With Brock Laster, Sales and Customer Experience Manager

What led you to work in sales in ad tech?
The possibility of making someone's work-life easier drives me in ad tech sales. My background in master control, traffic, sales support, and training has enabled me to relate to the end user. I know their struggles, can empathize with them, and present a plan that will make their work-life much more efficient.

What makes selling ad tech different from other industries?
I would say the sales cycle is quite different, as it takes much longer to close a deal than ad sales. Some of our deals started with marketing campaigns 2+ years before the actual deal was closed.

What’s your favorite part of the sales process and why?
The hunt. Because the sales cycle is a long process, the hunt is exciting. Building relationships is part of this process and, in my opinion, the most important part.

What’s one tool or resource you can’t live without in your sales workflow?
Pilot! HA! The one tool that I utilize is relationship building. Yes, I know that is broad, but I genuinely care about our clients and prospects (big and small). Establishing the relationship is the most important part of the sales workflow (well, maybe next to closing the deal).

What’s the one piece of advice you would give to your peers in sales?
Don't hesitate to reach out and say hello, and NOT talk about business. In this communication, reach back into your memory, find something unique about the individual you are emailing or calling, and include that in the conversation.

What’s your approach to building strong client relationships?
Show the client that you genuinely care about them. I do this by listening. Let them talk. I have seen a lot of salespeople do way too much talking during a sales pitch or a discovery call. The majority of the time, the client or prospect wants to use this time to vent about their current tech stack. Let them talk it out. Then, come back with a plan that shows them you care about their current situation and want to help them.

What's the most rewarding part of working at ShowSeeker?
The team. Plain and simple. It is an honor and a privilege to work alongside such brilliant individuals who all have the same goal: to change the ad tech sales industry for the better.

What’s your secret to getting things done when the pressure's on?
PMA...Positive Mental Attitude. I am very patient, and when the pressure is on, utilizing my patience with positivity provides clarity. And when you have clarity, you can get the job done in any situation.