Episode 135: Others-Focused Selling with Kaleigh Conners

Kaleigh Conners just finished as the top Solutions Advisor for the year at GreyCastle Security and has recently transitioned into a new role as Strategic Account Executive at Terryberry. Kaleigh is a genuinely curious sales professional who values honesty, transparency, and integrity above all. Kaleigh prides herself on being rational, informed, independent, determined and versatile, all traits that have served her well in her short, yet impressive career. Her results speak for themselves as Kaleigh has been able to achieve top seller status and is continuing on her quest to be the best version of herself that she can possibly be.

In this episode, Scott and Kaleigh talk about her sales origin story and discuss Kaleigh’s favorite sales story as well as her favorite failure. Kaleigh speaks to how she’s been able to achieve incredible results and success at the impressively young age of twenty-three. Kaleigh shares her sales style and philosophy, both of which are rooted in being ‘others focused.’ Her self-described style is that of one human looking to help another human achieve their goals. For Kaleigh, it all goes back to being genuinely curious, helping to better understand what others’ goals are, and being others-focused.

Kaleigh talks about the move from cybersecurity to a completely different field and how she was able to make that transition. She mentions some of the incredible sales mentors she’s had in her career, including the legendary Jack Wilson who Kaleigh gives a huge shout-out to in this episode. She also shares the three things she attributes to her success which include not being afraid to ask questions, continuous learning, and finding a like-minded community that challenges and supports her. Finally, Kaleigh issues an actionable challenge to the audience. She urges them to read or listen to Atomic Habits and revisit areas in your daily routine where you can build on the goals you’re looking to achieve in 2022.

What We Covered:

00:01 – Scott takes a moment to thank today’s sponsors RevenueGrid, QuotaPath & Outreach
00:37 – Scott introduces today’s guest, Kaleigh Conners
01:08 – The top three things Kaleigh attributes to her success
01:21 – Number One: Not being afraid to ask questions
01:40 – Number Two: Continuous learning
02:01 – Number Three: Finding a like-minded community that challenges and supports her
04:03 – Kaleigh’s role at GreyCastle Security and the transition to a new role with Terryberry
10:26 – Scott takes a moment to promote the incredible value of the Sales Success Summit
12:28 – Kaleigh’s sales results
15:01 – Scott takes a moment to thank one of today’s sponsors, RevenueGrid
15:32 – Kaleigh’s formula for sales success
17:15 – Kaleigh’s sales origin story
20:21 – Scott takes a moment to thank another of today’s sponsors, QuotaPath
20:40 – Getting connected to the right people
24:43 – Kaleigh tells the funny story of why she had to leave the Sales Success Summit early
27:39 – Kaleigh’s favorite sales story
29:40 – Kaleigh’s proudest accomplishment
30:43 – Honesty, transparency, and integrity
33:27 – The books, news, podcasts, and trade information that Kaleigh consumes and her process for parsing through it all
43:10 – The most challenging part of Kaleigh’s role
46:24 – How Kaleigh structures her monthly reviews
47:43 – Kaleigh takes the audience through a typical day in the life
53:43 – Kaleigh’s prospecting process
55:14 – Scott takes a moment to thank the final sponsor of today’s episode, Outreach
55:44 – Kaleigh speaks to the expectations she has for herself
57:11 – Scott shares an exciting listener offer
58:02 – Personal branding via LinkedIn
1:03:16 – Scott recommends a useful product for Kaleigh to utilize and discusses ‘The Napaccino’
1:06:30 – Kaleigh’s tech stack
1:08:52 – Habit Stacking
1:10:42 – Kaleigh’s sales style and philosophy
1:12:23 – Kaleigh’s podcast
1:15:17 – What motivates and drives Kaleigh
1:16:06 – One of Kaleigh’s beliefs that the average sales professional would think is crazy
1:17:14 – An average sales professional’s belief that Kaleigh thinks is crazy
1:20:45 – From cyber security to a completely different industry
1:25:47 – Advice Kaleigh would give to an upstart sales professional
1:27:46 – Advice Kaleigh would give to a struggling middle-of-the-pack sales professional
1:29:14 – Kaleigh’s favorite failure
1:30:28 – The PAWS Method
1:31:46 – What Kaleigh would want to know about top sellers in other industries
1:33:31 – Kaleigh takes a moment to give a huge shout out to a sales mentor of hers, Jack Wilson
1:35:42 – Kaleigh issues an actionable challenge to the audience

Tweetables:

“Jack Wilson and I really struck a chord on a shared mindset and goal of how to be the most successful seller and person possible.” (21:33)

“What I really try to keep top of mind is always being honest and always having integrity. And what that means when I’m building relationships is that I build as honest relationships as there can be.” (31:16)

“So, my process around social media and LinkedIn is that it is a major time suck and it can very easily take me into a massive rabbit hole where I get nothing done. So, I needed to find a way to approach social media in a way that keeps me consistent and relevant but also allows me to get other stuff done.” (58:37)

“Honestly, I would describe my style as one human wanting to help another human achieve their goals. So, that looks different depending on who I’m talking to, and a lot of that goes back to being genuinely curious, helping to better understand what others’ goals are, and being very ‘others’ focused.” (1:11:41)

“What motivates me, honestly, is creating a path that leads me to becoming my best self. I love surprising myself and exceeding my own expectations of everything that I’ve done. I like looking back at how hard I worked for those things.” (1:15:27)

“I think, especially in the day and age of The Great Resignation, supporting your current employees and really supporting whatever growth that they’re interested in doing or professional development that they’re diving into – to have that support and be there as their backbone and cheerleader I think it’s massively important.” (1:25:07)

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