Speaker: Stephen Russo, Director of Sales, CB Insights
When it comes to coaching, what value do you feel Charles has brought to your organization?
Stephen Russo: I've been working with Charles for a couple of years now, and Charles has totally changed my game when it comes to just the work I've done on the individual contributor side, but also the work that I've done in teaching now, sellers on my team and I think the biggest takeaways I have from my time, learning from Charles is just the questions that he has taught me, the areas to dig into, the times to, to push back a little bit, the times to ask thoughtful questions and open ended questions that ultimately, draw responses out of a prospect that, I just wasn't getting before and that just totally opened up the sales process for me and, just such a, such a great person to work with and obviously makes it so easy to understand, and the reasoning why you're asking the questions makes that easy to understand as well. So, been a real pleasure working with him, and I look forward to continuing to learn from him in the future.
What do you feel is different about Charles' style of coaching, or skill set?'
Stephen Russo: Charles removes the fluff. He makes it very clear why you should be asking questions, What types of questions you should be asking, And ultimately, what are the results that you should be getting from those questions? And it's just very, very easy to understand because of how direct he is about those, about that advice.
Why might you recommend Charles as a 'Coach-In-Residence' for other sales organizations?
Stephen Russo: Charles is not only a great person, but he is a great coach, He knows what he's talking about, he has the experience and his approach in really kind of digging deep into discovery, and teaching about how that impacts the whole sales process and tying that back to discovery constantly. And teaching discovery through that lens is just, it's so critical for sales people out there, and it's really important for sales people to learn.
