In this episode, Scott interviews Kevin Bartlett, the former top-performing enterprise AE at Horizon 3 AI who’s just stepped into an exciting new leadership role. Kevin opens up about the three core principles that have driven his stellar sales career: operating with the end in mind, becoming his own hero, and mastering the art of delayed gratification.
He shares the powerful impact of a near-death experience that shaped his approach to life and work, offering an inspiring look at how personal values and professional intentions intersect. Kevin takes us on a journey through his eclectic sales career: from hustling for what he wanted as a kid, to navigating multiple industries, and always finding creative ways to open doors that seemed closed.
This episode is packed with valuable insights on building a foundation for long-term sales success, the importance of authentic relationships, and how to thrive through setbacks and transitions. If you’re looking for real-world strategies, plenty of actionable advice, and a fresh take on what it means to win in sales and in life, you’re in the right place. Let’s dive into Kevin’s story!
Read the full transcript & show notes →
What We Covered:
[00:02:53] – Explaining MOHO (“My Own Hero”): Grit, determination, and being self-driven.
[00:04:56] – Playing the long game and the importance of delayed gratification in sales.
[00:06:21] – Managing quarter-end pressure: controlling the controllables.
[00:09:21] – Kevin’s recent move to leadership at Horizon3.ai and territory overview.
[00:13:46] – Kevin’s origin story: overcoming adversity, climbing in sales through hard work.
[00:25:48] – Unlocking authenticity: Lessons on being yourself in sales.
[00:28:39] – Kevin’s favorite sales story: Patience, controlling outcomes, and earning a career-defining win.
[00:31:02] – What Kevin’s most proud of, and his challenges: caring less about others’ opinions.
[00:38:34] – Kevin’s daily routine: Evening productivity, family focus, top-3 priorities.
[00:41:38] – Travel hacks and deep work strategies.
[00:47:08] – Information diet: Podcasts, core books, and intentional learning.
[00:52:02] – Tools & apps: Private YouTube channels, pen and paper, and keeping it simple.
[00:55:26] – Sales philosophy: Operational excellence, improv after fundamentals.
[01:07:03] – The near-death experience and its impact.
[01:10:39] – Advice for early-career sales professionals.
[01:20:15] – Documenting core values and building a personal manifesto.
[01:28:06] – Action challenge: End every meeting with a clear next step.
Quotes:
“Sometimes you have to be your own hero. Life is hard.” [00:02:53]
“Control the controllables. Focus on inputs, not just outcomes.” [00:06:21]
“There’s no cheat code. The cheat code is hard work, every single day.” [00:34:42]
“The most valuable data in a customer conversation is what you receive, not what you give.” [01:03:43]
Resources Mentioned:
Coming soon
Books:
Coming soon
Sponsors:
Sales Success Summit