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Table of Contents
Images from the book
Articles, Videos and other Resources
Table of Contents:
Jelle den Dunnen
1. Ditching the “Salesman” Mentality – AJ Brasel
2. Determination and Persistence – Dayna Leaman
3. The Mindset of a Champion – Kyle Gutzler
4. Don’t Take it Personally: They Just Didn’t Want to Buy From You – David Weiss
5. Creating Success with the Customer First – John Hinkson
6. Being Comfortable with the Uncomfortable – Dayna Leaman
7. On Competitiveness – Justin Bridgemohan
8. On Confidence – Justin Bridgemohan
9. On Charisma – Justin Bridgemohan
10. Giving Back and Growing – John Hinkson
11. Courage Drives Positive Outcomes – Debe Rapson
12. Differentiating Yourself Through Goal Setting – AJ Brasel
13. Mindset Exists of Multiple Key Factors and Can Have a Massive Impact! – Jelle den Dunnen
14. I’m 6’4 and Devilishly Handsome – Trong Nguyen
15. Build Rapport – Jacquelyn Nicholson
16. My Dad was Right! – Dayna Leaman
17. People to People Sales – Paul DiVincenzo
18. The Playa – Trong Nguyen
19. Unprecedented, Impossible to Top – Camille Clemons
20. What Are You Scared Of? – Trong Nguyen
21. Sell High – Jacquelyn Nicholson
22. Ask for Referrals Often and Always – Kevin Walkup
23. Make a Habit of Biting Your Tongue, so the Client has Time to Speak – Trey Simonton
24. Your Network is Everything – Kevin Walkup
25. Why Lunch Doesn’t Matter – Trong Nguyen
26. Avoid the Single Thread – Never Fail Alone – Jacquelyn Nicholson
27. Success from Relationships and Trust – Paul DiVincenzo
28. Choosing a New Path in Sales – John Hinkson
29. Just [email protected]#$ing Kill Me – David Weiss
30. Love the Product You Sell – George Penyak
31. A Rapid Rise, an Epic Fall, and Getting “Fired-Up” – Scott Ingram
32. Momentum Selling – Kyle Gutzler
33. Career Momentum – Kyle Gutzler
34. Performance Enhancement Plan – Going from Underperforming to Overperforming – Mike Dudgeon
35. Getting Promoted in Tough Times – Paul DiVinenzo
36. Be Specific About What You Want – Scott Ingram
37. Don’t Forget to Add the Personal into Business Relationships – Jelle den Dunnen
38. Best Practices vs. ONLY Practices – Paul DiVincenzo
39. Run Your Sales Career Like a Franchise – Mike Dudgeon
40. Getting It Done & Doing It Right – Recipe for a Great Sales Culture – Scott Ingram
41. Why is Why Better than What? – DeJuan Brown
42. Set Your Goals 2x to 3x Your Quota and Build a Daily Routine to Over Achieve – Trey Simonton
43. Differentiating Yourself from the Average Sales Development Rep (SDR) – Florin Tatulea
44. Creative Prospecting – Scott Ingram
45. The Art of Persistence and Knowing When to Quit – Florin Tatulea
46. The Janitor Know More than You – DeJuan Brown
47. Always be A/B Testing – Florin Tatulea
48. F*@# the Status Quo – Do You – Phil Terrill
49. Over-delivering on Value – George Penyak
50. Who Knew Selling Looked Like This? – Camille Clemons
51. Discover Is Not Just One Step In The Process – Debe Rapson
52. Deal Qualification: How I Used to Lose ~40% of my Deals to a Single Competitor – Jelle den Dunnen
53. The Year I Doubled my Income – David Weiss
54. Well That Sucked – Camille Clemons
55. Take Time for Research and Always do a Dry Run – Trey Simonton
56. Understanding an Opportunity’s True Value – George Penyak
57. The Four “F’s” to Building the Right Momentum with Customers – Phil Terrill
58. Overcoming the Price Objection – AJ Brasel
59. Let Me Know if Anything Changes – DeJuan Brown
60. I Love S.A.L.E.S. – Phil Terrill
Professional history: ADP, Bazaarvoice, Eloqua, Oracle, Certain, Relationship One
Host of the Sales Success Stories Podcast
Bio: Scott Ingram is the top account director at Relationship One where he works with about a dozen Fortune 500 companies to help them maximize their Oracle Marketing Cloud investments. Scott has been a part of two IPO’s in his sales career having sold for Bazaarvoice and Eloqua. Scott also hosts the Sales Success Stories Podcast where he ONLY interviews top individual contributors who are either #1 or at least in the top 1% if they work for larger organizations like LinkedIn, Paychex, Microsoft, ADP, etc.
