Scott welcomes to the show his close friend, David Schwartz. David is a top Senior Account Executive at Abode, the global leader in digital media and digital marketing solutions. David is an accomplished Sales Executive with nearly ten years of experience in the Digital Marketing landscape. He is Continue Reading …

This bonus episode of the Sales Success Stories podcast is brought to you thanks to all of our amazing sponsors who are making it possible for us to bring you the Sales Success Summit Live Stream Experience for free. To learn about our sponsors and to register for the Summit. Just click over to Top1Summit.com

Today I’ve got the audio from a conversation between Evan Kelsay and Jamal Reimer at last year’s Sales Success Summit where they were essentially interviewing each other about Bringing in the Biggest Deals.

Evan was the star of episode 56 here on the podcast where we talked about how he achieved 800% of his annual number at Seismic with a massive deal, and Jamal was featured in episode 61 where we talked about Mega Deals and some of the behind the scenes of how he was able to land 3 different deals, each worth over $50M at Oracle. If you want a shortcut to both of those episodes you can just click over to top1.fm/56 and top1.fm/61 or top1.fm/evan-kelsay and top1.fm/jamal-reimer will take you there as well.

Here they are:

Evan Kelsay on Sales Success Stories Interview
Jamal Reimer on Sales Success Stories Interview
Sales Success Summit

For more content like this make sure you register for the upcoming Sales Success Summit. Again the Live Stream Experience is free thanks to our sponsors, and you’ll find all of those details at TopSummit.com

If you like this content in particular there are a couple of talks I think you’re really going to appreciate. The first is actually a presentation from Evan Kelsay. Evan will be talking about Demystifying the 10K for Sales Professionals. We’ve also just added Lisa Palmer to the lineup. If you didn’t hear Lisa in episode 100 you’ve got to go listen to that episode. Lisa will be talking about Team Selling, Visual Dartboarding and Winning at Enterprise Scale.

Top1Summit.com. That’s the spot.

Once you’ve gotten yourself registered, be sure to come back next week for another regular interview episode. Thanks for listening!

Ivana Zivkovic Meesters is a Partner Account Manager at Cisco Systems, an organization that enables people to make powerful connections–whether in business, education, philanthropy, or creativity. Ivana works in channel sales, focusing primarily on building relationships with her sellers, leveraging those relationships, and constantly adapting new sales strategies and best practices. A nine-year veteran at Cisco, Ivana has Continue Reading …

This bonus episode of the Sales Success Stories podcast is brought to you thanks to all of our amazing sponsors who are making it possible for us to bring you the Sales Success Summit Live Stream Experience for free. To learn about our sponsors and to register for the Summit. Just click over to Top1Summit.com

Today on the Sales Success Stories podcast I wanted to tell you about a sales internship program we’re working on building, and ask for your help to identify the perfect candidates, or maybe you are the perfect candidate? If you’re already an active listener, then you’ve got a huge advantage and head start.

As we build towards this year’s Sales Success Summit we’re looking for 3 individuals who will help us proactively reach out to sales leaders at targeted companies to invite them and their teams to join us on the Live Stream Experience.

I’m not even sure it’s fair to call this sales, because all you’ll be doing is reaching out to offer something of value that doesn’t cost a dime.

The perfect candidate is somebody who’s really driven and looking to break into sales, or it could be somebody that’s between roles who’s looking to stay sharp and build some great new relationships and show off their skills to a whole lot of senior sales leaders.

This isn’t a long-term thing as the Summit is less than 7 weeks away and our thought is that you’d put in 20-30 hours a week of effort while also interviewing and otherwise growing your skillset.

We’ll provide all of the tools you need including a top1.fm email address, access to our CRM, a LinkedIn Sales Navigator account, and more. You’ll get coaching and support from myself and Richard Balius who has a couple of decades of sales leadership experience.

You’ll be paid for each person within your target accounts who signs up, and after you’ve achieved the requisite number of registrations you’ll earn a seat at the sold-out Sales Success Summit virtual experience with just 100 others where you’ll have an opportunity to interact directly with over 25 of the top-performing sales professionals that you’ve heard on this show. It’s the ultimate networking opportunity.

