Today on the Sales Success Stories podcast. I wanted to share my own presentation from last year’s Sales Success Summit. This talk is titled the 4P Productivity Process for Producing Profit because the most common question I’m probably asked is simply how do you do all of this? How are you managing to work a full-time sales job, host multiple podcasts, publish books, host a summit, manage a family, and perform pretty well at all of those things and still find time to sleep. In this 45 minute presentation, I’m going to explain it all and there are quite a few visual elements to this, so if you’d like to see the video recording, just subscribed to the listener list at Top1.fm. When you do that, the first email you’ll receive will offer you the video of your choice from the last Sales Success Summit. Just reply to that and ask for my own productivity video. Here it is:

Again, to get the video version of this presentation, just join the listener list at Top1.fm. That’s Top1.fm and reply to the welcome email and let me know that you’d like access to the productivity video, or of course, you can select any other video of your choice as the email indicates. Then do yourself a favor and get signed up for this year’s Sales Success Summit. The content like it’s been for the last two years will be incredible, but what will be even more valuable is the connections you’ll make, the relationships you’ll have the opportunity to build with some of the best-sellers today and with other fans of this podcast who’ve committed themselves to improving and becoming truly successful. I hope you’ll join us. All of those details are at Top1Summit.com then be sure to come back next week. I’ve got another great interview for you. Thanks for listening.

Dalai Cote was the number one Senior Account Executive prior to his recent departure from Loopio, Canada’s thirteenth fastest growing technology company. Since then, Dalai has been reflecting on his career and planning his next move, one he hopes leads to a larger organization with exceptional leadership. Dalai places a tremendous amount of value on finding the right leader for not only professional but personal development as well. He is an Continue Reading …

Andrea Rush is the top sales consultant at Paychex, where she has been among the top one percent of performers over the past eight years and was the top outright sellers in their organization this past fiscal year. A true force ever since she first arrived at Paychex, Andrea was even named ‘Rookie of the Year’ following her first year’s performance. Paychex is an organization that supports businesses and HR professionals by providing integrated human capital management solutions for payroll, benefits, insurance and other human resources services. Andrea is a tenacious, persistent and talented sales representative who prides herself on her consistency and follow-through.

In this episode, Andrea talks about the genesis of her sales story, her own personal development, and her mindset as a top performer. She goes into heavy detail while expounding on her sales results, including her Inner Circle of Excellence (ICE) number, a threshold that identifies the top one percent of sales performers in her organization. Andrea identifies the top three things that she attributes to her success. These include always having a sense of urgency, a detailed follow-up process, and honoring her word and her integrity. Andrea also places tremendous value on accountability, which is evident by the mantra she lives her life by: ‘What you put in is what you get out.’ Andrea is an extremely detail-oriented and hardworking salesperson who prides herself on the ability to deliver at any and all levels.

Andrea walks the audience through two of her favorite sales stories. One in which she was told she was ‘too pushy,’ got hung up on, was invited to a lunch where she was subsequently insulted, and still managed to close the deal with her grit and resilience. Andrea also takes listeners through a typical day in the life, from waking up a couple hours early to get all non-revenue driving tasks complete, to setting meetings and sending out follow up emails. Andrea speaks to her sales prospecting and goal-setting processes as well as the importance of maintaining a positive mindset. Finally, Andrea issues an actionable challenge to the audience. She encourages them to wake up earlier than they normally would in order to capitalize on the extra time to get more done and be more productive. She also urges sales professionals to reach out to top performers within their organizations and ask to shadow them to learn from their successes.

What We Covered:

