David Weiss is a top-performing sales executive, leader, and strategist at ADP, one of the world’s largest and most experienced HR providers. David is an expert in sales strategy, sales operations, training, and the ways companies brand themselves to attract a target audience. As a sales manager, Continue Reading …

Today on the Sales Success Stories podcast we’re going to do something a little bit different. I feel like I’ve been abusing you a bit with the last couple of interview episodes that have both been about an hour and 45 minutes long. So we’ll go a little bit shorter today, and the next interview episode should be under an hour assuming I get the PR approval in time.

I’ve gotten some feedback lately from fans of this show telling me that they’d like to hear more from me and about me. The challenge there is that this show isn’t really about me. It’s about dissecting the mindset, the habits, the processes and the stories of world-class sales performers. You might get a short anecdote or story from me every now and then, but really my job is just to ask the questions to help uncover the deep insights. So I’m not sure that this show will ever be the place where you’ll get to learn a ton about me. One place that I have started to share more of my own thoughts is on the Daily Sales Tips podcast. So what I’ve done for you today is pulled together a collection of some of my own tips from that show. 10 of them actually. Let’s start with those, and then I’ve got a bit more for you at the end after these have played through:

2: Own Your Own Development
64: Stick with it – Scott Ingram
151. Training Your Work Ethic & Focus
156. The 4P Productivity Process for Producing Profit
176. Overcoming Imposter Syndrome
214. The Power of Doing a Dry Run
216. Manage Expectations to be Successful
218. Have a Bias Towards Action, Even Imperfect Action
333. The Secret Silver Bullet
365. 1 Year of Consistent Action

If you enjoyed all of that and you’d still like to hear more, I have 3 additional resources for you, in addition to the Daily Sales Tips podcast where you can hear me share future thoughts typically about once a week.

First, my 4P Productivity presentation has now already happened at the last Sales Success Summit and the video of that presentation is on Vimeo. If you’re already on the listener list, just reply to any of my emails and ask for that presentation and I’ll send you a code. If you haven’t yet subscribed, just mention this particular episode when you do and I’ll send you 2 codes so you can watch both my talk and any other presentation you choose.

Second, if you’d like to continue binge listening to my tips, I’ve created a playlist on Spotify of all of my own tips on Daily Sales Tips. As I record this I think there are 71 of them. top1.fm/scott-tips will link directly to that playlist.

Finally, I did share my own story about a year ago in episode 62 of this podcast when Jeff Bajorek turned the tables on me and interviewed me using my typical format.

Anyway, thanks as always for listening and be sure to come back next week for another interview with another top-performing sales professional. I’ll talk to you then!

Matt Du Pont is the top enterprise account executive at LaunchDarkly out of San Francisco, a feature management platform that serves over 100 billion feature flags daily to help software teams build better software. Feature flagging is an industry best practice of wrapping a new or risky section of code or infrastructure change with a flag. Their vision is to Continue Reading …

Today on the Sales Success Stories podcast I’ve got another presentation from the 2018 Sales Success Summit for you. Hopefully, this starts to give you a further taste of just how powerful the Summit experience is. This is Mike Dudgeon who today is the Director of Key Accounts at LinkedIn talking about Treating Your Sales Career Like a Franchise Owner:

Mike Dudgeon On Sales Success Stories Interview
2019 Sales Success Summit Videos
2018 Sales Success Summit Videos

That beeping at the end was a visual cue at the back of the room accidentally turning into an audio cue as Mike ran out of time. I run a really tight schedule at the Summit, and I didn’t mention it at the start, but Mike was actually the first guest I ever had on the Sales Success Stories Podcast. He’s the star of episode 1, and at that time Mike was the #1 Global Account Executive at LinkedIn, where he was managing the Microsoft relationship just before Microsoft acquired LinkedIn. It’s a great episode if you want to go back and listen to that.

