Social Selling in Action: Q&A with Eloqua’s Top Salesperson (Part 5 of 5)


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This is the fifth of a five-part blog series based on the SalesGuru Community Event “Social Selling in Action: Best Practices from Eloqua’s Top Salesperson“. Special thanks to DocuSign for sponsoring the community and this event. Catch up on part one here, part two here, part three here, and part four here.

The finale of this series focuses on what it takes to be successful in sales – what DNA you need, and the learned behavior you can pick up to be successful.

I want to ask you a question that comes to mind every time I talk to you. Does Jill Rowley scale? Is this trainable? Is this genetic? To be able to do this well, do you have to be pre-disposed to believe this anyway? Or can you take someone like yourself or anyone listening, anyone who is brand new to sales or brand new to this type of sales…can you teach someone to be this natural and do it this way?

Here is what I think. Success is and there is part DNA. When I was a little girl in Girl Scouts I was the #1 scout cookie saleswoman.


I was born to connect people with things that would benefit their lives. And at that point cookies enriched people’s lives. So I was born with that predisposition. But behavior can be learned, technique can be taught and learned and the passion…if you’re working for a company that you don’t truly care about, if you are selling a product that you don’t believe in and isn’t interesting, then you aren’t going to be Jill Rowley.

I am just immensely passionate about the solution we offer to our clients. And part of it is I truly understand the benefits we are bringing to our customers. So I read every Marque Award submission and we had 176 last year and I read every single one of them. I know what our customers are doing with our solutions and I know how they’re benefiting. I read every Net Promoter survey response – good, bad, great and ugly. I read them on a good day. On a great day when I need a dose of reality I read the bad ones first. If I’m having a bad day and I need an up I read the good ones first. So is Jill Rowley scalable? Is this something you’re born with or can it be taught?

I think behavior and technique can be taught, skill can be taught but if you’re not doing something that you’re passionate about, if you’re not working for a company you believe in, then no, this isn’t going to work.

Republished with author's permission from original post.

Matt Heinz
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.


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