🔴 New episodes published every other Tuesday at 4:30am CT   Subscribe Now

Sales Success Media

Hear the secrets of world class sales professionals

Anatomy of a 9-Figure Deal That Started on LinkedIn – Carson Heady with Tom Burton from Salesman on Fire

By

Carson Heady - MicrosoftIn today’s bonus episode of the Sales Success Stories Podcast, I’ve got something unique for you. This is an episode that Carson Heady shared on his own Salesman on Fire podcast where he talked through some of the ins and out of both creating and working through a 9-Figure deal. I asked him if I could share this with you here, because there are so many great insights within this particular Sales Success Story. I’ll also mention this again at the end, but if you’d like to listen to my original conversation with Carson here on this podcast you’ll want to go back and look for episode 54 OR you can just point your browser at top1.fm/54 and that’ll take you straight there.

For more, be sure to check out Carson’s Salesman on Fire podcast and our original interview here on Sales Success Stories in episode 54 and of course, top1.fm/54 will take you straight there. Thanks for listening and I’ll talk to you next week.

Anatomy of a 9-Figure Deal That Started on LinkedIn – Carson Heady with Tom Burton from Salesman on Fire

PEEs are Legal in Sales!

By

I don’t know about you, but I’m constantly on the lookout for every possible competitive advantage I can find to try to improve myself and my results. It’s a huge reason why I started this show. Selfishly it allows me to build relationships with and learn from the best of the best in sales today. Unselfishly I record those conversations so you can listen in and learn alongside me.

In addition to listening to these stories and gleaning the insights from top performers, one of the most powerful performance enhancers I’ve found isn’t illegal or even unethical. I think of them as Performance Enhancing Events

Of course, I’m talking about the Sales Success Summit where I’m able to bring many of these top performers who you’ve heard on this show together so that you too can meet them, talk with them and learn from them. The most fun part is that they’re just engaged as you are, because they’re taking advantage of the opportunity to learn and network to further improve their own results.

How do you think they got to be top performers in the first place?

Last week I was able to round out the speaker lineup to address some critically important topics like team selling, prospecting, and one of the most important differentiators I’ve found in top enterprise sellers that I don’t believe is adequately addressed in any sales book out there, and that’s how to manage the internal sale inside your organization.

As I record this we still have tickets available and you can be in the room and be a part of this rather intimate Performance Enhancing Experience where the content is killer, but it’s not even the most important thing. The connections and conversations you’ll have can be way more impact if you really get engaged and involved in the event and to help with that Jack Wilson and Chris Watson are helping me develop the best after-party experience yet in addition to all of the time you have to connect over breakfast tacos, bbq and potentially even some special milkshakes.

Do yourself a favor and click over to Top1Summit.com to make that investment in yourself and grab your ticket. Now if you just can’t make it out, thanks to Outreach and Gong you can still get access to the videos of the presentations for FREE. The registration for those is on the same page at Top1Summit.com. That’s T-O-P the Number 1, S-U-M-M-I-T dot com.

Now those of you who are already on the listener list and got my email on Sunday, because I always try to give those subscribers a little bit of a head start and a sneak peek. They know that I promised something a little special in today’s episode. Here’s what I’d like to do, because the secret ingredient at the Summit is the quality of attendees. My being able to put the best, most committed, and motivated people I can find together in the same room is what creates the real magic.

If you’re one of those people and you don’t have a ticket yet. I want you to sell me on why you need to be at this year’s Summit. I’m not going to tell you how to pitch me. It’s up to you to figure out the right channel, the right tools, and the right message. But if you put in that little bit of effort and impress me. I might be willing to do something special for you to make it that much easier for you to join us at the Summit.

You’ve gotta do the work, and I can’t wait to see your approaches and creativity.

I’ve got one other idea. Referrals and recommendations are powerful things. If you have a friend that’s one of us. They’re committed to sales as their career, as a true profession, they’re constantly learning and trying to improve and they need to be in this room. Nominate them. Tell me why they need to be a part of the most impactful part of the Sales Success Community. Don’t forget to let me know how I can get in touch with them.

The last suggestion I’ll make is for sales leaders. If you are committed to your team and you want to see them succeed. Consider bringing at least a couple of your top performers, or those who are working the hardest on the inputs who really deserve a reward.

Next week you’ll get to hear my interview with Tom Barnes. It’s a great one and I can’t wait to share it with you. He tells the story of how Paul DiVincenzo brought his team to the Summit last year. Now Paul’s been on this podcast and attended multiple Summits and knew the value and Tom was a member of Paul’s team. Tom walked out of that event just a few months into his role as an Enterprise Sales Director at Humu and went on to become their #1 top seller himself this year. He’s since accepted a Head of Sales job at an early-stage startup and is bringing his own team to the Summit this year.

If that’s not the best testament to how powerful this event is, I don’t know what is. So consider bringing at least a portion of your team to help them achieve new levels of performance. Don’t worry, we’ll provide the oxygen to help them get there.

That’s it for today. Your only task right now is to go to Top1Summit.com. Hopefully, you’ll buy a ticket and join us, but at the very least make sure you register to get access to the videos.

Then make sure you’re subscribed to the podcast because Tom’s story that will release next Tuesday is one that you don’t want to miss.

Thanks for listening!

And Now For Something Completely Different

By

Scott IngramAnd now for something completely different. I sent a newsletter out a couple of weeks ago that wasn’t really directly related to sales at all.

Instead, I was talking about a couple of books that I was reading on macro economics and what the future of the world might look like. It prompted some really interesting conversations and feedback. And one of those bits of feedback was that it was nice to get away from the pure sales content sometimes.

I thought I’d lean into that a bit as we start to wrap up the summer and wanted to share my favorite recent non-fiction read, and by “read” I actually mean listen on Audible. This was “Project Hail Mary” by Andy Weir. You may recognize the author as the author of “The Martian” which was another book I absolutely loved.

Now, he did a book in between called “Artemis” not my favorite, but “Project Hail Mary” is amazing. I highly highly recommend it. And I’d also love to hear what you’re reading, or your favorite recent reads. I might even include some of those in a future newsletter.

You can email me at [email protected] or feel free to send me a note on LinkedIn, and if you’re not already on the listener list and receiving these newsletters. Click over to top1.fm and drop your name and email address into one of the forms.

Thanks for listening, enjoy the rest of your Summer and make sure you’re subscribed to the podcast so you don’t miss my next interview with a top-performing sales professional.