Sales Success Stories

I'm not sure I've ever done this before, but I thought this idea was important enough to cross-post here on the Sales Success Stories podcast. This is today's tip over on my Daily Sales tips podcast, but it applies just as much, if not more to those of you who listened to this show. So here it is. Give a listen.

Today on the Sales Success Stories podcast. I wanted to share my own presentation from last year's Sales Success Summit. This talk is titled the 4P Productivity Process for Producing Profit because the most common question I'm probably asked is simply how do you do all of this? How are you managing to work a full-time sales job, host multiple podcasts, publish books, host a summit, manage a family, and perform pretty well at all of those things and still find time to sleep. In this 45 minute presentation, I'm going to explain it all and there are quite a few visual elements to this, so if you'd like to see the video recording, just subscribed to the listener list at Top1.fm. When you do that, the first email you'll receive will offer you the video of your choice from the last Sales Success Summit. Just reply to that and ask for my own productivity video. Here it is:

Dalai Cote was the number one Senior Account Executive prior to his recent departure from Loopio, Canada’s thirteenth fastest growing technology company. Since then, Dalai has been reflecting on his career and planning his next move, one he hopes leads to a larger organization with exceptional leadership. Dalai places a tremendous amount of value on finding the right leader for not only professional but personal development as well. He is an experienced sales professional with a consistent track record of exceeding the targets he sets. Prior to his time at Loopio, Dalai spent over five years selling and building go-to-market strategy in early-mid stage high growth SaaS companies.

Andrea Rush is the top sales consultant at Paychex, where she has been among the top one percent of performers over the past eight years and was the top outright sellers in their organization this past fiscal year. A true force ever since she first arrived at Paychex, Andrea was even named ‘Rookie of the Year’ following her first year’s performance. Paychex is an organization that supports businesses and HR professionals by providing integrated human capital management solutions for payroll, benefits, insurance and other human resources services. Andrea is a tenacious, persistent and talented sales representative who prides herself on her consistency and follow-through.

One of those presentations that I’m going to share with you today comes from Jack Wilson and is called Moving Your Margins - The Impact of Minimum Viable Habits. This was the most highly rated presentation by those in attendance at last year’s Summit. Though that might be because he started taking his clothes off at the end, which is what’s going on at the end when the music is playing. This is just the audio though. To get the full effect you’re going to need to watch the actual video. Again, to get access just join the listener list at top1.fm and reply to the welcome email and I’ll set you up. Just be patient with me though, because it’s a manual process for me to create and send the access codes to you. With that, here’s Jack Wilson on Moving Your Margins - The Impact of Minimum Viable Habits

Sarah Brazier is a senior sales development representative (SDR) at Gong, an organization that enables revenue teams to realize their fullest potential by unveiling customer reality. Gong’s patented Revenue Intelligence Platform captures and understands every customer interaction then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions. Sarah is an incredibly versatile salesperson and, as such, she wears many hats. She’s an educator, actor, and people mover who thrives in a fast-paced, competitive environment. She’s also a nationally awarded speaker with experience in sales, social media marketing, event hosting, and education.

Today on the Sales Success Stories Podcast I’ve got a little bit of a sneak preview for you. Over the last few weeks, I’ve been working on gathering tips focused on LinkedIn from those in the sales ecosystem who are doing it the best and driving the highest levels of engagement. The final result here is going to be a free webinar, a free PDF and an eBook on Amazon that will have even a little bit more. That will all be released on April 2nd, and you can find the details and register for the webinar at top1.fm/LinkedInSalesStars or top1.fm/LISS The main PDF is going to feature 108 tips from 36 of these LinkedIn Sales Stars. Here are just 6 of those tips. First from Jake Dunlap, CEO of Skaled and then from Dale Dupree, the Leader of the Sales Rebellion.  

Michele Trankovich is a Senior Sales Director and Team Lead at PatientPop, where she is the top revenue producer of all field sales reps and an incredibly consistent contributor. PatientPop is the only all-in-one practice growth solution. Their goal is to help healthcare providers to attract more patients, manage online reputation, modernize the patient experience, and automate their front offices. Michele is a high-performance marketing, sales and business development leader with expertise in marketing company products and services with a strong focus on implementing social media, internet strategy, and reputation management. She has a proven track record of business development, strategic partnerships, and building high-functioning teams. Michele prides herself on being a proactive sales leader who delivers measurable growth and proven results.

