Each day, everyone at Springworks comes into work with a true passion for building products and tools for the HR ecosystem. We are artists, innovators, achievers, and dreamers, with a one-track mind to fine-tune the products that we build. Through this series of posts, we showcase our team members, their roles, and what a typical day looks like for them. You can check all the posts here
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Jesso Menlyn joined Springworks in March, 2019 as a Sales Evangelist for our product- SpringVerify. He was the first member to join the sales team of SpringVerify.
His work mainly involves looking for potential new clients and explaining the benefits of the product and upsell to them.
That means, he also manages client relationships through all phases of the sales cycle, oversees online transactions or sales and works closely with operations & customer support to ensure customer satisfaction.
Let’s dive into it right away and take a peek into the life of a Sales Evangelist!
What do you like the most about your work?
My personal favorite thing is building a rapport with my prospects on their way to becoming customers. I really enjoy experiencing this process where you find shared interests and build an initial relationship.
Also, to observe the behavior of my prospective customers after the entire sales pitch has been explained. It gives me an idea about the discomfort areas of the prospective customers which helps me prepare my answers mentally for their likely objections.
What type of people do you work with?
We are a team of 21 people consisting of 6 folks from sales and the rest of the team from operations.
Sales and operations are allies. The operations team helps sales teams to operate more effectively. Operations professionals also run initiatives and automation that increase efficiency.
What are your customers like?
We have customers such as SMBs who want their employee verification process to be simple with exceptional TAT and daily reports. The main goal for them is to spot any potentially fraudulent employees in their organization.
You’ve recently achieved a milestone by closing 100 B2B clients for SpringVerify. How do you feel?
I’m so happy. It was possible because of the guidance received from the seniors here.
I am really overwhelmed to be a part of such a wonderful family and looking forward to increasing the number from 100 to 200 in the upcoming year!
How do you handle a difficult conversation with prospects?
Price issues always arise in a sales situation, but framing the relationship around value from the very beginning will likely change the way the prospect thinks about the cost.
I believe in communicating the value our product provides on a deep level. The prospects will be in a better position to understand the cost structure and be able to justify it to their company’s decision-makers.
Sometimes prospect’s goal is to test the salesperson’s knowledge. So, I always enter these conversations with reputable data that affirms my position as an authority on the subject matter. This allows me to respond to challenges confidently and respectfully.
Reflect back from day one to now. How have you evolved in your current job?
When I joined Springworks, I had only 75 connections on LinkedIn. I was then suggested to leverage LinkedIn for generating leads and that’s how I was able to discover the power of it. That’s how I was able to convert 6 prospects into customers through LinkedIn.
I was also fortunate enough to learn about advanced technologies like Blockchain and Machine learning.
Working as a Sales Evangelist at Springworks has helped me build empathy with prospects and clients.
Walk us through a day in the life of Jesso!
- Wake up at 6.30 am
- Watch spiritual videos for 30 mins
- Start work at 10 am
- Team meeting
- Manage CRM activities on Pipedrive
- Generate leads through networking
- Have lunch
- Make calls to prospects
- Work until 7 pm
- Read books in my free time
- Have dinner
- Watch Netflix
- Head to sleep
What is the Springworks team like?
Springworks is a family that is closely connected. I’ve been able to create a strong bond with my co-workers here.
During my initial days, I had been given online sessions on how to generate leads and sell on LinkedIn. Hence, Springworks invests time in its employee’s learning and upskilling.
Never thought I would get such an amazing CEO and sales head. They encourage each employee to learn new things and bring out the best in them.