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Territory & Pipeline Management Presentation – Trey Simonton & David Weiss

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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:


Episode 83: Zoom’s Top Enterprise BDR, Chris McKenzie: Getting In The Strategic Zone

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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 …

Success Through Service – DeJuan Brown (Sales Success Summit Presentation)

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DeJuan BrownThis 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!

“My Greatest Win at Microsoft” – B2B Sales Mentors Book – Sample Story #31

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Carson Heady - MicrosoftB2B Sales Mentors Book: 20 Stories from 20 Top 1% Sales Professionals. To learn more: http://top1.fm/b2b

In between the regular interview episodes, we’ll continue to release sample stories from the book like this one. You can either listen to the episode and hear Carsonread his story, or read the full text below.

This episode is sponsored by OutreachContinue Reading …

Every. Single. Day.

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Daily Sales TipsThis episode is sponsored by Outreach. You can check them out and get a free copy of their new book – Sales Engagement: How the World’s Fastest-Growing Companies are Modernizing Sales Through Humanization at Scale by clicking over to top1.fm/outreach

Last Friday we celebrated the 300th episode of the Daily Sales Tips podcast. Hopefully, you’re already listening to that. If you’re not this is a quick montage and sampler of some of the top tips among those first 300 tips, and if you are already a listener. Thank you! Hopefully, you’ll still find value in these as a quick review of some of the tips that seem to be resonating the most.

I’ve pulled together 5 of the top tips for you and then we’ll close things out with episode 300. The placement order is a bit mixed up here, but what I can tell you is that Jason Bay owns all three of the top 3 spots with his tips, which is precisely why he gets a prime time spot every Tuesday on the show. Here’s just one of Jason’s tips and then you’ll hear from Tom Williams, Todd Caponi and also from me a couple of times. Oh, and one more note. All of the books that were offered have already been claimed, but there are more coming this week. So you’ll probably want to subscribe to Daily Sales Tips right away. Alright, let’s get to those tips. Here you go:

242. Warm Up Your Cold Calls – Jason Bay
232. Are You Confident Enough to Ask? – Scott Ingram

Before we move on to Tom Williams’ tip on Creating Value Messages that Differentiate. Let me share a value message from Outreach who has so generously sponsored 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 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.

235. Creating Value Messages that Differentiate, The Secret Sauce – Tom Williams
216. Manage Expectations to be Successful – Scott Ingram
240. Empathy in Email Prospecting – Todd Caponi
300. Celebrating 300 with a Spotify Binge – Scott Ingram

Episode 80: Breaking the Sales Stereotype with Jill Ammon

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Jill Ammon is a Senior Account Executive Team Lead at Continuum out of Pittsburgh, Pennsylvania. Continuum is an organization that provides a proactive platform to address the key needs and objectives of its clients. With technologies and integrated services spanning security to monitoring, the Continuum platform anticipates and tackles Managed Service Providers’ (MSPs) next challenges, enabling them to grow with confidence. In addition to her role as team lead, Jill wears many hats, including partner acquisition. Jill is anContinue Reading …

Episode 79: Intentional Selling with Eddie Baez

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Eddie Baez is the top-performing sales consultant at IBISWorld, the leading provider of industry intelligence in the U.S. IBISWorld provides market-leading information in a wide variety of industry verticals, including commercial banking, private equity, investment banking, accounting, consulting and academics. An expert in the retail channel, Eddie specializes inContinue Reading …