Colin Specter — All About Attitude
Positive results follow a positive attitude!
Colin Specter is a Senior Account Executive at Namely, an All-in-One HR, payroll and benefits solution. He is the top seller, and has been for the last three years running, across multiple different roles and territories. Colin joins Scott to discuss the importance of having the right, positive attitude, and a strong belief in the product or service that you’re selling, in order to become a top seller. Tune in to find out some ways you can develop a positive attitude, so that you too can become a top seller like Colin!
Shareable Clips & Quotes:
Focus and conviction are keys to success
Positive results follow a positive attitude
The art and science of selling
Getting inside the HR buyer’s mind
Delivering a positive sales experience: It takes emotion to sell and logic to close
Successfully transitioning from SDR to AE
Motivation and being the best in the industry
How the deal was done: Getting the job at Namely
Seek out and learn from the best to improve sales results
Colin’s information diet consists of Tim Ferriss, Grant Cardone and Zig Ziglar
Reading and listening are the keys to sales career development
Namely’s CEO Matt Straz is the best sales pro Colin knows
Full Transcript – Coming Soon
Key Takeaways:
[:26] Scott introduces his guest for this episode — Colin Specter.
[:37] What are the top three things that have allowed Colin to consistently get to, and stay at the top?
[1:13] Colin’s attitude has helped him achieve great things, not only in sales but in his life, too. How does he proactively keep his attitude in check on a daily basis?
[2:55] Energy and work ethic are #2 on Colin’s list of top three things. What does Colin do to build up and maintain high energy?
[4:47] Colin’s third point is focus and conviction.
[5:38] Colin’s idea that he’s constantly working against his competition is similar to what Mike Dudgeon mentioned in Episode 1 of this show.
[6:09] What happens once Colin has decided that the product and service he is selling is a great fit with a client? What is the process and client experience that follows?
[8:26] Scott gives a shout out to Nudge!
[8:50] What is Colin’s role? How did he get to #1?
[10:17] Colin quantifies his results at Namely.
[12:01] How did Colin transition from an SDR to field sales within the same company? What advice does he have for others in the SDR role to set themselves up for success?
[14:25] How did Colin get into sales? He shares his origin story.
[16:13] Is there anything Colin would have done differently in his sales path, or set his trajectory up in a different way?
[18:02] Colin tells his favorite sales story — about how he got his job at Namely!
[22:07] What has been the most challenging part of Colin’s career so far?
[23:58] Is anything Colin would have done differently to accelerate his learning curve?
[26:07] Colin is a night owl, but it’s really a mixed bag because his clients are from all over the world! What does his evening routine look like, especially in terms of building up his energy and keeping a positive attitude?
[28:28] What habits and routines are central to Colin’s success?
[32:47] How much time does Colin spend on prospecting? How does he structure his day?
[34:31] What does Colin’s information diet look like?
[36:19] What are some tools and apps that Colin uses regularly?
[37:13] Does Colin subscribe to a particular sales philosophy?
[38:20] How would Colin describe his style?
[39:54] What motivates Colin and how does he motivate himself?
[42:37] What is something that Colin believes that the average sales rep would think is crazy?
[45:23] Colin shares some of the important decisions he’s had to make, and lessons he’s had to learn along the way.
[46:57] What advice does Colin have for someone starting out in their sales career? Read and consume as much as you can!
[47:50] What advice does Colin have for someone mid-career? Take a look at who’s at the top, and start doing what they’re doing that you’re not!
[49:32] What would Colin ask other top salespeople?
[50:49] Who is the most successful salesperson Colin knows personally?
[53:09] Colin challenges you to prospect every day for the next seven days or two weeks.’
[54:54] Check out Scott’s Sales Success Community! Text top1 to 444999 to get an invite to the Sales Success Community, for access to some great resources!
[55:39] Reach out to Colin via email if you have any questions!
Mentioned in This Episode:
Top1.fm
Nudge
Namely
Sales Success Stories Episode 1 – LinkedIn’s #1 Account Executive – Mike Dudgeon
The Tim Ferriss Show
The Closer’s Survival Guide, by Grant Cardone
Secrets of Closing the Sale, by Zig Ziglar
The Greatest Salesman in the World, by Og Mandino
Jeffrey Gittomer’s Little Red Book of Selling, by Jeffrey Gitomer
The Sales Bible, by Jeffrey Gitomer
Salesforce.com
LinkedIn
Email Colin
Colin Specter on LinkedIn