00:23 – Scott takes a moment to thank today’s sponsor, the 2020 Sales Success Summit
00:33 – Scott Ingram welcomes today’s guest, Andrea Rush
00:49 – The top three things Andrea attributes to her sales success
01:00 – Number 1: Urgency
02:18 – Number 2: Follow up
03:08 – Number 3: Honoring her word and integrity
03:28 – Andrea’s role at Paychecks
03:59 – Scott takes a moment to promote the 2020 Sales Success Summit
05:02 – Andrea quantifies her sales results
07:52 – The mindset of a top performer
09:30 – Personal and professional development
13:24 – The genesis of Andrea’s sales journey
16:32 – What Andrea would do differently if given the opportunity
17:12 – Andrea’s favorite sales story
19:40 – Andrea’s proudest accomplishment
21:55 – Biggest challenges and obstacles Andrea has had to overcome
23:54 – Andrea describes a typical day in the life
27:07 – How Andrea structures her prospecting
29:08 – Other habits and routines that are critical to Andrea’s success
30:25 – Andrea opens up about her experience attending the Landmark Forum
35:07 – Tools and apps that Andrea uses on a daily basis
36:57 – Andrea’s specific sales philosophy
37:12 – Maintaining a positive mindset
38:35 – Andrea’s goal-setting process
40:28 – Andrea’s sales style
41:05 – One of Andrea’s beliefs that the average salesperson thinks is crazy
41:41 – The most important decision Andrea ever had to make in her sales career
44:26 – Advice Andrea would give to an upstart salesperson
46:32 – Andrea expounds on the importance of reaching out and networking with top sales performers
49:18 – Insights Andrea looks to learn when she asks to ride along with a top sales performer
51:05 – Andrea’s actionable challenge to the audience

Tweetables:

“I’ve been trying to be number one at everything in life. My job is just where I’ve really excelled at that.” (08:02)

“I always ask myself this saying that I have, ‘Is this making me money?’ And, if it’s during the day and it’s not, I just stop because I got sidetracked.” (26:06)

“I really believe if you vision it, you believe it, you can achieve it. And that’s it. What you put in is what you get out. That’s always been my mantra. And what you believe you can achieve – you can make it a reality. You just have to do the work.” (36:17)

“If you want to be a ninja, you’ve got to surround yourself with ninjas.” (45:48)

Links Mentioned:

[email protected]
2019 Sales Success Summit Videos
2020 Sales Success Summit
Andrea Rush on LinkedIn
Landmark Forum Website

Tools Mentioned:

Docusign
Audible
Outlook
Google Maps
Salesforce

Thank you for listening to the Sales Success Stories podcast. In this crazy time, while many of us are basically under house arrest waiting for the COVID-19 crisis to move on, I know a lot of us are dealing with some fear, uncertainty, and doubt. Some more than others.

I want to do what I can to support the sales community through this challenging time, so at least through the month of April or until the stay at home orders start to come off, whichever comes last, you can get access to all of the videos from the last two Sales Success Summits for free. Normally when you join the listener list at top1.fm you’ll be offered the single video of your choice. Now when you get that message, just reply and I will set you up with access to all of them. That’s over 30 videos and something like nineteen and a half hours of content to help you sharpen your skills, and a number of those presentations really focus in on mindset which I think is critically important right now.

One of those presentations that I’m going to share with you today comes from Jack Wilson and is called Moving Your Margins – The Impact of Minimum Viable Habits. This was the most highly rated presentation by those in attendance at last year’s Summit. Though that might be because he started taking his clothes off at the end, which is what’s going on at the end when the music is playing. This is just the audio though. To get the full effect you’re going to need to watch the actual video. Again, to get access just join the listener list at top1.fm and reply to the welcome email and I’ll set you up. Just be patient with me though, because it’s a manual process for me to create and send the access codes to you.

With that, here’s Jack Wilson on Moving Your Margins – The Impact of Minimum Viable Habits

Jack Wilson on Sales Success Stories Interview
2019 Sales Success Summit Videos
2018 Sales Success Summit Videos

If you want more from Jack Wilson go back to episode 57 and you’ll find our full interview together, and again, to get access to all of the videos from the last two Sales Success Summits during the pandemic lockdown. Join the listener list at top1.fm and reply to that first email, or if you’re already getting those emails and didn’t reply when I first offered this a couple of weeks ago, just reply to any of the Sunday emails and I’ll get you taken care of.

Don’t keep this to yourself either. Tell your other friends in sales, especially those who could use a boost right now. If you know somebody who just got laid off and want to help them out. Tell them about this. There are literally no strings attached, we’re just trying to do what we can to support the sales community right now.

Thanks for listening and be sure to come back next week for my interview with another top sales performer who was #1 on a team of over 400 last year!

