🔴 New episodes published every other Tuesday at 4:30am CT   Subscribe Now

Sales Success Media

Hear the secrets of world class sales professionals

Clip: Connecting with people on a human level in sales

By

Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

Whether or not somebody is going to buy it from me or whether or not somebody is going to take a meeting for you or whatever reason you know if they do buy from you or if they don’t or if they do take a meeting from you. It’s all about having that personal you know connecting with somebody on a human level. And if you got shared interests in and building those relationships further than just a means to an end. I guy I still talk to some of the people that have said that I’ve set meetings with that ended up you know buying. And I still keep in touch like I feel like some people in my in the SDR role would forget about them after the meeting or after the sale. And you know LinkedIn has been great a big help with that by connecting with people and staying in touch. And so you know for me it’s a benefit because I can see also like if they go to a different company maybe I can help and there but really just you know don’t forget about them after you know they’ve taken that meeting or after they bought it from you. It’s OK to continue to foster that relationship because you know down the road they might need you. You might need them and it’s just they know that that’s what makes the sales role so great is it being able to have those relationships in and the ones that that are fostering those and maintain relationships and keeping in touch or are the ones that are going to be the most successful.

Continue Reading …

Clip: Advice for new Sales Development Reps

By

Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

Don’t get too much into your own head about having to perform a certain way or having to do certain things just do what comes natural to you. And align that within the systems and processes that are in place because you know when companies create SDR teams you know there’s so many different models and hours and hours of modeling that goes into say OK we need 10 you know qualified opportunities a month from each person in the seat. And this is what we have to do to help them. This is what we have to do to get there. And so it’s not necessarily having to do or don’t focus on you know always having to hear your number. It’s yes you want to hit your number and you want to excel but also you want to develop yourself along the way. And it’s OK to make those mistakes you know along the way too it’s like don’t be afraid to break something because there’s also like a silver lining that’s that’s within that. So number one don’t get in your head. Number two be do what comes natural and alignment with the systems and processes in place as well you know if they tell you to hit 60 dials a day do 60 dials but you know do those 60 dials with what comes natural to you. And don’t be afraid to also reach out for help. I mean that was one of the biggest things that I that I struggled with was I was naive and entitled. And I was new to everything so I thought that I could do it all. You know come in with confidence and you know rah rah rah. But really it’s the all the most all of the learning that I got came from one talking to people within the company you know the mentors that I have and two also talking to our customers and figuring out how I like how we can how I can get better at what I do.

Continue Reading …

Clip: Being a part of something big and figuring out his “what”

By

Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

Like I said it is kind of a soul searching experience for me to figure out my purpose and I realized that I love the company I work for and my struggle was I just wanted to be a part of something big. And you know maybe it’s a feeling of importance I guess. I’m not sure what exactly it was but I just knew that I wanted to be a part of something big. And I wanted to look back whether I’m there or I retire or whatever maybe I want to look back and say that I was a part of something and I helped something big at DiscoverOrg. And so that’s that’s kind of what helped me realize that we didn’t have there’s not a whole lot of large companies out there that are already customers. And so I need to figure out how I can help our company what I can do how I can apply myself to to be a part of something big. And I realized that after talking to Patrick Pervis RCO he’s been kind of a mentor to me throughout my my time at that DiscoverOrg with me talking and we realized that yeah it’s kind of hard to find these large companies because they’re already customers. So why don’t you apply the skills that you know the things that you’re really good at and help us expand into these customers. And so you know really just shooting out a lot of people say you know find it figure out your why. And for me it was like figuring out my what. What was it that I wanted to do. And what is it that’s going to motivate me. And that’s kind of where what my decision process was.

Continue Reading …

Clip: Advice for SDRs looking to move to AE or otherwise advance their sales careers

By

Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

Never get complacent with where you’re at and always be thinking about how you can make how you can relinquish and exploit those competitive advantages that you have and relinquish those the strengths to further compliment your weaknesses I guess. And so you know if you if you’ve been there for six seven eight months a year you know you’re kind of getting a salary you’ve already been established you’re just kind of working through the flow and thinking about your next step. No don’t get caught up in thinking about the next step. Get obsessed with getting even better at what you’re doing now and taking care of more the little things. And so you know I think about some of the things that I did throughout my you know kind of the midway or about you know tenured point in the SDR world is I kept thinking about how we can make everything better. Like how I can make everything better. Sure what I’m doing now is I’m seeing results but how can I take it a step further.

