Jun 1, 2021
Jonathan Pack is the Director of Strategic Partnerships and founder of the Partner Channel at Yext. Following his first job out of college selling knives door-to-door, Jon spent the next decade doing comedy at the Upright Citizens Brigade in New York while working on Comedy Central’s web development, video production, and comedy writing. In a moment of career malaise and creative fatigue, he decided to return to sales and joined Yext, which at the time was a tiny start-up where he sold over the phone to small businesses. Jon has spent the last 10 years at Yext, where he also founded the Partner Channel, Yext’s agency reseller program that helps agencies increase their clients’ visibility in online listings and searches. Since the launch of the Partner Channel, Yext has gone public and grown to thousands of employees globally.
Jon joins me today to share the principles and advice that advisors can implement in their own sales process. He defines what a “mutual plan” is and shares a powerful tool to effectively manage a sales conversation, from pitch to closing. He underscores the role that digital presence plays in an advisor’s business success, describes what Yext is, and how this platform can help advisors and other businesses increase their visibility online. He also discusses his process for prospecting and qualifying clients — and highlights the importance of bringing authenticity into sales conversations.
“Be authentic. Staying in harmony with yourself and ensuring that you’re putting out your true self is important in having great sales relationships.” - Jonathan Pack
This week on The Model FA Podcast:
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About the Model FA Podcast
The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.
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President of Model FA, David DeCelle
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