B2B Sales Archives - Sales Success Media

Episode 191: Finding Your Why: How Mike Sullivan Became TriNetX Top Seller

July 22, 2025 By Scott Ingram

In this powerful and heartfelt episode of the Sales Success Stories podcast, Scott Ingram talks with Mike Sullivan, the top performing seller at TriNetX out of Boston. With his authentic Boston accent and even more authentic story, Mike shares his journey from financial adversity and career setbacks to becoming a consistent number one performer in life sciences tech sales. What sets Mike apart isn’t just his sales acumen, but his focus on mental and physical health, cultivating the right environment, and anchoring everything he does to his deep personal “why”.

Scott and Mike dig deep into what really moves the needle, not just for sales, but for human performance. Mike outlines the foundational role of discipline in both mental and physical health, the importance of curating your work and home environment, and the transformative power of finding your true purpose. He recounts rock-bottom career moments, financial struggles, and the mindset shifts that allowed him to claw his way out and build a new reality through sales. It’s an episode full of raw candor, tactical takeaways, and inspiring proof that transformation is always possible, no matter your starting point.

What We Covered:

[00:00:35] Mike’s introduction & three pillars of his success: mental & physical health, environment, and his “why.”

[00:03:52] How physical discipline translates to sales success and life transformation.

[00:12:35] Mike’s role at TriNetX, breaking through with big deals, and his commission breakthrough.

[00:17:31] Early sales experiences: used cars, shoes, recruiting, and their impact on Mike’s approach.

[00:29:36] The “castle” metaphor: building long-term protection for his daughter with special needs.

[00:44:26] The internal sale: why aligning your own company matters as much as selling the client.

[00:55:20] Mike’s daily routines: why non-negotiable habits and structure underpin high performance.

[01:07:48] Mike’s sales philosophy: be human-first, not commission-first; legacy over quota.

[01:24:59] Career advice for new sellers: choose your environment, seek coaching, and ride out the rollercoaster.

Quotes:

“Greatness is a choice. It’s a mindset.”
— [00:02:15]

“Every deal is different. Of course there’s best practices, but each opportunity is unique in and of itself.”
— [00:43:21]

“Just be transparent. Not holding anything close to the vest…just being a little vulnerable.”
— [00:47:02]

“Sales is not rocket science. It’s helping people solve problems and just being authentic.”
— [01:09:11]

“Being number one on the leaderboard…for me, it’s not about being better than someone else. It’s about being better than I was yesterday. It’s always me against me.”
— [01:13:16]

“You just have to take ownership of your life. Take responsibility, get ruthlessly disciplined about your mindset and your habits. Brick by brick, you can build what you want; you can build a new life.”
— [01:36:51]

Resources Mentioned:

Books & Philosophy

- The Obstacle Is The Way by Ryan Holiday
- Ego Is The Enemy by Ryan Holiday
- Atomic Habits by James Clear
- The Four Agreements by Don Miguel Ruiz

Podcasts & Email Lists

- Real AF Podcast (Andy Frisella)
- Jocko Podcast (Jocko Willink)
- 3-2-1 Newsletter by James Clear

Personal Development & Influencers

- Tony Robbins (UPW event referenced)
- John Assaraf (Visualization techniques, “How to train your brain to make more money”)
- Gary Vaynerchuk (Gary V)
- Ed Mylett

Sales Tools & Tech

- Evernote (note-taking/ideas repository)
- ChatGPT
- Wiser AI (Jamal Reimer’s new sales research tool)
- Microsoft OneNote
- Slack (team communication)
- Pomodoro Timer (productivity)

Other Mentors/Coaches Mentioned

- Brandon Fluharty
- Taylor Johnson (performance coach)
- Amber Diebert (performance coach)
- Justin Welsh (Solopreneurship, LinkedIn)

Sponsors:
Sales Success Summit

Episode 190: Sales Success at Oracle: Samir Dandekar’s Journey to a $150M Deal

July 8, 2025 By Scott Ingram

In this episode of the Sales Success Stories podcast, host Scott Ingram interviews Samir Dandekar, a seasoned sales professional from Oracle’s Cloud Infrastructure team who recently closed a staggering $150 million+ deal.

Samir opens up about his journey from engineering into enterprise sales, the principles that have guided his success, like relentless customer focus, perseverance, indomitable spirit, and the value of practice, and the lessons learned from a career that spans startups to global tech giants.

