Collaborative colleagues embodying a team-first mentality are critical ingredients for professional success — and help bring about the environment that Thatcher Bouck said he appreciates about Tray.io.
“Regardless of title or role, everyone here is always willing to selflessly drop what they’re doing and help,” Bouck, an account executive, said of the SOMA-based software company, which helps companies automate workflows via cloud integration.
A similar spirit characterizes Mike Borelli's experiences at process mining software company Celonis.
“Sales is competitive by nature, but that doesn’t stop my team from sacrificing their time even when they may not see a direct benefit,” the account executive said.
With both teams hiring for a handful of roles, Bouck and Borelli shared what they believe makes their respective companies special and the sales insights they’ve picked up along the way.
What’s something unique about your team?
The way and spirit in which we collaborate with other departments. Whether it’s a marketing executive taking the time to help me write a thoughtful cold email, a customer success manager stepping away from their work to help me understand a novel technical concept or a back-end engineer offering to join a late call across time zones with a concerned prospect, I’ve found that, regardless of title or role, everyone here is always willing to selflessly drop what they’re doing and help.
It’s best, but not always easy, to focus on what you can control: effort and attitude.”
What’s the most valuable sales lesson you’ve learned in the time you’ve been with your company?
The importance of consistent effort. In a performance-based role that is inherently full of ups and downs and variables outside of your control, it’s best, but not always easy, to focus on what you can control: effort and attitude.
What’s something unique about your team?
Our sales team is willing to go above and beyond to help with any sales cycle. As a newer rep, it’s important to get guidance from tenured members of the team. My team won’t hesitate to walk through the details of a deal or jump on a customer call to provide their expertise without asking for anything in return. This obviously helps expedite enablement as you’re learning in real time with real world examples as opposed to training sessions and videos. Sales is competitive by nature, but that doesn’t stop my team from sacrificing their time even when they may not see a direct benefit.
Our sales team is willing to go above and beyond to help with any sales cycle.”
What’s the most valuable sales lesson you’ve learned in the time you’ve been with your company?
Process, process, process. I thrive on structure and feedback. Sales orgs always like to think they have a tight, uniform process from the first call to close, but many reps just do what they want and skip vital steps or overlook details when working through a sales cycle. Celonis has provided a structured process unlike others I’ve experienced, along with the tools to put it into action. There is full transparency and process conformity in my sales cycles and that allows for more productive conversations with managers where I can gain relevant feedback to move deals forward.
What new sales technologies are you leveraging?
SalesLoft has changed the way I generate pipelines. In previous roles, I was used to doing everything manually from creating email templates and leveraging LinkedIn to tracking touches and follow-up. With SalesLoft, I can customize pre-built templates from marketing and other reps, build a cadence that includes calls, emails and LinkedIn communications, track “opens” and “clicks,” and make sure I’m following up with the appropriate people at the right times.
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