Joining me on this episode of Accelerate! is my guest Marcy Campbell, Senior Vice President, Worldwide Sales & Business Development at Qubole. Qubole simplifies provisioning, management, and scaling of big data analytics workloads. Among the many topics that Marcy and I discuss are Marcy’s unique sales background, the challenges of selling a disruptive product in a competitive environment, the qualifications needed for complex tech sales, and reasons why there aren’t more women in tech sales today.
[0:53] Marcy has been in sales for over 25 years. Marcy joined Qubole two-and-a-half years ago, when they had 19 customers. They now have over 200 customers, and plan to double their sales force in 2017.
[1:33] Qubole has an complex enterprise sales model, and uses a ratio of one SDR for three outside field reps. Marcy considers that to be the right ratio for their system.
[4:27] Marcy developed the process by working and closing deals herself and conducting lost deal reviews with prospect to find out why they didn’t buy.
[5:08] From that experience, they developed a very solid qualification mechanism to pinpoint prospects that match their ideal customer profile.
[9:51] Marcy looks to hire reps with technical acumen, and the intelligence and drive to handle nuanced and complex enterprise sales in a very competitive environment.
[10:39] Qubole offers a new, disruptive product, so it is hard to judge a potential rep’s ability to really understand its technical aspects and value proposition. As a result Qubole has to invest in developing the reps they hire.
[13:50] At Qubole, women comprise 50% of the SDR team, but very few of the outside sales reps are women.
[19:25] Has the proportion of women in tech sales changed much over the years?
[21:40] Would the qualifications and professionalism of sales improve through certification and accreditation programs?
[25:10] Marcy describes three hard questions she asks in every interview, to evaluate thoughtfulness and understanding.
[29:20] Marcy explains the single most important piece of career advice she would give to SDRs and account executives.
What’s your most powerful sales attribute?Strip-lining — a fishing analogy of pulling back the sale to gauge customer interest.
Who is your sales role model?My grandfather, who ran sales for NAPA Auto Parts North America. I learned from him to be constantly honing my skills.
What’s one book that every salesperson should read?Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results, by Thomas Freese.
What music is on your playlist right now?
Bonnie Raitt, Talking Heads.
Contact Marcy: Marcy@Qubole.com
LinkedIn: Marcy Campbell