Ivan Rueda
Co-Founder and CSO at Prolibu
This episode held great intrigue for us, as we discovered numerous shared viewpoints, passions, goals, and objectives between our practices at Lineup and those at Prolibu. In this interview, Ivan not only elaborates on how Prolibu’s software operates but also offers insight into his perspective on automating sales processes and on how data is sales’ ultimate ally. If you’re in sales, you definitely shouldn’t miss out on the full interview, as we strongly believe this is the future of sales.
What did Ivan Share with us?
- Sales teams often waste time on highly operational processes. Technology aids us in optimizing salespeople’s time and enhancing the experience we provide to our clients.
- Key points in a sales process to identify if a lead is qualified include: having the problem that my product solves, understanding the decision-making process of your lead or their company, and finally, response times.
- Data truly brings reality to light. While practice may yield hypotheses and beliefs, it’s data that presents us with reality. Guided by data, we’ll always have an ace up our sleeve.
- Automations and technology allow for the normalization and stabilization of sales teams’ performance.
- The salesperson’s intuition remains vital. Automations don’t replace this; they complement it. Let the data collected through technology complement the intuition you possess as a salesperson and specific steps of the sales process.
“Automation isn’t here to replace the salesperson; it’s here to eliminate operational processes so that individuals can focus on productivity in sales: finding opportunities, following up, and closing deals.”
Ivan Rueda
- Artificial intelligence will enable sellers to improve day by day. They’ll have tools to enhance strategies and communication protocols.
- Fundamental skills every seller must cultivate to make the most of technology: (i) prioritization, (ii) empathy, and (iii) recognizing process improvement opportunities.
