Today on the Sales Success Stories podcast I’ve got another presentation from last year’s Sales Success Summit. This one was hugely popular because Ryan O’Hara from LeadIQ who titled his talk 20 Actionable Prospecting Tactics in 30 Minutes actually managed to cram 25 ideas into 28 and a half minutes.

Ryan does a really good job of explaining most of the slides, but this one is very visual and I’d highly recommend you grab the video for this one. I’ll remind you again at the end out to do this, but if you’ll join the listener list at top1.fm just reply to the welcome email which will offer you the video of your choice from a previous Summit, mention this video and I’ll get you set up.

Speaking of the Summit, if you’re not already on that listener list, then you may not know that I’ve decided to limit attendance to this year’s event in October to 50% capacity just to do everything I can to make sure that we’re actually able to get together in-person and be together as a community. I don’t know about you, but I’m really missing PEOPLE who don’t live in my house and can’t wait to spend time with some of the most engaged members of this audience along with a bunch of the folks you’ve heard me interview.

So the 198 seats that were available is now just 99 and the handful of remaining seats are selling fast. If you want to join us, then you’d probably better grab your ticket in the next week or two, otherwise, you’ll probably be looking at joining the waiting list or have to wait until 2021.

The Summit details are available for you at Top1Summit.com

Alright, let’s get to Ryan O’Hara and his prospecting tips:

Ryan O’Hara on LinkedIn
20 Actionable Prospecting Tactics in 30 Minutes: Ryan O’Hara

If I were smart I’d only have one very specific call to action for you right now, but instead, I’m going to give you 3 things to do right now. You might want to write them down so you don’t miss anything.

The first is to go connect with Ryan O’Hara at LeadIQ on LinkedIn right now. He posts a ton of great content, and when you send you connection request you should say “Boo, I heard your presentation on Scott’s podcast”

The second thing is to join the listener list at top1.fm so that I can send you the video of Ryan’s presentation, or another video if you’d prefer. If you’re already on that list and you don’t already have access to Ryan’s video. Just reply to anyone of my weekly notes and I’ll hook you up. I appreciate you staying connected with me in that way.

Finally, if you’re ready to take your sales game to the next level and do some next-level networking in a super intimate environment with the other 98 people who will be attending this year’s Sales Success Summit here in Austin. Hurry over to Top1Summit.com and get your ticket today before they’re gone. I’d love to see you there.

Then be sure to come back next week. I’ve got another killer interview for you. Thanks for listening!

Jeremy Terman is the top seller at DoorDash, a technology company that connects customers with their favorite local and national businesses in over 4,000 cities and all 50 states across the United States and Canada. Jeremy works Continue Reading …

Today on the Sales Success Stories podcast I’ve got a few things for you.

I’m learning that there’s less cross over between this podcast and my other Daily Sales Tips podcast than I thought. For those of you who listen to both shows, thank you, and this will be a little bit redundant. The next 9 minutes or so are going to be repeats for you if you listen daily, but everything else on the other side of the two Daily Sales Tips episodes is just for the listeners of this show.

So let’s first get into these Daily Sales Tips cross-posts. The first is a tribute to Barb Giamanco, and the second is the 500th episode of Daily Sales Tips!

Keep listening after these for more about this year’s Sales Success Summit:

Daily Sales Tips
2020 Sales Success Summit
Sales Tip 499: Barb Giamanco Tribute
Sales Tip 500: Milestones 

Now for a bit of a Summit non-announcement. I just wanted to let you know that I’m planning to share a pretty significant update in next Sunday’s email. That’s Sunday, June 7th. If you’re not already on the listener list and getting my regular weekly emails. I’d highly recommend you do that. You can either click over to top1.fm and fill out a form there OR if you’re specifically interested in Summit news, that page is at Top1Summit.com. Either way, you’ll get the details next Sunday once I’ve had a chance later this week to reconnect with many of the top performers that I’ve interviewed here on Sales Success Stories to get their input on my current thinking. From there, things are going to move pretty fast and the window of opportunity for action might be pretty short.

If you’re listening to this after June 7th, you’re always welcome to email me at [email protected] and I’ll be happy to either forward that email to you OR provide you with a current update.

Thanks so much for listening, and be sure to come back next week for another killer interview episode.

