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Episode 66: Craig Nishizaki of UpTop on How to Get to the Top

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Craig Nishizaki is the Senior Director of Business, Design and Development at UpTop, a user experience design and development agency based in Seattle. UpTop aims to solve clients’ problems and maximize their success by applying design thinking and technology. Craig is a problem-solver, connector, and evangelizer who is passionate about bringing value to everything he does. Craig has Continue Reading …

B2B Sales Mentors

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Here’s the list of stories:

“The Mindset of a Champion – Kyle Gutzler
I’m 6’4” and Devilishly Handsome – Trong Nguyen
Best Practices vs. ONLY Practices – Paul DiVincenzo
Set Your Goals at 2x to 3x Your Quota and Build a Daily Routine to Over Achieve – Trey Simonton
Creative Prospecting – Scott Ingram
Differentiating Yourself From the Average Sales Development Rep (SDR) – Florin Tatulea
Discovery Is Not Just One Step in the Process – Debe Rapson
The Year I Doubled my Income – David Weiss
Let Me Know if Anything Changes – DeJuan Brown
I Love S.A.L.E.S. – Phil Terrill
You Can Have Everything – Leila Mozaffarian
My Greatest Win at Microsoft – Carson Heady
Taking on a New Challenge – Jeremy Leveille
Hold On – You’re on an UNSTOPPABLE Rollercoaster – Abel Lomas
The Real Value Add in Sales – Jack Wilson
How I Beat Out 300 Candidates For My Dream Sales Job – Scott Barker
If You Want To Be Successful in Sales, Live With Your In-laws – Evan Kelsay
I’m a Hustler, Baby – Nicole Micelli
Team Selling – John Reidelbach
Top Three Lessons That Landed My First Big Deal” – Jamal Reimer

Purchase Links:

Amazon
Barnes & Noble
Apple iBooks
Kobo

Transcript

Scott Ingram: Thank you so much for listening to this Sale Success Stories podcast. This is just a quick announcement episode to let you know that we just released a new book called “B2B Sales Mentors” 20 stories from 20 top 1% sales professionals. I hope you’ll take a few minutes and invest a few dollars in support of this show and then your own sales success. You can go to Top1.fm/B2B for links to various places to buy the book. Most of you will probably default to Amazon and if you buy the paperback there, you’ll have the option to add the eBook version and get access right away for free. Otherwise, the eBook is just 99 cents this week during launch week. One of the early reviewers of the book, “Thank you, Sebastian” pretty accurately described this book as volume 1.5 in the Sales Success Stories Series. If you read the first book or even if you’ve listened to the sample stories that I’ve been sharing here on the podcast, then the first 10 stories in this book are going to be familiar to you. They all come from that first book. The second 10 stories are brand new, though. They’re essentially a preview of the full volume two of Sales Success Stories that will release in October during the Sales Success Summit. So this book is really more of a sampler to introduce people to these stories and to some of these top performing sales professionals that you’ve come to know and love and learn so much from.

Here’s the deal. One of my primary goals with this book is to maximize the price to value ratio. If you don’t feel like you get at least three times the value of what you pay for the book, then send me a note and I will immediately send you three times what you paid. Simple as that. So buy a copy, tell a friend, and if you really want to be my hero, write a review. Thanks for listening and thank you so much for your support!

Episode 65: Jovan Perez of SiriusDecisions

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Jovan Perez is the top performing hybrid sales rep at SiriusDecisions, an organization that specializes in empowering top business professionals to make better decisions, execute with precision and accelerate growth. Jovan is a process driven professional with a proven record of consistently driving team-based results. He attributesContinue Reading …

Episode 64: Jono Clegg – From Olympic Athlete to Medical Device Sales Athlete

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Jono Clegg is a former member of the Great Britain Rowing Team who competed in the men’s lightweight coxless four events at the 2016 Summer Olympics. Since the Olympics, Jono has pursued a career in sales within the medical device industry. This niche industry is responsible for an enormous amount of products, ranging from surgical gloves to artificial joints to imagine equipment. Jono works as a territory manager for Wright Medical Group N.V., a global medical device company focused on Continue Reading …

Episode 63: Tracy Lim – Grit, Adaptability, and Thinking Big

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It’s International Women’s Week and we’re celebrating with an all-women slate of guests here and on the Daily Sales Tips podcast. Tracy Lim, the top Enterprise Account Executive at Blue Jeans Network. Blue Jeans is an organization that provides a cloud-based video conferencing service that connects participants across a wide range of devices and conferencing platforms. In this episode, Tracy discusses herContinue Reading …

Episode 61: Jamal Reimer – Doing Mega Deals at Oracle (3X $50M+)

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Jamal Reimer is an incredibly high-performing Strategic Account Manager at Oracle in Sweden. As a top performer at Oracle, Jamal is responsible for engaging his customers’ strategic process and working to ensure their success by leveraging Oracle’s portfolio of offerings.

In this episode, Jamal shares with Scott his humble sales backstory. When Jamal was in college, he started selling books door-to-door as a way to support himself while getting his degree. Now, he is one of the top performers in one of the largest technology software companies in the world. Jamal identifies the three things he attributes to his success, which include his relentless attention to customer care, peer mindset, and spine of steel.

Jamal speaks to one of the biggest challenges he faces on a daily basis: maximizing his time efficiently. Luckily, Oracle makes this achievable by allowing Jamal to work from home and make his own hours. Jamal shows the audience what that looks like by walking them through a typical day, from meditation and exercise in the morning to meetings and family time in the evening. The balance he receives from working remotely helps to increase Jamal’s overall effectiveness. Jamal also talks about what motivates him, especially during times when sales are scarce. His experience has taught him to maintain his faith in moments like these and to always keep the conversation moving forward.