- Scott is married, has 2 daughters, too many cats to name (not by choice) and a Chiweenie.
- Scott is Peloton obsessed and used to teach indoor cycling classes at the Townlake YMCA in Austin where he prided himself on offering the most difficult classes available.
- Scott founded his first company, Grey Matter Technologies, when he was 20 years old. He was surprised to find the name pop up years later while binging on Breaking Bad.
31. A Rapid Rise, an Epic Fall, and Getting “Fired Up”
36. Be Specific About What You Want
40. Getting It Done & Doing It Right—Recipe for a Great Sales Culture
44. Creative Prospecting
Professional history: DDB, OMD, Newsweek, The Wall Street Jour- nal, LinkedIn
Star of podcast episode: 1 (top1.fm/1)
Bio: Mike’s career started in college in a small marketing department at Hoosier Down where he performed on the weekends as a horse mascot called “Hoosier Buddy.” Since hanging up the horse shoes, he’s hung close to marketing by working at global ad agencies (OMD, DDB) and now selling into Enterprise Technology companies. Mike is fortunate to lead some of the top talent as a Sr. Manager on LinkedIn’s Key Accounts for their Marketing Solutions business.
- Mike is married with two children and a third on the way.
- Mike thought it was wise to live through a seven month renovation project and have a baby in the middle of it. His wife is not to blame.
- When not trying to setup adventures for his family, Mike enjoys mountain biking and road cycling.
34. Performance Enhancement Plan – Going from Underperforming to Overperforming
39. Run Your Sales Career Like a Franchise
Professional history: BeneFACT Consulting Group, Intelex Technologies, Influitive, Total Expert
Star of podcast episode: 3 (top1.fm/3)
Bio: Justin has spent his entire career in software sales, and now focuses on the enterprise market. Justin honed his sales craft from the ground up; starting off cold-calling in the SMB space and eventually working his way into focusing on key accounts. Justin studied Political Science at Carleton University and Business Administration at Heriot-Watt University.
- Justin is an avid reader and typically reads 3 books per month.
- Justin has recorded an album as a musical artist.
- Justin is a huge basketball fan and has a goal to watch an NBA game in every arena.
7. On Competitiveness
8. On Confidence
9. On Charisma
Professional history: Intuit, Bloomberg BNA
Star of podcast episode: 6 (top1.fm/6)
Bio: DeJuan has more than 15 years of experience in sales and consulting, spending the last several years serving clients in the Tax & Accounting, Corporate and Legal markets. DeJuan cut his sales teeth at Intuit, where he spent nearly 13 years across multiple business units learning the art and science of selling. DeJuan studied Psychology and Philosophy at the University of Mary Washington.
- DeJuan is the husband of one amazing wife, and father to six children, ages 4-21.
- DeJuan is a foodie whose sole purpose for travel is the exploration of new culinary experiences.
- DeJuan is an avid Crossfitter, which helps enable his love for food.
41. Why is Why Better Than What
46. The Janitor Knows More Than You
59. Let Me Know if Anything Changes
Professional history: Johnson & Johnson, Sun Microsystems, I-Many, Gerson Lehrman Group, Percolate, Leadership X University, AlphaSense
Star of podcast episode: 8 (top1.fm/8)
Bio: Jacquelyn has over 25 years of experience in building and supporting the best brands in the world. Her specialties include global business development and account management including an extensive background advising and serving the life sciences and technology industries. Jacquelyn is out- spoken and irreverent towards avoidable mediocrity, possessing decades of solid client relationships and expertise in building businesses in new markets from scratch. She’s passionate about wine, coaching, and mentoring. Jacquelyn and her husband laugh and love their way through Sonoma county life with kids, outdoor ranch dogs, and a few bottles of wine.
