Carly Mantione is the #1 Senior Account Executive at Loopio. Carly intentionally got into sales after watching her dad support her family on an entirely commission-based sales role. Both of her siblings and many of her relatives are also in sales.
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After university she went into a more transactional sales role at company called Rogers, selling to small businesses. She was successful there and fell in love with selling but realized she wanted to be more in a solution sales role with enterprise companies. Then she went to an SDR role at Influitive before coming to Loopio as a Senior SDR and helped build out the outbound process. Then she became an AE, then a Senior AE and that led her to where she is today.
With the intention of achieving 150% of her annual quota in 2017, Carly ended up exceeding her quota every quarter. In Q4, she beat her quarterly number by over 200 percent and hit 170 percent quota attainment for the year.
In This Episode
- Discovery fatigue
- How Carly got to the top
- It’s the people that will make you successful
- Determining whether the person you are interviewing with is a good fit for you
- Managing your own sales career
- Closing deals
- Struggles Carly faces in her role
- Carly’s daily habits
- Organization and time management
- Carly’s personal development diet
- Nobody likes buying things
- Best discovery comes at the end of the call
- Importance of rapport
- What motivates Carly
- Healthy skepticism
- Being a student of sales
- Lessons Carly has had to learn
- Advice from Carly
Top 3 Key Contributors to Carly’s Success
- Getting to value quickly. Rather than doing in depth discovery at the beginning of the call, Carly will ask a few key questions up front. She wants to get right into value in the first few minutes.
- Not being afraid to say no or push back on prospects. Carly has been able to push people to think differently.
- Being strategic with time and prioritizing deals that are winnable and walking away from deals that aren’t a good fit.
Carly’s Sales Results
When she started, she set pretty lofty goals. She wanted to hit 150 percent of her annual quota in 2017. She ended exceeding her quota every quarter. In quarter four, she exceeded her quarterly quota by over 200 percent and hit 170 percent quota attainment for the year.
Organizational Practices Essential to Carly’s Success
- Proactively time blocking
- No demos on Friday afternoons
- Personal development in the morning
- No more than three demos in a day
- Creating space for following up
Carly’s Sales Philosophy
Carly doesn’t subscribe to one methodology. She subscribes to challenger for conversations. She also leverages a lot of the principals of medic.
What Motivates Carly
Carly is a competitive person who is motivated by money. She wants to win and she wants to close the biggest deals. Even more than that she is motivated to help her clients. She believes in the product she is selling and how she can solve problems for her clients.
Carly’s Challenge
Get to value quickly. Figure out the specific questions you need to ask but then earn the right to ask the additional questions after you have provided value.
Resources Mentioned
Carly Mantione on LinkedIn
The Sobering Truth: Why You Can’t Sell to C-Suite Executives by Chris Orlob of Gong.io (Discovery Fatigue)
David Wise on MEDDPICC
Rob Jeppson – Sales Leadership Podcast
Top1.fm/book