Jamal does not subscribe to a specific sales philosophy. Instead, he stays laser-focused on the customer, speaking passionately and questioning the status quo. This customer-centric approach is what led Jamal to start his own digital video series on LinkedIn. In this series, Jamal gives advice to customers while providing them with high-quality insider information from a senior salesperson’s perspective. Jamal yearns to know what customers want so that he can work to deliver a result that is aligned with their overall strategy.

Scott and Jamal discuss the book that Jamal is planning on writing. The main topic centers on Jamal’s experience in brokering mega deals. It is Jamal’s intention to provide readers with best practices and common components of mega deals to provide a road map on how to execute them. Finally, Jamal provides listeners with an actionable challenge. He urges them to identify an executive and figure out a way to deliver value and be of service to that executive.

What We Covered:

00:24 – Scott Ingram welcomes to the podcast, Jamal Reimer
00:36 – Scott announces the new Daily Sales Tips Podcast
00:57 – The three things Jamal attributes to his success
01:07 – Number 1: Relentlessly living in the shoes of his customers
01:48 – Number 2: Having a peer mindset
02:25 – Number 3: Growing a spine of steel within the negotiation
04:02 – The data that Jamal uses to help maintain his position within negotiations
05:58 – The importance of confidence
07:30 – How Jamal got his start in sales
10:10 – Jamal’s rode to Oracle
11:23 – Jamal discusses the roles he held at Oracle and how he became a top performer
14:43 – What Jamal would do differently in his career path if given the chance
16:21 – How Scott developed the idea for his new show, The Daily Sales Tips Podcast
17:54 – The results Jamal has accomplished in his sales role
19:21 – Jamal’s proudest accomplishment
20:20 – The secret to Jamal’s sales success/ Jamal quantifies his sales results and shares what it takes to be successful at Oracle
24:44 – How Jamal maintains ongoing conversations with executives in order to get their approval and buy-in
27:55 – How Jamal introduces himself in conversations with executives
29:01 – The business value that Jamal provides
31:14 – Navigating Oracle
34:59 – The biggest challenge Jamal faces and his strategy to overcome it
37:08 – Setting expectations
38:11 – Jamal describes a typical day in the life
41:45 – What led Jamal to move to Sweden
43:46 – Jamal’s move from the mid-Atlantic to Sweden
45:09 – The industry trades, news, podcasts and books that Jamal consumes
49:03 – Tools and apps that Jamal uses on a daily basis
51:18 – The video series that Jamal is currently working on
53:48 – Why Jamal does not subscribe to a specific sales philosophy
55:16 – Why Jamal remains dissatisfied with the level of his own progress
57:15 – The story behind the biggest deal ever done at Salesforce.com
58:47 – Scott’s inspiration for putting together the Sales Success Summit
1:00:19 – Jamal’s sales style and approach
1:01:36 – Other ways Jamal is practicing and implementing marketing strategies
1:03:45 – Jamal discusses the book he’s planning on writing
1:06:25 – What motivates Jamal
1:08:01 – Balancing the peaks and valleys of the sales experience
1:10:30 – How Jamal handles the expectations from his management team
1:12:03 – One of Jamal’s beliefs that the average sales rep would think is crazy
1:14:18 – An average sales rep’s belief that Jamal believes is crazy
1:18:27 – The most important lessons Jamal has learned that have gotten him to where he is today
1:21:20 – Advice Jamal would give to an upstart sales professional
1:24:52 – Advice Jamal would give to struggling, middle-of-the-pack salespeople
1:27:15 – What Jamal would like to know about top sellers in other organizations
1:28:46 – Scott invites Jamal to host an interview on the Sales Success Podcast
1:29:24 – Jamal’s actionable challenge to the Sales Success Stories Podcast audience
1:32:51 – Scott encourages the audience to join the conversation by submitting their own questions about this episode

Tweetables:

“You can comfortably argue whatever you can prove or at least have an extremely sound argument for. And it’s those kinds of arrows you wanna have in your quiver when you go in a negotiation.” (05:26)

“If you can make it at Oracle, you can almost make it anywhere.” (11:18)

“I’m the kinda guy that needs to see it. Once I see it, then I can I believe it. Once I believe it, I can go do it.” (16:12)

“The meditation and the exercise are the keys and the only real consistent parts of my schedule that I do on a regular basis. Everything else is relatively moveable.” (41:30)

“I did not want there to be a thing out there in the world that I was so terrified from it that I would run.” (1:20:44)

Links Mentioned:

Sales Success Summit
Daily Sales Tips Podcast
Daily Sales Tip Podcast on iTunes
Sales Success Stories Book Vol. 1
Jamal’s Linkedin
Oracle’s Website
What Salespeople Should Be Doing For You (But Most Don’t)
Mega Deal Secrets

Podcasts Mentioned on the Podcast:

Finding Mastery Podcast
Advanced Selling Podcast

Books Mentioned on the Podcast:

The Challenger Sale: Taking Control of the Customer Conversation
Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top
The Power of Moments: Why Certain Experiences Have Extraordinary Impact
When: The Scientific Secrets of Perfect Timing
Deep Work: Rules for Focused Success in a Distracted World

Tools Mentioned on the Podcast:

www.linkedin.com
Bravado