Sales Success Stories

48: Tom Sienkowski of Reeher - Breaking Through with Status Quo Prospects Full show notes complete with shareable clips and links to items mentioned in the show available at: https://top1.fm/48 Tom Sienkowski is currently the top sales executive at Reeher, and has been for the last 6 years. He sells to higher education institutions which means he's selling to a group of folks with no real compelling reason to change what they are doing and is selling them something they don't realize they need. He's selling organizational change and software is the vehicle to deliver that change. There are correlations for anyone selling into a tough atmosphere with a complex product to folks who love the status quo. Check out our sponsor StoryDimensions. The SaaS solution top-performing sales professionals use to share real customer stories with B2B buyers to establish credibility, build trust and close more deals.

The Sales Success Stories Book is being written and will be published in October. Learn more: http://top1.fm/book This bonus episode includes a sample story from Florin Tatulea of Loopio "Differentiating yourself from the average SDR" To read the story: http://top1.fm/florin-book-sample Check out our sponsor StoryDimensions. The SaaS solution top-performing sales professionals use to share real customer stories with B2B buyers to establish credibility, build trust and close more deals. Want to hear more from Florin? He was the star of Episode 22

Episode 47: Seismic’s Mike McDonough – From Firefighter to Top B2B Sales Pro Full show notes complete with shareable clips and links to items mentioned in the show available at: https://top1.fm/47 In this episode Scott talks to Mike McDonough. What makes Mike remarkable is that he only started in sales 4 years ago when he took his first ever sales role as a Client Development Rep at Seismic. Formerly a firefighter and paramedic, Mike started with a blank slate and rapidly learned the skills necessary to become the top enterprise sales rep at Seismic. Mike talks about the things he did in the early days at Seismic that have contributed to his success, his progression through 4 different roles (Client Development Rep, Inside Sales Manager, Enterprise Sales Director, RVP Enterprise Sales) with the company and the importance of advocating for yourself. Check out our sponsor StoryDimensions. The SaaS solution top-performing sales professionals use to share real customer stories with B2B buyers to establish credibi

The Sales Success Stories Book is being written and will be published in October. Learn more: http://top1.fm/book This bonus episode includes a sample story from Dayna Leaman of Wiley "Being Comfortable with the Uncomfortable" To read the story: http://top1.fm/dayna-book-sample Check out our sponsor StoryDimensions. The SaaS solution top-performing sales professionals use to share real customer stories with B2B buyers to establish credibility, build trust and close more deals. Want to hear more from Dayna? She was the star of Episode 37

Episode 46: Enterprise Sales Forum NYC with Trong Nguyen on Negotiating and Managing $50M-$100M Deals Full show notes and links to items mentioned in the show available at: https://top1.fm/46 This episode features a live interview with Trong Nguyen from the Enterprise Sales Forum in New York City on June 19, 2018. Once again Trong shares his incredibly expertise. He closed a 100-million-dollar deal at IBM, closed a 50-million-dollar deal at Dell, cracked the first health insurance company for Microsoft and cracked one of the first banks ever to move to the Cloud. He was the number on global account manager at Dell and has built an unbelievable career. He is currently getting ready to release his second book: “Winning the Bank” Trong always looks for the next big wave. He tries to get in front of the wave, so he can make a lot of money and have a lot of fun. This guy lives for the hunt and is even sad when he closes a deal. Learn more about Trong, his experience and the success that he has achieved on this epi

The Sales Success Stories Book is being written and will be published in October. Learn more: http://top1.fm/book This bonus episode includes a sample story from DeJuan Brown of Bloomberg BNA "Let me know if anything changes" To read the story: http://top1.fm/dejuan-book-sample Check out our new sponsor StoryDimensions. The SaaS solution top-performing sales professionals use to share real customer stories with B2B buyers to establish credibility, build trust and close more deals.

Episode 45: AJ Brasel - Selling through the channel and going from $80K/yr. to over $10M/yr. in 4 years at Clover Imaging Full show notes complete with shareable clips and links to items mentioned in the show available at: https://top1.fm/45 Our guest on this episode of the Sales Success Stories podcast is AJ Brasel, Strategic Account Executive at Clover Imaging, a multinational company that remanufactures toner cartridges. As you know, we only interview #1 or top 1% quota-carrying individual sales reps on our podcast, and AJ is no different – in his 4 years in sales at Clover, he has gone from selling $80-100k per year to $10-11 million per year.

The Sales Success Stories Book is being written and will be published in October. Learn more: http://top1.fm/book This bonus episode includes a sample story from Trong Nguyen "I'm 6'4 and Devilishly Handsome" To read the story and see the associated visual: http://top1.fm/trong-book-sample For details about the Enterprise Sales Forum event in NYC where Trong and Scott will be presented 6/19/2018: http://top1.fm/esfnyc

Top Sales Recruiter at Sales Recruiting Firm Treeline - Dan Drozewski Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/44 Dan Drozewski is the top sales recruiter at the sales recruiting firm Treeline,  outside of Boston. Dan works a 9-5 work schedule and is 100 percent focused on the task at hand throughout his day. Every day he walks in, coffee in hand, opens his calendar and is ready to go. He is ultra focused on taking one step at a time. Dan claims he is a think outside the box kind of guy and likes to question the status quo. He also enjoys getting a little bit creative and looking at ways to make things better. Sometimes he fails and sometimes he succeeds. Dan is driven by competition and is very competitive by nature. Treeline is an executive search firm that has been around since 2001. Dan’s job is to find top sales talent for their clients. He also manages a team of two and is in the process of looking for a third. Prior to Treeline,

