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Sales Success Media

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Episode 56: Evan Kelsay of Seismic – 800% Achievement with a Massive Deal

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Evan Kelsay - Seismic Sales

Scott Ingram welcomes to the podcast Evan Kelsay, Senior Director of Global Accounts at Seismic, the leading global sales and marketing enablement solution. Prior to this role, Evan worked at LinkedIn for about six and a half years as a Global Account Executive. He credits his time at LinkedIn with growing his knowledge and mastery of sales exponentially. He is an expert in the field of sales, as evidenced by recently closing the largest deal in Seismic’s history, earningContinue Reading …

Episode 49: Brandon Bornancin of Seamless.AI – From Top B2B Sales Pro to Startup Founder

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Brandon Bornancin - Seamless.AIBrandon Bornancin is the founder of Seamless.ai, a platform which organizes the world’s contacts to help you make profitable relationships when prospecting. He’s here to explain the five differentiators that make him successful, as well as how his worth ethic (and thirst for knowledge) has put him in the top one percent of salespeople in his industry. Brandon isContinue Reading …

Episode 48: Tom Sienkowski of Reeher – Breaking Through with Status Quo Prospects

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Tom Sienkowski - ReeherTom Sienkowski is currently the top sales executive at Reeher, and has been for the last 6 years. He sells to higher education institutions which means he’s selling to a group of folks with no real compelling reason to change what they are doing and is selling them something they don’t realize they need. He’s selling organizational change and software is the vehicle to deliver that change. There are correlations for anyone selling into a tough atmosphere with a complex product to folks who love the status quo.Continue Reading …

Clip: Get a mentor

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Clip from Episode 30: Getting to #1 Through Personal Relationships – Jelle den Dunnen of Bullhorn:

I’ll often tell my clients and prospects that if they’re not being smart I’ll just share that. But I’ll always try to tell them what they can learn from that and why they’re doing things that I think they’re not really smart in how we can do things differently. Because it’s important that you’re seen as a partner not as a supplier. That’s very important and really emphasize that a lot in my interaction with the people that I work with.

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Clip: How to get from average performer to top sales performer

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Clip from Episode 30: Getting to #1 Through Personal Relationships – Jelle den Dunnen of Bullhorn:

I would say qualification and efficiency. So typically if your average performing and you know there’s more there that you can do. Look at what you’re already doing where are you being less efficient. Where are you losing time. Where are you putting in a lot of efforts where you perhaps can you know be quicker or be more accurate on things. So it also comes down at looking at efficiency and deal qualification that would kind of make sure that you decrease the time that you spend in waste on deals that you were never going to win in the first place. And that often means that you have to be rigid. You have to be direct. Last year I worked on I think an average number of opportunities per quarter. There were like 18 today I’d like to work on like eight opportunities at a time and I’m closing more deals. Right. Quality over quantity. Absolutely.

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