Episode 62: Scott Ingram - Inspiration Squared

In this very special episode of the Sales Success Podcast, host Scott Ingram swaps roles to become the interviewee. This long-awaited moment gives the audience an inside look at Scott’s background in sales and strategy. As Scott puts it, his roleis where technology meets sales. Scott discusses his role as an account director at Relationship One, a professional services firm that works predominantly in the Oracle Marketing Cloud ecosystem. He quantifies his incredible sales results over the past three years and details how he became the top sales performer at his company.

As a podcast host, events manager and sales professional, Scott has worn many hats and accomplished a great deal over the course of his career. However, the accomplishment Scott is most proud of is the meaningful impact he has had on his multitude of clients. This is directly in line with Scott’s customer-centric sales philosophy. Scott talks about his sales background, from starting his own IT consulting company, Grey Matter Technologies, to working as a sales representative with ADP. Scott also identifies the three things he attributes to his success. These include collaborating and networking, having a consistent daily process and maintaining a strategic mindset while playing the long game.

Scott takes the audience through a typical day in the life, from his early morning workouts on his Peloton, to sorting through his calendar and planning the day ahead. Scott reviews his sales pipelines and accounts daily in order to build out a priorities list that he strictly follows. This ability to focus on what matters is the most is what has made Scott so successful.

Finally, Scott talks about his motivations and his desire to inspire and be inspired. He wishes to be an example to others in order to show what is possible. Scott concludes with an actionable challenge to the Sales Success Stories Podcast audience. He urges them to define the one thing about themselves or their process that truly works and to draw inspiration from all places.

What We Covered:

00:24 – Scott Ingram announces a very special episode of the podcast where he will serve as today’s guest
00:48 – Scott introduces today’s host, Jeff Bajorek
01:52 – The three things Scott attributes to his success
02:25 – Number 1: Collaboration and Networking
03:42 – Number 2: Having a Consistent Daily Process
04:18 – Number 3: Being Strategically Minded and Playing the Long Game
05:53 – How Scott balances the long game with maintaining daily deals
09:02 – Scott talks about Relationship One, the company he works for
11:11 – Scott breaks down what a product sale looks like
13:40 – Where technology meets sales
17:35 – Scott quantifies his sales results over the last three years
19:43 – Why Scott is terrible at celebrating his sales success
22:15 – Scott’s goal to create a collaborative ‘President’s Club’ for smaller organizations
25:13 – How Scott got his start in sales
29:08 – What Scott would do differently in his career if given the chance
32:38 – The accomplishments Scott is most proud of
34:18 – Scott’s breakthrough moment
38:31 – Scott describes a typical day in the life
47:10 – Something Scott would like to integrate into his routine
50:11 – How long it took Scott to build out his daily routine
52:39 – The industry trades, news, podcasts and books that Scott consumes
1:01:48 – Tools and apps that Scott uses on a daily basis
1:06:41 – Scott’s sales style
1:12:00 – An average sales professional’s belief that Scott believes is crazy
1:12:56 – One of Scott’s beliefs that the average sales professional would think is crazy
1:16:28 – Advice Scott would give to an upstart sales professional
1:23:14 – Advice Scott would give to a struggling, middle-of-the-pack sales professional
1:26:01 – Scott’s ‘Why’
1:28:13 – Scott’s plans for 2019
1:32:05 – An actionable challenge to the Sales Success Stories Podcast audience

Tweetables:

“You can’t get to that long-term vision if you’re not making almost daily, incremental process against it.” (06:33)

“I’ve always been in the technology space and in sales.” (13:40)

“I’m essentially a project manager. If you look at a lot of the things that I do, like when you do a podcast like this, it’s a project. When you’re working on a book or an event it’s a project. When you’re working on a deal with your client, it’s a project.” (1:09:29)

“You can have a really short memory if you always tell the truth.” (1:15:06)

“It’s a decision. You have to decide ‘I’m going to be great.’ And, if you’re far enough into your career, you probably already have a really good sense of what that’s gonna take and what that is.” (1:23:59)

Links Mentioned:

Sales Success Summit
Daily Sales Tips Podcast
Sales Success Stories Book
Relationship One
Jeff’s Linkedin
Jeff’s Website

What We Covered:

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