Being The Rep You Want To Be with Zack Hazlett #013

In this episode, I’m researching what’s really working on the frontline.

In under a year, Zack Hazlett went from Sales Development Representative to Account Executive. And as an SDR 95% of the meetings he booked were set through cold outreach and was responsible for influencing $4.5m in revenue. Now, as an Account Executive he sources and closes his own deals.

During our interview Zach opens up about how when he first joined AirGarage as an SDR things didn’t come easy. It wasn’t like things just clicked right away. We dive deep into his aha moment where he realized that if he was going to be his best he was going to have to be real with himself.

This is an amazing story of how when you’re totally accountable and self disciplined, you accomplish anything.

#salesconsultantpodcast #sdr #accountexecutive #toprep #salescareer #accountability #selfdiscipline

Time Stamps:

[2:00] We learn about what AirGarage does and how they are modernizing parking operations.

[3:40] Got into sales through a sales internship with a local utility company. You don’t see sales internships very often so this is good to see. He ended up transitioning to full-time.

[5:00] While Zack has been recently promoted from SDR to AE, things didn't start out so good for him. He talks about how he struggled to perform when we first started with AirGarage and the realization that he had to turn things around.

[7:50] Shares a story about being coached by his new VP of Sales on cold call that Zack thought went well but his VP did not and told him that he needs to change his idea of what’s good.

[12:30] Describes the aha moment when things clicked for him. When he realized he was repeating old behavior and how he decided to get serious about doing the extra work necessary to improve.

[14:30] Zack talks about being pushed by the people in his circle and how their influence drives him to be his best. We talk about how elite performers do actually have a method to their madness. Despite what some people might say, they’re not just “naturally good”. Elite performers have routines and they work really hard to hone their craft.

[15:20] Zack attributes his ability to turn his performance around to the extra work he was willing to put in outside of normal work hours. Below is his list:

Listen to at least 1 of your calls everyday and be sure to also listen to the calls your top performers have had.
Reading sales books: The Challenger Sale, Pitch Anything, Gap Selling, Never Split the Difference (links below)
Follow BowTiedSalesGuy on Twitter

[22:00] Explains what type of coaching style is best in getting the most out of people like him.

[27:33] Describes how getting engaged to his girlfriend increased his drive to perform at his best.

[30:55] Walks us through his daily routine. He takes a holistic approach to maintaining healthy levels of prospecting activity. Lists out the different time blocks he adds into his calendar each day.

[40:00] We talk about what it was like to form a strong teaming dynamic between AEs and SDRs within their company.

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