Copyright
Dedication
Foreword
Introduction
Bios
Scott Ingram – Bio
Mike Dudgeon – Bio
Justin Bridgemohan – Bio
DeJuan Brown – Bio
George Penyak – Bio
Kyle Gutzler – Bio
Jacquelyn Nicholson – Bio
Debe Rapson – Bio
Florin Tatulea – Bio
David Weiss – Bio
Trong Nguyen – Bio
John Hinkson – Bio
Jelle den Dunnen – Bio
Kevin Walkup – Bio
Trey Simonton – Bio
Camille Clemons – Bio
Dayna Leaman – Bio
Phil Terrill – Bio
Paul DiVincenzo – Bio
AJ Brasel – Bio
Mindset
Ditching the “Salesman” Mentality – AJ Brasel
Determination and Persistence – Dayna Leaman
The Mindset of a Champion – Kyle Gutzler
Don’t Take it Personally; They Just Didn’t Want to Buy From You – David Weiss
Creating Success with the Customer First – John Hinkson
Being Comfortable with the Uncomfortable – Dayna Leaman
On Competitiveness – Justin Bridgemohan
On Confidence – Justin Bridgemohan
On Charisma – Justin Bridgemohan
Giving Back and Growing – John Hinkson
Courage Drives Positive Outcomes- Debe Rapson
Differentiating Yourself Through Goal Setting – AJ Brasel
Mindset Exists of Multiple Factors and Can Have a Massive Impact – Jelle den Dunnen
Relationships
I’m 6’4″ and Devilishly Handsome – Trong Nguyen
Build Rapport – Jacquelyn Nicholson
Relationships – Dayna Leaman
People to People Sales – Paul DiVincenzo
The Playa – Trong Nguyen
Unprecedented, impossible to top – Camille Clemons
What are you Scared of? – Trong Nguyen
Sell High – Jacquelyn Nicholson
Ask for Referrals Often and Always – Kevin Walkup
Bite Your Tongue – Trey Simonton
Your Network is Everything – Kevin Walkup
Why Lunch Doesn’t Matter – Trong Nguyen
Avoid the Single Thread – Never Fail Alone – Jacquelyn Nicholson
Success from Relationships and Trust – Paul DiVincenzo
Sales Career
Choosing a New Path in Sales – John Hinkson
The Importance of Picking the Right Company to sell for – David Weiss
Love the Product You Sell – George Penyak
A Rapid Rise, an Epic Fall, and Getting “Fired-Up” – Scott Ingram
Momentum Selling – Kyle Gutzler
Career Momentum – Kyle Gutzler
Performance Enhancement Plan – Going from Underperforming to Overperforming – Mike Dudgeon
Getting Promoted in Tough Times – Paul DiVincenzo
Be Specific About What You Want – Scott Ingram
Don’t Forget to Add the Personal into Business Relationships – Jelle den Dunnen
Best Practices vs. ONLY Practices – Paul DiVincenzo
Run Your Sales Career Like a Franchise – Mike Dudgeon
Getting It Done & Doing It Right – Recipe for a Great Sales Culture – Scott Ingram
Sales Process
Why is Why Better than What? – DeJuan Brown
Set Your Goals at 2x to 3x Your Quota – Trey Simonton
Differentiating Yourself From the Average Sales Development Rep (SDR) – Florin Tatulea
Creative Prospecting – Scott Ingram
The Art of Persistence and Knowing When to Quit – Florin Tatulea
The Janitor Knows More than You – DeJuan Brown
Always be A / B Testing – Florin Tatulea
F*@# the Status Quo – Do You – Phil Terrill
Having Strategic Partners That Do More Than Just Lead Share – George Penyak
Who Knew selling Looked Like this? – Camille Clemons
Discovery Is Not Just One Step In The Process – Debe Rapson
Deal Qualification. How I Used to Lose ~40% of my Deals to a Single Competitor – Jelle den Dunnen
The Year I Doubled my Income – David Weiss
Well that sucked – Camille Clemons
Take Time for Research and Always do a Dry Run – Trey Simonton
Understanding an Opportunity’s True Value – George Penyak
The Four “Fs” to Building the Right Momentum with Customers – Phil Terrill
Overcoming the Price Objection – AJ Brasel
Let Me Know if Anything Changes – DeJuan Brown
I Love S.A.L.E.S. – Phil Terrill
Conclusion