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Clip: Being a part of something big and figuring out his “what”

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Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

Like I said it is kind of a soul searching experience for me to figure out my purpose and I realized that I love the company I work for and my struggle was I just wanted to be a part of something big. And you know maybe it’s a feeling of importance I guess. I’m not sure what exactly it was but I just knew that I wanted to be a part of something big. And I wanted to look back whether I’m there or I retire or whatever maybe I want to look back and say that I was a part of something and I helped something big at DiscoverOrg. And so that’s that’s kind of what helped me realize that we didn’t have there’s not a whole lot of large companies out there that are already customers. And so I need to figure out how I can help our company what I can do how I can apply myself to to be a part of something big. And I realized that after talking to Patrick Pervis RCO he’s been kind of a mentor to me throughout my my time at that DiscoverOrg with me talking and we realized that yeah it’s kind of hard to find these large companies because they’re already customers. So why don’t you apply the skills that you know the things that you’re really good at and help us expand into these customers. And so you know really just shooting out a lot of people say you know find it figure out your why. And for me it was like figuring out my what. What was it that I wanted to do. And what is it that’s going to motivate me. And that’s kind of where what my decision process was.

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Clip: Advice for SDRs looking to move to AE or otherwise advance their sales careers

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Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

Never get complacent with where you’re at and always be thinking about how you can make how you can relinquish and exploit those competitive advantages that you have and relinquish those the strengths to further compliment your weaknesses I guess. And so you know if you if you’ve been there for six seven eight months a year you know you’re kind of getting a salary you’ve already been established you’re just kind of working through the flow and thinking about your next step. No don’t get caught up in thinking about the next step. Get obsessed with getting even better at what you’re doing now and taking care of more the little things. And so you know I think about some of the things that I did throughout my you know kind of the midway or about you know tenured point in the SDR world is I kept thinking about how we can make everything better. Like how I can make everything better. Sure what I’m doing now is I’m seeing results but how can I take it a step further.

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Clip: From zero to SDR Hero. How Josh Sutton set ten meetings in one day

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Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

I actually couldn’t say I was really frustrated it was. There was a it was a Thursday that I did those 10 meetings but the whole week I just been getting no it’s just being shot down. I mean I was bummed out and I thought you know what I need. I need to get ahead of this. And so I came in early and I started thinking more strategically and it was I was just off the heels of getting the meeting that are getting the response from my like my top top meeting I guess my most memorable meeting. And so I thought how can I how can I replicate that system and do it and take advantage of that success into my and kind of a corporate some of those things. And so I lined out my you know top accounts the companies that we had. But I was going after and I found each person that I wanted to reach out to with a personalized message and ended up doing that’s when I implemented my 5 by 5. And kind of showed that know I can reach out to him via email and follow up with phone calls so I did five meetings off of personalized e-mails and then five off of the phone. Following up on the e-mails.

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Bonus Episode: This Could be THE Differentiator for Top 1% Sales Performers

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This Could be THE Differentiator for Top 1% Sales Performers

In this special bonus episode of the Sales Success Stories podcast Cintas top Sales Executive, Paul DiVincenzo, returns to talk with Scott Ingram about what they both believe to be THE differentiator for the best of the best sales professionals who make it to the top 1%. You’ll hear what the difference is and why it’s so important. Scott also tells the audience: “If you’re not willing to do this… Please don’t come.” Listen to the full bonus episode to hear what he’s talking about.

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Clip: Paul DiVincenzo on what we’re really doing in sales

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Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

What we’re really doing in sales Scott to me is engaging with people. I don’t really know where I pick that up. But what I really try to do for example I always try to engage with people and that sounds very people might be thinking. Of course you do. But I think a lot of times if you’re an experienced seller especially but even new people you can become very apathetic where you’re really just intently focused on what you’re trying to sell and what you’re trying to accomplish whether that be your number or your goal or your KPI or whatever. And I try I really try not to ever allow that in my mind because I think that it clouds the way I operate. So for me selling I don’t get very many moments to engage with the customer initially. So my first meeting with them has to be memorable and it’s also got to be real.

