The Human Element of Sales: A Conversation with Todd Jenkins

It's easy to get caught up in the latest technology and automation, especially if you've been through the fast-paced world of B2B SaaS of the last few years. But as Todd Jenkins, Head of Sales at Glyphic, reminds us in a recent interview on timbertalks, the human element of sales remains paramount.

From navigating complex enterprise deals to leading high-performing teams, Todd draws on over a decade of experience to share invaluable insights on:

Building Genuine Connections

Todd emphasizes the importance of forging genuine connections with prospects. While frameworks like MEDDPICC and SPICED provide valuable structure, he cautions against robotic adherence that stifles authentic engagement. It's about understanding your prospect's challenges, building trust, and demonstrating a genuine desire to help.

Coaching for Success (and Identifying Misfits)

For sales leaders, Todd advocates for a coaching approach that prioritizes coachability, emotional security, and a growth mindset. He stresses the importance of:

• Data-driven Diagnosis: Understanding the root cause of underperformance.
• Building Confidence: Fostering a safe space for reps to experiment and learn.
• Recognizing Sales Isn't for Everyone: Identifying individuals better suited for alternative roles and guiding them towards fulfilling career paths.

Outbound in the Age of AI

While automation offers efficiency, Todd argues that personalized outreach and genuine effort remain the cornerstones of successful outbound. He advises sales professionals to:

• Embrace Personalization: Tailor your message, research your prospects, and demonstrate genuine interest.
• Celebrate the Meeting Book: Focus on quality conversations as key indicators of success.
• Don't Shy Away from Video: Leverage the power of video prospecting to build rapport and stand out in a crowded inbox.

The Key Takeaway

In an era where technological advancements continually reshape the sales landscape, Todd Jenkins reminds us that true success hinges on embracing the human element. By prioritizing genuine connection, fostering a culture of growth, and approaching outbound with authenticity and effort, sales professionals can thrive in any market.

‍