Scott and Samir dive deep into the art of building trust, navigating complex deal cycles, and the mindset required to achieve sales greatness. Whether you’re just starting your career or looking to take your results to the next level, this episode is packed with practical wisdom, inspiring stories, and actionable advice that you can put to use right away. Let’s jump into the strategies, stories, and habits that helped Samir make sales history at Oracle!

What We Covered:

[0:40] Customer-Centric Focus

[10:30] Engineer to B2B Innovator Journey

[16:32] Prioritize Relationships and Storytelling

[21:22] Small Businesses’ Digital Impact

[29:19] LinkedIn: Daily Engagement for Growth

[36:16] Modern Communication and Productivity Tools

[38:59] Customer-Centric Sales Process

[47:35] Earning Trust Through Engagement

[56:57] LinkedIn Leads: Humanizing the Sales Process

[01:04:58] Join Sales Success Community

Quotes:

“It’s not about you, it’s about them… keeping the focus at the center of who you’re trying to help: in this case, the customer.” [00:01:03]

“You can’t have the ability to improvise if you haven’t built the foundation.” [00:02:42]

“Practice makes confidence, not perfection.” [00:05:39]

“To me, the sales process is understanding the customer’s process, not making them mold to yours.” [00:39:20]

“If you start taking the humans you talk to and engaging with them as leads, you’ve dehumanized part of selling.” [00:57:00]

Resources Mentioned:

Coming soon

Books:

Coming soon

Sponsors:
Sales Success Summit

Episode 189: From Near-Death to Number One: Kevin Bartlett’s Sales Journey

June 24, 2025 By Scott Ingram

In this episode, Scott interviews Kevin Bartlett, the former top-performing enterprise AE at Horizon 3 AI who’s just stepped into an exciting new leadership role. Kevin opens up about the three core principles that have driven his stellar sales career: operating with the end in mind, becoming his own hero, and mastering the art of delayed gratification.

He shares the powerful impact of a near-death experience that shaped his approach to life and work, offering an inspiring look at how personal values and professional intentions intersect. Kevin takes us on a journey through his eclectic sales career: from hustling for what he wanted as a kid, to navigating multiple industries, and always finding creative ways to open doors that seemed closed.

This episode is packed with valuable insights on building a foundation for long-term sales success, the importance of authentic relationships, and how to thrive through setbacks and transitions. If you’re looking for real-world strategies, plenty of actionable advice, and a fresh take on what it means to win in sales and in life, you’re in the right place. Let’s dive into Kevin’s story!

What We Covered:

[00:00:50] – Kevin’s Top 3 Success Factors: Operate with the end in mind, be your own hero, and delayed gratification.

[00:02:53] – Explaining MOHO (“My Own Hero”): Grit, determination, and being self-driven.

[00:04:56] – Playing the long game and the importance of delayed gratification in sales.

[00:06:21] – Managing quarter-end pressure: controlling the controllables.

[00:09:21] – Kevin’s recent move to leadership at Horizon3.ai and territory overview.

[00:13:46] – Kevin’s origin story: overcoming adversity, climbing in sales through hard work.

[00:25:48] – Unlocking authenticity: Lessons on being yourself in sales.

[00:28:39] – Kevin’s favorite sales story: Patience, controlling outcomes, and earning a career-defining win.

[00:31:02] – What Kevin’s most proud of, and his challenges: caring less about others’ opinions.

[00:38:34] – Kevin’s daily routine: Evening productivity, family focus, top-3 priorities.

[00:41:38] – Travel hacks and deep work strategies.

[00:47:08] – Information diet: Podcasts, core books, and intentional learning.

[00:52:02] – Tools & apps: Private YouTube channels, pen and paper, and keeping it simple.

[00:55:26] – Sales philosophy: Operational excellence, improv after fundamentals.

[01:07:03] – The near-death experience and its impact.

[01:10:39] – Advice for early-career sales professionals.

[01:20:15] – Documenting core values and building a personal manifesto.

[01:28:06] – Action challenge: End every meeting with a clear next step.

Quotes:

“Sometimes you have to be your own hero. Life is hard.” [00:02:53]

“Control the controllables. Focus on inputs, not just outcomes.” [00:06:21]

“There’s no cheat code. The cheat code is hard work, every single day.” [00:34:42]

“The most valuable data in a customer conversation is what you receive, not what you give.” [01:03:43]

Resources Mentioned:

Coming soon

Books:

Coming soon

Sponsors:
Sales Success Summit

Episode 188: The Role of Intuition in Sales: Athina Lampru’s Approach to Winning Big

February 26, 2025 By Scott Ingram

In this episode of the Sales Success Stories podcast, host Scott Ingram engages in an insightful conversation with Athina Lampru, the number one account executive nationally at Palo Alto Networks. Athina shares the three pillars that have driven her consistent success in sales: trust, grit, and the power of networking.