- Jacquelyn is a trained sommelier, half marathoner, and avid competitive sharpshooter.
- Jacquelyn would practice constitutional law in front of the Supreme Court in another life.
- Jacquelyn is a huge fan of diabolical Sudoku puzzles and doing crossword puzzles in ink.
15. Build Rapport
21. Sell High
26. Avoid the Single Thread – Never Fail Alone
Professional history: The McClatchy Company, Raycom Media, Restaurant Technologies Inc.
Star of podcast episode: 9 (top1.fm/9)
Bio: George’s sales career started during his college years, selling homes as a realtor to help pay for tuition. Since then George has shifted his focus to the B2B sales space. He’s held various roles in including a local Sales Executive selling to small businesses, Regional Sales Manager leading a team of sales executives across the Southeast United States, and national sales positions. Today George is a National Sales Executive for Restaurant Technologies Inc. He’s been an Elite President’s Club performer as a sales manager and a direct contributor. George earned his Bachelor of Science degree in Hospitality Management from the University of South Carolina.
- George was an NCAA student-athlete and kicker on a minor league football team that won a national title in 2010.
- George was the youngest member of the team during his first role in sales management.
- George and his wife own a Travel Agency (Penyak Travel) that currently books over $2.5 million in travel yearly.
30. Love the Product You Sell
49. Over-delivering on Value
56. Understanding an Opportunity’s True Value
Professional history: Kronos, Eloqua, Silverpop, Demandbase, Sprinklr
Star of podcast episode: 11 (top1.fm/11)
Bio: Based in the Bay Area, Debe has over 30 years of sales experience. Her career has been focused on Advertising, Learning Management Software, and Marketing Technology. After graduating from Indiana University and an internship as a news broadcaster, she quickly pivoted to what felt natural, helping customers solve problems. She feels lucky in that she’s enjoyed a rich and satisfying sales career…with more fun to come.
- Debe and her husband live in Oakland, CA with their two boys – She’s mad about her guys!
- Debe loves traveling and connecting with locals, experiencing different cultures, being out of her comfort zone, getting inspired, and challenging herself.
- Favorite Quote: “What you do today is important, because you are exchanging a day of your life for it.”
11. Courage Drives Positive Outcomes
51. Discovery Is Not Just One Step In The Process
Professional history: Ecolab, PayScale, Teradata
Star of podcast episode: 14 (top1.fm/14)
Bio: Kyle Gutzler began his sales career in 2012 and has quickly developed a big name in the sales community. He has won a number of accolades at the companies he’s worked for and set records for sales performance, along with producing popular sales content on LinkedIn, most notably, his viral article “How I Doubled My Sales in One Year.” He’s successfully sold across all industries, in both new business models and land-and-expand, selling to companies of all sizes, while carrying quotas as high as $21 million. Kyle moved to Silicon Valley in 2017 to work for an analytics software company called Teradata as a Senior Enterprise Account Executive.
- Kyle runs a YouTube channel (Kyle Gutzler) where he produces inspiring videos that help people navigate a more successful career.
- He hosts a virtual mastermind with a group of high performing professionals.
- Kyle’s been featured by large publications such as Hubspot Sales Blog and Gong.io.
3. The Mindset of a Champion
32. Momentum Selling
33. Career Momentum
Professional history: TD Bank, PenPal Technologies, Loopio
Star of podcast episode: 22 (top1.fm/22)
Bio: As a former competitive athlete in his youth, Florin’s entrepreneurial mindset and ambitions have always aligned well with Sales and Business Development. Florin first began his career in sales as a 14-year old when he sold newspaper subscriptions door-to-door. After graduating with a Bache- lor of Commerce from The Rotman School of Management at the Univer- sity of Toronto, he worked in multiple sales-related roles at companies like TD Bank, PenPal Technologies and now Loopio.
- Florin was a former nationally ranked tennis player in Canada.
- Florin has a passion for traveling/exploring new cultures and has been to 40+ countries.
- Florin can cook up a pretty mean Pad Thai.
