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Stepping Up Into Leadership – Debe Rapson & Paul DiVincenzo

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This bonus episode of the Sales Success Stories podcast features another panel from last year’s Sales Success Summit with Deb Rapson and Paul DiVincenzo and our discussion about Stepping Up Into Leadership, and as you’re about to hear it goes much deeper than that. Once again, all of this incredible content is here for you thanks to the generous support of all of our Summit sponsors: Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong. Thanks to them you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com.

As you just heard, there’s a LOT of depth in the Sales Success Community, and the only way to be an active member, beyond being a passive listener to the podcast, is to register for the next Sales Success Summit that’s coming to Austin in October. You’ll find the details about the event, the form to get access to all of last year’s videos and slide decks, as well as links to connect with our sponsors at Top1Summit.com

Episode 139: $13.4M ARR in 5 Months! Becoming a World Class Sales Athlete with LivePerson’s Brandon Fluharty

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Today on the Sales Success Stories podcast I have a bit of an encore episode for you. I originally shared this follow-up interview with Brandon Fluharty as a bonus episode in early June of last year, but because it wasn’t one of the numbered interview episodes it’s been a little hard for people to find.

So because of that AND because Brandon has just recently released his 7 Steps to 7 Figures eBook, I thought I’d share this again officially as episode 139. So for all of the links and resources, you can just click over to top1.fm/139. Here it is:

What We Covered:

01:00 – Scott welcomes back to the podcast, Brandon Fluharty who catches us up to speed on what he’s been up to at LivePerson
03:31 – Brandon expounds on his sales results
10:01 – Brandon talks about the concept of ‘sleep debt’ and the various tools he uses to track his sleep and health
16:27 – Scott shares a revelation he recently had and Brandon adds his views on the evolution of sales
25:42 – Brandon takes the audience through his 90-minute daily start routine
31:18 – Brandon talks about his Thrive Score
38:17 – The mindset surrounding Brandon’s mission to become a world-class sales athlete
45:56 – Brandon expounds on the term he coined, ‘flexipline’
48:45 – Brandon talks about how he manages deals
54:28 – Brandon speaks to the evolution of the PRFAQ
1:01:43 – Other habits Brandon is incorporating into his sales process
1:06:28 – How Brandon decides to manage his internal resources
1:09:33 – Brandon speaks to the importance of communication and bringing emotion into the deal
1:11:55 – Final words of wisdom from Brandon
1:14:50 – Scott thanks Brandon for joining the show and promotes the upcoming 2021 Sales Success Summit

Tweetables:

“I wanted to understand what are the trends that make me feel satisfied at the end of each workday and then building the routines to repeat whatever makes me feel happy and satisfied in my work and also produce some good results and do it in a way that’s not constantly hustling and working, well hey, that sounds like utopia.” (08:08)

“Personally, over the past year since I really started honing in on this kind of data, I have looked more at those as my driving KPIs for performance.” (18:47)

“For me, I don’t need a whole lot of deals in a year to make my quota and make a lot of money. So, for me, I want to go deep on these really large transformations with Fortune 10 brands.” (32:23)

“To me, we need more sellers feeling like this truly is a craft and not just something we happen into.” (41:13)

“I think the other thing that is super helpful is that you have to be selling a good product. I wouldn’t be able to get the deal velocity done if I wasn’t selling something impactful and cool and enterprise-grade and secure.” (1:02:19)

Links Mentioned:

[email protected]
7 Steps to 7 Figures eBook
Brandon Fluharty on LinkedIn
Brandon Fluharty on Sales Success Stories Interview

Sponsors Mentioned:

Outreach
Gong
Proposify

Tools Mentioned:

WHOOP
Oura
The Pomodoro Technique
Knowable
Evo Planner
Rise App
Sunsama
Vidyard
Todoist

Books Mentioned:

Deep Work
When
Atomic Habits
The Daily Stoic
Reality Is Broken

Celebrating Women in Sales with Heidi Solomon-Orlick & Heels to Deals

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This special bonus episode of the Sales Success Stories podcast is brought to you by our fantastic sponsors: Outreach, Vidyard, Skipio, Gong, QuotaPath, and RevenueGrid. To learn more about them, just click over to Top1.fm/Sponsors

Today we’re celebrating International Women’s Day with Heidi Solomon-Orlick and the brand new collaborative book she’s brought together featuring over 2 dozen incredible women in sales called “Heels to Deals.”

