Today’s guest is Brian Lawrence, VP of Sales at Clazar - the cloud GTM co-pilot for software businesses of all sizes that recently received their $10 million Series A round.

Brian started his career at Oracle, where he moved up quickly and became one of the youngest managers at the company. When he was climbing up the ranks, a big part of his success was his willingness to learn and having a high level of curiosity.

His leadership style is centered around building a culture of empathy, trust and collaboration. Brian doesn’t consider someone an A+ player solely based on their numbers. Instead, he looks for candidates that not only carry themselves up, but also those around. His biggest regrets as a sales leader have always come from hiring people who showed immediate red flags.

Empathy, when displayed towards prospects, is one of the best ways to ensure that they’ll trust you and end up going with your solution when they’re ready to buy. At HelloSign, Brian had to build a strategy on how to sell to developers, who aren’t typically susceptible to aggressive sales tactics. They created content that showed a ton of self awareness and rebuilt their sales motion to cater to their new ICP, which ultimately won them enough business to get acquired by Dropbox down the line.

Tune into the full episode to learn about how to make empathy your ultimate sales superpower!

KEY INSIGHTS:

03:01 How to move up the ranks in sales

04:13 Infusing empathy into your leadership style

06:14 Why a culture of collaborators wins

08:32 Using empathy to win deals

12:01 How to become an expert in your market