Episode 136: Dustin Brown - Top Global Account Executive at Outreach on Relationships, Giving and More

Dustin Brown is the Top Global Account Executive at Outreach, an organization that helps businesses improve their sales execution to drive higher win rates, ramp up sales reps to productivity faster, and, ultimately, create better revenue outcomes. Dustin is a highly intentional sales professional who believes in the power of hard work and helping others. Dustin has enjoyed an incredibly successful career in sales and he’s not even close to being done.

In this episode, Scott and Dustin talk about his sales origin story and discuss Dustin’s goal of helping others. They touch on Dustin’s favorite sales story and his proudest accomplishments, which include the resiliency he’s shown over a difficult past few years and the impact he’s been able to make at Outreach. Dustin shares the importance he places on building lifelong relationships with his customers and how doing so has helped him achieve amazing results while also finding fulfillment throughout the journey. Dustin holds himself to the highest level of accountability which has helped him achieve incredible results in his role at Outreach.

Dustin takes the audience through a typical day in the life, from waking up at 4:30 am daily to when his head hits the pillow at 9 pm. Dustin is a big believer in time blocking and tries to ensure there’s at least an hour for prospecting and an hour for administrative tasks every day. Dustin is always analyzing the outcomes he’s looking to achieve and comparing those outcomes to the larger impact he hopes to have on his organization. Dustin also speaks to his goals in life that transcend sales. Dustin hopes to retire at a reasonably young age and go to serve underprivileged environments to truly make a difference and give back. Finally, Dustin issues an actionable challenge to the audience. He challenges them to take a break, rest, and be intentional with what you’re trying to accomplish each day. Take care of yourself.

What We Covered:

00:24 – Scott introduces today’s guest, Dustin Brown
00:59 – The top three things Dustin attributes to his success
01:22 – Number One: Focus
03:49 – Number Two: Consistency
05:09 – Number Three: Relationships
08:33 – Dustin’s sales results
09:35 – How Dustin got connected with Scott and the Sales Success Community
17:33 – Dustin’s sales origin story
19:56 – Dustin’s mindset in climbing the sales mountain
23:12 – What Dustin would do differently in his career if given the chance
25:23 – Dustin’s favorite sales story
31:06 – Mutual Action Plan, explained
33:53 – Dustin’s proudest accomplishment
35:33 – The most challenging part of Dustin’s role
40:09 – Scott and Dustin share their affinity for Germany
42:56 – Dustin takes the audience through a typical day in the life
45:26 – What Dustin’s preparation period looks like
46:30 – Other habits and routines that are critical to Dustin’s success
47:58 – The books, news, podcasts, and trade information that Dustin consumes and her process for parsing through it all
53:10 – Dustin’s tech stack
55:17 – Dustin’s sales style and philosophy
57:14 – What motivates and drives Dustin
1:00:16 – One of Dustin’s beliefs that the average sales professional would think is crazy
1:04:50 – An average sales professional’s belief that Dustin thinks is crazy
1:10:22 – Advice Dustin would give to an upstart sales professional
1:14:47 – Advice Dustin would give to a sales professional looking to reach that next level
1:17:14 – Scott and Dustin speak to the importance of investing in yourself, especially with the Sales Success Summit
1:23:17 – Final words of wisdom from Dustin
1:24:05 – Dustin issues an actionable challenge to the audience

Tweetables:

“I think consistency is key. And that’s consistency in your follow-ups, consistency in moving the deal forward, making the ask of the customer for updates and status reports and not just waiting on the customer.” (03:51)

“I’ll tell ya what, there’s no more consistent group than those SDRs or BDRs. For those folks to excel, they have to be consistent. They have to have a plan. They have to have a process. They have to get after it day in and day out.” (22:55)

“As I grow in my career, I begin to realize I don’t know everything. And that stress is compounding so I’m getting some professional development coaching and taking a lot of different classes to continue to uplevel my craft. That’s been emotionally good for me versus just grinding it out.” (42:31)

“My big goal is I want to retire by the time I’m 55 and I want to go serve underprivileged environments, whether that’s here in our country or in other countries. I want to go help other people. There’s a lot of pain in the world and a lot of folks who just need and want help and I want to go give that to other people.” (57:24)

“When you’re talking to two market leaders, what do you think is gonna win that deal, the technology or the relationship? All things considered, it’s the relationship. Who I trust more is who is gonna get the deal.” (1:08:46)

“Go find mentors. Ask for help. Raise your hand. Get better. It’s not that hard, you just gotta do it.” (1:23:38)

Episode 136: Dustin Brown – Top Global Account Executive at Outreach on Relationships, Giving and More

What We Covered:

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