Nick Saltzman - Episode 14

“The leaders that focus on skill development are the ones that have teams that win.”

Failure is part of success in sales. As a sales professional, it is essential always to take the time to review your calls, especially those that you think were not a great success. Nick will be sharing his sales journey and the power of reviewing your calls.

Nick Saltzman is a channel sales manager at HubSpot. After graduating from UMass Boston, he entered the tech space working in development, account management partnerships, and ultimately landing in sales. He is a competitive guy by nature and is always looking for ways to serve customers, prospects better, and be a better sales professional along the way.

Listen in, and Nick shares his wisdom.

Key Talking Points of the Episode:

• Nick’s background.
• Has Nick borrowed any lessons from his first job into the current?
• Change in Nick’s perception of sales. 
• Nick’s favorite part about sales
• Characteristics of top performers in sales
• Aspects of people who fail in sales
• Strategies that help Nick bounce back.
• The power of reviewing your calls
• Nick’s mental game to maintaining performance and success.
• Nuggets of wisdom to better storytelling
• What makes people buy?
• Nick’s definition of success
• Does Nick love winning or hate losing more?
• Qualities of the best leaders.
• Nick’s idol in sales.
• What sets Nick up for success?

Key Milestones of the Episode:

[01:52] How did Nick end up getting into sales?

[03:59] Has Nick borrowed any lessons from his first job into the current?

[05:41] How Nick’s perception of sales changed?  

[07:03] Nick’s favorite part about sales

[08:13] Major characteristics of top performers in sales

[09:39] What common characteristics do people who fail in sales have?

[10:57]What strategies help Nick remain buoyant?

[12:22] What has Nick found helpful, so that call reviews do not go wasted?

[16:29] How has Nick managed to maintain outstanding performance and success in sales?

[17:54] How can one make a prospect the hero of the story?

[20:38] What makes people buy?

[22:16] What does success mean to Nick?

[23:29] Does Nick love winning or hate losing more?

[26:30] What are some of the essential qualities in the best leaders that Nick has had a chance to see or work with?

[29:07] Who does Nick look up to in sales?

30:35 What sets Nick up to excel?

Key Quotes from the Episode:

“In sales, it’s easy to get discouraged after a bad month or that quarter, especially in a role where you almost kind of feel like you’re replaceable.”

“I think a lot of folks know that listening to calls is helpful, but a lot of folks really don’t prioritize it.”

“Success is being able to consistently over-perform and not have your life Reliant around a job.”

“The leaders that focus on skill development are the ones that have teams that win.”