She emphasizes the importance of self-trust and the role of a strong support network, both internally and externally, in overcoming challenges in the sales arena. Athina recounts her journey into sales, growing up with sales-savvy parents, and how her path pivoted toward a career that aligns perfectly with her purpose.

Together with Scott, she delves into topics such as maintaining belief in oneself, leading from the field, and the significance of recognizing challenges as opportunities for growth. Tune in to gain a deeper understanding of Athina’s unique approach to sales, her motivation, and the lessons she’s learned along her path to success.

What We Covered:

[00:01:12] Athina Lampru joins the podcast and shares three keys to her success: trust, grit, and network

[00:02:34] The importance of trust in oneself and the role of grit in sales

[00:04:52] Utilizing her network internally and externally at Palo Alto Networks

[00:07:38] Athina’s promotion within Palo Alto Networks and transitioning to a major account executive role

[00:12:34] Athina’s backstory and her initial resistance to a sales career

[00:14:45] The influence of her family on her career path and the journey into sales

[00:20:58] Challenges and triumphs faced in balancing motherhood with career success

[00:31:07] A day in the life of Athina as a major account executive

[00:37:53] Internal and external selling dynamics in managing strategic accounts

[00:46:47] Information diet and the value of visualization and mindset in daily routines

[01:06:02] Motivations, beliefs, and overcoming sales challenges

Quotes:

“Trust in myself wholeheartedly and feel that sales is indeed my purpose.” [00:01:34]

“This mentality is what allowed me to go and prioritize accounts and grow these deals.” [00:07:38]

“There’s not a challenge I can’t overcome. There’s not an account I can’t sell to.” [00:20:58]

“Just remember today, it’s not a failure, it’s the mark of genius.” [00:23:24]

“Vulnerability is like the API that connects software, making us a single pane of glass.” [00:52:57]

“Don’t forget to remember your greatness; the universe conspired for you to exist.” [01:23:13]

“If your goal doesn’t scare you or your team, it’s not big enough.” [01:25:33]

Resources Mentioned:

Athina Lampru on LinkedIn
Palo Alto Networks Website
Bolivar (Netflix Series)
Sales Success Stories Podcast
Untap Your Sales Potential
Aubrey Marcus Podcast

Books:

A New Earth (by Eckhart Tolle)

The Greatest Salesman in the World (by Og Mandino)

A Course in Miracles

Women Who Run With the Wolves (by Clarissa Pinkola Estés)

Womb Awakening

Sponsors Mentioned:
Sales Success Summit

Episode 187: Balancing Sales Excellence and Parenting with Kelsie Neibel

January 28, 2025 By Scott Ingram

In this insightful episode of Sales Success Stories, we interview Kelsie Neibel, the top-performing Strategic Account Director at SnapLogic. Kelsie, who operates out of Southern California, shares her unique journey from management consulting to achieving extraordinary success in sales. She emphasizes the importance of mindset, time management, and the intentional integration of work and life as she balances her role with her new responsibilities as a mother.

Kelsie discusses her top three success factors: prioritizing revenue-generating activities over busy work, assigning a monetary value to her time, and fostering an abundance mindset over a scarcity mindset. She attributes much of her recent success to these shifts, emphasizing how crucial they are for any sales professional looking to optimize their performance. Throughout the conversation, Kelsie also touches upon the transformative effects of motherhood on her career, as well as her strategies for staying centered and productive.

Scott and Kelsey delve deeper into how leaders can better support their teams by understanding the value of time and establishing realistic, motivating quotas. They highlight the importance of investing in self-growth, whether through hiring a coach or through cultivating a healthy and positive mindset. Kelsey rounds out the episode by offering actionable advice for other sales professionals, providing valuable tips on leveraging time management and maintaining a focus on high-impact activities.

What We Covered:

[00:01:30] Kelsie shares her top three success factors in sales.

[00:04:10] The power of an abundance mindset in sales.

[00:11:13] Kelsie elaborates on maintaining positivity and detachment.

[00:15:15] Transitioning from consulting to a quota-carrying sales role.

[00:20:10] Kelsie’s strategies for balancing motherhood and sales.