Today’s bonus episode while you wait for my next interview comes from the first Sales Success Summit in 2018. This is Jacquelyn Nicholson’s presentation: Stand On The Shoulders Of Giants - Coaches, Mentors And You, but as you’re about to hear it’s much much bigger than what the title suggests. Here’s my friend and mentor, Jacquelyn Nicholson:  

Amy Quick is the top business development executive at IntelliMagic out of North Texas, an organization that provides software solutions to Fortune 500 companies by unlocking the full potential of infrastructure performance data through automatically applying embedded expert knowledge. In her role, Amy strives to help companies avoid incidents that currently disrupt service levels, accelerate solutions, and safely reduce cost by optimizing resources based on embedded intelligence. Through a combination of tenacity and relationship-building, Amy has been able to exceed her sales goals and ascend to the top of her industry.  

The Sales Success Stories Book was published on October 16, 2018. Learn more: http://top1.fm/book This bonus episode includes a sample story from Nicole Miceli titled "I’m a Hustler, Baby" To read the story: https://top1.fm/nicole-book-sample

David Weiss is a top-performing sales executive, leader, and strategist at ADP, one of the world’s largest and most experienced HR providers. David is an expert in sales strategy, sales operations, training, and the ways companies brand themselves to attract a target audience. As a sales manager, David was the #1 seller in his division as part of the Global Enterprise Sales team at ADP. Since he was last on the podcast, David has transitioned into a sales leadership role that suits his natural talent as a teacher and problem solver. As a leader, David uses a consistent approach which has made his teams among the most successful in the business.

Today on the Sales Success Stories podcast we’re going to do something a little bit different. I feel like I’ve been abusing you a bit with the last couple of interview episodes that have both been about an hour and 45 minutes long. So we’ll go a little bit shorter today, and the next interview episode should be under an hour assuming I get the PR approval in time.  

Matt Du Pont is the top enterprise account executive at LaunchDarkly out of San Francisco, a feature management platform that serves over 100 billion feature flags daily to help software teams build better software. Feature flagging is an industry best practice of wrapping a new or risky section of code or infrastructure change with a flag. Their vision is to eliminate the risk for developers and operations teams from the software development cycle. In his role as an account executive, Matt works to onboard clients and convince them to make the switch to LaunchDarkly’s feature flagging products. Through a combination of unrivaled discipline and time management, Matt has become not only one of the top sellers in his company but in his industry.

Today on the Sales Success Stories podcast I’ve got another presentation from the 2018 Sales Success Summit for you. Hopefully, this starts to give you a further taste of just how powerful the Summit experience is. This is Mike Dudgeon who today is the Director of Key Accounts at LinkedIn talking about Treating Your Sales Career Like a Franchise Owner:

Brandon Fluharty is the number one top seller at LivePerson out of Sarasota, Florida, an organization that aims to make life easier by transforming how people communicate with brands. In his role as Vice President of Strategic Account Solutions, Brandon focuses on acquiring top tier, strategic enterprise accounts. Through a combination of sales expertise and a methodical approach, Brandon has been able to sustain incredible success and professional growth.  

Today on the Sales Success Stories podcast I’ve got another presentation from the 2018 Sales Success Summit for you, and I just finished listening to this again myself. It’s as good now as it was then, maybe even better and I hope you agree. This is Kyle Gutzler talking about how to double your sales, your income, and your sales career:

Kyle Kruse is the top seller at Global Interconnect out of Boston, an organization focused on helping manufacturers improve and scale their business through their manufacturing engineering capabilities. In this capacity, Kyle leads Global Interconnect’s new customer development efforts. Kyle is a self-described hustler and a born salesperson. He recalls his sales origin story, one that includes his passion for sales at a young age. Kyle was always eager to prove himself, whether through school sanctioned fundraisers or running a beverage cart during summers in Cape Cod. Sales has truly been in Kyle’s blood from day one.

Now, this particular presentation with Trey Simonton and David Weiss was completely unplanned. It came on the second day of the first Sales Success Summit and I asked them both to go a little bit deeper into some of the core themes and topics that had exposed themselves after the presentations on the first day and fortunately I had left a little bit of space in the agenda to do something like this. So what you’re about to hear was very raw, unprepared and pretty amazing. There’s also a fair amount of Q&A. Here they are, Trey Simonton and David Weiss and I should mention. The Deal Horizon Spreadsheet that Trey talks about is available for you to download if you’ll just fill out the form at top1.fm/dealhorizon or top1.fm/tplan as in territory plan.   

Chris McKenzie is currently the number one Enterprise Business Development Representative (BDR) at Zoom Video Communications, based in Denver, Colorado. Zoom is an information and technology services company that helps businesses and organizations bring their teams together via their reliable cloud platform for video, phone, content sharing, and chats. In this capacity, Chris is responsible for sales outreach, pipeline development, research, and strategy formulation, among other tasks. Chris is an experienced BDR with a demonstrated history of success optimizing enterprise workflow and connecting Fortune 500 enterprises with cloud applications that fit their business needs.