Our goal is to help you fast track your sales career and grow your personal brand. We’re also planning to hire for 1 or 2 permanent roles after the Summit, and we’ll certainly be looking at the top interns first.

If you know somebody that would be the perfect fit for this internship, please have them listen to this episode, and here’s how to apply. Do it fast because the fuse for this opportunity is super short:

First, register for the Sales Success Summit Live Stream Experience yourself at Top1Summit.com so you can see what it’s like and get the follow-up/welcome email and video from me.

Then get at least 3 of your friends in sales to do the same. Make sure they put your name in the “How did you hear about the Summit?” field. That should give you a sense of how easy it is to ask others to join us.

Then create a Vidyard video introducing yourself and explaining why you’re interested in this opportunity and email it to [email protected] and [email protected]. You’ll also find the free Vidyard plugin at top1.fm/vidyard

Don’t overthink this step. Just record your video and send it, and we’ll reply to everyone who sends one so you know exactly where you stand.

Our goal is to build a really valuable experience. You’ll have an opportunity to earn a few bucks, earn a seat at the table with some of the best of the best in sales today, reach out to sales leaders with something of value, and set yourself up for a great future in sales with the experience, mentoring and relationships you’ll build.

Thanks for your help and thanks for listening. We’ll be back next week with another amazing interview where I’ll deconstruct another top-performing sales professional and try to understand what makes them great. I’ll talk to you then, oh, and thanks so much for helping us find some of the best sales interns the sales community has ever seen.

Lisa Palmer is a Global Business Outcomes partner at Teradata, an organization that leverages pervasive data intelligence to deliver analytics that matter most to businesses. Lisa holds a highly unique role at Teradata, focusing primarily on big enterprise sales discussions. Throughout her career she has also acted as a C Suite advisor, CIO & CMO, thought leader, and business coach. Lisa is a structured problem solver and communicator who crafts recommendations directly supported by facts. Using this approach, she has helped organizations pivot to new business models, fix what’s broken, and create quick and sustainable growth-to-scale. To say she’s well-rounded and ingratiated into the zeitgeist of the sales industry would be a gross understatement.

In this episode, Lisa expounds on her role at Teradata and provides insights as to how she navigated a balance between art and science to success in sales. Lisa shares her thoughts on the politics of sales as well as concepts such as reverse mentoring, that she has implemented throughout her career. Lisa lists three specific attributes she believes have contributed to her success and gives the audience a taste of her secret sauce. This includes her positive high energy attitude, her collaborative sales style, and her client-centric approach. Lisa describes a typical day in the life, from waking up early and reading books and articles about sales and business to time-blocking to ensure she structures her workday appropriately. Lisa is a big believer in energy management and, thus, goes to great lengths to ensure she manages her time and energy efficiently.

Lisa speaks to her specific sales philosophy and style that she utilizes when interacting with clients. Lisa takes a unique approach where she poses questions to her clients to allow them to fully grasp what they truly want and need. This helps them to regain focus and clarity on what they want to achieve for their business, their department, and themselves personally. She lays out a framework for her clients that allows them to dig in further. Finally, Lisa poses an actionable challenge to the audience. First, she suggests focusing specifically on your client. That includes going out and doing the proper research. Secondly, she proposes building the strongest selling team around you that you can possibly build by focusing your networking skills inward. Lastly, she suggests tight team communication and making sure that you have a structure around when and how you are communicating in order to set expectations so that you can best serve the clients you work with.

What We Covered:

00:24 – Scott thanks the sponsors of today’s 100th episode, Terryberry, Vidyard, and Alyce
00:41 – Scott welcomes today’s guest, Lisa Palmer
01:22 – The top three attributes that Lisa attributes to her success
01:44 – Number 1: Focusing on the client
06:01 – Number 2: Building the strongest selling team you can possibly build
12:56 – Number 3: Tight team communication and continually adjusting
15:08 – Lisa speaks to the role that project management plays in sales as well as The Golden Triangle
17:29 – Lisa’s unique role at Teradata
19:21 – Scott takes a moment to thank one of today’s sponsors, Terryberry
20:09 – Lisa quantifies her sales results
20:35 – Lisa shares her personal sales origin story
24:47 – The importance of empathy and communication
26:24 – What Lisa would do differently if given the chance
30:39 – What is resonating with Lisa in the current marketplace
35:52 – Lisa’s favorite sales success story
41:34 – How Lisa manages politics within sales
44:44 – Lisa speaks to the concept of finding your ‘True North’
49:40 – Tools and apps that Lisa uses on a daily basis
51:00 – Scott takes a moment to thank another one of today’s sponsors, Vidyard
53:39 – The books, news, podcasts, and trade information that Lisa consumes
57:33 – Lisa describes a typical day in the life
59:14 – How Lisa structures her workday currently
1:04:45 – The vital role creativity plays in sales
1:06:43 – The specific sales philosophy that Lisa subscribes to
1:08:55 – Lisa’s sales style
1:13:30 – Scott takes a moment to thank another one of today’s sponsors, Alyce
1:14:23 – Lisa expounds on overcoming the challenges of working remotely in sales
1:20:01 – What motivates and drives Lisa
1:22:05 – Scott makes a bold prediction about Lisa’s work and encourages listeners to connect with her
1:23:30 – One of Lisa’s beliefs that the average salesperson would think is crazy
1:26:47 – An average salesperson’s belief that Lisa thinks is crazy
1:28:48 – The metric that Lisa values above all else
1:30:31 – The most important lessons Lisa has learned throughout her career
1:33:31 – Strategies Lisa employs to understand others in order to communicate more effectively
1:34:42 – Advice Lisa would give to an upstart salesperson
1:36:51 – The value of community and, specifically, why Scott continues to build his Sales Success Stories community
1:38:22 – Advice Lisa would give to a struggling, middle-of-the-pack salesperson, especially given the current global pandemic
1:41:44 – Lisa breaks down the concept and value of reverse mentoring
1:46:49 – What Lisa hopes to get out of her experience at the upcoming Sales Success Summit
1:48:29 – Lisa speaks to actions we all can take to be an ally in the fight against sexism in the workplace
1:50:31 – Lisa shares some final thoughts with the audience
1:52:05 – Scott shares some exciting plans for the 2020 and 2021 Sales Success Summits
1:55:07– Lisa’s actionable challenge to the audience

Tweetables:

“I’m a huge believer in research. And so, I spend a great deal of time researching the company itself, researching their industry, researching the individuals that are potentially prospects, or that have invested in our enterprise relationship. And I bring all of that to the table in conversations with my internal team.” (09:56)

“I really think it’s important to embrace the diversity that is available to us today.” (28:33)

“I’m always looking for content that I can share with the individuals that we serve inside of our clients that will help them to continually shore up from a political perspective why they’re doing what they’re doing.” (49:00)

“I believe in energy management. So, literally thinking about what times of the day is my energy the strongest and when does my energy wane.” (58:06)

“I am a firm believer that it [sales] is art and science. I’m an engineer. I believe in science. It’s grounded my thinking and my way that I approach the world for many years. But I also believe that if you adhere strictly to science you are really missing the nuances that make you a great seller.” (1:05:26)

“It’s about making an investment in others, Scott. And I have had so many people throughout my career be gracious and generous and invest in me. It is the very least I can do.” (1:23:15)

“The more that you can expand and diversify the people that are part of your core network, the quicker you will be successful.” (1:35:41)

Links Mentioned:

[email protected]
Sales Success Stories Podcast
2020 Sales Success Summit
Lisa Palmer on LinkedIn
Better Sales Networks Article
HBR Article on Managing Energy, Not Time
Jungle Gym Career Article
Scott’s SDR Guests
Scott’s Enterprise Sales Guests

Sponsors Mentioned:

Terryberry
Vidyard
Alyce

Books Mentioned:

What Great Salespeople Do
The Future of Leadership in the Age of AI1
Confidence Creator
Multipliers

Tools Mentioned:

Vidyard
LinkedIn
Sales Navigator
Simply Wall St App
Microsoft OneNote
Calendly App
Wall Street Journal
Bubble

Request Access to the 12 minute “Secret Track” portion of Scott’s conversations with Lisa:

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!