43. Differentiating Yourself From the Average Sales Development Rep (SDR)
45. The Art of Persistence and Knowing When to Quit
47. Always be A/B Testing
Professional history: Aramark, CareerBuilder, Hearst, Monster, ADP
Star of podcast episode: 24 (top1.fm/24)
Bio: David has more than 12 years of experience in sales, leadership, and consulting within the F500, and large enterprises across various market segments, including healthcare, manufacturing, oil & gas, retail, and financial services. David honed his craft at CareerBuilder (CB), Monster, and ADP. David earned his Bachelors of Science degree in Psychology from the Rochester Institute of Technology.
- David is an amateur chef, and likes spending time on weekends going to farmers markets and then recreating recipes from the world’s most famous chefs.
- David is handier than he looks. He likes to try and do many tasks himself like fixing his house, his car, and in some instances, cutting his son’s hair… with disastrous results.
- David’s favorite holiday is the 4th of July, because he puts on a large fireworks shows for his neighbors… but secretly its because he loves to blow things up.
4. Don’t Take it Personally; They Just Didn’t Want to Buy From You
29. Just [email protected]#$ing Kill Me
53. The Year I Doubled my Income
Professional history: HP, IBM, Dell, Microsoft, ServiceNow
Star of podcast episodes: 25 (top1.fm/25) and 46 (top1.fm/46)
Bio: Trong has more than twenty years of experience in sales, marketing, and consulting with the world’s largest enterprises across various market segments, including healthcare, telecommunications, insurance, and financial services. Trong honed his craft at Digital Equipment Corporation (HP), IBM, Dell and Microsoft. Trong earned his Bachelor of Arts degree in Economics from Western University as well as an MBA from The University of Chicago.
- Trong is a black belt in Karate and he loves running and reading.
- Trong loves bacon more than his wife and three kids. but don’t tell them that.
- Trong has written two other books about sales: Winning the Cloud and Winning the Bank.
14. I’m 6’4” and Devilishly Handsome
18. The Playa
20. What are you Scared of?
25. Why Lunch Doesn’t Matter
Professional history: Dan Cummins Chevrolet and Buick
Star of podcast episode: 26 (top1.fm/26)
Bio: John began his sales career in June of 2014. Before making the transition to sales, John had over 20 years of supervisory and management experience in manufacturing. John was a natural fit for sales due to his strong desire to help people and his commitment to customer service.
- John loves reading and spending time with his granddaughter.
- John is 100% sure that tacos are the perfect food.
- John’s idea of the perfect Sunday is cooking outside and relaxing with his family and friends.
5. Creating Success with the Customer First
10. Giving Back and Growing
28. Choosing a New Path in Sales
Jelle den Dunnen
Professional history: Maandag, ITERA, De Salariskamer BV, Bullhorn
Star of podcast episode: 30 (top1.fm/30)
Bio: Jelle has been in new business sales for over 10 years, which is nicely split in the first 5 years at recruitment agencies and the last 5.5 years (and counting) revolved around selling software to recruitment agencies. An entrepreneurial highlight of his was being the first Mainland Europe-based sales representative at Bullhorn. Through the years he has benefited from a wide variety of learning environments.
- He’s happily engaged to Josien, his partner in crime when it comes to enjoying life and they are currently planning their wedding for fall 2019.
- Jelle loves to travel and explore, but really loves activities that involve mountains. He has been climbing since he was able to walk and started skiing when he became a teenager. There isn’t a year that goes by without climbing and skiing off a mountain.
13. Mindset Consists of Multiple Factors and Can Havea Massive Impact!
37. Don’t Forget to add the Personal into Business Relationships
52. Deal Qualification: How I Used to Lose ~40% of my Deals to a Single Competitor
Professional history: FleetCor, Randstad Technologies, SalesLoft
Star of podcast episode: 31 (top1.fm/31)
Bio: Kevin learned very early on in his life that creating win/win situations is how business should be done. Providing something of value to other people is an easy way to earn something in return. Having been in sales his entire life, he understands sales processes, the importance leveraging of your network, and how to have buyers appreciate doing business with you. Over the last 4 years, he is lucky to call SalesLoft the best place he has ever worked. He gets to do what he is passionate about every single day – helping people be better sellers.
- Kevin’s first sales job wasn’t selling lemonade, but selling lemons to the kids in the neighborhood that had lemonade stands.
- Kevin loves making investments that allow him to have fun. He has a collection of classic cars that he enjoys driving regularly.
