In this bonus episode of Sales Success Stories, host Scott Ingram interviews Jonathan Gardner, founder of the J. Gardner Group and seasoned procurement expert with experience at GM, Dell, Starbucks, and Albertsons. Jonathan provides a deep dive into procurement playbooks, revealing strategies and insights that top sales professionals can use to effectively counteract and leverage them. He shares his unique “gemstone” strategy, illustrating the balance between competitive and collaborative approaches in sourcing, and underscores the slow but meaningful evolution in procurement and sales tactics.

Jonathan recounts his career journey, offering invaluable lessons from high-stakes negotiations and strategic procurement decisions. He discusses the critical importance of personal courage and integrity in building win-win supplier relationships and explains the nuanced dynamics between procurement and sales, including pricing strategies, competitive analysis, and the impact of consultancies.

With a focus on actionable advice, Jonathan emphasizes the importance of building genuine relationships, gaining cross-functional experience, and understanding organizational priorities. Sales professionals will gain new perspectives on creating strategic advantage, dealing with procurement challenges, and driving successful outcomes.

Tune in to uncover these gems and more in this compelling conversation with Jonathan Gardner.

Resources mentioned:
J. Gardner Group
Jonathan Gardner on LinkedIn

In this episode, Morgan shares her unique approach to categorizing deals and emphasizes the importance of a robust pipeline. She talks about her successful collaboration with her SDR, her disciplined sales strategy, and her innovative use of tools like Crossbeam and Gong. Morgan also highlights the critical roles of relationship building and trust, both within the sales team and with clients, stressing the importance of in-person interactions, even in our increasingly virtual world.

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In today’s bonus episode of the Sales Success Stories Podcast, Kaleigh reveals her blueprint for self-improvement, from harnessing a growth mindset, mastering fundamental skills, and leveraging free resources like Beck Holland’s “Flip the Script,” to the value of networking, mentorship, and ongoing personal development. Whether you’re transitioning between companies, adapting to new environments, or just looking to sharpen your sales acumen, this episode offers invaluable lessons on resilience, adaptability, and self-reliance.

Stay tuned as we explore Kaleigh’s perspectives on the importance of documentation, managing in-person interactions, and why investing in your personal development outside of work hours can make all the difference. Plus, don’t miss her tips on peer learning and mentoring, which can elevate both you and your colleagues in the ever-evolving field of sales.

So, get ready to take notes and be inspired by Kaleigh Conners on how to conquer sales without a silver bullet. Let’s get started!

Here’s a full video of Kaleigh’s presentation:

Resources mentioned:

“The Wealth that Money Can’t Buy” by Robin Sharma
“Flip the Script” by Beck Holland
Jamal Reimer’s Course
Sales Success Stories Podcast
The Sales Collective

Purchase your 2025 Sales Success Summit ticket:
Top1Summit.com

Kaleigh’s presentation slides:
Download slides (PDF)

In this episode, we’ll delve into Carolina’s daily routines and work habits, including her productive train commutes and the balance she strikes between administrative tasks and client projects. We’ll explore her strategies for combating imposter syndrome, her focus on building genuine client relationships, and her culturally nuanced approach to sales.

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In today’s bonus episode of the Sales Success Stories Podcast, we have an inspiring session lined up for you. Have you ever wondered what it takes to discover and become your #1 self in the dynamic world of sales? In this episode, we’ll dive deep into the concepts of personal growth, redefining success, and navigating professional highs and lows with resilience.

Today’s episode features valuable insights from the 2024 Sales Success Summit presentation by Alex Smith, a top Account Executive at Docebo, who shares his unique journey from overcoming job layoffs and personal hardships to finding unexpected professional opportunities. We’ll explore themes of self-reflection, empathy, and the balance between personal and professional life.

We’ll also discuss some powerful ideas on goal-setting versus system-thinking, inspired by thought leaders like James Clear and Emmanuel Acho, and how these can change your approach to sales success. Whether you’re striving to connect more authentically with clients, support your teammates, or contribute meaningfully to the world, this episode is packed with actionable advice and heartwarming stories.

So, tune in, and let’s embark on this journey toward discovering your #1 self!

Here’s a full video of Alex’s presentation:

 

Links mentioned:
Alex Smith: Sell By Being Human PODCAST
Alex Smith on LinkedIn
The Art of Possibility by Benjamin and Rosamund Zander
To Sell Is Human by Daniel Pink
Atomic Habits  by James Clear
On Purpose PODCAST by Jay Shetty

Purchase your 2025 Sales Success Summit ticket:
Top1Summit.com

Alex’s presentation slides:
Discovering Your #1 Self – PDF

Join us as Brian shares his journey from a fitness trainer to a leading recruiter, discussing the pivotal role of AI in sales and the importance of reaching the right person with authenticity and trust. He brings a unique perspective on leveraging small wins, learning from failures, and balancing competitiveness with personal growth.

In this episode, Brian opens up Continue Reading …

Rob Morris is the top Large Enterprise Service Account Executive at Dell out of Nashville. Rob is a strategist at heart seeking to solve the new and evolving problems seen in the business world and beyond. His years as an intense competitor in soccer have given him an edge as a teammate, learner, and leader. He has a passion for working with people to achieve their goals along with mine.

Today, Rob joins the show to share his sales origin story and how he’s impacting the culture on his team through leadership and action. Rob shares the top three things he attributes to his success: having an insatiable hunger for learning, reflecting on blindspots and weaknesses, and pushing himself to pursue challenges. Rob takes the audience through a typical day in the life, where he discusses his affinity for neuro-hacking, getting sunlight early in the morning, setting his devotions, and taking cold showers.