Sharleen Vincent is the top strategic client executive at Workfront, the first modern work management application that connects enterprise work, collaboration, and digital content into an Operational System of Record (OSR). Sharleen is aContinue Reading …

Today on the Sales Success Stories podcast I’ve got another presentation from the last Sales Success Summit. If you’re newer to the show I release the interview episodes with #1 and top 1% sales performers every other week. In the in-between weeks I’ll typically share either one of the stories from one of the Sales Success Stories books, or like today, a presentation from a previous Sales Success Summit.

The next Summit coming up on October 12 & 13th here in Austin and you can find all of the details at Top1Summit.com.

This presentation is from Leila Mozaffarian and is titled: The Productivity Mindset. This is all about the idea that productivity isn’t just about what you do, but also why you do it and how that why can drive you to do more and be more.

It’s probably also worth nothing that Leila is no longer with ZipWhip as she just recently made the transition to Sprout Social where she’s working as a mid-marketing Account Executive.

Well, that’s more than enough preamble. Here’s Leila:

If you’d like to hear more from Leila. She was the star of episode 50 here on this podcast, and if you’d like to see the video version of this presentation where you can see the pictures of Leila’s family and everything else, just join the listener list at top1.fm and ask for the video. If you’re already on the listener list, you get my weekly emails, and you don’t already have access to Leila’s presentation, just reply to one of those notes and ask and I’ll set you up.

Then if you haven’t yet registered for the next Sales Success Summit. What on earth are you waiting for? You can get started and join us on our next attendee networking call by clicking over to Top1Summit.com. That’s T-O-P, the number 1 Summit dot com.

Then be sure to come back next week for another of my deep dive interviews where I’ll deconstruct another world-class sales performer like Leila. Thanks for listening!

Andy Duwe is the top sales development representative (SDR) and team lead at Ambition, an organization that helps other sales organizations get real-time performance insights and create revenue-driving culture. Andy is dedicated father and sales leader who is always willing to share his journey, motivate his team and help newcomers find their sales niche. Andy is anContinue Reading …

I’m not sure I’ve ever done this before, but I thought this idea was important enough to cross-post here on the Sales Success Stories podcast. This is today’s tip over on my Daily Sales Tips podcast, but it applies just as much, if not more to those of you who listened to this show. So here it is. Give a listen.

[email protected]
Submit a Sales Tip
2020 Sales Success Summit
473: Sales Success & Community

Today on the Sales Success Stories podcast. I wanted to share my own presentation from last year’s Sales Success Summit. This talk is titled the 4P Productivity Process for Producing Profit because the most common question I’m probably asked is simply how do you do all of this? How are you managing to work a full-time sales job, host multiple podcasts, publish books, host a summit, manage a family, and perform pretty well at all of those things and still find time to sleep. In this 45 minute presentation, I’m going to explain it all and there are quite a few visual elements to this, so if you’d like to see the video recording, just subscribed to the listener list at Top1.fm. When you do that, the first email you’ll receive will offer you the video of your choice from the last Sales Success Summit. Just reply to that and ask for my own productivity video. Here it is:

Again, to get the video version of this presentation, just join the listener list at Top1.fm. That’s Top1.fm and reply to the welcome email and let me know that you’d like access to the productivity video, or of course, you can select any other video of your choice as the email indicates. Then do yourself a favor and get signed up for this year’s Sales Success Summit. The content like it’s been for the last two years will be incredible, but what will be even more valuable is the connections you’ll make, the relationships you’ll have the opportunity to build with some of the best-sellers today and with other fans of this podcast who’ve committed themselves to improving and becoming truly successful. I hope you’ll join us. All of those details are at Top1Summit.com then be sure to come back next week. I’ve got another great interview for you. Thanks for listening.

Dalai Cote was the number one Senior Account Executive prior to his recent departure from Loopio, Canada’s thirteenth fastest growing technology company. Since then, Dalai has been reflecting on his career and planning his next move, one he hopes leads to a larger organization with exceptional leadership. Dalai places a tremendous amount of value on finding the right leader for not only professional but personal development as well. He is an Continue Reading …

Andrea Rush is the top sales consultant at Paychex, where she has been among the top one percent of performers over the past eight years and was the top outright sellers in their organization this past fiscal year. A true force ever since she first arrived at Paychex, Andrea was even named ‘Rookie of the Year’ following her first year’s performance. Paychex is an organization that supports businesses and HR professionals by providing integrated human capital management solutions for payroll, benefits, insurance and other human resources services. Andrea is a tenacious, persistent and talented sales representative who prides herself on her consistency and follow-through.

