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 things he did to double his sales, and achieve amazing results.
“I kinda almost look at it as 1 degree shifts in a lot of areas. It wasn’t a massive overhaul of my whole process.” Tweet this!
“The way I was able to become more confident as a salesperson is … just repetition.” Tweet this!
“I cut loose on the calls. I cut loose on the conversations I was having with people, and I got out of my comfort zone.” Tweet this!
“Remember that actually, most people want to be told what to do, believe it or not.” Tweet this!
“For me, it’s really being intentional on blocking those [MVP] hours out.” Tweet this!
“The first thing you need to do when taking massive action is reach out to people that are where you want to be.” Tweet this!
[:25] Scott introduces his guest for this episode — Kyle Gutzler.
[:41] Kyle wrote a great post on LinkedIn called, “How I Doubled My Sales in One Year,’ a post that went viral. Check it out at top1.fm/2x and don’t forget to leave a comment!
[1:38] What are the 7 adjustments that Kyle made, to double his sales?
[2:15] What triggered this significant transformation in Kyle’s life?
[3:06] Kyle didn’t start everything over, it wasn’t really a massive change. Kyle shares more.
[3:58] Kyle says he sold himself. What does he mean?
[6:30] How does Kyle develop that “swagger”? What does he use as a motivation to get started on that path?
[8:22] Was Kyle ever worried that he was wasting an opportunity or taking too big of a risk?
[9:23] Kyle ignores the perception of what’s possible. Quotas shouldn’t be viewed as “destinations.”
[10:51] If you’re part of the Sales Success Community, you can get exclusive access to some snippets Kyle has shared! Text TOP1 to 444999 to get access right now!
[11:58] Kyle sets huge goals for himself. How has that contributed to his sales success?
[14:18] Kyle has worked with some really strong sales managers. What impact have they had on him and his success?
[15:40] At the start of 2016, Kyle set goals for himself in various categories. How did he perform in achieving those other goals?
[16:58] Kyle also went through a dry period in his sales. How did he ensure that that didn’t affect his plan to achieve his goal and maintain the momentum?
[18:59] Scott gives a shout out to Nudge!
[19:30] How did Kyle take absolute control of his sales process?
[23:55] What does the rest of Kyle’s sales process look like?
[25:18] Scott recalls similar techniques used by other top salespeople.
[27:35] What are Kyle’s MVPs?
[29:32] Did Kyle have to reset some expectations with his leadership, in order to protect his MVP times of day?
[32:10] How much time does Kyle commit to prospecting each day?
[33:21] When and how does Kyle begin his day?
[36:32] What does the rest of Kyle’s day look like?
[37:36] What is Kyle’s information diet?
[38:46] What was the biggest shift Kyle made to his MVPs?
[41:08] Kyle took massive action to achieve his results.
[44:53] How does Kyle measure the action he’s taking in relation to his results?
[47:24] Kyle recommends surrounding yourself with the best people. How does he seek out and find who he wants to surround himself with, and put that into action?
[49:20] The reality is that it’s challenging to surround yourself with people who are at the top of their game. Being clear about expectations helps!
[51:42] Kyle’s last point in his article is to always move forward. Kyle elaborates.
[52:55] How did Kyle get into sales?
[54:52] What would Kyle do differently along his path that could have brought him to his current level of success faster?
[56:45] What sales philosophy does Kyle subscribe to?
[57:23] Kyle talks about his go-to apps and tools.
[59:54] Kyle puts his results last year in perspective.
[1:01:53] Who is the most successful salesperson Kyle knows personally?
[1:03:06] What does Kyle want to know about top sellers from other organizations?
[1:05:38] Kyle challenges you to locate the people who are top performers and where you want to be and pick their brain to find out what they’re doing differently. In the next week, find that person, reach out to them and try to set something up with them.
[1:09:47] Get in touch with Kyle — send him a message on LinkedIn to connect with him today.
Mentioned in This Episode:
Kyle Gutzler on LinkedIn
How I Doubled My Sales in One Year, by Kyle Gutzler
Sales Sucess Stories #03: Justin Bridgemohan of Influitive
Getting Prospects to ‘Opt In’ to your Sales Process – Sale Success Stories YouTube Channel
Fanatical Prospecting, by Jeb Blount