Sarah Brazier is a senior sales development representative (SDR) at Gong, an organization that enables revenue teams to realize their fullest potential by unveiling customer reality. Gong’s patented Revenue Intelligence Platform captures and understands every customer interaction then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions. Sarah is Continue Reading …

Today on the Sales Success Stories Podcast I’ve got a little bit of a sneak preview for you. Over the last few weeks, I’ve been working on gathering tips focused on LinkedIn from those in the sales ecosystem who are doing it the best and driving the highest levels of engagement.

The final result here is going to be a free webinar, a free PDF and an eBook on Amazon that will have even a little bit more. That will all be released on April 2nd, and you can find the details and register for the webinar at top1.fm/LinkedInSalesStars or top1.fm/LISS

The main PDF is going to feature 108 tips from 36 of these LinkedIn Sales Stars. Here are just 6 of those tips. First from Jake Dunlap, CEO of Skaled and then from Dale Dupree, the Leader of the Sales Rebellion.

Jake Dunlap on LinkedIn
Dale Dupree on LinkedIn

Remember, to register for the webinar just click over to top1.fm/LinkedInSalesStars or just top1.fm/LISS. While you’re there do yourself a favor and join the listener list. Those on that list will actually be the first to have access to the PDF, a few minutes before we kick off the webinar.

Thanks for listening and be sure to come back next week when I’ll be featuring a very full-length interview with one of those LinkedIn Sales Stars as Gong.io’s top SDR, Sarah Brazier joins me in an episode that just barely went over two hours. It’s all worth it though. I’ll talk to you then!

Michele Trankovich is a Senior Sales Director and Team Lead at PatientPop, where she is the top revenue producer of all field sales reps and an incredibly consistent contributor. PatientPop is the only all-in-one practice growth solution. Their goal is to help healthcare providers to attract more patients, manage online reputation, modernize the patient experience, and automate their front offices. Michele is aContinue Reading …

This episode is sponsored by the 2020 Sales Success Summit that will happen here in Austin on October 12th and 13th. For the complete details, you can click over to Top1Summit.com

And today’s bonus episode while you wait for my next interview comes from the first Sales Success Summit in 2018. This is Jacquelyn Nicholson’s presentation: Stand On The Shoulders Of Giants – Coaches, Mentors And You, but as you’re about to hear it’s much much bigger than what the title suggests. Here’s my friend and mentor, Jacquelyn Nicholson:

Having just listened back to this presentation with you I realize that I’m not doing nearly a good enough job of articulating the value of the Sales Success Summit. Jacquelyn’s presentation was amazing and you could probably hear that she was presenting on the second day having referenced a bunch of the previous presentations, the conversations in the hallways and over dinner. Not only did Jacquelyn participate in and present at the first Summit, she came back again last year and was one of the first people to register for this year’s event… before she’d even left the building in Austin.

My job is to continue to raise the bar and make this event even more impactful and meaningful and at this point, the only way I can do that is to bring even more amazing people into the room. People like you. If you’re one of those seekers. If you have been listening to this podcast, learning from these incredible mentors and applying the things they’ve suggested to improve yourself, then you need come and be a part of the Sales Success Community and join us in Austin. I’d be happy to talk about it with you if you have questions, but you’ll probably find most of what you need at Top1Summit.com. There are even monthly payment options as I try to make this experience as accessible as possible.

So check that out, and if you want more from Jacquelyn, she was the star of episode 8 of the podcast. top1.fm/8 will take you there. There’s also the video presentation where you can actually see Jacquelyn present along with all of her visuals, and she also contributed 3 stories to the first Sales Success Stories book, which you can find wherever books and audiobooks are sold online.

Thanks for listening, and be sure to come back next week for another dose of sales inspiration and a fantastic interview. I’ll talk to you then!

Amy Quick is the top business development executive at IntelliMagic out of North Texas, an organization that provides software solutions to Fortune 500 companies by unlocking the full potential of infrastructure performance data through automatically applying embedded expert knowledge. In her role, Amy strives to Continue Reading …

The Sales Success Stories Book – 60 Stories from 20 Top 1% Sales Professionals was published on October 16, 2018. Learn more: http://top1.fm/book

In between the regular interview episodes, we’ll continue to release sample stories from the book like this one. You can either listen to the episode and hear Nicole read her story, or read the full text below.Continue Reading …