[00:50:51] Importance of starting the day right with visualization and meditation.

[00:56:12] Tools and habits for eliminating distractions.

[01:16:13] Advice for individuals starting their sales career.

[01:25:02] Importance of community and learning from other top sellers.

Quotes:

“So I call them revenue-generating activities and busy work. A lot of time before I started working in this manner was spent on just feeling busy and actually getting things done.” [00:02:01]

“If your head is not right, I don’t care how good your tactics are, because you’re probably not even going to deploy them.” [00:06:31]

“I think the biggest shift is going out of scarcity and out of fear and into this knowing that you’re gonna be okay.” [00:09:23]

“Hiring a coach and getting a download from the best of the best, best idea I ever had.” [00:24:22]

“I think that leading by example, especially for like an IC, any individual contributor that wants to go into management or just wants to have an impact outside of sales or in their corporate life, we can lead by example.” [01:09:04]

“Be open to the idea that life is super fun and not linear and things work out the way they should. But try not to resist it and just kind of have fun along the journey.” [01:16:13]

Podcasts Mentioned:

Sales Success Stories Podcast

Sponsors Mentioned:

Sales Success Summit

Long Bets – Matt Du Pont

January 21, 2025 By Scott Ingram

Today we’ve got a special treat for you. We have a bonus episode featuring the insightful and strategic mind of Matt Du Pont, who dives into the concept of “long bets” in sales.

Matt is known for his unique approach to maximizing efficiency, famously tracking every minute of his working day to optimize his commission per hour. In this episode, Matt doesn’t just share one-size-fits-all strategies; instead, he provides a deep dive into the importance of thinking long-term in the world of sales. Whether you’re an individual contributor looking to gain a competitive edge or someone who wants to reap the benefits of specialized strategies, this episode has something valuable for you.

We’ll explore topics such as choosing the right specialization, handling monotony through innovative routines, leveraging tools like Textexpander, and even the intricacies of entering and exiting companies with a long-term mindset. Plus, you’ll get practical tips on curating meaningful professional relationships and using generative AI to streamline follow-ups.

Get ready to be inspired and equipped with actionable ideas to take your sales game to the next level. Make sure to stick around till the end where you can learn how to connect with Matt and access additional resources, including an invitation to the upcoming Sales Success Summit. Enjoy the episode!

Links:
Matt Du Pont on LinkedIn

Purchase your 2025 Sales Success Summit ticket:
Top1Summit.com

Luke’s presentation slides:
PDF

Episode 186: Relentlessness, Efficiency, and Positive Energy: Keys to Sales Success with Dylan Katcher

January 14, 2025 By Scott Ingram

Welcome back to another exciting episode of Sales Success Stories! I’m your host, Scott Ingram, and today we have the privilege of diving deep into the world of top-tier sales performance with Dylan Katcher, the standout sales performer at Bloomberg Industry Group.

In this episode, Dylan and I uncover what sets an A-player apart in the sales industry—hint: it’s not just about hitting revenue targets. We explore the power of recognizing opportunities within failures, and how that mindset can propel a company forward. I’ll share my personal strategies for bouncing back from lost deals, including the vital role of feedback loops with top sales reps and product teams.

We’ll cover everything from calendar management and personal interaction to the importance of community and collaboration among top performers. Dylan shares his effective method of managing over a hundred calls to prospects and maintaining work-life balance, including his unique “Daddy Happy Hour.”

Whether you’re a seasoned sales professional or just starting your journey, this episode is packed with insights and actionable steps to help enhance your skills and results. So, buckle up and get ready to be inspired as we reveal the secrets behind the relentless drive and exceptional success of Dylan Katcher. Let’s dive in!

What We Covered:

00:00 Maximizing efficiency through CRM systems and strategies.

10:09 Always wanted sales; founded JMU’s sales club.

12:05 Successful, covered territories, top sales rep award.

17:26 Organized feedback and data secured major deal.

25:49 Efficient note-taking aids communication and self-reflection.

32:07 Focus: eliminate distractions, prioritize essential tasks.

37:55 Call and show early value to succeed.

40:19 Overcame struggles, refocused, simplified, personal breakthrough.

47:07 Proven success in challenging sales roles remotely.

51:56 Care genuinely, wake early, learn, seek feedback.

56:38 Warm intros and internal buy-in facilitate connections.

01:04:56 Excitement in persistent sales interactions despite rejections.

01:08:45 Seek feedback from others to continually improve.

