Tom spoke with Matt Marshall, Chief Revenue Officer at Spiff Inc. He leads with empathy, yet integrates data into his approach.
Matt likes to take the time to get to know people at a deeper level. He appreciates that in sales, you are judged in black and white but you live in total grey. While it is important to understand the data, you should have some personal context.
Matt thinks that effort and grit is key to success in sales. He stresses that hiring talent is his number 1 job and that you should hire people who are better than you are. He believes in enabling people to be successful and not having too much of an ego.