In this episode, Andrea talks about the genesis of her sales story, her own personal development, and her mindset as a top performer. She goes into heavy detail while expounding on her sales results, including her Inner Circle of Excellence (ICE) number, a threshold that identifies the top one percent of sales performers in her organization. Andrea identifies the top three things that she attributes to her success. These include always having a sense of urgency, a detailed follow-up process, and honoring her word and her integrity. Andrea also places tremendous value on accountability, which is evident by the mantra she lives her life by: ‘What you put in is what you get out.’ Andrea is an extremely detail-oriented and hardworking salesperson who prides herself on the ability to deliver at any and all levels.

Andrea walks the audience through two of her favorite sales stories. One in which she was told she was ‘too pushy,’ got hung up on, was invited to a lunch where she was subsequently insulted, and still managed to close the deal with her grit and resilience. Andrea also takes listeners through a typical day in the life, from waking up a couple hours early to get all non-revenue driving tasks complete, to setting meetings and sending out follow up emails. Andrea speaks to her sales prospecting and goal-setting processes as well as the importance of maintaining a positive mindset. Finally, Andrea issues an actionable challenge to the audience. She encourages them to wake up earlier than they normally would in order to capitalize on the extra time to get more done and be more productive. She also urges sales professionals to reach out to top performers within their organizations and ask to shadow them to learn from their successes.

What We Covered:

00:23 – Scott takes a moment to thank today’s sponsor, the 2020 Sales Success Summit
00:33 – Scott Ingram welcomes today’s guest, Andrea Rush
00:49 – The top three things Andrea attributes to her sales success
01:00 – Number 1: Urgency
02:18 – Number 2: Follow up
03:08 – Number 3: Honoring her word and integrity
03:28 – Andrea’s role at Paychecks
03:59 – Scott takes a moment to promote the 2020 Sales Success Summit
05:02 – Andrea quantifies her sales results
07:52 – The mindset of a top performer
09:30 – Personal and professional development
13:24 – The genesis of Andrea’s sales journey
16:32 – What Andrea would do differently if given the opportunity
17:12 – Andrea’s favorite sales story
19:40 – Andrea’s proudest accomplishment
21:55 – Biggest challenges and obstacles Andrea has had to overcome
23:54 – Andrea describes a typical day in the life
27:07 – How Andrea structures her prospecting
29:08 – Other habits and routines that are critical to Andrea’s success
30:25 – Andrea opens up about her experience attending the Landmark Forum
35:07 – Tools and apps that Andrea uses on a daily basis
36:57 – Andrea’s specific sales philosophy
37:12 – Maintaining a positive mindset
38:35 – Andrea’s goal-setting process
40:28 – Andrea’s sales style
41:05 – One of Andrea’s beliefs that the average salesperson thinks is crazy
41:41 – The most important decision Andrea ever had to make in her sales career
44:26 – Advice Andrea would give to an upstart salesperson
46:32 – Andrea expounds on the importance of reaching out and networking with top sales performers
49:18 – Insights Andrea looks to learn when she asks to ride along with a top sales performer
51:05 – Andrea’s actionable challenge to the audience

Tweetables:

“I’ve been trying to be number one at everything in life. My job is just where I’ve really excelled at that.” (08:02)

“I always ask myself this saying that I have, ‘Is this making me money?’ And, if it’s during the day and it’s not, I just stop because I got sidetracked.” (26:06)

“I really believe if you vision it, you believe it, you can achieve it. And that’s it. What you put in is what you get out. That’s always been my mantra. And what you believe you can achieve – you can make it a reality. You just have to do the work.” (36:17)

“If you want to be a ninja, you’ve got to surround yourself with ninjas.” (45:48)

Links Mentioned:

[email protected]
2019 Sales Success Summit Videos
2020 Sales Success Summit
Andrea Rush on LinkedIn
Landmark Forum Website

Tools Mentioned:

Docusign
Audible
Outlook
Google Maps
Salesforce