Quotes:

“An A player’s qualities are found beyond just revenue results; they also recognize opportunities in failure to benefit the company and improve future outcomes.” – Dylan Katcher [02:30]

“Always relentless, never complacent. Treat each day and opportunity with equal importance.” – Dylan Katcher [18:45]

“Genuine enthusiasm and building personal relationships with clients are crucial for sales success.” – Dylan Katcher [20:05]

Podcasts Mentioned:

Sales Success Stories Podcast

Sponsors Mentioned:

Sales Success Summit

Building Success with a High Performance Operating System with Luke Floyd

January 7, 2025 By Scott Ingram

To kick off 2025 we’re going to share the audios from the top 3 presentations from last year’s Sales Success Summit as bonus episodes between my interviews with #1 and top 1% performing individual contributors. The presentation that was ranked third by the audience and the one that was most impactful for me personally was Luke Floyd’s talk on Building Success with a High Performance Operating System. And stay tuned at the end for a couple little nuggets.

Links:
Luke Floyd on LinkedIn

Purchase your 2025 Sales Success Summit ticket:
Top1Summit.com

Luke’s presentation slides:
PDF

Episode 185: Building Strong Client Relationships: Strategies for Modern Sales Success with Megan Labadie

December 10, 2024 By Scott Ingram

Welcome to another episode of Sales Success Stories! Today we’re joined by a remarkable guest, Megan Labadie. Megan’s journey in sales is nothing short of inspiring—navigating from leasing apartments to mastering complex ESG software sales. In this episode, Megan shares her unique communication style, task management strategies, and favorite sales tools, as well as her powerful insights into leadership and learning.

We dive into her blended sales philosophy, her preferred methods for continuous improvement, and how she leverages both traditional and digital tools to stay organized. Megan reveals the importance of supportive leadership and finding the right organizational fit, which can significantly impact a salesperson’s success. We also explore the nuances of engaging with European counterparts, the value of internal advocacy, and the art of building strong relationships with both clients and colleagues.

Plus, Megan opens up about her personal routines and how she maintains a balance between professional and personal life—something every sales professional can relate to. Tune in for actionable insights, personal stories, and a fresh perspective on what it takes to succeed in the competitive world of sales. Let’s get started!

What We Covered:

00:00 Elevate collaboratively, welcome feedback and tough conversations.
05:47 Sometimes companies face tough negotiations and timelines.
13:14 Trust instincts, seek team insights before joining.
21:16 Leasing apartments job taught diverse communication.
25:01 Tech industry favored; better than cold calling.
27:27 Tampa restaurant deal: competitive, profitable, motivating experience.
32:27 Learning by figuring things out independently.
42:11 Ask general questions to explore specific challenges.
46:33 Four-year-old wakes me; enjoy rare me-time.
48:24 Prioritize learning from experts; engage and adapt.
56:30 Efficiently assessing engagement with interaction tools.
59:15 Learning from varied sales philosophies and experiences.
01:04:33 Include your organization’s context in discussions.
01:09:38 Show appreciation and stay engaged for success.
01:16:51 Jack Wilson found alignment, achieving consistent success.
01:22:36 Startup email led to hiring and friendship.
01:28:05 Engage customers to present products for feedback.
01:31:12 Top performers academy fosters diverse collaboration.
01:36:37 Record and review your meetings for improvement.

Quotes:

“I’ve found that texting is far more efficient than random calls. It gives context and respects everyone’s time.” [05:45]

“Combining physical notebooks with digital tools has been a game-changer for me in managing tasks.” [09:10]

“My sales philosophy blends educating the client, tailoring solutions, and taking control of the narrative.” [13:30]

“Supporting leaders can make a world of difference. I’ve thrived under managers who were genuinely invested in my growth.” [26:30]

“Feedback from peers is invaluable. It provides fresh perspectives and opens avenues for collective improvement.” [31:45]

“Authenticity in communication is key. I use humor to make tech demos more engaging, even if not all jokes land.” [36:10]

“Engaging stakeholders with visuals and simple explanations helps bridge the knowledge gap on complex topics.” [41:00]

“Maintaining work-life balance involves strategic planning and using tech tools for better efficiency.” [45:35]

“Mentorship is crucial. Being a resource for others elevates the entire team and organization.” [50:25]

Podcasts Mentioned:

Sales Success Stories Podcast

Sponsors Mentioned:

The Sales Collective

Mastering Both Sides: Procurement and Sales Collaboration Strategies with Jonathan Gardner

December 3, 2024 By Scott Ingram

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

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