The Future of Sales with Mark Fershteyn

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Episode 57: Show Notes.

On this episode of Startup Sales we have Mark Fershteyn joining us. Mark has been in sales for a long time, going from sales to management to Director of Sales and now he is the founder of a startup called Recapped. Having been in all of these positions, he knows and understands each stage of the process very well and, from this vantage point, talks to us today about the future of sales and why there will be an increasing move toward collaborative technology which would require greater participation from buyer and seller. He shares his thoughts on the relationship between automation and personalization and then goes on to discuss fundraising tips, selling to investors, managing an early stage sales team, some of the challenges he has faced and how he managed to overcome them. Be sure to tune in for all of this and more! 

“I don’t think they’re mutually exclusive. You can use the automation to drive more personalization.” —@markfersh Click To Tweet

Key Points from This Episode:

  • The challenging yet exhilarating position of an SDR and why they deserve more recognition. 
  • How buyers and sellers are going to collaborate through technology to drive sales forward. 
  • Examples of future collaboration tools that certain companies are already utilizing.    
  • Automation and machine learning not as a threat but as enablement for reps. 
  • The relationship between automation and personalization. 
  • How Mark is approaching fundraising and selling to investors. 
  • Tips for making your sales deck and why you need to focus on the big picture narrative. 
  • Building empathy as one of the biggest challenges in managing an early sales team. 
  • The standard of output and why sales as a profession asks more of people than other jobs. 
  • The two most important aspect for a career in sales: a good work ethic and teachability. 
  • An empathy exercise and the need for leaders to put themselves in others’ shoes. 
  • The biggest mistakes Mark has made as a sales leader and learning to temper expectations. 
  • Mark’s favorite sales or leadership books.
  • The importance of always setting clear next steps and keeping momentum in sales. 
  • And much more!
“I don’t think sales people get fired, I think sales people fire themselves. It’s one of the few professions where you pretty much get to control your destiny 80 to 90% of the time.” — @markfersh Click To Tweet

Links Mentioned in Today’s Episode:

Startup Sales — https://startupsales.io

Adam Springer on LinkedIn — https://www.linkedin.com/in/springeradam/

Mark Fershteyn on LinkedIn — https://www.linkedin.com/in/markfer

Recapped — https://www.recapped.io/

Salesforce — https://www.salesforce.com/eu/

Outreach — https://www.outreach.io/

Zoom — https://zoom.us/

DocSend —  https://www.docsend.com/

Slack — https://slack.com/

To Sell is Human on Amazon — https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905

Influence: The Psychology of Persuasion on Amazon — https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X

SPIN Selling on Amazon — https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136

Jeremy Donavan on LinkedIn — https://www.linkedin.com/in/jeremeydonovan

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