Rob Morris is the top Large Enterprise Service Account Executive at Dell out of Nashville. Rob is a strategist at heart seeking to solve the new and evolving problems seen in the business world and beyond. His years as an intense competitor in soccer have given him an edge as a teammate, learner, and leader. He has a passion for working with people to achieve their goals along with mine.
Today, Rob joins the show to share his sales origin story and how he’s impacting the culture on his team through leadership and action. Rob shares the top three things he attributes to his success: having an insatiable hunger for learning, reflecting on blindspots and weaknesses, and pushing himself to pursue challenges. Rob takes the audience through a typical day in the life, where he discusses his affinity for neuro-hacking, getting sunlight early in the morning, setting his devotions, and taking cold showers.
Rob and Scott talk about using Artificial Intelligence (AI) to deepen and accelerate learning, the importance of face-to-face interactions over virtual ones, and the power of networking. They talk in depth about Rob’s approach to problem solving, the 80/20 Rule, and how to make a lasting impact on others. Finally, Rob provides his own actionable challenge to the audience to improve themselves and their results. He challenges listeners to go out and ask for what you want. No one is going to know and no one is going to give it to you, especially if they don’t know. Try to identify where you want to be professionally, and then go out and find the people who can help get you there. You never know what doors are going to open or where you could be if you don’t go out and ask.
What We Covered:
00:01 – Scott thanks today’s sponsor, The 2024 Sales Success Summit
00:45 – Scott welcomes to the show Rob Morris
01:08 – The top three things that Rob attributes to his success
01:32 – Number One: Having an insatiable hunger for learning
02:16 – Number Two: Reflecting on your blind spots and weaknesses
02:38 – Number Three: Pursue challenges and push yourself
03:33 – How Rob is setting himself up to receive quality feedback
08:50 – Rob expounds on his role at Dell and quantifies his sales results
11:07 – Key success factors that have allowed Rob to achieve such incredible results
13:56 – Rob’s sales origin story
15:37 – What Rob would do differently if given the chance
16:21 – Rob’s favorite Sales success story to date
21:00 – Rob’s proudest accomplishment
26:13 – Habits and routines that are critical to Rob’s success
28:12 – Using AI to deepen and accelerate learning
31:15 – Rob takes the audience through a typical day in the life
35:03 – Networking and mentorship
38:14 – The 80/20 Rule
42:38 – Inspiring others and impacting the culture
45:14 – Rob’s information diet & tech stack
48:28 – Rob’s sales philosophy and some of his best partners
54:39 – Rob’s sales style and approach
58:35 – What drives and motivates Rob
1:00:44 – One of Rob’s beliefs that the average sales professional would think is crazy
1:05:23 – An average sales professional’s belief that Rob thinks is crazy
1:11:01 – Advice Rob would give to an upstart sales professional
1:13:17 – Rob reflects on the point in his career where he struggled the most
1:15:37 – Advice Rob would give to struggling sales professionals looking to reach that next level
1:17:18 – One thing Rob would want to know about top sellers in other organizations
1:21:03 – Rob’s approach to problem solving
1:23:28 – Rob issues an actionable challenge to the audience
Tweetables:
“The Dell animal is massive. We’ve got tons and tons of specialty resources and technical folks. So, learning how to line up a successful strategy with different experts is where you make or break your success.” (11:36)
“It’s the old saying, ‘People don’t buy from organizations; they buy from people.’ And so, it’s that personal relationship, it’s the face-to-face, it’s showing up. And when you do show up, don’t just push product. Sit there and listen. Talk to them. Get to know their role and be interested. Be genuinely interested.” (20:01)
“I’m proud of taking swings at things that are really challenging and not caring if I fail.” (22:09)
“The way I see AI is it’s like the ultimate library. You can tailor fit subjects or something you want to learn more about and just spend as much time as you want consuming information how you want to consume it and where you want to consume it. It’s a really cool tool.” (28:50)
“I learned this through sports. Everyone wants to be a part of the team that is winning and has fun doing it. So, that’s the culture I try to create.” (42:49)
“It doesn’t matter how you get the win. It just matters that you get the win.” (1:15:04)
“You never know what doors are going to open or where you could be if you don’t go out and ask.” (1:24:21)
Links Mentioned:
[email protected]
ALL Enterprise Sales Episodes
ALL SDR Episodes
#BeyondQuota Productivity Presentation
Rob Morris on LinkedIn
Dell
Robert Greene’s Books
Marcus Aurelius
The Peter Attia Drive on LinkedIn
David Goggins
YouTube
Books Mentioned:
The Challenger Sale
Selling to the C Suite