This bonus episode of the Sales Success Stories Podcast is brought to you thanks to the generous support of Outreach, Sales Hacker, Terryberry, Vidyard, and Alyce. I’ll tell you a bit about all of those folks as part of the update I want to share with you today, but if you’re impatient or you ever want to find a way to support those companies that are supporting this show and this community. Just click over to top1.fm/sponsors. We’ve just listed all of them there.

Now I feel like I’ve been hinting at some “big announcement” and asking you to join the listener list for a while now and that big announcement finally happened in last Sunday’s email. Hopefully, you’re already on that list and getting those Sunday emails, but either way, it’s your turn now.

The biggest announcement is that this year’s sold-out Sales Success Summit is now going to be available for you to watch for free as part of a live stream experience thanks to the generous support of some really great sponsors, you can go to Top1Summit.com right now and reserve your spot to participate in that live stream experience.

Now as hard as we tried to make the in-person event work here in Austin this October, we just officially pulled the plug on that idea and have pivoted the entire event to a virtual event. But we’ve been thinking about and planning for this possibility for months and I’m pretty confident that we’re prepared to deliver the best virtual Summit you’ve ever seen. The way I see things, a virtual Summit is NOT hours and hours of pre-recorded webinar content that you’re just supposed to sit there and watch. Sure we’ll have some amazing content, all featuring the top-performing salespeople you’ve heard here on this podcast, but we’re also working really hard to deliver on the community, connections, and conversations you go to events to get.

Those that have paid tickets to the sold-out virtual experience know that we’re working really hard to deliver something epic and intimate just for them, but we’re also going to be bringing a lot of those ideas to the thousands of people that will be a part of the live stream experience. Nikki Ivey has agreed to help lead those conversations as the primary host and moderator. Plus we’re working with our sponsors to take the whole thing to the next level.

Speaking of sponsors. I should probably give them a more detailed shoutout. Hopefully, you already know them, but just in case you don’t, here’s a quick overview. They are supporting this Sales Success Community in a big way, and I hope you’ll help me support them in return.

First, we’re welcoming back Outreach and Sales Hacker, who made the live stream of the Summit available last year.

Outreach is the #1 sales engagement platform that helps companies significantly increase productivity and drive smarter, more insightful engagement with their customers. More than 4,000 companies including Adobe, Tableau, Okta, Splunk, DocuSign, and SAP depend on Outreach’s enterprise-scale, customer-drive, and robust AI-powered innovation. To learn more about Outreach just click over to top1.fm/outreach

Next up is Vidyard. Vidyard has been a supporter of this podcast and this community since the very early days. They’ve got one of the best ways to break through and get the attention of your prospects with a free video creation toolset. They make it super easy to create videos of yourself, of your screen, and even the two of those together. Drop those videos into your emails and then track the results so you can get notified when your prospect watches those videos, and if you haven’t seen their latest update you can now trim those videos and even download them. You can check out Vidyard at top1.fm/vidyard or even easier. top1.fm/v

I’ll tell you about Terryberry and Alyce in just a minute, but the other big thing that’s coming is a studio upgrade. Assuming everything comes off of backorder and gets delivered in time. Things are going to start to sound even better after the next interview episode. If you want to geek out on podcast gear then feel free to send me a note and I’ll share the details of what I’m getting, but I’ve gotten to this point with a simple USB mic setup that costs less than a hundred dollars. It’s finally time to go pro and I’m justifying this to myself because we’re crossing over two pretty big deal milestones.

The first is that we can now say that these podcasts have been downloaded over a million times! To be honest I was looking for an excuse to justify this studio upgrade and after going around to a variety of places where these episodes get downloaded and added everything up, realized that we’re already into one million-plus territory. So that’s pretty cool.

The other thing that’s coming next week is the 100th interview episode. Most podcasters want to do something really special with their 100th episode and I’m no different. I didn’t have a great plan going in, but it absolutely worked out in my favor, and probably even more in your favor. You’re not gonna want to miss next week’s episode.

Then keep listening after that for the new sound. Chance are it’ll probably debut first on Daily Sales Tips. It’s just the nature of the frequency beast that you can expect for it to show up there initially.

Which brings us to our next set of thank you’s to Terryberry and Alyce.

Terryberry is all about performance recognition. Recognition drives performance and Terryberry understands that what gets recognized, gets done. Organizations all over the world have turned to Terryberry and their award-winning 360 Recognition platform to recognize people for their contributions toward success. If you understand that a powerful recognition solution can help you drive the success you’re looking for, let Terryberr help you build a culture of performance and recognition today! You can learn more at top1.fm/terryberry That’s T-E-r-r-y-B-E-r-r-y.

And then my new friends at Alyce. The current approach to B2B outreach with optimized automation is making us all opt-out. Generic, impersonal, and annoying is no way to go through life. In a world where prospects and customers are harder to engage than ever before, Alyce helps you get closer to them by creating a personal experience that’s relatable, relevant, and respectful through one-to-one gifting. Learn more about how Alyce is helping enterprise sales, marketing, and customers success teams create personal bonds with everyone they do business with at top1.fm/alyce that A-L-Y-C-E, but just in case I’ve set it up so you can type top1.fm/alice just about any way you can think to spell it and I should have you covered.

