In the dynamic world of sales, where strategies evolve and technologies are constantly reshaping the landscape, gleaning insights from experienced professionals who've already established their sales career paths is invaluable.

We recently had the opportunity to engage in a thought-provoking conversation with Sean Murray, Sales Development Manager at Conga, who shared his experiences and perspective on transitioning to a career in sales.

From moving between industries to the importance of building a personal brand and leveraging technology, his insights provide a roadmap for success in the ever-evolving field of sales.

Also, don't forget to check out our previous blog, where we put together a list of 7 must-follow B2B sales leaders to nail your cold outreach.

Without further ado, meet Sean!

What are some of the highlights of your career so far?

The biggest highlight of my career was transitioning from the home remodeling industry to tech sales. I took a massive pay cut to become an SDR, and it was a defining moment that eventually led me to my current trajectory.

If you had to write a letter to your ten-year-younger self, what advice would you give?

I would advise not chasing money, even in a career in sales - but rather focusing on gaining valuable experience. Additionally, I'd recommend starting to build your personal brand early in your career and building a strong professional network.

For someone looking to build a network and brand on LinkedIn, what's the biggest hurdle they might face and how can they overcome it?

The biggest hurdle is putting yourself out there and creating content. Many people consume content but don't create it. Overcoming this challenge involves selecting a niche you are passionate about and consistently sharing content that adds value and resonates with your audience.

What's the most surprising thing you've learned from a customer?

One surprising aspect is how many businesses still rely on manual, paper-based processes. This reaffirmed my passion for tech sales, where we help businesses transform and modernize their operations.

If you could share one sales tip on a mega billboard, what would it be?

"ABP - Always be prospecting." Filling your sales pipeline is crucial, and the ability to generate interest proactively is a key skill for success in tech sales.

If you had a magic wand, what is the one problem you'd like to solve immediately at work?

Data quality is a significant challenge in sales. If I had a magic wand, I would eliminate duplicate accounts and contacts and ensure clean, high-quality data to enhance sales efficiency.

How do you see AI evolving in sales in the future, and what advantages does it bring to the sales department?

AI is a valuable tool in sales, but it should not replace the human element. AI can enhance sales by automating certain tasks, improving research, and aiding in more efficient outreach. However, it cannot replace the human-to-human connection and understanding of complex, strategic sales.

What books, podcasts, or resources do you recommend for the latest sales advice?

I recommend utilizing LinkedIn as a valuable resource for networking and knowledge sharing. In terms of tech stack, having LinkedIn Sales Navigator, a data provider, Crunchbase for funding insights, and free tools like Google News and Google Alerts are helpful. Ultimately, understanding your Ideal Customer Profile (ICP) and industry-specific knowledge are crucial, and learning from peers within the industry is invaluable.

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We hope that this conversation with Sean inspires you as you navigate the exciting world of sales, adapt to new technologies, and build lasting relationships in the pursuit of success.

Whether you're starting your sales career path or have years of experience under your belt, the world of sales offers endless opportunities for growth, learning, and personal development. Embrace it, and you'll find success along the way!