicants. Talk about what you bring to the table and how you can create "lift" to the company.
Know what you are looking for in a company, team environment, and in a boss and/or manager.
Always prepare 2 questions specific to the company, 2 questions about the position you are interviewing for, and 1 personal question for the interviewer.
To learn more about a full-time position or a summer internship with Tableau Software, visit their website at careers.tableau.com
OCTOBER 27th Recap
Last week Husky Sales Club brought Laird Plastics to campus for an informational session on "How to ask effective questions in an interview." Profit Center Manager Scott Burton walked us through the interview process and how to be a stand-out applicant. Here are a few tips that stood out to us:
QUESTIONS YOU MIGHT BE ASKED IN AN INTERVIEW:
Why should we hire you? What's your brand? (Be prepared for a follow up question as well)
What do you look for in a company? (Empowerment? Impact? Happiness?)
What are your weaknesses? (What is your plan of action to fix them?)
What's the last book you read? (Always be prepared for a wild card)
What's the name of our CEO? (Did you do your research?)
QUESTIONS TO ASK IN AN INTERVIEW:
What are some characteristics that past employees in this position had that lead them to success within the company?
Can you describe the company's core values a little more in depth for me? (Make sure to familiarize yourself with the company's core values/mission prior to the interview)
After this interview, what are the next steps in the hiring process? (Show genuine interest in the outcome of the interview)
How do you think this interview went? Do you feel I would be a good fit for this company? (Being honest and bold can never hurt!)
Don't be afraid to ask the interviewers a few of the same questions they asked you earlier (Hopefully they can answer the questions as well as they wanted you to)
A FEW MORE TIPS:
Print off pages with the some of the company's information and put it in a binder with your resume and/or business card (Looking overly prepared is never a bad idea)
Always maintain strong eye contact and SMILE!
Articulating yourself effectively is one of the most important aspects of a successful interview (Why are you the perfect fit for the position?)
If you prepare yourself well enough, the nerves will go away on their own (We all get interview anxiety, don't let your nervousness define you)
Most importantly: Have FUN! You are a student at the University of Washington, that is an accomplishment in and of itself.
Scott Burton, Profit Center Manager | email@example.com
SEATTLE CORPORATE SEARCH
OCTOBER 20th Recap
With the slogan, "Your future begins now," Seattle Corporate Search is an organization that provides candidates professional representation through expert interview advice and feedback.
Thank you to Brad Near and Katrina Moldskred for such an amazing resumé workshop! Both Brad and Katrina clearly expressed the importance of having an up-to-date resumé, as it is the best way to sell yourself. If you have any questions or would like to reach out to either Brad or Katrina for guidance on your resumé, they are both more than willing to provide you with their time and expertise!
For more helpful tips, check out this video Seattle Corporate Search's very own Sam Henry did on how to better prepare for a job interview: https://youtu.be/FqBuaEUUmuY
Brad Near, Recruiting Supervisor | firstname.lastname@example.org
Katrina Moldskred, Senior Recruiter | email@example.com
ALTRIA GROUP DISTRIBUTION COMPANY
OCTOBER 13th Recap
A big thank you to Altria Group Distribution Company for launching this year's speaker series for our club! AGDC owns and develops financially disciplined businesses that are leaders in providing adult tobacco and wine consumers with superior branded products. This organization is dedicated to developing leaders within the company, and it encourages creativity when it comes to improving the businesses they work with.
We appreciated Chris Elebesunu talking to us about "how to use effective story telling to sell anything, even yourself." His insight is directly applicable to all students interested in a sales career, especially as we begin our interview processes for internships and full-time post-graduate positions.
AGDC recruits directly from the University of Washington for summer internships and full-time positions. If you are interested in applying or learning more about the company, visit their website or contact Chris.
Chris Elebesunu, District Sales Manager | Christopher.O.Elebesunu@altria.com
MEET & MINGLE
OCTOBER 6th Recap
On Tuesday, October 6th, The Foster Professional Sales Program worked in conjunction with the Husky Sales Club to bring together 80 students and 40 corporate and sales executives from sponsoring organizations, thus kick starting the first annual “Meet & Mingle” event.
The goal of the event was to introduce sponsors of the Foster Professional Sales Program to exceptional UW students interested in pursuing a career in sales. The event was a huge success, receiving only positive feedback from both students and sponsors alike.
The sponsoring attendees represented companies ranging from small local business to global firms including: Amazon, Frito Lay, Medallia, TEKsystems, Docusign, PepsiCo, Zones, Liberty Mutual Insurance, Northwestern Mutual, Palo Alto Networks, Pacific Resource Group, Boston Scientific, Laird Plastics, Altria, King 5, QBSI-Xerox, and Tableau.
Presenters at the event included The Foster Professional Sales Program’s Director and Assistant Director Jack Rhodes and Rick Carter, as well as the Husky Sales Club's very own President and Vice President of Operations Spencer Toms and David Gilluly. To top it all off, Eric Aslakson, the managing partner for Northwestern Mutual and the keynote speaker for this year's event, spoke about professional networking and the value at any age of being a student of success. He explained that great companies are always in the process of interviewing, even in networking settings. Furthermore, he stressed the importance of effective networking through strategic planning in order to develop a diverse network.
We want to thank our sponsors, UW faculty, and the students who attended for making this a memorable night!