So kind of a heavy rotation in this short bonus episode today, but these partners are truly helping us to level up and I didn’t want to wait to give them a shoutout. From here on out you can expect to hear just a bit from 3 really high-quality sponsors in each episode. In my interview episodes, that’s really no big deal since you’re talking about one ad on average every 20-30 minutes. Tell me where else you can get that kind of a content experience for free?

The overarching theme today is really about growth and leveling up.. We’re working really hard to continue to grow and to continue to take things to the next level, and that’s what we want to help you do as well. We’re going to keep bringing you incredible content and stories of sales success in ways that sound even better, and thanks once again to this incredible set of sponsors we’re also bringing the complete 2020 Sales Success Summit live stream experience to you for free on October 12th and 13th. So go and register right now. Top1Summit.com will take you to one crazy good looking landing page if I do say so myself. See who’s speaking. Fill out that form and then mark your calendar. It’s going to be something really really special and do me one last favor. After you get yourself signed up. Tell your friends to sign up as well. We really want to serve the sales community and I need your help to make more B2B sales professionals aware of what we’re doing here.

Thanks so much for listening, and make sure you come back next week and check out episode 100. It’s next-level stuff. I’ll even give you a hint. The woman I interviewed has already sold something like $44 Million dollars this year, and as usual. We go deep! I’ll talk to you then.

David Dember was the top Enterprise Sales Development Representative at Sendoso until just very recently when he was promoted to Team Lead of Enterprise Sales Development. Sendoso the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. David has a Continue Reading …

Today on the Sales Success Stories podcast I’ve got a bonus episode for you. I almost always create some type of bonus while you’re waiting for the next interview episode, and we release those every other Tuesday morning.

I got such great feedback on Abel’s episode last week where we dug into his process for landing a great new sales gig during the pandemic. A lot of people reached out to thank us for those ideas and that inspiration.

So I thought we’d keep that effort going and share some more ideas for those who are looking for their next sales role.

Here are a dozen different Daily Sales Tips from the last couple of years on the topic. We’re going to play them straight through, so you won’t need to lift a finger, but if you’d like to see the list and pick and choose which ones you’d like to listen to, click over to top1.fm/SalesJobTips all smashed together with no spaces or dashes. Top1.fm/SalesJobTips and we’ll have them all listed out and linked up for you.

I’m going to play these in order from oldest to newest, except for this first one which I hope helps set the tone. Here we go:

351. Looking for a New Sales Job IS a Sales Job
112. Sales Your Job or is Sales Your Career? – Dayna Leaman
147. Do your Due Diligence on that New Sales Job – Scott Ingram
155. Work for a Great Sales Leader – Mike Dudgeon
237. Should I Stay or Should I Go? – Amy Volas
258. Is a New Sales Job Right For Me? -Amy Volas
286. Surviving a Performance Improvement Plan (PIP)
321. What Companies are Looking for in Sales Professionals Today – Amy Volas
451. 3 Steps to Getting Hired After a Layoff – Abel Lomas
471. Landing a New Sales Job During the Pandemic – Dan Grille
506. Transparent Interviewing – Todd Caponi
537. Nail the Interview Sales Presentation – Abel Lomas

Abel Lomas is a new Account Executive at XANT, an organization that offers the leading Enterprise Sales Engagement Platform to sales professionals in order for them to increase productivity, optimize customer interactions, and connect to the right buyers. Abel was last on the podcast about a year and a half ago when he was the top Account Executive at Trust Radius and man how things have changed! Abel has Continue Reading …

Today on the Sales Success Stories podcast while you’re waiting for the next interview episode with a number one top-performing sales professional I’ve got the audio from another presentation at the 2018 Sales Success Summit that I’d like to share with you.

What’s really ironic about this is that I also just finished recording today’s tip for the Daily Sales Tips podcast, and it was about “Assignment Selling.” Who knows how much that idea may have been influenced by Justin and this presentation, but in thinking about what I might be able to share with you today that would be valuable this came up and the parallels are insane. So after you listen to this I’d encourage you also to go listen to tip #542 on the Daily Sales Tips podcast and also is pretty relevant as well.

With that, here’s Justin Bridgemohan, the star of episode #3 on this podcast and also a contributor to the first Sales Success Stories book where he shared stories about Competitiveness, Confidence, and Charisma. Here’s Justin:

Watch Justin’s presentation on Vimeo

Justin Bridgemohan’s full interview on Sales Success Stories

I just realized that directing you to the resources from these bonus episodes is a little more challenging than the interview episodes. With those, you can always refer to the episode number or the guests name. So in the case of Justin if you were to go to top1.fm/3 for episode 3 or top1.fm/justin-bridgemohan you’d find all of the notes, resources, and some quotes from his interview. In this case, I’d suggest you go to top1.fm and just follow the link at the top to “All Episodes” There you’ll find an easy way to navigate all of the previous interview episodes, bonus episodes like this and more. The details for this bonus episode will have those links to the Sales Success Stories book that Justin was a part of. We’ll have a link to this actual presentation if you want to see the visuals, as well as the Daily Sales Tips episode #542 and 37 that I mentioned at the beginning of this episode.