With this series of presentations from the first Sales Success Summit, I also hope you’ve really started to get a sense for just how powerful this experience is. Mike even talked about it at the start of his own talk, which came towards the end of the second day. As I release this we’re coming up on the end of January, and the price to attend the Summit in October goes up at the end of every month until all 200 tickets are sold out. So I hope you won’t wait another minute to jump on the current deal. All of those details are at Top1Summit.com… Even if you’re not 100% sure. Do yourself a favor and jump on it now, because your ticket is fully refundable until 30 days prior to the event. I also know you’re going to be kicking yourself in May when tickets are over $1,000 and you know you could have gotten in much earlier. Again, the details and registration page is at Top1Summit.com

Then be sure to come back next week for my next interview with a super fascinating top performer. A guy who wasn’t just #1 last year on a team of over 500, but a guy who has been number one seven times over the last 10 years. You’re not going to want to miss it, and thanks to his belief in simplifying the complex, you’ll actually be able to listen to it in less than an hour.

I’ll talk to you then.

Brandon Fluharty is the number one top seller at LivePerson out of Sarasota, Florida, an organization that aims to make life easier by transforming how people communicate with brands. In his role as Vice President of Strategic Account Solutions, Brandon focuses on Continue Reading …

This episode is sponsored by the 2020 Sales Success Summit and you’re about to hear just how powerful the presentations are at these events, but I believe the presentations only represent maybe 30-40% of the actual value. It’s really about the relationships that you’ll have an opportunity to build as an active part of the Sales Success Community in-person. The details about the event are available for you at Top1Summit.com

So today on the Sales Success Stories podcast I’ve got another presentation from the 2018 Sales Success Summit for you, and I just finished listening to this again myself. It’s as good now as it was then, maybe even better and I hope you agree. This is Kyle Gutzler talking about how to double your sales, your income, and your sales career:

Kyle Gutzler on 2018 Sales Success Summit
2018 Sales Success Summit

If you’re ready to think bigger and act bigger, then take an action right now and get signed up for the 2020 Sales Success Summit here in Austin on October 12th and 13th where you’ll have an opportunity to hang out with some of the most amazing sales professionals you’ll have the opportunity to meet, like Kyle. There’s even an option to set up a monthly payment plan to make it super affordable. So there’s really no excuse. The details are all waiting for you at Top1Summit.com and if you’ll drop your name and email address in on that page I’ll send you the video of your choice from the 2019 Summit, but better yet. If you register for the Summit I’ll hook you up with access to all of them. It’s part of the deal.

Thanks for listening, and be sure to come back next Tuesday for my next EPIC interview. This one went nearly two hours and features a 7 seven-figure earner and a conversation I promise you’re not going to want to miss.

I’ll talk to you then!

Kyle Kruse is the top seller at Global Interconnect out of Boston, an organization focused on helping manufacturers improve and scale their business through their manufacturing engineering capabilities. In this capacity, Kyle leads Global Interconnect’s new customer development efforts. Kyle is a Continue Reading …

This episode is brought to you thanks to the generous support of Outreach.

Today on the Sales Success Stories podcast I’ve got another presentation from the 2018 Sales Success Summit for you. After sharing DeJuan’s opening presentation, the feedback was pretty overwhelming that you wanted to hear more of these, and I think I’ve got the perfect one to share as we make that final turn into 2020. First, let me tell you just a bit more about Outreach who has so generously, supporting this episode:

Ever feel like you can’t really connect with prospects or have an organized workflow to get deals closed? Outreach is the #1 Sales Engagement Platform that streamlines effective playbooks for high-touch revenue organizations, so that they can focus their time, effort and resources on driving better customer engagement and repeatable success. Revenue teams choose Outreach because it is designed to fit the needs of every workflow, role, and team; it is dependable, secure and scalable; and applies machine learning and AI to power better engagement and rep efficiency. You can check them out at https://www.outreach.io/salespodcast to chat with them and receive a free copy of their new book — Sales Engagement: How The World’s Fastest-Growing Companies are Modernizing Sales Through Humanization at Scale.

