“It was learnable. He claimed anyone could do it, so I listened to that over and over and I got this nagging feeling to give it another shot and I took another 80 roll and I dove in and I became a true student of sales.” – Dalai Cote in today’s Tip 466
What’s your own winning sales process?
Join the conversation below and share your own experience!
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Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. This is turning into a little 3 part mini-series because I wanted to share another clip from my conversation with Dalai Cote on the Sales Success Stories podcast. The story and the tip here is pretty self-contained, so let’s just get into it.
Dalai Cote: Dalai Cote: I actually shared this story with David and I’ve shared it on LinkedIn in a few places, but three years ago after making the jump from SDR to AE and after about a year of slugging it out with very little success. I was caught in a round of layoffs and I was like, “Oh right. I was struggling to stay afloat both professionally and financially.” And I actually started thinking that maybe sales wasn’t for me after all. I had been incredibly successful, you know, as an SDR, but maybe I just wasn’t cut out for that closing role and I was really ready to hang up that headset. And I actually started applying for roles outside of sales. And then you know, a funny thing happened, I stumbled across this podcast, the Sales Success Story podcast, and specifically the episode with David Weiss. I think it’s episode 24 and it really struck a nerve with me, right? It really fundamentally changed the way that I was thinking about selling and David in the podcast for those people that haven’t listened to him in a highly, highly recommend you check it out, he outlined how his approach had helped him become right, the number one seller in his division at ADP, but how was processed was teachable, right? It was learnable. He claimed anyone could do it, so I listened to that over and over and I got this nagging feeling to give it another shot and I took another 80 roll and I dove in and I became a true student of sales. I implemented my top three, which I’m sure we’re going to dive into in more detail today and improved every single step of my process and the results started coming right in 2018. I hit quota for the first time in 2019. I was the number one seller in the company, which is that same year that the company became the 13th fastest growing tech company here in Canada and I broke a number of company records along the way.
Scott Ingram: That’s awesome. I love that end to end story. I mean it’s exactly why I started these podcasts and why I wanted to have these conversations, right? It was to do exactly what you described, which is, “Hey, I want to be successful. I have the desire.” And you know, sure you can read books and you can listen to other podcasts by folks who are telling you what to do. But I think it’s different to hear the real-world experience of the people who were actually doing it and actually doing it right now and being able to implement those strategies. And I know one of the other things that you talked about and one of the notes that I saw, maybe it was the LinkedIn post or maybe it was the note that you sent to David when you guys actually connected was, you know, you kind of wore out the clip that I had pulled out where he talks about the MEDDPICC process. You want to talk about that a little bit more?
Dalai Cote: Yeah, yeah, absolutely. And you know, if anyone’s listening to this and hasn’t or doesn’t know what MEDDPICC is or hasn’t even listened to that, I would highly recommend doing it. I mean, I have been hard-pressed to find anything that’s nearly as succinct and valuable and easy to implement as the process that David outlined when he was explaining MEDDPICC. But for me, that was actually the first time that I came across it. And you know what? I had read a lot about different sales methodologies and I certainly had spent a lot of time trying to implement them internally, but I didn’t really have anything, you know, coming back to my top three, I didn’t really have a system that truly worked for me. So I think it’s the second most-watched video that you have. David’s MEDDPICC overview. I probably account for a large number of those views alone, but I would recommend like if you haven’t watched it, probably pause this right now. Go listen to that. It’s so incredibly helpful.
Scott Ingram: To complete this mini-series, tomorrow I’m going to play that clip of David Weiss explaining the MEDDPICC sales process that has driven so much of his own success, his team’s success, and the success of others like Dal. But if you’re impatient I’ll have a link to the clip for you as well as links to connect with Dal and David at DailySales.Tips/466
Thanks for listening and I’ll talk to you again tomorrow!