#19 Has Data Changed Sales and Selling

ABOUT THE GUEST - CATIE IVEY, RVP OF SALES AT DEMANDBASE 

Catie Ivey is the RVP of Sales at Demandbase, which is a leading B2B marketing platform. Prior to joining Demandbase, Catie ran revenue teams at Marketo, Insightpool, Salesforce, and Meltwater, where she talks about getting her start as an ‘accidental salesperson’. With deep expertise in MarTech specifically and how to better leverage technology to scale revenue teams, Catie spends a ton of her time these days working with sales, marketing, and customer success leaders helping drive synergy across teams as they adopt a more aligned, account-based go-to-market and navigate the ever-expanding world of marketing and sales tech. 
Catie is a huge advocate for getting more women into sales and sales leadership and has a unique passion for mentoring and working with sellers in the early stages of their sales careers. 
Find Catie on LinkedIn here: https://www.linkedin.com/in/catieivey/
 

ABOUT THE EPISODE:  

Catie has been a sales leader in the MarTech space for a decade and a half at marquee companies like Marketo, Salesforce, and now Demandbase - a fantastic perspective to witness the emergence of usable data in the sales space. From opt-ins to intent data and beyond, has access to this kind of data changed the way we sell and more importantly the skills required to be effective at sales in the modern era? Catie shares some great insights about all of that in this interesting and fast -paced episode.  

0:42 - What is the single best piece of sales advice that Catie ever received? Level up and develop executive presence to help you excel!  

3:07 - What’s the worst piece of sales advice that Catie ever received? That sales requires manipulation and deception as opposed to a problem-solving perspective  

4:41 - Framing the conversation we’ll have about how sales has changed along with the changes in access to data over these last 10-15 years  

5:20 - Catie tells us about Demandbase to give us a point of departure for the conversation about how access to data has impacted sales skills and strategies  

5:55 - How does Demandbase help sales organizations with Intent Data?  

7:35 - Is the statistic that the buyer is more than halfway through their purchasing journey before a salesperson shows up a good thing or a bad thing for salespeople? Catie’s answer isn’t what you usually hear!  

9:55 - Has the abundance of data changed the skills required for salespeople to be successful?  

12:03 - Can a salesperson be effective if they need to do both consultative selling and a velocity/volume based approach?  

14:35 - How can sales leaders help their teams ride their strengths and train their weaknesses in terms of sales competencies?  

16:14 - How can a salesperson who is not getting a lot of support from their organization level up their sales effectiveness on their own?  

18:19 - How being remote has given reps an opportunity to shape what our work and career can be?  

19:15 - How can sales organizations level up as a whole and fight against the inertia of “the way it’s always been done?”  

21:42 - What’s one thing Catie wishes she had known at the start of her career that she learned along the way?  

22:40 - How to find out more about Catie and Demandbase