Video | 3 minutes Read

#SecretToSales Feat. Ryan Lacey

Ryan Lacey, a fierce sales professional in the Bay Area having worked with the likes of SalesLoft and Medrio, share his formula for building trust with customers. 


[Topher] Tell me. What do you love most about your day-to-day?

[Ryan] What I love most is that we get to build relationships and make amazing things happen and make sure that our customers, no matter how much they pay us, what they’re doing. We’re not in it for the money, we’re in it for their success and to make sure that they get the most out of our platform.

We get to work towards something that’s more than just a quota at the end of the month.

[Topher] How do you spark trust with some of your customers? If I’m a stranger, how do you break down that barrier?

[Ryan] Transparency and mutual accountability. You need to make sure that, ‘Hey, yes we can be yes men, but at the end of the day that’s not going to help anybody. We need to say yes when it’s right. We need to say no when it’s not. We need to hold ourselves accountable, be transparent when we’re failing, proactively tell them when we’re failing, and make sure we’re able to convey that in a proper way so that they are having expectations that are set and are as fair and practical as possible. So that we are able to meet their end goals.

[Topher] If you were just starting out in sales, what advice would you give someone?

[Ryan] Being in SDR was definitely the best training I could have gotten for my career. It teaches you a lot. It teaches you to be humble. It teaches you to be tenacious. It gave me a great foundation for me to be able to launch a career from.

[Topher] Fabulous. You heard it here.

Topher Benderson streaming live from planet earth.


Signing off.