Human Connection Is Irreplaceable
In this episode of the Sales Gravy podcast, Jeb Blount talks to Will Yarbrough, VP of Sales at Fleetio, about what it means to be a human seller in modern society. Yarbrough shares his experience selling fleet management software to a tough, blue-collar demographic, and the challenges of hiring for industry experience versus coaching new hires with the right mindset.

Jeb and Will also dive into the importance of having organic conversations versus over-engineering the sales process. In this conversation, you'll learn the value of a good first impression, how to maintain engagement with a prospect following a demo, and why being coachable is a strength in sales.
Key Takeaways:

Dress appropriately for the situation and audience— it's the little things that close the sale.
Do research on who you're trying to sell to and a personalized follow-up email after a demo or meeting that adds value to the conversation. Video messages following a meeting are a unique way to stay in front of your prospect and show them you truly care about helping them solve their business challenges.
Use handwritten notes to show appreciation and make your communication more human. Taking the time to write a note to your prospect demonstrates your commitment to professionalism and helps built trust.
Taking a personalized and phone first sales approach still matters, especially in a world taken over by AI.
Leverage checklists to remember and systematize important tasks. Even surgeons and pilots use checklists to make sure that details don't fall through the cracks.
Sales is a contact sport. Leaders should train, drill, and reinforce the basics and fundamentals with their sales team every single day.

Selling In A Tough Industry Takes Grit— And Emotional Intelligence
Industry experience— especially when selling to blue-collar workers out in the field who are more accustomed to turning wrenches than punching buttons on an app — can be a strength or a weakness for new sales professionals.

Most sales organizations seek individuals who are good communicators, curious, and confident, but also have enough industry knowledge to be credible.

And while industry knowledge is important is sales, the ability to deal with people is crucial.

People with industry experience tend to want everything to be perfect before they can close a deal. As a result, they may take longer to ramp up in a sales organization than those without as much experience, but they can still be taught the right questions to ask.

New sales professionals who don't have much industry experience will be successful if they know how to ask the right questions, find opportunities for ROI, and learn how to close deals in the process.

Taking a more human approach to selling means that experience pales in comparison to the importance of heart and mindset.
The Sales Process Is Overcomplicated
Too many sales organizations are guilty of over-engineering the selling process. The most important thing to remember is that you're a human being having a conversation with another human being. Here are a few ways to simplify the sales process (that don't require the help of a robot).
Professionalism Builds Trust
Buying is an emotional and deeply human experience. In order to close sales and maintain positive customer relationships, you need to keep in mind that prospects buy the person before they buy the product.

The little things matter. It's not about the outcome, but the steps that you take to get to that outcome.

So if you choose not to wear a collared shirt on virtual calls, you put on a hat, decide not to shave, or don't take care in making sure your video presence and audio quality are top-notch, you are taking a series of small risks.

And those risks can greatly impact the velocity of the sale, getting the sale, or the trust that you build with your prospect.

Present yourself in a professional manner,