Continue Reading …

Clip: From zero to SDR Hero. How Josh Sutton set ten meetings in one day

By

Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

I actually couldn’t say I was really frustrated it was. There was a it was a Thursday that I did those 10 meetings but the whole week I just been getting no it’s just being shot down. I mean I was bummed out and I thought you know what I need. I need to get ahead of this. And so I came in early and I started thinking more strategically and it was I was just off the heels of getting the meeting that are getting the response from my like my top top meeting I guess my most memorable meeting. And so I thought how can I how can I replicate that system and do it and take advantage of that success into my and kind of a corporate some of those things. And so I lined out my you know top accounts the companies that we had. But I was going after and I found each person that I wanted to reach out to with a personalized message and ended up doing that’s when I implemented my 5 by 5. And kind of showed that know I can reach out to him via email and follow up with phone calls so I did five meetings off of personalized e-mails and then five off of the phone. Following up on the e-mails.

Continue Reading …

Bonus Episode: This Could be THE Differentiator for Top 1% Sales Performers

By

This Could be THE Differentiator for Top 1% Sales Performers

In this special bonus episode of the Sales Success Stories podcast Cintas top Sales Executive, Paul DiVincenzo, returns to talk with Scott Ingram about what they both believe to be THE differentiator for the best of the best sales professionals who make it to the top 1%. You’ll hear what the difference is and why it’s so important. Scott also tells the audience: “If you’re not willing to do this… Please don’t come.” Listen to the full bonus episode to hear what he’s talking about.

Continue Reading …

Clip: Paul DiVincenzo on what we’re really doing in sales

By

Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

What we’re really doing in sales Scott to me is engaging with people. I don’t really know where I pick that up. But what I really try to do for example I always try to engage with people and that sounds very people might be thinking. Of course you do. But I think a lot of times if you’re an experienced seller especially but even new people you can become very apathetic where you’re really just intently focused on what you’re trying to sell and what you’re trying to accomplish whether that be your number or your goal or your KPI or whatever. And I try I really try not to ever allow that in my mind because I think that it clouds the way I operate. So for me selling I don’t get very many moments to engage with the customer initially. So my first meeting with them has to be memorable and it’s also got to be real.

Continue Reading …

Clip: Paul DiVincenzo on what does it really take to get to number 1

By

Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

I think it’s not that difficult Scott. I mean meaning that when I say it’s not difficult me it’s not easy to attain. But I think what most people don’t realize is that they’re going to have to sacrifice. There’s no there is no option other than that. I can guarantee it that if we dig in with the average reps that are hitting you know I don’t know what the names of them are but achievers club or summit club and those are the ones where they tell them hey you made your number. You’re hitting quota this quarter or something but you’re not a presence club base. I think if they just if they know that they’re doing a good job. But if you’re just doing a good job you’re going to get poor results. So you’ve got to really you’ve got to at the end of the day you have to push yourself and that’s the only thing that’s going to make it happen. And you have to decide I’m going to go to the gym an hour less. I’m going to not go see that movie if I’m not ahead of my number. I don’t go do those things because I know that there’s there’s work to be done and that’s what it comes down to to me is putting in the work. And they have to sacrifice something to get there and if they can get it without it. More power to them. They’re just better than me. But I think putting in hard work is what it comes down to.

Continue Reading …

Clip: Paul DiVincenzo on I would seek out more in-person mentors

By

Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

I think that what I would do more. I have I’ve read a lot of books so I guess I would call them my mentors. But I think I would really seek out more in person mentors and try to listen more on those things. So for me I’ve always and it’s work. So I mean it’s kind of almost going against the success I’ve had. But I think that I’ve always tried to find my own way. So it’s funny because I don’t know how many other people listening think like this but I hope a lot just because I don’t want to be alone on it. But you know even from I’ll just give you an example. I’ve been at companies that have pretty great training programs and a lot of times as I’m seeing things happen on that. I’m always trying to find my own way and sometimes I’ve done it for no other reason than just to say I found my own way. And I think I would really try to find some mentors that I really really respect and that could be a personal items whether it be investing or in other things but sales in general I would just find more in-person mentors and really try to engage with them. I haven’t done a good job of that. Mostly what I’ve done is find my own way and then execute. And I think I could have benefited and have started to search those out in the last few years to really find great mentors.

Continue Reading …

Clip: Paul DiVincenzo on the average sales person’s gap

By

Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

What I’ve noticed is the average sales people at least in my industry. I can only speak to that is they are not a team player is the best way for me to describe it. I think that the average rep thinks that they are a lone wolf. They can do it all on their own and that they don’t want anybody to take their glory whether that because they got credit for the sale or whatever it is. But I think that to me is what the definition of average is and I’ve seen it specifically on performance. So you know we’ve got many many reps and that’s always what I see is they feel like they can do it all on their own verses. Even though I guess I wouldn’t call it mentorship but being a team player at least in most many sales organizations today you you have to be a team player and you have to be great at it. To really get the largest accounts and largest deals to come together and finally be done and that that team player mentality is what makes you win and then you and your whole team win. And the numbers reflect that.

Continue Reading …