David Robert
Director Of Business Development at NovoPayment
David graduated as a Mechanical Engineer from the University of Los Andes and holds a master’s degree in Management of Technology. David’s professional journey has always revolved around the commercial area of early-stage FinTech companies. His enthusiasm for delivering positive results led him to become the Director of Business Development at NovoPayment, a role he currently holds.
What did David Share?
Throughout his career, David has experienced both sides of the coin: B2B (business-to-business) sales and B2C (business-to-consumer) sales. We asked him about the difference between the two, and he began his response by emphasizing that in both cases, you’re selling to a person. The connection is established between people. Therefore, ultimately, the difference between these two types of sales is that the person you’re selling to in B2B might have motivations that are not solely their own. Behind them, there are multiple individuals within the company, each with different motivations that are also important to understand. It’s crucial to identify their needs and comprehend the impact your sale has on them to achieve closure. Conversely, in a B2C sale, you only need to consider the motivations of the individual in front of you.
According to David, the keys to achieving exponential sales growth in early-stage companies are: having a clear understanding of the growth drivers and effectively creating efficiency in these drivers to make the most of the budget. Additionally, segmenting and defining the type of customer you want to reach from the very beginning. Lastly, building a team with a growth mindset: being aggressive and unafraid of taking risks.
“A salesperson may be born, but they can also be made. Some people are naturally more open to building relationships. This can be nurtured, but if it means changing to the point of becoming someone else, you won’t be happy, and it won’t yield the best results. However, there are other qualities of a great salesperson that can be developed through experience.” – David Robert
In conclusion, David shares his advice for someone who wants to be a salesperson but lacks the skills:
- Learn to listen, not only to the customer but also to those who are teaching you within the company.
- Gain experience by being close to individuals who are successful within the company.
- Understand who you are talking to when selling; understand the customer. This can only be achieved through active listening and observation.
- Master the art of asking the right questions.
