BC Startup Sales Podcast – Getting Unstuck with John Affourtit (Sparkcentral)
Getting unstuck in sales is a very important topic that that comes up with pretty much every A.E. and S.D.R. on the planet. Some folks have a good network of colleagues and managers around them who ask the right tactical questions to support the A.E. in creating momentum, urgency, or some forcing function to help get that deal unstuck. Our friend John Affourtit came on to the Bowery Capital Startup Sales Podcast today to chat specifically about “Getting Unstuck In Sales.” John is currently the Director of Enterprise Sales at Sparkcentral where he sold and manages many of the larger relationships including T-Mobile, Delta Airlines, Netflix, Uber, Nordstrom and Discover Financial. For those that do not know, Sparkcentral is a customer engagement platform for enterprises that unifies social, mobile, cloud and contextual data to proactively deliver personalized and engaging customer experiences. Customer service teams use their software to efficiently handle large amounts of inquiries in a rapid & organized manner. John is one of the most tactical helpers we know and spoke with the Bowery Capital team about everything and anything related to getting unstuck in sales. He first covers the specific categorizations of stuck deals and how to get unstuck. Then he moves on to a concept called a MAP (mutual action plan) that John and his team use to get unstuck. Next he talks about some of the tips and tricks he has learned along the way (unique value selling is one of them) to help get unstuck and finally John talks about some of the major deals I mention above that he has closed and how he has gotten unstuck from the various issues and situations that have come up with those deals. We hope you enjoy another edition of the Bowery Capital Startup Sales Podcast.