Heidi is the Founder and CEO of GirlzWhoSell a company committed to closing the gender gap in B2B sales and building the largest pipeline of diverse, early-stage female career talent. GirlzWhoSell offers training, mentoring, experiential learning opportunities, career placement for college-aged women interested in a professional sales career. Here she is:

GirlzWhoSell
GirlzWhoSell on LinkedIn
Heels to Deals: How Women are Dominating in Business-to-Business Sales

For links to order your own copy of Heels to Deals: How Women are Dominating in Business-to-Business Sales, just click over to top1.fm/2022women you can also go to top1.fm/women for a complete list of all 40 interviews that I’ve conducted with #1 and top 1% performing female sales professionals here on Sales Success Stories. That should keep you pretty busy. We like to celebrate women all year long, but happy International Women’s Day!

Episode 138: Own Your Learning with Reward Gateway’s Drew Piper

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Drew Piper is the top SDR at Reward Gateway, an organization that helps more than 1,800 of the world’s leading companies to attract, engage and retain their best people with an employee engagement platform that brings employee benefits, discounts and perks, reward and recognition, employee wellbeing, employee communications and employee feedback into one unified hub. Drew is an Continue Reading …

Lifestyle Discovery & Reverse Panel – DeJuan Brown & Katie Jane Bailey

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This bonus episode of the Sales Success Stories podcast features a unique panel discussion from the last Sales Success Summit. In the two previous bonus episodes, you got to hear DeJuan Brown and Katie Jane Bailey’s presentations from day 1. This was from the second day where I brought them both back up to talk more about the idea of Lifestyle Discovery, but we also turned the tables and included a number of members of the audience as well as most of the previous podcast guests who were in attendance who shared their top book recommendations.

I think you’re going to enjoy this and once again, all of this incredible content is here for you thanks to the generous support of all of our Summit sponsors: Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong. Thanks to them you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com.

Here are all of the books that were mentioned:

SPIN Selling by Neil Rackham
Winning by Design by Rob Westrick and Chris Cooper
Good to Great by Jim Collins
A More Beautiful Question by Warren Berger
The Goal by Eliyahu M. Goldratt and Jeff Cox
How to Win Friends & Influence People by Dale Carnegie
Atomic Habits by James Clear
The Bible
The 7 Habits of Highly Effective People by Stephen R. Covey
The Go-Giver by Bob Burg
The Four Agreements by Don Miguel Ruiz
Questions that Sell by Paul Cherry
Influence by Robert B. Cialdini
The Icarus Deception by Seth Godin
The Alchemist by Paulo Coelho
Gap Selling by Keenan
Think and Grow Rich by Napoleon Hill
Can’t Hurt Me by David Goggins
Essentialism by Greg Mckeown
Outwitting the Devil by Napoleon Hill
Dig Your Well Before You’re Thirsty by Harvey Mackay
How We Change (and 10 Reasons Why We Don’t) by Ross Ellenhorn
Behave by Robert Sapolsky
The Dip by Seth Godin

Remember, thanks to all of our sponsors you can still get access to all of last year’s Summit presentations on-demand for free at Top1Summit.com. Of course, that’s also where you’ll go to register for this year’s Sales Success Summit that will be happening here in Austin on October 10th & 11th. The sooner you register, the lower your investment, so head over to Top1Summit.com and that’ll also get you access to our private Slack community once you buy your ticket.

Thanks for listening and be sure to come back next week for another killer interview with a real top-performing sales professional. I’ll talk to you then.

Product Led Growth & the Future of Selling – Katie Jane Bailey

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This bonus episode of the Sales Success Stories podcast featuring Katie Jane Bailey’s presentation titled Product Led Growth & the Future of Selling from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com.

Remember, thanks to all of our sponsors you can still get access to all of last year’s Summit presentations on-demand for free at Top1Summit.com. Of course, that’s also where you’ll go to register for this year’s Sales Success Summit that will be happening here in Austin on October 10th & 11th. The sooner you register, the lower your investment, so head over to Top1Summit.com and that’ll also get you access to our private Slack community once you buy your ticket. Thanks for listening and be sure to come back next week for another killer interview with a real top-performing sales professional. I’ll talk to you then.

Managing Up: Collaborating WITH Your Leadership – DeJuan Brown

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This bonus episode of the Sales Success Stories podcast featuring DeJuan Brown’s presentation titled Managing Up: Collaborating WITH Your Leadership from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com.

Remember, thanks to all of our sponsors you can still get access to all of last year’s Summit presentations on-demand for free at Top1Summit.com. Of course, that’s also where you’ll go to register for this year’s Sales Success Summit that will be happening here in Austin on October 10th & 11th. The sooner you register, the lower your investment, so head over to Top1Summit.com and that’ll also get you access to our private Slack community. Thanks for listening and be sure to come back next week for another killer interview with a real top-performing sales professional. I’ll talk to you then.