Scott Ingram welcomes to the podcast Jack Wilson, Director of Business Development at Cinch IT. While Scott is bending the rules slightly in this episode, he isn’t doing it by much. Prior to his role at Cinch IT, Jack worked at Citizens Bank, where he was consistently ranked in the top one percent of performers. Jack is a bit of a rule breaker himself, especially when it comes to the status quo of traditional sales. Jack’s holistic approach to sales, coupled with his unconventional methods of prospecting have contributed to much of his business success.
In this episode, Scott and Jack talk all about Jack’s sales background, from starting a small coffee shop to business banking at Citizens Bank to now leading a sales team at Cinch IT. Jack states his belief that consistency is a key component of sales. He urges members of his sales team to incorporate that consistency into their daily sales generating calls. Jack utilizes a self-proclaimed counterculture style to his approach, to which he credits much of his accomplishments.
We also hear from Jack about his earlier career, and why, if given the opportunity, he would not do anything differently. He identifies the three things he attributes to his success, which include ensuring every action he takes is measurable and repeatable, putting his success on autopilot so it becomes second nature, and being contagious in his mannerisms and personality. Jack also takes listeners through his typical day, from consuming business and non-business content in the morning to tackling tough client meetings in the afternoons. Jack is a proponent of being successful while having a boundary between work and life so that happiness becomes a priority.
As Scott and Jack delve deeper into more specifics, Jack discusses his “Two, Four, Six Eight” activity plan that has led to tremendous sales success for his team. In fact, when Jack brought this activity plan to his current company, they experienced two hundred twenty-three percent business growth. Jack also shares his sales style and philosophy, including his drive to find what truly motivates members of his team. Jack stresses the importance of figuring out the “why” behind his actions in order to clearly define his goals. Finally, Jack leaves listeners with parting words of advice. He urges the audience to look at the results in order to reverse engineer success and figure out what methods work best to sustain that success.
What We Covered:
00:48 – Scott Ingram welcomes to the podcast, Jack Wilson
03:52 – Jack tells the story of how the lack of a leader turned him into a great leader
05:12 – The three things Jack attributes to his success
05:20 – Number 1: Every activity should be measurable and repeatable
07:29 – Number 2: Put success on autopilot
09:04 – Jack describes the ticketing system he uses as a CRM tool
09:24 – Number 3: Be contagious
10:58 – Jack talks about a great mentor he had
11:57 – Jack discusses his business background and his current role at Cinch IT
17:43 – The point at which Jack began transitioning to a sales career
19:24 – Going from a position in payroll to one in banking
21:43 – Jack discusses why he wouldn’t do anything differently in his career if given the chance
22:50 – Where Jack found the ability to achieve at a high level
26:10 – Jack gets into specific detail on what he was measuring and how he was achieving such great results
29:13 – Jack’s holistic sales approach
33:36 – Scott touches on the 2019 Sales Success Summit briefly
34:02 – How Jack’s past sales experiences served him well at Citizens Bank
38:51 – Finding that sweet spot of work life balance
42:31 – Jack describes a typical day in the life
46:17 – How Jack schedules his client meetings
48:15 – Jack discusses his counterculture “Two, Four, Six, Eight” activity plan
53:57 – The consistency of Jack’s business
57:43 – Jack shares how he targets and identifies business opportunities
1:01:02 – How Jack judges the success of his day from a sales perspective
1:02:23 – Jack tells a powerful moment he experienced with a recently hired salesperson
1:04:07 – The biggest challenge Jack faces with his sales approach
1:06:12 – Jack speaks to the escalating goals he sets
1:07:34 – Jack’s sales philosophy
1:09:09 – Jack discusses his sales style and how he coaches through the different styles on his team
1:12:19 – Suggestions Jack has for identifying great leaders
1:15:11 – The journey towards motivation and finding your “why”
1:16:34 – One of Jack’s beliefs that the average sales professional would think is crazy
1:19:29 – An average sales professional’s belief that Jack believes is crazy
1:21:02 – The advice Jack would give to an upstart salesperson
1:25:27 – The advice Jack would give to “most” salespeople
1:28:00 – The thing that Jack would like to know about other top performers
1:29:31 – Jack tells the story of an epiphany he had
1:32:26 – Jack’s challenge to the Sales Success Stories Podcast audience
Tweetables:
“If it’s not in my sales tool, I’m not doing it.” (08:53)
“I want you to catch me easy like a cold. When I walk into a room with you. I want you to have that rapport where you feel comfortable talking with me.” (10:02)
“I started taking activities at the end of my day that I hadn’t achieved yet and saying, ‘That’s not a failure. It’s just not done right now.’” (40:53)
“I’m an advocate for being hyper-efficient and being very targeted and very deliberate in how you spend your time and talent.” (48:45)
“I think tackling goals in small chunks is very important, going back to the psychology of sales.” (1:05:29)
“If you can find that motivation within yourself, you can find the reason why you want to find success, and you can align that with a company that you work for. That’s when you’re gonna be the best version of yourself as a sales professional.” (1:11:00)
“I’m a sales professional. I’m able to have deep, thought-provoking conversations with folks to uncover areas of opportunity where I can improve their lives.” (1:20:34)
“I had an epiphany. I said, ‘Well, wait a minute. He’s ranked number eight. Here I am at number four and I think I’m doing half as much as him, but I feel like I’m ten times happier.’ And that’s the way I want to live my life forever.” (1:20:34)
Links Mentioned:
Sales Success Summit
Jack Wilson on LinkedIn
Sales Success Stories Book