Zach Goggins is the top performing Enterprise Account Executive at Encapture, the intelligent document processing platform that helps companies be more efficient and customer centric. Zach has a diverse work experience spanning multiple industries and roles. Throughout his career, Zach has achieved remarkable success, exceeded growth quotas, and has been selected for multiple leadership programs.
Today, Zach joins the show to talk about the roller coaster ride that is Sales, including the ups, downs, unexpected twists and turns. Zach takes the audience through a typical day in the life. He details his morning workout routine, his prospecting process, and the various day-to-day activities he engages in, including meetings and discovery calls. Zach shares the top three things he attributes to his success: the guidance he seeks out from his leadership & peers, discipline, and connecting one on one with the stakeholders involved in each of his deals. He expounds on one of his favorite sales stories, reflects on some of the more difficult challenges of his role, and shares his unique flavor that he brings to Sales.
Zach and Scott discuss self-enablement, maintaining Sales relationships, and the power of ‘micro moments.’ They dive deep into Zach’s love of comedy, his recent foray into performing stand-up, and how he’s incorporated comedy into his sales process. Finally, Zach provides his own actionable challenge to the audience to improve themselves and their results. He challenges listeners to put yourself in the shoes of your prospect. How would you want to be sold to? What type of service would you like? What type of interaction would you like to have with your sales rep if you were in their shoes. And then take action! Set up calls, demos, follow up with prospects. Doing the work leads to a much more productive meeting and helps build a potentially really strong relationship that will last throughout the sales cycle.
What We Covered:
00:01 – Scott thanks today’s sponsor, The 2024 Sales Success Summit
00:39 – Scott welcomes to the show Zach Goggins
00:56 – The top three things that Andrew attributes to his success
01:04 – Number One: Guidance from his leadership & peers
02:11 – Number Two: Discipline
03:38 – Number Three: Connecting one-on-one with the stakeholders involved in each of his deals
05:22 – Customer experience
07:58 – Zach expounds on his role at Encpature and quantifies his sales results
22:24 – What Zach would do differently if given the chance
25:37 – Zach reflects on his time at Gartner
28:36 – Zach’s favorite sales story
33:00 – Zach’s proudest accomplishment
47:32 – The most difficult part of Zach’s role
50:03 – Zach’s approach to prospecting
55:58 – Zach takes the audience through a typical day in the life
1:00:54 – Comedy, adding value and the genesis of ‘Gartner Time with Goggins’
1:08:38 – Zach’s tech stack and information diet
1:12:39 – Zach’s sales philosophy
1:13:37 – What drives and motivates Zach
1:16:19 – One of Zach’s beliefs that the average sales professional would think is crazy
1:20:40 – An average sales professional’s belief that Zach thinks is crazy
1:24:08 – One of the most impactful lessons from Zach’s career
1:34:14 – One thing Zach would want to know about top sellers in other organizations
1:35:24 – What’s next for Zach
1:42:02 – Zach issues an actionable challenge to the audience
Tweetables:
“Building a great relationship with them through doing the right things, doing the little things, serves as a good example of how taking extra time to make sure each person involved feels that their needs are met leads to a better outcome for everybody.” (32:38)
“I’ve learned about delayed gratification in Sales. Just because you put in all this time this year doesn’t mean that the results are gonna pay off at the end of the year and you’re gonna be where you want to be, or even the following year.” (34:22)
“I still will go through my contacts list every Christmas morning and I’ll go through and text everyone – whether it’s an old client, current client, old co-worker – and text them, ‘Hey, Merry Christmas. Hope you’re doing well.’” (1:05:51)
“For me, my motivation is all about family. Family has been very important to me my entire life.” (1:13:42)
“If you spend the time upfront to research the people you’re reaching out to – which doesn’t take a tremendous amount of time – and you tailor your message and show some relevance and personalization, I think you have a higher likelihood of getting a response from that initial touch.” (1:22:35)
“The grass is pretty green right where I’m at, and I’m very thankful and fortunate for that. I’ve got the feeling from all of my managers that they truly care about my success at the company as well as my success personally. And they’re going above and beyond to ensure that I’m achieving that both ways.” (1:29:59)
Links Mentioned:
[email protected]
ALL Enterprise Sales Episodes
ALL SDR Episodes
#BeyondQuota Productivity Presentation
Zach Goggins on LinkedIn
Encapture
Zach’s Christmas Message
John Barrows’ Sales Training
Morgan Ingram on LinkedIn
Josh Braun on LinkedIn
ScratchPad
Outreach
ZoomInfo