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Trish Bertuzzi Quotes

Trish Bertuzzi

Trish Bertuzzi quotes: the Queen of inside sales schools us.

“Vision without execution is hallucination.”

“I’m pretty regimented. I think you have to be like that if you’re going to run a business.”

“Everything flows from the strategy and what I see companies do is develop a strategy, go into execution mode, and never look in the rearview mirror to make sure that the strategy’s right. Strategy needs to iterate as much as your message and your method.”

“I think you have to think about where you are. So the variables that matter are: do you have brand and name recognition?”

“Well guess what: winning isn’t tidy. Winning is hard so we all need to be smart about our unique market requirements.”

“This is about you adding value to an overall process and seeing the role you play in the bigger picture. I also think the skillset needs to be upticked: you might actually be having business related conversations with people and not just asking to get on their calendar. You need to be savvy enough to have the conversation, identify the relevant information, and know how to communicate it for the strategy to work.”

“Hiring is one of the most critical factors in the success of any sales organization.”

“Everybody’s struggling to find and keep great people.”

“What happens if we invest in developing our people and they leave us? What happens if we don’t, and they stay? The moral of the story: promote only those you would hire. No one benefits—not you, your company, sales leadership—when a promotion sets reps up to fail.”

“Hire and promote first on the basis of integrity; second, motivation; third, capacity; fourth, understanding; fifth, knowledge; and last and least, experience. Without integrity, motivation is dangerous; without motivation, capacity is impotent; without capacity, understanding is limited; without understanding, knowledge is meaningless; without knowledge, experience is blind. Experience is easy to provide and quickly put to good use by people with all the other qualities.”

“Great candidates will come prepared. They’ll have used every means at their disposal to learn about your company, about your market, and about you the hiring manager. Not being prepared is a big red flag. In my experience, candidates who don’t prepare for this conversation won’t prepare for future conversations with prospects. And you need better than that.”

“If you always hire people who are smaller than you are, we shall become a company of dwarfs. If, on the other hand, you always hire people who are bigger than you are, we shall become a company of giants.”

“To be successful today, your sales process and sales development strategy must align with the way your prospects think (often called the buyer’s journey).”

“You have to believe in what you sell and you have to care about your industry.”

“Lean in, speak out. Have a voice in your organization. And never use the word sorry.”

“Sales development is more than getting prospects on the phone, asking a series of rapid-fire questions, and documenting their responses. The job is about arousing curiosity and generating interest.”

“Plenty of companies have suffered with acknowledged pain for years. Their biggest issue is fear that the cure will hurt worse than the illness. You need to dig for the implications of not acting. An organization that isn’t in motion is much harder to move than one that has already realized the consequences of inaction.”

“I’m bored with hearing how busy and wonderful we all are. Aren’t we boring ourselves too? We can learn so much more from what didn’t go perfectly and how we adapted, improvised and overcame.”

“You have to have the story to tell, be fluent at telling it, and have a process.”

“Bring who you are as a human to your buyers.”

“If you’re going to use the phone, tell a story with your voicemails; back that up with great emails and valuable content.”

“Content is going to make a comeback—a big comeback. When you’re pursuing a potential buyer, you’re telling them a story. If you have great content to give them, embedded in your process, you’re moving the cycle faster for establishing empathy and credibility. Not gated content, but content embedded in your outreach strategy.”

“You have to have a plan for how you’re going to move the needle, not just touch base or check in.”

“Get a steady stream of outbound leads through a strategy: who to go after, what to say, how to say it, how [the] message will be delivered, and how to analyze [the] result.”

“Get to the point when reaching out to someone for the first time—tell them your objective and what’s in it for them.”

“I have a firm belief that no sale starts until someone has a conversation. I think you have to go with the channel that your buyer prefers. So you have to do research and ask your buyer how they would prefer to be communicated with (e.g., email, phone). Informal research will give you great insights.”

“The research said to us is that it’s not good enough to build these sequences that tell a story if you’re telling the same story, in the same way, to every buyer. Rather, you need to get super specific. You still need to tell the story, you still need to add value, but now, we’re taking it to the next level and saying, you need to figure out what are the channels your buyer wants to communicate with you in?”

