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 a top producing representative utilizing her mastery of prospecting, discovery, negotiation, and closing skills to advance sales as a profession. In fact, Brooke did over three hundred percent of her number last year amidst a global pandemic!
In this episode, Scott and Brooke talk about Brooke’s sales origin story and how she wound up at Sales Gravy. Brooke lists the top three things she attributes to her success. These include Jeb Blount and the Sales Gravy team (including all the resources from Sales Gravy University), dedication, confidence, and believing in the product you sell. Brooke goes into detail as she speaks to her unique role as both a mentor and individual contributor. She talks a little bit about her impressive sales results and how she’s been able to sustain her success. Then, Brooke takes the audience through a typical day in the life, from her early morning coffee and time blocking to servicing clients and her goal-setting process. Finally, Brooke issues an actionable challenge to the audience. She urges them to prioritize time blocking and to start each day off with the worst part of the day so you can get it out of the way first – for Brooke, that’s prospecting.
What We Covered:
00:06 – Scott takes a moment to thank all of the incredible sponsors of the Sales Success Summit, Proposify, QuotaPath, Gong, Vidyard, Skipio, Outreach, and RevenueGrid
00:57 – Scott introduces today’s guest, Brooke Holt
01:17 – The top three things Brooke attributes to her success
01:26 – Number One: Jeb Blount and the Sales Gravy team
01:43 – Number Two: Dedication
01:51 – Number Three: Confidence and believing in the product you sell
02:18 – The importance of having dedication and discipline
02:56 – Brooke expounds on her role at Sales Gravy
03:46 – Brooke’s sales results and her sales origin story
04:50 – What brought Brooke to Sales Gravy
05:12 – Why Brooke wouldn’t do anything differently if given the chance
05:35 – Brooke’s favorite sales story
07:24 – Brooke’s proudest accomplishment
07:59 – The most challenging part of Brooke’s role
08:49 – Brooke takes the audience through a typical day
10:10 – Brooke’s goal-setting process
10:41 – Other habits that are critical to Brooke’s success
11:12 – The books, news, podcasts, and trade information that Brooke consumes
11:47 – Brooke’s tech stack
12:23 – Brooke’s sales philosophy and style
12:56 – What motivates and drives Brooke
13:12 – One of Brooke’s beliefs that the average sales professional would think is crazy
13:44 – An average sales professional’s belief that Brooke thinks is crazy
14:02 – The most important lessons Brooke has learned throughout her career
15:00 – Advice Brooke would give to an upstart sales professional
15:26 – Advice Brooke would give to struggling sales professionals looking to reach that next level
15:58 – What Brooke wants to know about top sellers in other industries
16:12 – Brooke issues an actionable challenge to the audience
Read the full transcript & show notes →
Tweetables:
“I enjoy selling. I enjoy seeing my numbers increase. But I also enjoy seeing other people succeed. So there’s definitely a balance there that you have to juggle and knowing how much time to spend on each task.” (08:33)
“Normally, I take an overall look at my annual year and what my annual goals are and then I break that into quarterly goals as to what I need to accomplish in terms of the number of deals that I need to move through my pipeline in order to meet that goal at the end of the year. And then making sure that I prioritize and time block each day to have those micro-goals completed throughout the year.” (10:18)
“Definitely my family motivates me, my children. I am very money motivated so I think all of those that’s what keeps me going day to day and able to accomplish the goals that I set for myself.” (13:01)
“We often hear a lot of people say that their prospects are just not answering the phone so why make a hundred dials a day. And, as Jeb always says, ‘People don’t answer a phone that doesn’t ring.’” (13:49)
Links Mentioned:
[email protected]
2021 Sales Success Summit
Brooke Holt on LinkedIn
Sales Gravy
Sales Gravy University
Sponsors Mentioned:
Proposify
Skipio
Vidyard
Gong
Quotapath
Outreach
Revenuegrid