Episode 65: Jovan Perez of SiriusDecisions

Jovan Perez is the top performing hybrid sales rep at SiriusDecisions, an organization that specializes in empowering top business professionals to make better decisions, execute with precision and accelerate growth. Jovan is a process driven professional with a proven record of consistently driving team-based results. He attributes much of this to his eagerness to collaborate with others and his ability to structure simple solutions to address complex problems. Jovan specializes in business-to-business revenue strategies as he has worked with hundreds of C-suite executives throughout the course of his career. Jovan has had a rather unconventional route to becoming a top sales performer, yet he has managed to extract the best results out of the resources made available to him.

In this episode, Jovan talks about his business journey and quantifies the incredible sales results he was able to achieve. Jovan tells his favorite sales story, one that highlights his resourcefulness, willingness to take risks and collaborative nature. He identifies the three things that have attributed to this success, including audience-centricity and knowing his buyers, focus, and simplicity. Through these key factors, Jovan has been able to leverage his knowledge of the business to exceed his yearly quota.

Jovan takes the audience through a typical day in the life, from prepping for sales prospecting calls to figuring out the five major items he wants to achieve each week. Jovan does not subscribe to a specific sales philosophy. He believes that the sales process can be simple, complex or somewhere in between and that the approach to each of these can vary tremendously. Jovan’s sales style and approach is centered on curiosity and asking a lot of ‘why’ questions. This curious nature, combined with the value he places on discipline, has been the cornerstone of Jovan’s successful career. Finally, Jovan speaks to his proudest accomplishment: being a role model for members of his family that people can idolize and look up to as a positive example.

What We Covered:

00:24 – Scott takes a moment to thank the sponsor of today’s episode, Dale Carnegie
00:45 – Scott Ingram welcomes to the podcast, Jovan Perez
01:11 – The top three things Jovan attributes to his success
02:06 – Number 1: Audience-centricity and Knowing Your Buyer
05:12 – Number 2: Focus
06:31 – Jovan’s process for documenting and planning
08:16 – Number 3: Simplicity
10:47 – Scott talks about the Winning with Relationship Selling Course from Dale Carnegie
11:57 – The services that SiriusDecisions provides
13:27 – Jovan talks about his role at SiriusDecisions
14:18 – How Jovan’s time is allocated in his hybrid role
15:46 – Jovan’s sales results
17:34 – Jovember
20:08 – How Jovan got his start in sales
27:40 – Jovan discusses how positivity and mental fortitude were vital to his sales success
29:51 – How Jovan’s first year in sales evolved
31:29 – What Jovan would do differently in his career if given the chance
33:03 – How Jovan developed the idea of audience-centricity
35:10 – Jovan talks about the process of sales prospecting
37:33 – The average amount of time Jovan spends on each account on a given week
38:41 – Jovan speaks to the success rate of his prospecting
39:19 – Jovan tells his favorite sales story
43:21 – Jovan’s proudest accomplishment
44:37 – Jovan describes a typical day in the life
46:38 – The five things Jovan tries to accomplish each week
48:06 – The books and information that Jovan consumes
49:09 – Why Jovan does not subscribe to a specific sales philosophy
51:06 – Jovan’s sales style and approach
52:12 – Jovan’s experience working in implementation and customer service
58:33 – One of Jovan’s beliefs that the average medical device sales rep thinks is crazy
1:00:04 – An average sales rep’s belief that Jovan believes is crazy
1:01:32 – The most important lessons Jovan has learned over the course of his career
1:03:21 – How Jovan continuously develops his sales and business acumen
1:04:49 – Advice Jovan would give to an upstart sales professional
1:07:34 – Scott references The Holy Trinity of Sales
1:09:36 – Advice Jovan would give to a struggling, middle-of-the-pack salesperson
1:11:27 – One thing Jovan would like to know about top sellers in other fields
1:14:27 – Jovan’s actionable challenge to the Sales Success Stories Podcast audience
1:16:04 – How to identify business challenges

Tweetables:

• “So I’d say every action being done needs to have a purpose. And you want to make sure you’re as productive as possible.” (06:09)

• “There are some bad situations that occur in life. And, just because you start off significantly behind others, that does not mean that through hard work, dedication, consistency and discipline and focus, you can’t end up where you’d like to be in life.” (19:43)

• “Sales is more regimented and process-oriented than people give it credit for.” (58:48)

• “Talk to your peers. See who’s doing good things. Learn more from them. Interact with them. There’s always an opportunity to learn more.” (1:04:29)

• “Being with SiriusDecisions, our mantra is client first, company second, you third.” (1:08:34)

Books Mentioned on the Podcast:

David and Goliath: Underdogs, Misfits, and the Art of Battling Giants

What We Covered:

Tweetables:

Links Mentioned:

Books Mentioned on the Podcast: