“Gabe Villamizar is the Head of B2B Marketing at Lucid Software (Lucidchart + Lucidpress), a SaaS company with 10+ million users worldwide. He is recognized as a leading social selling and social media practitioner by LinkedIn, Forbes, Huffington Post, and Salesforce. Gabe’s online courses were recently published on Lynda.com and LinkedIn Learning, and have already been watched over 30,000 times. His passion for SaaS has led him to become an advisor at Xvoyant and Nova.ai, two up-and-coming tech start-ups. Whenever Gabe isn’t tweeting (@gabevillamizar), he’s most likely grilling some bomb carne asada tacos in his Traeger Grill.”
If you knew then what you know now, what would you tell yourself going into your first sales job?
Gabe: Knowing what I know now, I would have taken sales more in a serious manner. A lot of people think or say “Oh, you’re in sales” and it sometimes can give people the wrong vibe as in you’re not good enough, so you’re just in sales. So some of that rubbed off on me, which made me not appreciate the sales industry as a whole until later in my career. Having said that, without my SaaS sales background and foundation, I guarantee you I wouldn’t be where I am today in marketing.
In your opinion, what are the top 3 skills a sales rep should develop?
Gabe: The top skills that sales rep should develop are as follows: Listen: Too many sales reps just want to barf all over prospects/buyers. Listen more than you talk. Period. And when you talk, think it through twice. Ask: I’m a believer that asking the right questions, at the right time, to the right person is the secret weapon that top sales reps in this world possess without even knowing it. This doesn’t mean question the crap out of your prospect via email, social, or phone. Do your homework first, and then earn the right to have your buyer’s time. Learn: If you found out a tactic, tool, or a process that is currently working for you great. The learning doesn’t and shouldn’t stop there. A lot of people are surprised when I tell them that I read around 2 hours of new content every day so I can pick up on trends and be continuously be learning. ABL: Always Be Learning.
What are some examples of how a sales reps made their manager’s lives easier?
Gabe: If you want to stand out from all of the sales reps in your company, do the things that you hate doing or the things that most sales reps don’t do without being asked to do so. For example, sales reps have a love/hate relationship with Salesforce.com, but more on the “I loathe inputting data in Salesforce” side. If this is something that you find your sales manager asking you and your peers to update on a daily/weekly basis, be two steps ahead of him/her and have it ready before they ask you. It’s little things like that that will set you apart from the rest. I once heard something that goes like “If you want to be the best, you can’t be like the rest”. Find a few of these small things that your sales manager cares about, do them in advance, and you’ll be golden.
How did you go from SDR to Social Media Marketing Manager in just 3 months?
Gabe: You’ve heard this before, but you can’t afford not begin with an end in mind, or in other words, have a major written goal. My “end in mind” was to be part of a SaaS marketing team. So when I joined InsideSales.com as a BDR/SDR, I was confident that if I crushed my sales numbers for at least 90 days straight, that people would be turning their heads, especially the leadership team. Once I had their attention, they were able to listen to me and I told them that I could add more value to the company if I managed all of the corporate social media accounts for InsideSales.com and Ken Krogue, the Co-Founder and President of InsideSales.com. This also led to me coaching/training all of the sales reps on how they could use social media, specifically LinkedIn & Twitter, to supplement their traditional sales process in order to move the sales needle and accelerate the entire sales process. Long story short, I’ve been in marketing positions ever since and have never looked back.
What are the most proper ways to express your desire for a promotion?
Gabe: I think the best ways to express a promotion is for your actions to speak louder than your words. Everybody can talk and share their goals, aspirations, and visions with the World, but very few people actually execute, and even more importantly, finish what they set initially to do. I also tell people that in business, you can never over communicate, so tell your manager or boss early on what he/she looks for when they consider promoting people etc. That way you’ve expressed interest in a very transparent manner. At the end of the day, you’ll want to make sure your actions, thoughts, and words all align up and communicate authenticity. When this happens, you’re most likely to get a promotion.
Wanna Learn More about Gabe
Check out Gabe and other Millennial leaders in our post “Inside the Minds of the Top Millennials Sales Leaders”
You can also connect with Gabe on the following sites:
Social Selling with LinkedIn: http://bit.ly/SocialSellingLinkedIn
Social Selling with Twitter: http://bit.ly/SocialSellingTwitter Gabe Villamizar LinkedIn:
Gabe Villamizar LinkedIn: https://www.linkedin.com/in/gabevillamizar
Gabe Villamizar Twitter: https://twitter.com/gabevillamizar