Now, this particular presentation with Trey Simonton and David Weiss was completely unplanned. It came on the second day of the first Sales Success Summit and I asked them both to go a little bit deeper into some of the core themes and topics that had exposed themselves after the presentations on the first day and fortunately I had left a little bit of space in the agenda to do something like this. So what you’re about to hear was very raw, unprepared and pretty amazing. There’s also a fair amount of Q&A. Here they are, Trey Simonton and David Weiss and I should mention. The Deal Horizon Spreadsheet that Trey talks about is available for you to download if you’ll just fill out the form at top1.fm/dealhorizon or top1.fm/tplan as in territory plan. Here they are:

2018 Sales Success Summit Videos
2019 Sales Success Summit Videos

Remember you can get a copy of Trey’s Deal Horizon spreadsheet by clicking over to top1.fm/dealhorizon or top1.fm/tplan and fill out the form. In addition to that spreadsheet, by joining the listener list I will gladly send you a promo code for the video of your choice from one of the Sales Success Summits.

I’m also finishing up an update of the Sales Success Summit landing page where you can get your ticket to join us at the 2020 event next October, and the earlier you do that the less you’ll pay. That site is at Top1Summit.com. I’d love to see you there.

Thanks for listening and be sure to come back next week for another killer interview.

 

*To get a copy of Trey Simonton’s Deal Horizon Spreadsheet, just complete this form below and a link will be emailed to you:

Chris McKenzie is currently the number one Enterprise Business Development Representative (BDR) at Zoom Video Communications, based in Denver, Colorado. Zoom is an information and technology services company that helps businesses and organizations bring their teams together via their reliable cloud platform for video, phone, content sharing, and chats. In this capacity, Chris is Continue Reading …

This episode is brought to you thanks to the generous support of Outreach.

Today on the Sales Success Stories podcast I’m going to do something I don’t think that I’ve done before. If you’ve been listening to this show for any length of time you’ve probably realized that I release new interview episodes with a top 1% level performing individual contributor every other week. In those in between weeks I try to share something of value while you wait for the next interview episode and most of the time that has been a sample story from either the Sales Success Stories book or the B2B Sales Mentors book. What I haven’t shared with you yet is any of the presentations from the Sales Success Summits. So I thought I’d give that a try today, and would love to hear what you think of this and if you’d like for me to continue. I’ll tell you my email address at the end, because, well I haven’t shared the presentation yet, so how would you know whether you’re going to like it or not yet?

Before we get into this story let me tell you a bit about Outreach who has so generously supporting this episode:

Ever feel like you can’t really connect with prospects or have an organized workflow to get deals closed? Outreach is the #1 Sales Engagement Platform that streamlines effective playbooks for high-touch revenue organizations, so that they can focus their time, effort and resources on driving better customer engagement and repeatable success. Revenue teams choose Outreach because it is designed to fit the needs of every workflow, role and team; is dependable, secure and scalable; and applies machine learning and AI to power better engagement and rep efficiency. You can check them out at top1.fm/outreach to chat with them and receive a free copy of their new book — Sales Engagement: How The World’s Fastest Growing Companies are Modernizing Sales Through Humanization at Scale.

Now this particular presentation is the first ever presentation at the first ever Sales Success Summit in 2018, and having just listened to it again myself. It’s just as good now as it was then, and this comes from DeJuan Brown who was the star of a very early episode of this podcast. He was on episode 6, and has really been a pillar of this community ever since having attended both Summits, and he made some great contributions to the first Sales Success Stories book and I’m super fortunate to be able to call him a true friend and mentor. Here’s his full presentation:

So what did you think? Do you want to hear more of these presentation from past Summits? Send me an email to [email protected] and let me know what you think. Also, if you’re not already on the listener list and getting my weekly emails, now would be a great time to do that, especially if you enjoyed this, because when you join the listener list you can actually choose any video you want from the last Sales Success Summit and I’ll send you a code to access it for free. Just click over to top1.fm and drop in your name and email address to make that happen. Specifically you might want to go to top1.fm/6 where you’ll find the show notes from DeJuan’s interview. It’s a great one, and if you enjoyed what he just shared I’m confident that you’ll also enjoy your full interview together in episode 6.

6. Bloomberg BNA‘s DeJuan Brown – Creating Value Through Seeking to Serve

That’s it for today. Next week I’ve got another great interview for you with a top enterprise BDR, and yes we will be releasing that on Christmas Eve December 24th, but don’t worry. You can always listen to it after the holiday. I just didn’t want to hold back and make you wait a month before you got to hear another killer interview.

Thanks for listening, thanks for subscribing, and I’ll talk to you again next week!