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Hear the secrets of world class sales professionals

Celebrating 5 Years of Sales Success Stories

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In this very special episode of the Sales Success Podcast, host Scott Ingram is celebrating the five-year anniversary of the Sales Success Stories Podcast! Guest host Jeff Bajorek rejoins the show today to break down the results of the recent Sales Success Summit and talk about some of the key takeaways Scott has gleaned from his time doing the Sales Success Stories Podcast. Continue Reading …

All Things Sales Success – Meshell Baker on Sales Mindset

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This bonus episode of the Sales Success Stories podcast is brought to you thanks to the generous support of Revenue Grid, Outreach, and QuotaPath who are not only supporting this show but also the upcoming Sales Success Summit and the free live streaming of that event on October 11th and 12th. Not only that but for every person who signs up for the live stream they will be making a contribution to UNCrushed, a platform and community for mental health awareness.

So do us all a favor and sign up for the Sales Success Summit live stream right now at Top1Summit.com, that’s T-O-P the Number One, Summit dot com. Top1Summit.com and get access to some incredible content and support an incredible cause in the process. Top1Summit.com and while you’re there you can click through to check out our sponsors as well.

Funny Sales Tips Bonus

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This episode is brought to you thanks to the generous support of Outreach, Skipio, and Proposify. To learn more about them and all of our sponsors who are helping us have a little more fun in the Sales Success Community, just click over to top1.fm/sponsors

In this week’s bonus episode, I thought we might try to have just a little bit more fun. What I’ve got for you here is a series of 5 tips from the Daily Sales Tips podcast where we dialed up the humor a little bit, and the first one is actually a sneak preview because it’s not even scheduled to release until this Friday. So I guess you heard it here first. For whatever reason, there’s also a fair amount of singing involved here, but I really think you’re going to enjoy these. Enjoy:

965. Be Yourself, It’s Catchier – Matt McComb
958. Comical Objection Handling – Tyler Lessard
645. Just a Person in Sales (song) – Shannon Selis
582. Using Squirrels to Get People to Open Your Emails – Marc McDougall
384. Shy Sales Guy – Tyler Menke

Episode 127: If You Want to Be Good at Sales, You Need to Also Be a Good Person with EPI-USE Labs’ Pascal Kaldenbach

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Pascal Kaldenbach is the top individual contributor and the Head of Sales at EPI-USE Labs in Central & Eastern Europe. EPI-USA Labs is a global software solutions company that helps their clients maximize the performance so they can make faster, more accurate business decisions. Pascal is an extremely successful and knowledgeable sales professional who understands the amount of hard work and dedication required to become a success in this profession.

In this episode, Pascal talks about his unconventional sales origin story and expounds on his role and sales results at EPI-USE Labs. Pascal lists the three traits he attributes to his success. These include being and attentive listener, preserving his energy, and never multi-tasking while on a call or doing something else important. Pascal is a believer of many things that on the surface may seem odd, such as his belief that motivation doesn’t exist or that there is no such thing as work-life balance. However, he backs these beliefs up with insights and truth bombs that illuminate his perspective and way of thinking.

Pascal continues by taking the audience through a typical day in the life, both his pre-COVID routines and how they’ve been altered in this new reality. He starts his day every morning at 5:00 am and hits the gym. From there, he goes to work early where he finds he has no distractions and can get his most painstaking task of the day done and out of the way before taking on the rest of his day. After that, it’s meetings and client calls before he heads home to spend time with his son. Pascal provides advice to upstart sales professionals and those who might have experience but are struggling to achieve their desired results. Finally, Pascal provides an actionable challenge to the audience. Pascal’s challenge is for listeners to approach the conversations they have in the coming week with active listening. The challenge is to have a conversation with everyone as long as possible while listening and asking curious and thoughtful questions.

