Tony Rhine — Getting People to Know, Like, and Trust You
The foundation for successful sales partnerships.
Antony Rhine is the top Senior Strategic Account Executive at Octiv, where he is their top performer. Octiv creates digital document solutions, and Tony occupies a hybrid role between traditional account management and sales. Tony is an outstanding performer, achieving 185% of quotas consistently. Tony shares his insights about what it takes to be at the top of his game, and how he manages to juggle the various demands of his job. Tune in to find out his tips and strategies for managing client relationships, and achieving sales success!
[:25] Scott introduces his guest for this episode — Tony Ryan.
[1:19] What are the top three things that have allowed Tony to get to the top in his role at Octiv?
[2:26] What’s an example of decisive action that Tony might take when he doesn’t have enough information?
[3:38] What does it mean for Tony to have all the options on the table?
[6:08] How does Tony approach getting people to know, like, and trust him?
[8:05] What is Tony’s role in Octiv?
[9:25] Scott gives a shout out to Vidyard GoVideo, the exclusive sponsor of this episode.
[9:57] What does it take to be #1 at Octiv?
[10:38] Tony shares his personal experience of a deal that he found impactful that we can learn from.
[12:25] What is Tony’s approach to keeping his team on the same page and moving forward?
[14:40] How did Tony get into sales? What were his first sales role and experience like?
[18:12] What is Tony most proud of from an accomplishment perspective?
[20:03] What is something Tony would have done differently in his career path?
[22:20] What does Tony think about mentorship in general?
[24:17] What are the biggest challenges Tony has faced?
[26:28] How does Tony manage the emotions that come with his position?
[31:30] Tony is a morning person. What does his morning routine look like?
[33:30] Tony doesn’t believe in multi-tasking. He explains how that plays into his routines.
[34:55] Get access to exclusive content by joining the Sales Success Community — text TOP1 to 444999, or get on the mailing list via the website.
[35:46] Tony has his tasks planned out two months in advance. He explains his process.
[37:51] How does Tony deal with travel and manage his productivity while traveling?
[43:33] Tony talks about his why and discipline curriculum. How does he structure that and what does he hope to get out of it?
[47:25] What are some tools and apps that Tony uses?
[50:04] Tony spends a lot of time on the phone. What prompts those calls?
[51:15] What is Tony’s sales philosophy?
[53:36] Tony and Scott discuss the applicability of the AGILE framework to sales.
[54:50] Tony does not believe in high-pressure sales tactics — it goes back to waiting his customers to like him, rather than pushing them to make a decision.
[57:30] What motivates Tony?
[58:53] What is something that the average sales professional believes that Tony thinks is crazy?
[1:04:32] What is something about the way Tony operates the other sales professionals would think is crazy?
[1:07:24] What are some of the most important decisions or lessons in Tony’s career that have helped him get to his current position?
[1:09:18] Tony shares his advice for someone just starting out on their sales career, and for someone looking to get to the next level in their sales career.
[1:12:41] How does Tony define success?
[1:14:39] What would Tony like to know from other top sales professionals?
[1:16:51] Tony shares his most gruesome sales story.
[1:18:38] Tony challenges you to proactively make a decision and be honest with yourself and your prospects.
[1:20:28] Tony will be at the Sales Success Summit, happening on May 7th and 8th, 2018 in Austin, Texas. Be sure to register for it!
Mentioned in This Episode:
Sales Success Summit (Code: SSS)
Tony Rhine on LinkedIn
Find Your Why, by Simon Sinek
The Way of the SEAL, by Mark Divine
Extreme Ownership: How U.S. Navy SEALs Lead and Win, by Jocko Willink
Moleskine Smart Writing Set
BeatX Wireless Headphones
Scaled Agile Framework