Bonjour app for Zoom
By Ben Bronsther

How Zoom Changed the Sales Workspace, a Conversation with Former Zoom Video Communications Sales Enablement Leader, Rich Adams

Rich Adams is the founder of Rich Adams Sales Advisors. Before starting his own company, Rich led sales tool strategy and manager development at Zoom through their explosive growth from 2018 to 2021.

Rich and I met through Pavilion, a community of growth-focused sales and marketing professionals.  Through this connection, we quickly found a shared passion for making sales meetings and salespeople more successful.  Rich’s self-proclaimed mission is to help sales teams focus more on their customers and less on the products that they’re selling.  When discussing how we sell, enable, and coach, Rich approaches the conversation with a consistent lens - how might we elevate the customer experience?

Rich and I have talked about challenges and opportunities related to virtual selling many times.  Recently, we decided to record one of these conversations and share it here on the Bonjour blog and on LinkedIn. 

Keep reading if you’re interested in Rich’s thoughts on:

  • How the life of the average seller changed over the last five years, and again over the last 18 months
  • The sales skills that are more important now than in the past
  • What we, as sellers and sales leaders, should do to increase success in the face of all these changes

How do you think the life of the average seller has changed over the last five years? How about the last 18 months?

“It’s difficult when you’re running five, six, seven, eight meetings in a day, day after day, and there are some teams, some AEs that are doing that, that have a high velocity business and they might be meeting with eight different companies in that day… that presents a lot of challenges so people in leadership and sales enablement and sales operations really need to think about, how do we take care of our team so they can be productive and take care of themselves while at the same time ensuring we’re taking care of our customers…that’s a challenge that everybody’s dealing with right now”

🔊🔊 Click here to listen to Rich's full response - Changes over the last five years 🔊🔊

🔊🔊 Click here to listen to Rich's full response - Changes over the last 18 months 🔊🔊

What sales skills are more important now than in the past?

“You’re not selling software you’re selling solutions to problems… if you can get really good at asking the questions and listening to what their problems are, and even anticipate what those problems are by doing your correct research… that’s how you connect with people, people don’t care about your product and what it does, they care about how it solves a problem for their business and actually how it solves a problem for them and helps them satisfy their needs, so regardless of what product or industry you’re in, focus on the customer, focus on the problem, and good things will happen”

🔊🔊 Click here to listen to Rich's full response 🔊🔊

What advice do you have for sales leaders?

“Listen to your team, what’s their day like, shadow them… If you’re noticing a trend where you’re seeing less opportunity records being updated in Salesforce or less notes, figure out why, don’t scold them for it, find out why, are they doing more meetings, how are they running those meetings, where are they taking their notes… and start to understand, is there a way that we as a leadership team can help them… don’t be afraid to invest in these new, emerging technologies that are helping sellers stay more focused on the buyer that they’re talking to… especially being more data-driven for most SaaS companies, if you talk to anybody in revenue operations, that’s what they’re most excited to talk about right now.  Well, in order to get to that point, you need the right technology to ingest that data and make sense of it…”

🔊🔊 Click here to listen to Rich's full response 🔊🔊

---------------------------------------------------------------------------

You can listen to the entire conversation here.

For more sales content like this, you can follow Rich on LinkedIn here!

Turn sales calls into learnings and learnings into action.

Bonjour is videoconferencing designed for sales professionals with built-in sales intelligence to set up the foundations for your team's growth.

Start a free trial
Main InterfaceHow Zoom Changed the Sales Workspace, a Conversation with Former Zoom Video Communications Sales Enablement Leader, Rich Adams