Enabling eCommerce Technology Sales With Richard Hankin

by Felix Krueger

Which company is going to be the next Amazon? 

No matter who it will be, chances are that the underlying marketplace technology will be provided by the fast-growing business our guest in today's episode represents. 

In our recent catch-up, we spoke about his sales leadership philosophy, how his sales team reaches decision-makers fast, and the most common mistakes sales tech companies make when pitching to him. 

In this episode, we catch up with the VP of sales at Marketplacer, Richard Hankin.

These are some of the questions we're discussing:

  • Was it strategic timing then moving back into e-commerce back during the lockdown and COVID starting?
  • What does Marketplacer do and what sort of problem do you solve?
  • What's your approach to sales leadership and leading the growth journey of Marketplacer?
  • How do you go about collaborating effectively, especially during times of growth, with your presence in the United States and your sales team is being set up within Australia?
  • How do you nurture the culture piece across the team in such a remote environment?
  • How do you make sure that you maintain that sales effectiveness in delivering your consultative approach while scaling your team?
  • How do you make sure that you speak to the decision-makers early in the conversation and show that understanding of their business?
  • What sort of role does content play throughout your sales process and how do you use it effectively?
  • What sort of tools would you consider being essential as part of your sales tech stack and what are the considerations for you when picking tools that add value?
  • What are some of the common mistakes tech salespeople make when they pitch to you?
  • What would be your advice to somebody who just starts out in a VP of Sales role? What are some of the things that people should look out for and really focus on?

Here are some of the resources referenced in this episode.

Where to find The State of Sales Enablement:

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Coaching, CRM, Enablement Tech, Interview, Leadership, Podcast, Sales Process, The State of Sales Enablement, Video

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