Haylee Taylor is the top Account Executive at ClozeLoop, a revenue strategy firm that drives performance for Management, Sales, Customer Success, and Sales Enablement in the fastest-growing companies on the planet. In the less than one year she’s been with ClozeLoop, Haylee has Continue Reading …

This bonus episode of the Sales Success Stories podcast featuring Jenn Zhou’s presentation on How to Win at Sales or Life from this year’s Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Proposify, Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these presentations on-demand and learn more about them at Top1Summit.com.

Remember, thanks to all of our sponsors you can still get access to all of this year’s Summit presentations on-demand for free at Top1Summit.com go there today and get signed up, and then do yourself another favor and click on some of those sponsor logos as well. They’re doing a ton to support this community and I hope you’ll support them in return. Top1Summit.com

Brooke Holt is the top seller at Sales Gravy, a company that delivers the training, resources, and solutions that enable sales organizations to become more agile in the face of disruptive change and accelerate sales productivity, fast. In her role, Brooke delivers her clients the best customer experience and quality training services. She is Continue Reading …

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 …

AJ Bruno is the Co-founder and CEO at QuotaPath, the most adaptable compensation solution for sales reps to finance to everyone in between. Prior to QuotaPath, AJ spent six years at TrendKite, the company he founded and was president of in Austin, Texas. Aside from his love of all things tech, AJ is an Continue Reading …

Devon Banks is the top Sales Development Representative at HAAS Alert, an organization that builds lifesaving mobility solutions to make vehicles and roads safer and smarter. Their vision is a connected, collision-free world where everyone gets home safely. Devon is an Continue Reading …

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.

Angie Donato is the top Senior Sales Executive in the HR Practice at Gartner, the world’s leading research and advisory company. Gartner is an organization that equips business leaders with indispensable insights, advice, and tools to achieve their mission-critical priorities. Angie is a Continue Reading …

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

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