I’m a regional sales manager. On the enterprise sales team I manage about 150 named enterprise accounts for Cvent. Those companies are what we classify as enterprise companies, about a billion dollars in revenue annually or above. So that’s kind of my classification. From a revenue perspective we kind of break it out. About 70% of the revenue that I’m bringing in on an annual basis is from our existing install base. The other 30 is from net new logos that we’re bringing on. So last year, as you mentioned, I did 208% of my annual quota. My annual quota is $1.6 Million. So I did about $3.3 Million in annual contract value. We also look at TCV or Total Contract Value which was just over $8.2 Million. When we said top performer that was across a team of about 12 folks, give or take, on our direct selling team that I would be technically competing against.
I would say I’m more actively involved than most when it comes to marketing. I love to be that hand raiser that says: ‘I’ll be involved with how we develop the deck and the PowerPoint and the presentation’ just because I feel strongly, especially with the success that I’ve had and where we’ve gone in different areas of our platform. I like to be heavily involved. A lot of that is just providing. A lot of times marketing teams love to get sales involved to figure out what success stories do we need to put out there that’s going to resonate with your customers. Those are things I like to volunteer and carry up and make introductions to my customers that are experiencing success to talk through what they’ve achieved and how they’re achieving it. Part of that is just raising your hand and trying to get involved, because I think a lot of people are reactive and you get content from marketing that might not be applicable and if I can help avoid that and make it benefit me and my customers then I’m all over it.
Like I said, preparation I think for me is one of the most important for me and how I was able to get to number one. It comes down to really just understanding my personality. Kind of who I am as a person as well as a sales person. For me, I’m an introvert. I think that preparation helps me be confident going into a lot of these meetings and presentations that I do on a regular basis.
Barry Womack — Leverage Your Resources
Know the resources you have, and use them!
Barry Womack was the Annual Top Performer in his regional sales manager role at Cvent, a meeting and event technology platform, where he focuses on enterprise solutions and achieved 208% of his annual quota. His role includesContinue Reading …
Colin Specter — All About Attitude
Positive results follow a positive attitude!
Colin Specter is a Senior Account Executive at Namely, an All-in-One HR, payroll and benefits solution. He is the top seller, and has been for the last three years running, across multiple different roles and territories. Colin joins Scott to discuss the importance ofContinue Reading …
Kyle Gutzler — Double Your Sales in One Year!
These 7 steps could help you double your sales!
Kyle Gutzler is the Number 1 Senior Account Executive at PayScale, Inc., based out of Seattle, where he literally doubled his sales last year, and sold over $1 million. He broke company records by selling at 140% of his plan and was awarded the Senior Account Executive of the Year. He recently authored a LinkedIn post called “How I Doubled My Sales in One Year“, which went viral. In today’s episode, listen in as Kyle shares the seven Continue Reading …
Bill Pai — Listening, Learning and Laughing
The three keys to fostering productive relationships.
Bill Pai is the top director of strategic accounts at Cornerstone OnDemand. His role is to work with several of the largest strategic clients in his organization — typically organizations with hundreds of thousands of employees, based in multiple continents and operating in multiple languages. His responsibility is to Continue Reading …
Leveraging Video to Get More Sales
Personalize your message through videos, and make those sales skyrocket!
Reid Oliver is the top business development representative (BDR) at Vidyard, a company that focuses on the video marketing space. Reid works primarily in the large enterprise space, and has managed to reach the Number 1 position in his company by leveragingContinue Reading …
Find Your Motivation, Drive Your Destiny
Knowing what drives you will drive you to success
Debe Rapson is the top Director of Strategic Accounts at Demandbase. She has been with Demandbase for the past 7 years (she has been #1 every one of those 7 years), and has seen it through its growth from a small company with 18 employees, to one of the top marketing firms in the B2B industry. With over 30 years of experience in the sales industry, Debe shares her experiences about how to achieve success in sales. Tune in to hearContinue Reading …
Build Rapport, Build Success!
Build rapport with prospective customers and mentors to lay the foundations for your success!
Jacquelyn Nicholson is a Senior Enterprise Account Executive at Percolate, an international company that works with over 800 brands, across 70 countries. From her beginnings in the pharmaceutical and bio-tech industry, Jacquelyn has grown in her sales career to become one of the top sellers in her company, and was also one of the Continue Reading …