Episode 40: The Power of Consistency and A Good Plan with Matt Klein

SHOW SUMMARY

Today’s sellers may have the fanciest tools and the best sales education that money can buy, but at the end of the day it’s about two things: consistency and a good plan. In this episode of the Noob School, Managing Partner of ACME Capital and Senior Lecturer in the College of Business at Clemson University, Matt Klein talks about his own sales journey and the many lessons he learned from it. From cold-calling to doing enterprise sales in Europe, Matt stands by being consistent in his efforts and carefullying detailing his path to ultimate success. 

HIGHLIGHTS

• The power of a going the extra mile in meeting other people
• Transitioning from computer science to software sales 
• Earning stripes through cold-calling and dialing for dollars 
• Always be consistent and have a plan
• Selling in Europe? Just drink the tea
• Transitioning as an individual contributor to a team player again 
• Tips on getting your MBA 

QUOTES

Matthew on going the extra mile when networking: "You don't know who you're coming across so might as well through a total line out. Make them feel important, as you say. And then set the table right. Give them the experience they otherwise couldn't get or take them to a nice lunch. It's, what, 100 bucks on your side but what you get out of it is a relationship and a connection that you otherwise wouldn't get just trying to figure out on your own."

Matthew's recipe for cold-calling success: "It's just the consistency of doing it and having a plan. Walking in the office every morning, 8 am, having a plan and executing on it and knowing why you're calling. You're not just calling to say hi, or thanks. Sometimes I call and say, 'hey, I noticed you had a support issue. Maybe I can help you kind of push it up the queue?'" 

Matthew on choosing where to get your MBA: "When you get your MBA, you really want to be the dumbest person in the room. I, for sure, was the dumbest person in the room. I was lucky to be there."

Connect to Matt in the links below: 

• LinkedIn: https://www.linkedin.com/in/matthewklein/
• Website: https://www.clemson.edu/business/about/profiles/MCKLEIN

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
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• Website: http://salestrainingfornoobs.com/