In this episode of the DevReady Podcast, host Andrew Romeo interviews Steven Ristevski, Principal at SR Link, to delve into the intricacies of sales and lead generation. Steven shares his journey from an unexpected start in a clerical traineeship to becoming a seasoned sales expert, discussing key strategies for engaging potential clients, building long-term relationships, and navigating the evolving landscape of sales in various industries.
Steven shares his extensive experience in sales, which began unexpectedly with a clerical traineeship and evolved through various roles where he honed his sales skills. He discusses his current work with diverse clients, helping them reach decision-makers and influencers across various industries, including security, cloud When referencing computing, the term 'cloud' refers to the generalisation of interconnected computers and services running on the Internet,... solutions, data analytics, and operational solutions. Steven emphasizes his ability to adapt to different products and industries, leveraging his problem-solving skills to match solutions to customer needs.
Steven emphasizes the importance of engaging potential clients from the very beginning of a conversation, understanding their challenges, and presenting tailored solutions. He shares his experience from working in a conference center, where he learned the significance of market research and creating effective pitches. Steven also discusses his current methods, including cold calling and using various communication channels to reach decision-makers. He highlights the necessity of building rapport, being adaptable, and continuously providing value to clients and prospects.
Steven delves into his process for finding and engaging prospects, explaining that he primarily uses LinkedIn to research potential clients based on their job titles and industry focus, employing tools like Lucia to gather insights and contact information. He discusses his systematic approach to networking, which includes creating lead lists, initiating connections, and setting up introductory meetings. Steven emphasizes the importance of building rapport, understanding client needs, and maintaining honest communication to foster long-term relationships.
Andrew and Steven then discuss the importance of numbers in sales and lead generation. Steven emphasizes the role of LinkedIn in maximizing outreach despite the challenges of cold calling. He highlights the necessity of targeting a broad range of job titles to increase the chances of making valuable connections. Steven also talks about his experience in assisting both small and large companies in navigating sales processes and building relationships. He underscores the need for patience and realistic expectations in sales, as immediate results are rare.
Concluding their discussion, Andrew and Steven highlight the importance of long-term relationship building in sales. Steven shares his experience, emphasizing that successful sales often stem from years of rapport rather than immediate transactions. He advises new tech entrepreneurs to focus on networking, leveraging LinkedIn, and persistently reaching out to potential clients. Steven also highlights the value of mentorship and continuous learning from more experienced colleagues, recounting how his business model evolved during COVID-19. He underscores the importance of adaptability and perseverance in sales, agreeing with Andrew that real-world experience and relationships are crucial for success, more so than formal courses.
Topics Covered
- Steven Ristevski’s career journey and sales experience
- Strategies for engaging potential clients and understanding their challenges
- Importance of market research and effective pitching
- Methods for cold calling and using various communication channels
- Building rapport and maintaining honest communication with clients
- Systematic approach to networking and lead generation using LinkedIn
- Importance of patience, realistic expectations, and long-term relationship building in sales
- Value of mentorship, continuous learning, and seeking feedback
- Adapting business models and sales strategies in response to changing circumstances
- Differences between formal sales training and real-world experience
Important Time Stamps
- Diverse Sales Strategies: Steven Ristevski on Adapting to Any Industry (0:07 – 3:15)
- Engage and Impress: Steven Ristevski’s Approach to Sales Success (3:16 – 9:06)
- Old School Meets New Tools: Steven Ristevski’s Guide to Finding Prospects (9:07 – 15:21)
- From Lead Generation to Client Meetings: Steven Ristevski’s Sales Expertise (15:22 – 19: 54)
- The Long Game: Building Lasting Relationships in Sales with Steven Ristevski (19:55 – 23:38)
- Training, Mentorship, and Networking: Steven Ristevski’s Sales Success Formula (23:39 – 26:29)
