Episode 21 featuring the NBA Development League’s Top Seller – Allen Schlesinger of the Austin Spurs:
“I’m an introvert… preparation helps me be confident”
Collaborating with marketing – introducing successful customers
Barry’s role and results at Cvent
Enterprise sales vs. mid-market sales
Staying organized on the road
Time management and time blocking
Acting as a consultant and selling yourself as a sales rep
Cold calling mind shift
Sales is a learned skill
Qualifying sales opportunities
Listen to yourself and get feedback
“First and foremost, the hard work — there’s nothing that you can substitute that for.”
On self reflection and analysis
From VP of Sales to #1 individual contributor: The single biggest factor is developing relationships
How Robbie makes his family the priority while still producing the best sales result in the company
Habits and Rituals: “The Power of Full Engagement” by Tony Schwartz
“I know that if I’m better in that part of my live. I’ll be better for all of my customers”
Do what’s best for the customer – you might lose some battles, but you’ll win the war
Robbie on the lost art of closing
Focus and conviction are keys to success
Positive results follow a positive attitude
The art and science of selling
Getting inside the HR buyer’s mind
Delivering a positive sales experience: It takes emotion to sell and logic to close
Successfully transitioning from SDR to AE
Motivation and being the best in the industry
How the deal was done: Getting the job at Namely
Seek out and learn from the best to improve sales results
Colin’s information diet consists of Tim Ferriss, Grant Cardone and Zig Ziglar
Reading and listening are the keys to sales career development
Namely’s CEO Matt Straz is the best sales pro Colin knows
It starts with taking ownership of your results
The secret to reaching the top
If it’s not best in class, don’t sell it!
Mentors and giving back
Sales people are the backbone of the world
Brendon Burchard’s Daily Productivity Planner
Hal Elrod and The Miracle Morning
Todd Duncan’s High Trust Selling
The One Thing
John Ruhlin and Mentors
You don’t have to sell everything to everybody
Perfection, progress and celebration
Episode 14 – How Kyle Gutzler Doubled his Sales in 1 Year and Sold Over $1 Million Dollars at PayScale:
“I kinda almost look at it as 1 degree shifts in a lot of areas. It wasn’t a massive overhaul of my whole process.” Tweet this!
“I cut loose on the calls. I cut loose on the conversations I was having with people, and I got out of my comfort zone.” Tweet this!
“For me, it’s really being intentional on blocking those [MVP] hours out.” Tweet this!
“Part of keeping perspective is also having a sense of humor.” Tweet this!
“The more I learned, the more passionate I got.” Tweet this!
“[Listening] is more related to simply being considerate of others.” Tweet this!
“Motivation comes from within. It’s not something you can foist on to somebody.” Tweet this!
“When people find out that you don’t waste their time, they’re more likely to give you some of their time.” Tweet this!
“My information diet is really consistently evolving.” Tweet this
“My end goal is to understand how I can bring value to the company, and who the right people are to talk to.” Tweet this
“Sales is really an up and down process.” Tweet this
“Essentially, it’s what you bring to the table, is what you’re going to get out of it.” Tweet this
“Discovery, in my book, is all about listening, not pitching.” Tweet this
“Staying in the same industry has really benefited me.” Tweet this
“Once you find your people and you start getting success, I think it’s a great idea to stay in the same industry.” Tweet this
“The thing that motivates me is freedom. And money buys you freedom.” Tweet this
“You’re not a great sales rep if you’ve never been fired.” Tweet this
“You don’t want things to happen to you, you want to drive your destiny.” Tweet this