Creating Value through Seeking to Serve
Prioritize your clients’ needs to make yourself an indispensable resource to them.
DeJuan Brown is one of the top account executives at Bloomberg BNA, with over 15 years of experience in the industry. In his last two years at BNA, he has achieved results of over 212% and 218% of quota, and has never missed an annual sales quota in his entire career. DeJuan shares some of his differentiating tactics that have allowed him to enjoy continued success over the years, and challenges you to ask yourself how you are creating value for your clients.
“Every process that I engage in, I’m always asking the question, ‘Is this currently the best way?’” Tweet this
“What does the service look like holistically? I have to make sure that at every step, I am always seeking to serve.” Tweet this
“What I won’t allow is for emails or voicemails that have been left for me to dictate how I start my day.” Tweet this
“What we deal with is, ‘I won’t give anyone an inch because they may take a mile.’ Many people don’t take miles.” Tweet this
“My priority and goal is you, and your business, and the improvement of it.” Tweet this
[:26] Scott introduces today’s guest — DeJuan Brown
[1:16] What are the top three things that have separated DeJuan from the rest, and allowed him to get to the top? 1) Wide-to-narrow thinking, 2) Never-ending quest for a better way, 3) Belief.
[3:35] DeJuan gets information from clients in creative and non-linear ways to differentiate himself and engage his clients at a mental level.
[5:50] How does DeJuan decide if a meeting is a success?
[6:40] How does DeJuan approach his never-ending quest for a better way? How does he find areas to work on and improve?
[8:12] What does DeJuan believe? What’s his why?
[9:53] DeJuan discusses quantifying the work that he does for his clients in terms of value.
[12:05] Scott gives a shout out to Nudge!
[12:35] DeJuan talks about his role at Bloomberg BNA, and how he got to the top 1%.
[15:15] How did DeJuan get into sales?
[16:32] What was DeJuan’s track record at his first actual sales job in Intuit?
[17:43] Is there anything DeJuan would have done differently?
[18:36] DeJuan shares anecdotes about his proudest achievements, and overcoming his biggest challenges.
[22:08] What works best for DeJuan, when it comes to creating new opportunities?
[24:00] Strong relationships are crucial to feeding DeJuan’s pipeline, and are built over time. How did he manage that in the beginning, without these relationships?
[25:08] How does DeJuan use LinkedIn Sales Navigator?
[26:25] What’s DeJuan’s approach to managing a large geographic territory? Anchor meetings have been extremely helpful to him!
[27:29] InMails has been a lifesaver to DeJuan when he hasn’t been able to connect with leads over the phone.
[27:59] DeJuan shares his daily morning routines.
[29:45] How does DeJuan’s work day go? How does he plan his days?
[31:30] DeJuan checks LinkedIn daily to find out more about what his contacts care about, to craft content that matters to them.
[33:35] What is DeJuan’s information diet like? What are his sources of information?
[37:49] How does DeJuan keep from being consumed by the massive amount of information available?
[39:48] What other podcasts does DeJuan listen to? Shout out to Donald Kelly on the Sales Evangelist!
[41:39] DeJuan shares the most impactful book he has read in the past year: Start with Why, by Simon Sinek.
[42:10] Is there a particular sales philosophy that DeJuan subscribes to?
[44:34] How does DeJuan bridge the gap between the way that he serves his clients and getting clients to sign contracts?
[46:24] Is there something that DeJuan believes that the average salesperson would think is crazy?
[49:50] If you’re smarter about the sales activity, provide quality solutions, and have passion, it’s going to convert better than just going through the motions.
[52:45] What do other sales reps believe that is keeping them from getting to the top?
[56:26] What motivates DeJuan?
[58:40] What approach did DeJuan take to get off on the right foot at Bloomberg BNA? What is his advice for others undergoing change, to get results quickly?
[1:03:15] DeJuan has some burning questions he would like to ask other top sellers.
[1:06:56] How does DeJuan manage his drive and eagerness to conquer something new?
[1:08:36] How significant is DeJuan’s direct manager’s role in his success?
[1:11:38] What’s next for DeJuan in the next 5 to 10 years?
[1:13:30] DeJuan reminds us that nothing that we do starts and ends with us, so it is important to have an outward-thinking, outward-focused perspective.
[1:15:39] Who is the most successful salesperson DeJuan knows?
[1:17:40] DeJuan challenges you to think about what it is that you have to offer, and question yourself about how it matters in creating value for others.
Mentioned in This Episode:
DeJuan Brown on LinkedIn
LinkedIn Sales Navigator
Start With Why, by Simon Sinek
The Tim Ferriss Show
Planet Money Podcast
The Sales Evangelist