Drew Piper is the top SDR at Reward Gateway, an organization that helps more than 1,800 of the world’s leading companies to attract, engage and retain their best people with an employee engagement platform that brings employee benefits, discounts and perks, reward and recognition, employee wellbeing, employee communications and employee feedback into one unified hub. Drew is an exceptionally accountable sales professional who understands the importance of being concise and genuine. Drew has a deep respect for the power of learning and takes ownership of his own learning. In fact, that is the number one thing he attributes to his success. The other two are his persistence and cautiously optimistic mindset.
Today, Scott and Drew dive deep into Drew’s sales origin story, one that includes a harrowing door-to-door selling experience that led Drew onto another path in sales. Drew expounds on his role at Reward Gateway, quantifies his sales results, and discusses what his territory looks like as a sales professional based in Australia. Drew gets tactical and shares the strategies and best practices he implements into his work routine that have worked well for him and enabled him to achieve such impressive results. Drew touches on his inbound and outbound sales processes, talks about his proudest moment in sales, and reflects on some of the difficulties and challenges of his role.
Drew takes the audience through a typical day in the life, from his dog acting as his personal alarm clock to his morning rituals all the way through to the level of prospecting he puts in and the sales classes he’s taking to better hone his craft. Drew also shares other habits and routines that are critical to his success and provides some sage advice to both upstarts and established sales professionals. Finally, Drew issues an actionable challenge to the audience. He challenges them to learn from all that is out there. Learn from the amount of content there is at your fingertips. Learn from the top performers in your organization and absorb everything you can about their habits. Upskill your craft and try to upskill your learning game. Own your learning!
What We Covered:
00:01 – Scott takes a moment to thank today’s sponsors Gong, Vidyard & QuotaPath
00:36 – Scott introduces today’s guest, Drew Piper
01:18 – The top three things Drew attributes to his success
01:26 – Number One: Taking ownership of his own learning
01:45 – Number Two: Persistence
01:58 – Number Three: Having a cautiously optimistic mindset
02:20 – Drew explains his role at Reward Gateway and quantifies his sales results
05:14 – Drew talks about what his account territory covers
06:02 – Drew’s sales origin story
10:04 – Drew shares the story of a harrowing door-knocking experience
11:01 – Drew’s favorite sales story
12:28 – Scott takes a moment to thank one of today’s sponsors, Gong
13:01 – Drew speaks to tactical strategies he employs that have worked well
15:35 – The importance of being concise and genuine
17:57 – Drew’s inbound and outbound sales processes
20:59 – Drew expounds on his discovery process and the handoff to the Account Executive
24:35 – Scott takes a moment to thank another one of today’s sponsors, Vidyard
28:40 – Drew’s proudest accomplishment
29:24 – Scott takes a moment to thank the final sponsor of today’s episode, QuotaPath
31:07 – The most challenging part of Drew’s role
32:00 – Scott recalls one of his favorite sales stories
34:05 – Understanding your own psychology
37:09 – Drew takes the audience through a typical day in the life
40:58 – The books, news, podcasts, and trade information that Drew consumes
42:59 – Other habits and routines that are critical to Drew’s success
44:16 – Drew’s tech stack
45:28 – Drew provides his thoughts on cryptocurrency
46:15 – Drew’s sales philosophy and style
47:38 – What motivates and drives Drew
48:46 – One of Drew’s beliefs that the average SDR would think is crazy
50:04 – Personal keywords
50:44 – An average SDR belief that Drew thinks is crazy
53:12 – Advice Drew would give to an upstart sales professional
54:23 – Advice Drew would give to a struggling sales professional
57:03 – Final words of wisdom from Drew
58:48 – Drew issues an actionable challenge to the audience
Tweetables:
“Anyone who can stick with door-knocking for more than three months has a really good shot in any other sales industry because that’s really, really hard.” (06:49)
“I’m a big believer in picking up the phone as opposed to emailing. One, because I can talk faster than I can write and be more concise. But also, it’s just quicker.” (14:21)
“It’s just great to be in a position, when I look back on where I’ve come from, and so great to be in the position that I am now. And that’s probably what I’m most proud of, I think.” (29:13)
“Exercise was a huge part of me turning my life around when I started in sales. I just find that that puts your mind in a really clear space and it’s just so great for the way you feel for the rest of the day.” (43:10)
“I think the one thing I really wanted to share, whether it’s for sales leaders or anyone listening, was how much having a researcher on my team helps the whole SDR team perform at really high levels because you are just spending your time in your craft, not necessarily in LinkedIn data or company 10Ks. All of that is researched for us, which just makes us so much more effective for the company.” (57:18)
Links Mentioned:
[email protected]
ALL Enterprise Sales Episodes
ALL SDR Episodes
2022 Sales Success Summit
Drew Piper on LinkedIn
Reward Gateway
Salesforce
Vidyard Video Buffalo Wild Wings Pitch
Pavilion’s Sales School
Pavilion
How Money Works on YouTube
Coinbase
Strava
MyFitnessPal
Lumosity
Sendoso
Podcasts Mentioned:
How I Built This
Millennial Sales
30 Minutes to President’s Club