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Clip: Paul DiVincenzo on I would seek out more in-person mentors

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Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

I think that what I would do more. I have I’ve read a lot of books so I guess I would call them my mentors. But I think I would really seek out more in person mentors and try to listen more on those things. So for me I’ve always and it’s work. So I mean it’s kind of almost going against the success I’ve had. But I think that I’ve always tried to find my own way. So it’s funny because I don’t know how many other people listening think like this but I hope a lot just because I don’t want to be alone on it. But you know even from I’ll just give you an example. I’ve been at companies that have pretty great training programs and a lot of times as I’m seeing things happen on that. I’m always trying to find my own way and sometimes I’ve done it for no other reason than just to say I found my own way. And I think I would really try to find some mentors that I really really respect and that could be a personal items whether it be investing or in other things but sales in general I would just find more in-person mentors and really try to engage with them. I haven’t done a good job of that. Mostly what I’ve done is find my own way and then execute. And I think I could have benefited and have started to search those out in the last few years to really find great mentors.

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Clip: Paul DiVincenzo on what does it really take to get to number 1

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Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

I think it’s not that difficult Scott. I mean meaning that when I say it’s not difficult me it’s not easy to attain. But I think what most people don’t realize is that they’re going to have to sacrifice. There’s no there is no option other than that. I can guarantee it that if we dig in with the average reps that are hitting you know I don’t know what the names of them are but achievers club or summit club and those are the ones where they tell them hey you made your number. You’re hitting quota this quarter or something but you’re not a presence club base. I think if they just if they know that they’re doing a good job. But if you’re just doing a good job you’re going to get poor results. So you’ve got to really you’ve got to at the end of the day you have to push yourself and that’s the only thing that’s going to make it happen. And you have to decide I’m going to go to the gym an hour less. I’m going to not go see that movie if I’m not ahead of my number. I don’t go do those things because I know that there’s there’s work to be done and that’s what it comes down to to me is putting in the work. And they have to sacrifice something to get there and if they can get it without it. More power to them. They’re just better than me. But I think putting in hard work is what it comes down to.

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Clip: Paul DiVincenzo on the average sales person’s gap

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Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

What I’ve noticed is the average sales people at least in my industry. I can only speak to that is they are not a team player is the best way for me to describe it. I think that the average rep thinks that they are a lone wolf. They can do it all on their own and that they don’t want anybody to take their glory whether that because they got credit for the sale or whatever it is. But I think that to me is what the definition of average is and I’ve seen it specifically on performance. So you know we’ve got many many reps and that’s always what I see is they feel like they can do it all on their own verses. Even though I guess I wouldn’t call it mentorship but being a team player at least in most many sales organizations today you you have to be a team player and you have to be great at it. To really get the largest accounts and largest deals to come together and finally be done and that that team player mentality is what makes you win and then you and your whole team win. And the numbers reflect that.

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Clip: Paul DiVincenzo on focus on becoming an expert at what you’re doing

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Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

For just getting started. It’s funny because I think a lot of people come out and there you know especially now with the environment of entrepreneurialism people really want to try to be a great business person from day one. And a lot of times you just can’t do that. So for news sellers I really tell them to focus on becoming an expert in what they’re doing and then really learning how to how to excel at that. And so the reason the focus on that in the beginning is because you cannot be successful unless you are really great at what you’re doing. So I think a lot of people skip over that. And in the world that we live in right now it’s easy to swipe this way or click on that thing and really studying what you’re doing and becoming an expert at it leads to credibility. It leads to building your reputation. It leads to building your internal brand. It bleeds to all those things that allow you to be successful. And I haven’t even talked about work ethic.

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Clip: Paul DiVincenzo on selling can be more than just what it is

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Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

I dove in and I literally learned what was going on so that I could better understand it. And and then being able to adapt and take action. So for me that’s that’s kind of a story that goes along with selling to me because I feel like selling can be more than just what it is meaning people can talk about tools and tactics. But I don’t care if it’s business to business sales really to me we’re a people to people and that for me is what I keep in the forefront of my mind.

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