Crushing Sales Goals: Insights from Jessica Perri, Sales Director at Numerator

Episode Notes:

In this episode of Revenue Accelerators, Deep Trikannad interviews Jessica Perri, the Sales Director at Numerator. Jessica shares insights into her role as a sales director, focusing on emerging and mid-market brands. She explains that her main responsibility is to bring in new brands that are not currently working with Numerator.

Jessica categorizes her role as that of a hunter, as she is focused on acquiring new logos and expanding Numerator's client base. She mentions that her sales process is complex and involves multiple team members, including solutions consultants, pre-sales engineers, business development reps, and sales operations engineers. While the salesperson is primarily responsible for closing deals, there is a team of 3 to 4 people available to help bring the deal to completion.

Deep compares Jessica's role to that of a quarterback in American football, as she is responsible for strategizing and bringing the right people into conversations and meetings. Jessica agrees with this analogy and emphasizes the importance of having a strong strategy and involving multiple people to win deals.

They discuss Numerator's target market, which primarily consists of business-to-business clients. However, Jessica highlights the importance of remembering that even when selling to businesses, individuals make the buying decisions, and it's essential to understand their needs and preferences.

When asked about her personal success playbook, Jessica mentions that she is driven by metrics and defines success as doing something she feels good about. She focuses on driving decisions rather than simply closing deals. She also emphasizes the importance of effective communication.

Deep asks Jessica about a significant lesson she has learned throughout her sales career. Jessica shares that deals are not closed during scheduled calls or meetings alone but rather through the details and extra touchpoints. She emphasizes the importance of picking up the phone, having unscheduled interactions, and showing genuine care for prospects.

Reflecting on her career path, Jessica explains that she initially resisted going into sales due to people always suggesting it to her. However, her experience in recruiting, which involved selling candidates to clients, made her realize that she enjoyed the client management aspect. Eventually, her manager encouraged her to transition into sales, and she found success and fulfillment in the role.

When discussing her initial experiences in sales, Jessica mentions that her first cold call resulted in a closed deal. However, she admits that not all opportunities closed during her first year, and she learned the importance of asking more questions and being more informed during interactions.

Jessica follows the Sandler sales model, which emphasizes knowing the desired outcome before starting a meeting and setting clear next steps. She acknowledges that the sales process at Numerator involves various stages, but the details and nuances make it more complex.

In closing, Jessica encourages listeners to be themselves, put themselves in the client's shoes, and focus on helping others feel good about their work. She emphasizes the importance of transparency and genuine care in sales interactions.