What We Covered:

00:01 – Scott thanks the sponsors of today’s episode, QuotaPath, Skipio, and Vidyard
00:38 – Scott welcomes today’s guest, Pascal Kaldenbach
00:55 – The top three things that Pascal attributes to his success
01:06 – Pascal takes a moment to thank his team for encouraging to come on the Sales Success Stories Podcast
01:19 – Number 1: Being and attentive listener
01:49 – Number 2: Preserve your energy
02:48 – Number 3: Never ever multi-task while on a call or doing something else important
05:28 – Pascal expounds on his role at EPI-USE Labs
08:07 – Pascal’s sales results
09:04 – Scott takes a moment to thank one of today’s sponsors, QuotaPath
09:56 – How Pascal’s team has performed head and shoulders above the rest of the business
11:22 – Pascal provides some more in-depth information about the player-coach role he’s currently serving in
13:05 – Pascal’s sales origin story
21:04 – Scott takes a quick moment to thank two of today’s sponsors, Skipio & Vidyard
22:43 – What Pascal would do differently in his career if given the chance
29:46 – Pascal speaks to his transition into a leadership role
33:19 – Pascal shares his favorite sales story
40:56 – Pascal’s proudest accomplishment
43:53 – How Pascal works on improving his character
47:51 – The books, news, podcasts, and trade information that Pascal consumes
55:43 – Pascal talks about how he identifies books to read
59:31 – Pascal takes the audience through a typical day in the life
1:06:55 – Other habits and routines that are critical to Pascal’s success
1:11:12 – Pascal’s tech stack
1:14:23 – Pascal’s sales style and philosophy
1:20:26 – What motivates and drives Pascal
1:23:02 – One of Pascal’s beliefs that the average sales professional would think is crazy
1:24:06 – Advice Pascal would give to an upstart sales professional
1:27:44 – Advice Pascal would give to a struggling, middle-of-the-pack sales professional
1:32:15 – Pascal speaks to what he would like to learn from top sellers in other organizations
1:35:00 – Pascal’s actionable challenge to the audience

Tweetables:

“Sales, from my perspective, is a marathon, not a sprint.” (02:43)

“I would stop wasting too much time with trainers or gurus trying to find the hidden secret to sales.” (24:04)

“I’m really proud that I’ve set this environment for my son and for myself obviously. I would never say that I am the best at what I’m doing, but what I can recognize is that I’m making the environment and my son’s life better.” (41:44)

“I’m not a fan of work-life balance, because I think there is no difference between work and life. That may sound a little bit strange but you need to understand that you have 24 hours in a day. A third of it is sleeping, a third is your private life and a third is work.” (44:01)

“I think it’s really important – getting back to that topic – to keep your stress levels low.” (1:09:56)

“I personally do not believe in motivation. I think motivation implies there is something you can have or not have. So the consequence of that is people who are motivated can do it and people who are not motivated cannot do it. You only have one life and you need to understand that life is at least thirty percent work.” (1:20:42)

“Sales is something you need to put in a lot of hard work day by day, hour by hour, week by week, month by month and year by year. And, suddenly, overnight you will be successful.” (1:27:15)

Links Mentioned:

[email protected]
2021 Sales Success Summit
Pascal Kaldenbach on LinkedIn
EPI-USE Labs’ Website
Brandon Fluharty’s Episode
QuotaPath’s Careers Site
Barry’s Bootcamp
The Matthew Principle
Pocket Casts

Sponsors Mentioned:

Quotapath
Skipio
Vidyard

Podcasts Mentioned:

The Tim Ferriss Show
Tony Robbins Podcast

Books Mentioned:

Outliers
The Challenger Sale
Deep Work
The 5 Second Rule
Green Lights
Becoming
A Place of Yes
Can’t Hurt Me
Antifragile
The Subtle Art of Not Giving a F*ck
Never Split the Difference
Atomic Habits

Tools Mentioned:

HubSpot
TEAMS
Microsoft To Do

2021 Sales Success Summit Preview

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This episode is brought to you thanks to the generous support of QuotaPath, Skipio, and Proposify. To learn more about them and all of our sponsors who make this show and the Sales Success Summit possible, click over to Top1.fm/sponsors

In today’s bonus episode of I wanted to share a bit of a preview of this year’s Sales Success Summit. At this point, I’ve got about 70% of the agenda figured out, which is even more than it sounds like because I try to keep 15-20% of it undefined so we can be flexible in the moment and either go deeper into a particular topic that people are interested in, or explore something important that comes up that we don’t already have accounted for in the scheduled talks. So I’ll really only be adding 2-3 more scheduled speakers.