- Balancing mind and body, Kevin loves to do yoga. It’s his one hour per day that allows him time to find peace within himself.
22. Ask for Referrals Often and Always
24. Your Network is Everything
Professional history: Inovis, Informatica, Dataskill, Bazaarvoice, Accruent
Star of podcast episode: 35 (top1.fm/35)
Bio: Trey Simonton has over 20 years’ experience working in sales, business development, and leadership roles at enterprise technology companies. Trey brings an advisory-style to selling that has made him a consistent top per- former selling to the World’s largest companies including Stanley, Black & Decker, AT&T, American Express, and GSK. In recent years Trey has discovered a passion for mentorship, coaching young sales teams on best practices and processes in order to become top performers. Trey received a B.A. in Business Administration and International Marketing from Baylor University.
- Trey is the husband of one amazing wife, and father to two beautiful children, ages 10 and 7 months that call him Obiy.
- Trey’s family and children have completely changed his approach to sales and he is finding more success in his work now than ever before.
- Trey loves water sports, and when not in the office can likely be found on a boat with his family on Lake Travis in Austin, TX.
23. Make a Habit of Biting Your Tongue, So the Client has Time to Speak
42. Set Your Goals at 2X to 3X Your Quota
55. Take Time for Research and Always do a Dry Run
Professional history: Northern Trust, UMB Fund Services, SGG Group
Star of podcast episode: 36 (top1.fm/36)
Bio: Camille believes it is imperative to be in a job where you find fulfillment. She’s been in an individual contributor role for five years and has seen some success. Still, on a daily basis, she asks herself if she can do it. To date, the answer has been yes, but that is only half the story. To be in sales means something different to everyone; to Camille, it means she’s able to help hundreds of thousands of people achieve financial success by serving her clients. She works in the financial services industry.
- Wife and Mom of 2.
- Former college second baseman.
- A supporter of the liberal arts.
- Paddleboarder and Peloton lover.
- Relentlessly opposed to mediocrity…reversion to the mean is for someone else.
19. Unprecedented, Impossible to Top
50. Who Knew Selling Looked Like This
54. Well That Sucked
Professional history: Wiley
Star of podcast episode: 37 (top1.fm/37)
Bio: Dayna has more than twenty years of experience in sales, management, and leadership in academic publishing. She is the owner of the largest territory in her division of the company. She has consistently been in the top 1% of sales at Wiley for over 15 years, was Rep of the year, and was in the top five of sales several times. Dayna was a former high school teacher and attributes much of her success to that experience. Dayna mentors, coaches and leads new Account Manager training at Wiley. She is extremely passionate about customer service and helping her faculty and students to achieve more with the noble purpose of being an advocate for education.
- Dayna loves reading, biking to dinner, and tries to do anything not to run for pleasure!
- Dayna loves fine wine and since she is a New Orleans native, great food is a given.
- Dayna is currently serving on the advisory board of the former all-girls high school she attended. She is working on a strategic five-year plan to grow and maintain excellence for the school.
2. Determination and Persistence
6. Being Comfortable with the Uncomfortable
16. My Dad Was Right!
Professional history: MillerCoors, The Burks Companies, Microsoft
Star of podcast episode: 39 (top1.fm/39)
Bio: Phil has spent the last five years focused on building! Previously spending several years on the frontlines of sales and marketing, Phil has built a grass-roots movement through the Inside Sales community. The digital enablement movement has struck the core of Microsoft Inside Sales and has piqued the interest of sales organizations around the world. Prior to Microsoft, Phil worked for The Burks Companies in Atlanta (GA), helping a family enterprise deliver facilities management solutions. He also spent time with MillerCoors, formerly the Miller Brewing Company, in Chicago (IL). Phil received his B.S. in Marketing from Tuskegee University.
- Phil enjoys traveling the world, loves tennis, and collecting vinyl. The vinyl is great, but he probably should buy a record player now, right?
- Phil is writing his first self-help book, 4Fs to Transform Life’s Challenges into Massive, Powerful, Breakthroughs
- Phil has an “artificial” shellfish allergy but cannot stop telling people he is allergic.
