Chris has been selling in the tech space for 16 years. 9 time Presidents Club award winner, 2 time Founders club winner and an awesome human being. Listen and learn from Chris Moore!
- Didn’t think he would be in sales
- Played soccer at Sam Houston State - thought soccer would be the rest of his life/career
- Started at Enterprise rent-a-car - youngest manager
- Coached people to be a leader, sold that damage waiver
- Met Nicholas Holland in Houston → heading back to Nashville for a startup and $500
- Started web agency and grew it to a nice little business
- Went to Dell through their Sales program and learned that he LOVES sales
- Talking to people, being in tech all got him to bounce out of bed every morning
- Direct selling- You have full control of your destiny
- Channel sales - You rely a bit on some go-between to help you be successful - partner enablement, teaching and business advising
- Mandela- “I never lose, only win or learn”
- People skills, good team player, be COACHABLE
- Playing sports and being on a team helped him learn coachability
- The best sellers know when to walk away
- The more time we spend on the wrong fits the more that negatively impacts us
- 1. If people don’t show up, don’t take it seriously or won’t do any homework helps make it easier to walk away
- 2. The tone of the prospect, are they serious?
- 3. Discuss Budget, timelines and past experience early on
- Be honest and have integrity and it comes through in every discussion
- Don’t take it personal! It’ll happen but it’s something to work on
- Nick - best seller he knows and he isn’t in sales, he’s an Educator
- Once you replace negative thoughts, with positive ones, you’ll start having positive results! - Willie Nelson
- Bouncing back from injury, Mindset!
- 16 knee surgeries to-date from soccer, many periods while being down and out...struggling with “why me?”
- Surrounding himself with positive people, they helped him realize, He Decides How He Feels!
- If someone pours negativity - walk away
- I want positivity poured into me at all times because that’s what I want to give to other people and continue to spread
- Has had many tough months, quarters, 6-months, years - startup life was tough, new industry, new skills to learn
- Waiting tables at night and sleeping on a friends couch to support himself
- It’s a MARATHON not a sprint. Focus on the big picture vs. the small misses and the small bumps
- Monthly business, but he looks at it as an Annual number. A bad month, just means he puts everything into the next month.
- Work can be stressful for a lot of folks, typically running 10-14 meetings a day. Needs to get out of work to get his mind right. Coaching his son at soccer, spending time with family, get into some time with no distractions try to be a little bit less focused on all of the noise. Disc golf
- Try to set the laptop down and get away from the house. But it’s tough so especially now with covid, need to to the things outside
- How does he get his 12 year old son to bounce back from a tough game? Son noticed positive, negative 1 or 2 then followed with a positive. Don’t just come in hot, need to be constructive and also highlight the good things.
- Similarities and differences between small company vs. large
- Small companies- nimble, quick, fast decisions, process change. Not much capital or resources
- Large company- things move so slow
- It all depends on the lens you want to look at it
- There are so many things done the same way at 3,000 vs. 100,000
- Success to Chris = Can I wake up everyday and be happy with the life that I have, the things I’ve accomplished? Not just hitting quota, or being a coach or getting an accolade. But the things I’ve done, the way I’ve approached life
- Loves Winning! It’s OK to lose, if you lose, you learn.
- Did awful when he first started selling at HubSpot, “I needed that failure to fall on my face to help me learn to get back up!”
- Favorite interview questions: Tell me about your favorite vacation
- As a leader: Be a good listener! Don’t talk as much as you listen. Be genuinely interested in what others have to say.
- Zig Ziglar - Secrets of Closing a sale
- Will that leader walk to the end of the earth for me? Lead with their heart and empathy creates somebody that you WANT to work for.
- Brain Breese - awesome leader, genuinely cared about Chris, his family and that’s the type of person
- 6154794235 give him a shout!
- Chris Moore on LinkedIn