While I continue to work on that, let me tell you about what we do have set up so far and if you’ll click over to top1.fm/2021preview I’ll have all of these details in addition to links to each presenter’s episode as well so you can go even deeper in your preparation for the event itself on October 11th and 12th.

Now, this isn’t necessarily in order, but here’s who you’ll be hearing from so far:

Sarah Brazier is going to talk about “Life After SDR: Building for Tomorrow, her Career Narrative”

Katie Jane Bailey is going to dig into a core theme in this community and will talk about “Iron Sharpening Iron”

Ian Koniak and I have been talking for a while about him presenting on “You Are Not Your Number”

Irfan Jafar from VMware will cover “Closing Big Deals with a Winning Mentality,” and I know he’s coming off of a recent 8 figure deal that he brought in at the end of his last quarter.

We’ve got a really dynamic duo lined up with David Weiss & Jack Wilson who will talk about “Building a World-Class Sales Team” both from the perspective of the leader of that team and a top player on the team.

My friend DeJuan Brown will be back to share a process he has that absolutely fascinated me. His talk is titled: “Managing Up: Collaborating WITH Your Leadership”

Constantine Johns will help us explore “The Leader Within”

Jenn Zhou who you just heard on the show last week is going to bring us: “Winning in Sales or Life: Have Confidence. Have Fun. Have Self Respect”

and last but certainly not least, Brandon Fluharty is going to speak on “7 Steps to Earning 7 Figures”

Like I said, there’s more to come, but I couldn’t be more excited about how strong this content is going to be.

Now if you’re planning to join us here in Austin to be part of this experience and you don’t already have your ticket, please hurry. There aren’t many left, and rather than covering it here, if you’d like to know more about how we’re working to provide as safe an environment as we possibly can with the goal of essentially creating our own mini-bubble around the event, just send me a note and ask for the Summit Safety video that I included in last week’s newsletter. Thanks to Vidyard, sending that your way is just two quick clicks for me.

If you’re not able to join us in person, thanks to our incredible sponsors: QuotaPath, Skipio, Proposify, Outreach, Gong, and Vidyard you can sign up for the live stream for free. In either scenario, you can grab your ticket or register for the live stream at Top1Summit.com

I’m also working with those sponsors to collectively make a contribution to our non-profit partner – UNCrushed for each and every person who signs up to join us. So do me a favor and encourage your entire team and everybody you know to get registered. There’s going to be a great opportunity to do some good in support of mental health, and certainly do some good for yourself in improving your own mindset, and inspiring you to rise to greatness.

There’s a ton more that we’re building in for those who will be joining us here in Austin, from an outdoor BBQ experience at one of my favorite spots in town to a red carpet-themed afterparty where I think the dress code can best be described as faux fancy. We’re even printing custom jerseys for every attendee to go with our theme of world-class sales teams.

Come join us. If not in-person, then definitely on the live stream. Be sure to block some time on October 11th and 12th. The core content will run from 10 am to 4 pm Central Time, and you can get registered at Top1Summit.com That’s T-O-P the Number One, Summit (with two m’s) dot com.

Tell a friend and then watch your email for more updates as we get closer.

Thanks for listening and make sure you’re subscribed here to the Sales Success Stories podcast so you don’t miss another killer interview episode next week.

I’ll talk to you then!

Sarah Brazier – Life After SDR: Building for Tomorrow, a Career Narrative

Katie Jane Bailey – Iron Sharpens Iron

Ian Koniak – You are Not Your Number

Irfan Jafar – Close Big Deals with a Winning Mentality

David Weiss & Jack Wilson – Building a World-Class Sales Team

DeJuan Brown – Managing Up: Collaborating WITH Your Leadership

Constantine Johns – The Leader Within

Jenn Zhou – Win in Sales or Life: Have Confidence. Have Fun. Have Self Respect

Brandon Fluharty – 7 Steps to Earning 7 Figures