Mar 24, 2020
This is episode 214.
Read the complete transcription on the Sales Game Changers
[EDITOR'S NOTE: We conducted this interview in early 2020. Since
the show was released during the pandemic, we asked him what his
advice is for sales professionals during the pandemic. He offered
- Empathy in these unprecedented times is a leadership trait we
must exhibit with customers and employees alike.
- I’ve been coaching the team that while we need to be sensitive
in this current environment, we have services that can help our
clients in these trying times, and to that end, prospecting can and
should continue. As trusted advisors, the message must clearly
articulate on how we believe we can help vs. attempting to prey on
fear, uncertainty and doubt.
- I’m also making it a point to conduct skip level check-ins and
call 2 or 3 of my direct field reps each day to see how they and
their families are doing. This gives me the opportunity to
reinforce with them all we’re doing at the corporate level to help,
as well as gather feedback from the field on both their mindset as
well as that of the customers with whom they’re speaking.
- Finally, with everyone being remote we are promoting the use of
webex to drive more engaged conversations. I’m also about to
launch ‘virtual office hours’ where multiple times per week members
of the team can log in and ask any questions they may have or
simply chat with myself and their peers.
CRAIG'S FINAL TIP TO EMERGING SALES LEADERS: "Prospecting
can and should continue (during the pandemic). As trusted advisors,
the message must clearly articulate on how we believe we can help
vs. attempting to prey on fear, uncertainty and doubt."
Craig Pentz is the SVP of Risk and Customer Information Sales at
Prior to coming to Neustar, he held sales leadership positions
at TARGUSinfo and FRANdata.
If you're a loyal listener of the Sales Game Changers podcast
you might recognize Neustar, we interviewed Dorean
Kass about a year and a half ago and Craig works in his