173 Making It Rain with Henry Cubillan

Sales Is King

[From a Linkedin Live Broadcast]

Henry Cubillan, VP of Sales Strategy and Operations at Schneider Electric, discusses the challenges and changes in B2B sales today. He highlights the post-pandemic hangovers and macroeconomic challenges that have affected the sales industry. Cubillan emphasizes the need for sales professionals to transition from being bearers of information to becoming consultants who understand the customer's environment and challenges. He also discusses the importance of emotional intelligence and financial acumen in sales. Cubillan shares his own sales journey, including his early entrepreneurial experiences and his time at Dell, where he held various sales leadership roles. Henry Cubillan discusses his decision to join Schneider Electric and the importance of driving significant change in his role. He emphasizes the distinction between being a great seller and being a great sales leader, highlighting the qualities of effective leaders. Cubillan shares his leadership style, which includes being authentic, open, and focused on coaching and development. He also discusses the value of face-to-face interactions and the importance of social selling, emphasizing the need for authenticity in online interactions. Cubillan defines success as making a lasting impact on others.

Takeaways

The B2B sales industry is facing challenges due to post-pandemic hangovers and macroeconomic uncertainties.

Sales professionals need to transition from being bearers of information to becoming consultants who understand the customer's environment and challenges.

Emotional intelligence and financial acumen are important skills for sales professionals.

Sales leaders should prioritize training and development to support the success of their sales teams.

Renewals in the sales process are becoming just as challenging as acquiring new customers.

Transparency and providing the best customer experience are key in sales.

Early entrepreneurial experiences can shape a salesperson's career.

A formalized sales training program is invaluable for new sales professionals.

Sales leaders should have a deep understanding of the sales process and the impact on the bottom line.

Career progression and alignment with company goals are important factors in making career decisions. Joining a company that is driving significant change can be a great opportunity for personal and professional growth.

Being a great seller does not necessarily translate to being a great sales leader. Leadership requires the ability to inspire, develop, and lead a team.

Authenticity is key in leadership. Being open, transparent, and genuinely caring about your team members can foster trust and loyalty.

While social selling is an important tool, face-to-face interactions are still crucial for building relationships and making a lasting impact.

Success is defined by the impact you have on others and the value you bring to their lives and businesses.

Sound Bites

"We're the consultant now."

"We're still doing things the way we were doing them 10 years ago."

"The one thing that hasn't changed is the customer experience."

"The company is driving significant change. And that's where I excel."

"Leaders are leaders. It's a calling, it's not a career progression."

"I want to build a culture of excellence, a culture of being different, of being better."

Chapters

00:00 Introduction and State of B2B Sales

02:59 Transitioning to Consultative Sales

06:39 Challenges in Sales Training and Development

11:37 Customer Experience and Transparency in Sales

24:12 Building and Leading Sales Teams

26:14 Career Progression and Making Career Decisions

26:42 Joining Schneider Electric and Embracing Change

29:36 The Distinction Between Great Sellers and Great Sales Leaders

33:38 Authentic Leadership: Openness, Transparency, and Genuine Care

40:04 The Value of Face-to-Face Interactions in a Digital World

40:34 Social Selling: The Importance of Authenticity

52:55 Defining Success: Making an Impact