Authentic Sales Leader

# The Journey from Account Executive to VP of Sales: Insights from Max Tipton

Are you an aspiring sales leader looking for guidance and inspiration? Look no further! In this episode of the Authentic Sales Leader podcast, host Jeff Kirchick interviews Max Tipton, the VP of Sales at Paperless Parts, a fast-growing tech company based in Boston. Max shares his journey from being an Account Executive (AE) to becoming a successful sales leader. His story is filled with valuable insights and practical advice for anyone looking to make a similar transition. So, grab a notebook and a pen and get ready to learn!

Max Tipton's journey from AE to VP of Sales was not without its challenges. As he reflects on his transition, Max highlights the importance of having a growth mindset and being open to new opportunities. He attributes his success to the mentorship and guidance he received from Mike Stankus, who he considers the "Bill Belichick of sales." Mike instilled in Max the fundamentals of sales and held him accountable for results, which laid the foundation for his future leadership role.

One of the key takeaways from Max's journey is the importance of curiosity and tenacity in sales. He emphasizes the value of asking questions and understanding why things work the way they do. Curiosity helps sales professionals gain insights and knowledge that can be instrumental in their roles. Additionally, tenacity is crucial for salespeople who are passionate about their work and willing to go the extra mile to achieve their goals.

Max also highlights the significance of authenticity in sales leadership. He believes that great sales leaders bring energy, confidence, and a genuine desire to help their team succeed. They inspire and motivate their team members, even when they may not believe in themselves. Authentic sales leaders also excel in explaining the "why" behind decisions, fostering buy-in and alignment within the team.

In terms of sales hiring, Max looks for candidates who demonstrate curiosity and tenacity. He values individuals who ask meaningful questions and have a genuine interest in the problems their organization is solving. During the hiring process, Max assesses candidates' research and preparation, ensuring that they have a solid understanding of the company and the industry. This attention to detail helps filter out candidates who are not genuinely interested, resulting in a more qualified pool of applicants.

When it comes to being a good leader, Max believes that energy and confidence are vital. Sales leaders should inspire their team members to believe in themselves and their ability to accomplish challenging goals. Additionally, explaining the "why" behind decisions and fostering authenticity within the team are key attributes of a great sales leader. Building mutual respect and trust allows the team to collaborate more effectively and achieve better outcomes.

Max also discusses the impact of artificial intelligence (AI) on the sales community. He highlights the benefits of AI tools such as Chat GPT and Bard in enhancing sales go-to-market strategies. These tools assist sales professionals in gathering data, analyzing trends, and optimizing their processes. Max envisions a future where organizations have their own AI solutions that tap into internal data and provide valuable insights for driving revenue.

Finally, Max addresses the challenge of knowing when to walk away from a deal. He emphasizes the importance of having a well-defined Ideal Customer Profile (ICP) and qualification criteria. By setting clear boundaries and understanding the cost of inaction for the customer, sales professionals can identify the right opportunities to pursue. It's crucial to avoid investing too much time and effort in deals that are unlikely to close, allowing salespeople to focus on high-potential opportunities instead.

Max Tipton's journey from AE to VP of Sales provides valuable lessons for anyone looking to pursue a career in sales leadership. His emphasis on curiosity, tenacity, authenticity, and effective leadership resonates with aspiring sales leaders. By embracing these qualities, seeking mentorship, and leveraging AI tools, sales professionals can navigate their careers successfully and achieve their goals.

Are you ready to embrace the journey and become an authentic sales leader? Take inspiration from Max Tipton and embark on your own path to success!