48. F*@# the Status Quo – Do You
57. The Four “Fs” to Building the Right Momentum with Customers
60. I Love S.A.L.E.S
Professional history: ADP, Cintas
Star of podcast episode: 40 (top1.fm/40)
Bio: Paul is a top-performing sales executive and proven closer with 20 years of experience in fast-paced business-to-business industries, including government, aerospace, general manufacturing, technology, food processing, and enterprise SaaS. Paul has succeeded in opening new markets through a successful strategy of research, identification, prospecting, and approaching new opportunities with revenue potential. Paul has been consistently ranked as a principal senior sales executive by performing in the top 5%-10% with Presidents Club and Diamond Honors at Fortune 100/500/1000 companies. Paul is currently in Global Accounts and Strategic Markets for Cintas Corporation building on success in previous sales positions with Cintas, ADP and AT&T.
- Paul grew up on an Indian Reservation in Arizona. Could be its own book!
- Paul dropped out of college to pursue a sales career. Another book!
- Paul is constantly thinking & reading about success for business, family, life…and is excited to read all the stories in this book!
17.People to PeopleSales
27. Success From Relationships and Trust
35. Getting Promoted in Tough Times
38. Best Practices vs. ONLY Practices
Professional history: Clover Imaging
Star of podcast episode: 45 (top1.fm/45)
Bio: AJ started at Clover Imaging Group 6 years ago in an analyst and operations role. After two years of working behind the scenes, he moved into an inside sales role and moved to a strategic account executive role in 2016. Prior to his work at Clover, he spent two years as a high school science teacher and coach. AJ graduated from Eastern Illinois University with a Bachelor’s of Science in Biology with a minor in Chemistry.
- AJ is a husband and father to an 11 month old son.
- AJ is an avid runner and weightlifter – he’s run over 600 miles in the last 6 months.
- Living in Chicago, AJ is a big Green Bay Packers fan. He goes to at least one home game every year.
1. Ditching the “Salesman” Mentality
12. Differentiating Yourself Through Goal Setting
58. Overcoming the Price Objection
Images from the book:
Merrill-Reid Relationship Analysis from Story 14. I’m 6’4 and Devilishly Handsome by Trong Nguyen
Getting it Done & Doing it Right 2X2 Matrix from Story 40. Getting it Done & Doing it Right – Recipe for a Great Sales Culture by Scott Ingram
2X Goal & Required Activity Chart from story 42. Set Your Goals at 2X to 3X Your Quota and Build a Daily Routine to Over Achieve by Trey Simonton
Scott & Alvie with Steve Madden from story 44. Creative Prospecting by Scott Ingram
Sample B2B Sales Org Chart from story 45. The Art of Persistence and Knowing When to Quit by Florin Tatulea
HIPPA vs. HIPAA from story 55. Take Time for Research and Always do a Dry Run by Trey Simonton
Hot Water Heaters from story 55. Take Time for Research and Always do a Dry Run by Trey Simonton
Detail from story 56. Understanding an Opportunity’s True Value by George Penyak
The No.1 Best Seller – Lee Bartlett
Winning the Cloud – Trong Nguyen
Winning the Bank – Trong Nguyen
Selling with Noble Purpose – Lisa Earle McLeod
Emotional Value: Creating Strong Bonds with Your Customers – Janelle Barlow & Dianna Maul
Selling for Dummies – Tom Hopkins
The Undoing Project: A Friendship That Changed Our Minds – Michael Lewis
Think and Grow Rich – Napoleon Hill
Give and Take – Adam Grant
Extreme Ownership – Jocko Willink & Leif Babin
The Personal MBA – Josh Kaufman
Articles, Videos and Other Resources:
The Oreo Doctrine – Doug Weaver
IDEO’s CEO, Tim Brown, Ted Talk on Thinking Big
Tim Ferriss on the TED Radio Hour: How Can We Become Comfortable With Discomfort
Kobe Bryant’s ESPY Speech “Because of 4am”
Will Jenkins TED Talk on Time
TOPO Sales Development Technology
Bridge Group Sales Development 2018: Metrics and Compensation Research Report
OpenView: 35 Crucial Stats Every B2B Sales Professional Should Know
Harvard Business Review – The New Sales Imperative
A/B Testing – Wikipedia
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