“The evolution of communicating effectively with our buyers is taking us down this very, very specific and intimate path with them that says, ‘Here’s how I want you to communicate with me and here’s how I want you to deliver me information.'”

“Everyone’s always talking about accelerating growth within their organizations. It means they’re talking out of their ass. Everybody wants to grow… obviously! Talk about stating the obvious. I think it’s great to talk about growth but it’s also important to think about different ways to grow. Most people think about growth and that means new logos. I think the green field for growth is going to be within our customer bases. People who don’t figure that out sooner as opposed to later, are going to shoot themselves in the foot. I think the time’s a-comin’ where you need to figure it out.”

“You really have to think your way through what your buyer’s want to learn about and then deliver that to them.”

“Different buyer types react to different ways of outreach; figure out your buyer type, analyze their preferences, and build a strategy.”

“Prospecting isn’t a swipe left or swipe up for a discount. Prospecting is about knowing who your ideal customer profile is. Know what their typical challenges are.”

“Who are we selling to, how can we help them build a better business, what value can we provide to them in every interaction of the sales and marketing process and finally, how do we ensure they receive the value we promised?”

“I think sales leaders need to focus on their building blocks. And when I say focus, I mean actually listen and observe the interactions between your sellers and your potential buyers. Don’t just assume that because you built a process it is being followed. Get involved and don’t just manage with your nose to a SFDC (sales force dot com) dashboard!”

“That point of interaction should be consistent and evaluated for efficiency on a regular basis. I personally think anyone can be a closer. All you have to do is be willing to ask the hard questions. But, being a prospector, that is a much tougher job. That is where you truly have to be interesting, arouse curiosity and get the prospect to take the biggest step in the sales process and that is to move forward.”

“Bringing the human back into sales is what’s going to make you successful. Your personality, your style, whatever it is. You don’t have to be like the guy sitting next to you. You don’t have to be ‘Hyper Harry’ or you don’t have to be ‘Chatty Suzy.’ You can be you.”

“The customer doesn’t care about features. They care about solving their problems.”

“Prospects are making their purchase decision based on whether they think you understand their problems and you have the knowledge, resources and commitment to solve them.”

“Really become immersed in the buyer themselves as well as the industry they’re in, and then use that information to develop compelling messaging to show the buyer that you understand their business, and that you have a solution that will allow them to increase their productivity and performance.”

“So social isn’t a one-way street, it should be a two-way street, where we listen, learn and then share.”

“I think we’re going to continue to learn that we need to be conversant in our buyer’s world, that we have to be knowledgeable enough to have an intelligent conversation about business and not just be ‘smile-and-dial’ jockeys.”

“I have had the most fabulous mentors, and I still do. I adore people who are doing good work to do good work and not with an ulterior motive.”

“The favorite part of my job is sales. Outbound sales. Outbound calling. I love having conversations with people. I love it. I love trying to figure out, ‘How could I help that person achieve more?’ Getting that in my messaging, and being persistent about how I get to them—trying to be interesting and arouse curiosity, getting them on the phone and sharing information whether it results in business or not—I just love it. I love every part of selling.”

“If I’m in a sales process that isn’t going my way, no matter how bad it is, I think, ‘Man, I have to figure this out… what am I doing wrong?’ I’m the first one to ask my prospects and my clients what can I do better. I’ve learned so much from losing deals that it’s ridiculous. I’m just a weird person who never takes it personally and who never wants to get out. I want to get ‘out’ of the situation but I don’t want to get out, if that makes sense. I get this high from figuring out challenging scenarios.”

“If you want to make a lot of money, go into sales. I think it’s the best job on the face of this planet. I got into sales because I was a waitress and I was waiting on this CEO and he told me I was rude, obnoxious, arrogant and hungry and that I should be in sales. I told him to give me a job, so he did, and then I was just really good at it. I’ve been in sales for 38 years now!”

Cory Johnson: CEO of a business he has yet to launch. As seen on your mom’s phone. Scaled to 7-figures in seven seconds selling a course on selling courses. Kidding. Watch this.