Hopefully, that helps make things a little bit easier to navigate. We try and make it as easy as we can for you to get to the resources you need at top1.fm. Visit that site, and subscribe to the listener list while you’re there. That way you’ll always know what’s going on. Especially around the now sold out Sales Success Summit coming to Austin in October. We’ll be making some pretty big announcements on that front here in the next few weeks and those who are subscribed and on the listener list are always the first to hear about those opportunities and this is going to be a great one.

One more time, top1.fm. Easy.

Then I’ll talk to you again next week on another killer interview episode. Thanks for listening!

Nick Cegelski is the top Enterprise Account Executive at SurePoint, a recognized Tier 1 provider of financial and practice management software to law firms and the fastest growing legal tech firm in the U.S. Nick is alsoContinue Reading …

Today on the Sales Success Stories podcast, I’m on vacation, but the show isn’t. While you’re waiting for the release of next week’s interview episode, here’s another presentation from last year’s Sales Success Summit. This one feature is Trey Simonton and his presentation on joint action planning and close planning. Trey was the star of episode 35 here on this podcast. And he’s going to open with a little bit of an intro. So let’s get right into this thing.

2020 Sales Success Summit
2019 Sales Success Summit
Trey Simonton on LinkedIn
Joint Action/Close Planning: Trey Simonton
Trey Simonton on Sales Success Stories Interview

Now, this year Sales Success Summit is officially sold out, but I’d encourage you to go visit Top1Summit.com and drop your name and email address into the form on that page. Not only will I send you the video of your choice from a previous summit, but we’ve also got some big announcements coming in the next couple of weeks, and those who are on that listener list are always the first to hear about those things. I’m also starting a waiting list for any spots that might open. So again, Top1Summit.com for all those details. And then I’ll be back next Tuesday at 4:30 AM central time, like always with another killer interview. You’re not gonna want to miss this one. Thanks for listening.

Kyle Hermann is the top senior enterprise sales development representative (SDR) at Outreach, the leading Enterprise ready Sales Engagement Platform. Outreach accelerates revenue growth by optimizing every interaction throughout the customer lifecycle. Kyle quantifies his sales results and shares how he reached a two hundred percent quota attainment and broke the enterprise sales record this past April amidst the coronavirus pandemic. Kyle is Continue Reading …

Today on the Sales Success Stories podcast I’ve got another presentation from last year’s Sales Success Summit. This one was hugely popular because Ryan O’Hara from LeadIQ who titled his talk 20 Actionable Prospecting Tactics in 30 Minutes actually managed to cram 25 ideas into 28 and a half minutes.

Ryan does a really good job of explaining most of the slides, but this one is very visual and I’d highly recommend you grab the video for this one. I’ll remind you again at the end out to do this, but if you’ll join the listener list at top1.fm just reply to the welcome email which will offer you the video of your choice from a previous Summit, mention this video and I’ll get you set up.

Speaking of the Summit, if you’re not already on that listener list, then you may not know that I’ve decided to limit attendance to this year’s event in October to 50% capacity just to do everything I can to make sure that we’re actually able to get together in-person and be together as a community. I don’t know about you, but I’m really missing PEOPLE who don’t live in my house and can’t wait to spend time with some of the most engaged members of this audience along with a bunch of the folks you’ve heard me interview.

So the 198 seats that were available is now just 99 and the handful of remaining seats are selling fast. If you want to join us, then you’d probably better grab your ticket in the next week or two, otherwise, you’ll probably be looking at joining the waiting list or have to wait until 2021.

The Summit details are available for you at Top1Summit.com

Alright, let’s get to Ryan O’Hara and his prospecting tips:

Ryan O’Hara on LinkedIn
20 Actionable Prospecting Tactics in 30 Minutes: Ryan O’Hara

If I were smart I’d only have one very specific call to action for you right now, but instead, I’m going to give you 3 things to do right now. You might want to write them down so you don’t miss anything.

The first is to go connect with Ryan O’Hara at LeadIQ on LinkedIn right now. He posts a ton of great content, and when you send you connection request you should say “Boo, I heard your presentation on Scott’s podcast”

The second thing is to join the listener list at top1.fm so that I can send you the video of Ryan’s presentation, or another video if you’d prefer. If you’re already on that list and you don’t already have access to Ryan’s video. Just reply to anyone of my weekly notes and I’ll hook you up. I appreciate you staying connected with me in that way.

Finally, if you’re ready to take your sales game to the next level and do some next-level networking in a super intimate environment with the other 98 people who will be attending this year’s Sales Success Summit here in Austin. Hurry over to Top1Summit.com and get your ticket today before they’re gone. I’d love to see you there.

Then be sure to come back next week. I’ve got another killer interview for you. Thanks for listening!

Jeremy Terman is the top seller at DoorDash, a technology company that connects customers with their favorite local and national businesses in over 4,000 cities and all 50 states across the United States and Canada. Jeremy works Continue Reading …