In this special bonus episode of the podcast Scott is joined by Christie Walters and Jeff Bajorek of The Why and The Buy Podcast who both attended the first ever Sales Success Summit. Listen in as they talk about the experience and recap each of the 10 presentations and 2 panels. Scott also talks about the next Summit and 2 other projects. Join the mailing list and get the video of your choice from the Sales Success Summit Read Jeff's recap on LinkedIn: The Top 1% Are Different

Nicole Miceli - Top Office Equipment Solution Sales Specialist at Des Plaines Office Equipment in Chicago Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/43 Nicole Miceli is the top Solutions Sales Specialist at Des Plaines Office Equipment in Chicago. She develops new relationships with companies to help them increase workflow, productivity and streamline their office technology. Last year Nicole did $750,000 in sales. In this episode, Nicole shares how she got into sales, what has contributed to her success and suggestions for other sales specialists. Nicole comes from a family of sales professionals. Her dad recommended she try sales at a point in her life when she was looking to start a career. She claims having good sales mentors, a hustler mentality and being passionate about what she does are the three things that have most greatly contributed to her success. In this episode, Nicole shares her team dynamics, specifics about her success

Sam Silverman - Top SDR at Outreach.io - Being very targeted, personalized and leveraging automation Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/42 Sam Silverman is the top SDR at Outreach.io. He is the only SDR in the company’s history with multiple months over 200 percent quota. He has a 55 percent correct connect to meeting schedule conversion. In this episode, Same shares how he got started in sales, his process and how he has been successful. Sam claims that being extremely personalized and leveraging automation the right way has allowed him to continually put up large numbers. He uses research to bring relevant references to specific industries. By segmenting companies into buckets, he is better able to be personal with each potential prospect in a shorter amount of time. In this episode, Sam stresses researching before reaching out. He always checks job postings. He says most sales companies are always actively looking, therefore h

The Top SDR at DiscoverOrg - Josh Sutton - Grit & Doing What Others Aren’t Willing To Do Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/41 After a rough first 90 days as an SDR at DiscoverOrg, Josh Sutton found his footing and became the top Sales Development Rep in the company. In 1 year he generated over 300 completed meetings that resulted in nearly $2M in closed business. He even set a company record by scheduling 10 meetings in a single day. In this episode of the Sales Success Stories Podcast you’ll hear how he did it.

This Could be THE Differentiator for Top 1% Sales Performers Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/bonus-differentiator In this special bonus episode of the Sales Success Stories podcast Paul DiVincenzo returns to talk with Scott Ingram about what they both believe to be THE differentiator for the best of the best sales professionals who make it to the top 1%. You'll hear what the difference is and why it's so important. Scott also tells the audience: "If you're not willing to do this... Please don't come." Listen to the full bonus episode to hear what he's talking about.

Top Cintas Sales Executive - Paul DiVincenzo - Relationships, Focus, Adaptability and Action Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/40 Paul DiVincenzo works on global accounts and strategic markets as a senior sales executive at Cintas. He has been #1 four of the last five years and last year sold $13.7M in total contracted value. He attributes his success to relationships, being battle ready, focus, mastery, adaptability and action. In this episode you’ll hear how this perennial top performer does it, and come away with actionable ideas to improve yourself and your own sales results.

Phil Terrill - Microsoft's #1 Inside Sales Corporate Account Manager Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/39 Phil Terrill was Microsoft’s #1 Inside Sales Corporate Account Manager last year. He was responsible for managing 168 accounts. In this episode, Phil talks in detail about his mindset, unique approach, and the way he went about effectively managing his book of business. He talks about the importance of his business and finance acumen. How he worked with his internal leadership to reduce the administrative burden and the number of internal calls he had to be on. Finally you’ll hear Phil’s thoughts on how to differentiate yourself from millions of other sellers while being true to yourself and managing your territory like it’s your own business.

Jason White - Building a $130M Book of Business in Insurance Sales Through Consistent Persistence Success lies in repeatable actions performed consistently, every day Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/38 Jason White is the Managing Director of the Professional Executive Group at CRC Swett, a wholesale insurance broker firm which provides different services to retail insurance brokers. He and his team deal with technical sales of specialty insurance, and he has 26 years of experience at the firm. On this episode, he talks about the importance of repeatable actions, performed consistently over time, in ensuring success and provides some fascinating insight about goal-setting. Tune in to find out more!

Dayna Leaman, Senior Account Manager at Wiley - Building a Sales Career Combining Passion and Talent Success is what happens when you combine your passion and your talent. Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/37 Dayna Leaman is a Senior Account Manager at Wiley Publishing with a consistently strong track record in sales. Dayna started of as a high school teacher, but eventually decided to pursue a different career path, and her job at Wiley allowed her to combine her passion for education and talent for selling. After almost 17 years at Wiley, she grown her territory from $2m to $4.7m and counts on constant consistent achievement as one of her strengths. Tune in to find out how Dayna achieved her level of success in a uniquely challenging field, and her tips for achieving sales success!

In this very short episode Scott Ingram explains a common misconception about the Sales Success Summit. Join the mailing list at top1.fm OR in the continental US you can text: "Top1" to 444999 Then visit Top1Summit.com to learn more about the Sales Success Summit coming to Austin, Texas May 7th and 8th and register today!

Camille Clemons - Financial Services Sales Career Changes The process of transition from one firm to another Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/36 Camille Clemons works in financial services selling fund administration to investment managers. She recently won an award as the top seller in her previous organization but decided to go out on top and make a change by moving to a smaller, lesser-known firm. In this episode, Camille talks about the decision process in making the transition from one firm to another, and also some things sales leaders might want to think about and know about when it comes to retaining top talent. Tune in to find out more!