Rob and Scott talk about using Artificial Intelligence (AI) to deepen and accelerate learning, the importance of face-to-face interactions over virtual ones, and the power of networking. They talk in depth about Rob’s approach to problem solving, the 80/20 Rule, and how to make a lasting impact on others. Finally, Rob provides his own actionable challenge to the audience to improve themselves and their results. He challenges listeners to go out and ask for what you want. No one is going to know and no one is going to give it to you, especially if they don’t know. Try to identify where you want to be professionally, and then go out and find the people who can help get you there. You never know what doors are going to open or where you could be if you don’t go out and ask.

What We Covered:

00:01 – Scott thanks today’s sponsor, The 2024 Sales Success Summit
00:45 – Scott welcomes to the show Rob Morris
01:08 – The top three things that Rob attributes to his success
01:32 – Number One: Having an insatiable hunger for learning
02:16 – Number Two: Reflecting on your blind spots and weaknesses
02:38 – Number Three: Pursue challenges and push yourself
03:33 – How Rob is setting himself up to receive quality feedback
08:50 – Rob expounds on his role at Dell and quantifies his sales results
11:07 – Key success factors that have allowed Rob to achieve such incredible results
13:56 – Rob’s sales origin story
15:37 – What Rob would do differently if given the chance
16:21 – Rob’s favorite Sales success story to date
21:00 – Rob’s proudest accomplishment
26:13 – Habits and routines that are critical to Rob’s success
28:12 – Using AI to deepen and accelerate learning
31:15 – Rob takes the audience through a typical day in the life
35:03 – Networking and mentorship
38:14 – The 80/20 Rule
42:38 – Inspiring others and impacting the culture
45:14 – Rob’s information diet & tech stack
48:28 – Rob’s sales philosophy and some of his best partners
54:39 – Rob’s sales style and approach
58:35 – What drives and motivates Rob
1:00:44 – One of Rob’s beliefs that the average sales professional would think is crazy
1:05:23 – An average sales professional’s belief that Rob thinks is crazy
1:11:01 – Advice Rob would give to an upstart sales professional
1:13:17 – Rob reflects on the point in his career where he struggled the most
1:15:37 – Advice Rob would give to struggling sales professionals looking to reach that next level
1:17:18 – One thing Rob would want to know about top sellers in other organizations
1:21:03 – Rob’s approach to problem solving
1:23:28 – Rob issues an actionable challenge to the audience

Tweetables:

“The Dell animal is massive. We’ve got tons and tons of specialty resources and technical folks. So, learning how to line up a successful strategy with different experts is where you make or break your success.” (11:36)

“It’s the old saying, ‘People don’t buy from organizations; they buy from people.’ And so, it’s that personal relationship, it’s the face-to-face, it’s showing up. And when you do show up, don’t just push product. Sit there and listen. Talk to them. Get to know their role and be interested. Be genuinely interested.” (20:01)

“I’m proud of taking swings at things that are really challenging and not caring if I fail.” (22:09)

“The way I see AI is it’s like the ultimate library. You can tailor fit subjects or something you want to learn more about and just spend as much time as you want consuming information how you want to consume it and where you want to consume it. It’s a really cool tool.” (28:50)

“I learned this through sports. Everyone wants to be a part of the team that is winning and has fun doing it. So, that’s the culture I try to create.” (42:49)

“It doesn’t matter how you get the win. It just matters that you get the win.” (1:15:04)

“You never know what doors are going to open or where you could be if you don’t go out and ask.” (1:24:21)

Links Mentioned:

[email protected]
ALL Enterprise Sales Episodes
ALL SDR Episodes
#BeyondQuota Productivity Presentation
Rob Morris on LinkedIn
Dell
Robert Greene’s Books
Marcus Aurelius
The Peter Attia Drive on LinkedIn
David Goggins
YouTube

Books Mentioned:

The Challenger Sale
Selling to the C Suite

Sponsors Mentioned:

2024 Sales Success Summit

Zach Goggins is the top performing Enterprise Account Executive at Encapture, the intelligent document processing platform that helps companies be more efficient and customer centric. Zach has a diverse work experience spanning multiple industries and roles. Throughout his career, Zach has Continue Reading …

In today’s bonus episode of the Sales Success Stories podcast, I’ve got an interview that I did with Chris Bussing for his podcast and YouTube channel where he focuses on starting and growing your tech sales career and unlocking your potential. If you want to watch the video version of this and subscribe to Chris’ channel, we’ve got links for you at top1.fm/bussing. That’s b-u-s-s-i-n-g. Check it out:

Again, be sure to click over to top1.fm/bussing to subscribe to Chris’ channel, and on that page, I also asked him to pick out his favorite interviews to date on his show. You’ll find those all linked up at top1.fm/bussing. Thanks for listening, and hopefully I’ll get to see you at the Sales Success Summit. Thanks for listening!

Links Mentioned:

The Chris Bussing Podcast
Tech Sales Career Advice Inspired By 100’s Of Interviews With Top 1% Sellers (Scott Ingram)
#BeyondQuota Productivity Presentation
2024 Sales Success Summit

Andrew Barbuto has been the number one top sales performer at Basis Technologies for three full years and counting of over one hundred reps, and is the author of a soon-to-be-published ‘Top Sales Producer: How To Crush Your B2B Sales Quota.’ Andrew’s B2B sales book encapsulates the strategies that helped him generate $250MM in digital media revenue. He is a Continue Reading …