It’s International Women’s Week and we’re celebrating with an all-women slate of guests here and on the Daily Sales Tips podcast. Tracy Lim, the top Enterprise Account Executive at Blue Jeans Network. Blue Jeans is an organization that provides a cloud-based video conferencing service that connects participants across a wide range of devices and conferencing platforms. In this episode, Tracy discusses her sales background, from her early desire to start a career in sales to closing the largest deal in the history of Blue Jeans Network. A seven figure deal, her record-breaking sale still stands today.
Tracy regales Scott with her favorite sales story, one that included some of the toughest challenges she’s ever had to overcome. She details her sales process and the way in which she has leveraged her executive relationships to increase her effectiveness. Tracy is not afraid to reach out to C-Suite level executives because she is confident in the value she can provide them. A large part of her sales process is predicated on her daily routine. Tracy walks the audience through a typical day in the life, from spending time with her pets and drinking a special morning smoothie, to scheduling her sales prospecting and mapping out her plan of attack.
Tracy has been an incredibly successful salesperson throughout her illustrious career. She identifies the three things that have attributed to this success. These include grit, adaptability, and thinking like a CEO. This mindset has allowed Tracy to satisfy client needs, meet and exceed sales quotas, and catapult up the chart of top performers in her field. Tracy also talks about what motivates her, especially during the emotional roller coaster that is sales. Her experience has taught her to have mental fortitude and steadfast dedication.
Scott and Tracy also take a deep dive into the different types of sales philosophies and styles. Although Tracy does not subscribe to a specific sales philosophy, she utilizes a myriad of differentiated sales strategies that have served her well over the course of her career. Tracy is a true believer in sales karma and believes that good things happen when salespeople work for the benefit the customer first and foremost. Finally, Tracy presents the audience with actionable challenges. She urges them to be honest, understand their sales processes and know their strengths and shortcomings in order to improve on the craft of selling.
What We Covered:
00:24 – Scott Ingram welcomes to the podcast, Tracy Lim
00:48 – Scott takes a moment to thank the sponsor of today’s episode, Dale Carnegie
01:16 – The top three things Tracy attributes to her success
01:28 – Number 1: Grit
01:54 – Number 2: Adaptability
02:10 – Number 3: Think like a CEO
04:05 – Tracy discusses her sales background prior to Blue Jeans
05:16 – How Tracy was recruited to Blue Jeans
05:57 – The roles Tracy held at Blue Jeans and how she became a top performer
07:47 – The importance of adaptability
08:47 – Scott talks about the Winning with Relationship Selling Course from Dale Carnegie
09:44 – Tracy’s sales results
10:26 – How Tracy made the transition into sales
11:21 – The moment Tracy became comfortable in her sales role
12:24 – Tracy tells her favorite sales story
17:03 – Tactics Tracy utilized to remain top of mind during the dark times of this sales process
18:08 – Timing is everything
18:37 – The importance of having respectful and supportive bosses
20:17 – How Tracy’s shift in mindset led to increased confidence
21:12 – Tracy’s proudest accomplishment
21:54 – How Tracy has leveraged her executive relationships
22:52 – Tracy talks about striving to do better every day
23:35 – What motivates Tracy
25:42 – What sales karma means to Tracy
26:54 – Advice Tracy would give to those searching for top sales mentors
28:52 – Tracy describes a typical day in the life
31:02 – Tracy’s special smoothie concoction!
33:21 – Tools and apps that Tracy uses on a daily basis
35:28 – The books sand information that Tracy consumes
37:04 – The importance of finding time to exercise and meditate
38:34 – Tracy’s meditation process
39:56 – Why Tracy does not subscribe to one specific sales philosophy
41:03 – Tracy’s sales style and approach
41:53 – Tracy’s sales process
43:22 – One of Tracy’s beliefs that the average sales rep would think is crazy
44:10 – How to reach out to a CEO
45:28 – An average sales rep’s belief that Tracy believes is crazy
46:15 – The most important lessons Tracy has learned that have gotten her to where she is today
48:04 – Advice Tracy would give to an upstart sales professional
49:08 – How Tracy maintains a level and steady mind frame in her sales career
49:51 – Advice Tracy would give to a sales person who is ready to make a change
50:30 – The most impactful books Tracy has read over the past year
51:35 – What Tracy would like to know about sales reps who have made over one million dollars in commission
53:51 – Tracy’s actionable challenge to the Sales Success Stories Podcast audience
Tweetables:
“From a prospective customer perspective, I think you should always treat them with respect. You should always be willing to understand the problems and challenges that they want to solve.” (02:48)
“If I could sell something, I think that’s a great career path for me.” (11:40)
“I just dedicated my time and energy to this account because I knew if I could show value, if I could show true partnership, this is gonna be a huge win.” (16:12)
“I think having a boss that you respect and can act like a mentor is critical.” (18:55)
“That’s my advice to any sales rep that’s prospecting is don’t be afraid to reach out to any executive.” (44:03)
“I think, in order for a sales rep to always stay ahead in this ever-changing industry is you have to be reading. You have to understand the latest and greatest of different sales methodologies.” (50:18)
Links Mentioned:
Sales Success Summit
Daily Sales Tips Podcast
Daily Sales Tip Podcast on iTunes
Sales Success Stories Book
Dale Carnegie Training
Winning with Relationship Selling
John Barrows Sales Training
Tracy’s Linkedin
Blue Jeans
Books Mentioned on the Podcast:
Grit: The Power of Passion and Perseverance
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
The Urban Monk
The Challenger Sale: Taking Control of the Customer Conversation
Sleep Smarter
Tools Mentioned on the Podcast:
Discover Org
LinkedIn Sales Navigator
Outreach
Headspace
Yesware
MailTrack
Tracy’s Smoothie Recipe:
- Almond Milk (any dairy alternative will work; coconut milk, oat milk) – About 10oz
- Organic Frozen Triple Berry: Raspberries, blueberries and blackberries- 1 handful
- Organic spinach- 1 handful
- 1 scoop of Garden of Life’s plant-based protein
- Local bee pollen- 1 tablespoon
- Local bee honey- 1 tablespoon
- Mushroom adaptogen supplements (I use Sunpotion)-1/4 tsp each
-Ashwaganda
-Cordycep
-Reishi
-Lion’s Mane - MCT Oil- 1 tbsp
- Hemp Seeds-1 tbsp
- Chia Seeds- 1 tbsp
- Flax Seeds- 1 tbsp
- Spirulina- 1/4 tsp
- “Golden Milk Mix,” which is a blend of tumeric, cinnamon and ginger powder-1/4 tsp
Finally, blend it all up!