Barry Womack — Leverage Your Resources
Know the resources you have, and use them!
Barry Womack was the Annual Top Performer in his regional sales manager role at Cvent, a meeting and event technology platform, where he focuses on enterprise solutions and achieved 208% of his annual quota. His role includes working with existing clients to expand and grow those partnerships, and bringing on new logos and creating new revenue for the company. Tune in to learn more about leveraging resources, and making the most of what you have by being prepared.
Shareable Clips & Quotes:
“I’m an introvert… preparation helps me be confident”
Collaborating with marketing – introducing successful customers
Barry’s role and results at Cvent
Enterprise sales vs. mid-market sales
Staying organized on the road
Time management and time blocking
Acting as a consultant and selling yourself as a sales rep
Cold calling mind shift
Sales is a learned skill
Qualifying sales opportunities
Listen to yourself and get feedback
Key Takeaways:
[:30] Scott welcomes his guest for this episode — Barry Womack.
[:46] What are the top three things that allowed Barry to get to the top?
[1:50] The first thing that allowed Barry to get to the top was leveraging resources.
[3:16] How does Barry typically use executive leadership as a resource?
[4:50] Preparation is another key to Barry’s success. How does Barry prepare for a variety of scenarios?
[7:18] What is Barry’s industry? How does Barry go about mastering his industry?
[9:01] How big of a factor for success is longevity in the industry?
[9:44] Customer stories are a big part of what Barry is doing. How does he collaborate and work with his marketing team to leverage content?
[11:17] What are the specifics of Barry’s role? How did he get to #1?
[12:33] How did Barry get into sales?
[14:32] If Barry were starting over today, is there anything that he would have done differently from a career perspective?
[15:50] Are there things that Barry does differently in the enterprise space from what he was doing before?
[17:15] Barry shares his favorite sales story.
[23:23] Apart from acquisitions in the enterprise space, what is the next biggest challenge Barry faces? How does he overcome it?
[25:30] What does Barry’s information diet look like?
[27:21] What are the core tools and apps that Barry uses?
[29:06] How does Barry structure his travel to stay productive and healthy on the road?
[30:52] Barry is a night owl. He takes us through his evening process and how his day comes together from there.
[32:50] How does Barry structure his day?
[34:03] What is Barry’s preparation process for his meetings?
[35:40] What other habits and routines are core to Barry’s success throughout the day?
[36:26] Barry talks about his sales philosophy and approach.
[37:53] What are other important or unique parts to the way that Barry approaches sales in general?
[38:33] What is something that Barry does or believes that the average salesperson would think is crazy?
[39:42] What motivates Barry?
[40:48] What were the most important decisions Barry has made or lessons he’s learned to get to where he is today?
[42:20] Barry shares some advice for people just getting started on their sales careers.
[45:05] Barry recommends that if you’re deep in your career and still struggling, ask yourself what action you can take to change, and if you really enjoy what you’re doing or believe in your product or company.
[46:26] Barry would like to know how other top sellers are being efficient.
[47:22] Barry challenges you to listen to yourself and ask for feedback to improve yourself, and also start leveraging the resources you have!
[49:55] Get access to some of Barry’s templates and agendas that he uses in his preparation by signing up for the Sales Success Community. Visit top1sales.wpengine.com or Text top1 to 444999!
Mentioned in This Episode:
Top1.fm
Barry Womack on LinkedIn
Cvent
TechCrunch
This Week in Startups
Listen Money Matters
Pitch Anything, by Oren Klaff
TripIt
Concur Expense
DocuSign
Evernote
Dashlane
Mint.com
Personal Capital