Ep. 20 Melissa Wexler - Be Authentic

In this episode of Outbound, host Joseph Lewin interviews Melissa Wexler, a seasoned sales leader with over 10 years of experience leading sales teams. They discuss Melissa's unique career journey from being a lawyer to getting into sales, as well as practical tips for building authentic relationships with customers.Main Discussion Points:- Making the transition from being a lawyer to a sales leader- The importance of listening and discovery in the sales process- Being authentically interested in your customers and their industries- Researching your customer's industry to understand pains and passion points- The mindset of helping others and giving backGuest Bio:Melissa Wexler is a sales leader with over 10 years of experience managing teams. She started her career working for an IBM hardware provider before attending law school and working as an attorney. She later transitioned into leading sales teams, leveraging her background in law.Key Quotes:"Really break it down a little more simple than that. What do you like about the people you sell to? What do you like about the industry? What jazzes you up and start the conversation there, right?" (00:03:38)"When product comes up. It should be much more organic and it should have. This is why that discovery piece, if we go all the way back in our conversation to discovery and listening, the more you know about the individual, what's driving them, what's driving this purchase, and why it should be the problem they're focused on right now." (00:11:39)