001: Jill Rowley
What’s made me successful is the passion for helping people. It is the genuine desire to help other people.
Full Episode: Know Thy Buyer in the Social Selling Generation
002: Derek Grant
I think it’s really going in and having each [rep] do a bottoms-up evaluation of what they need to do today. And, yeah, their quarter is to make this number, but in order to do that, I need to close X number of deals per day. In order to close X number of deals per day, I need to have Y number of conversations. In order to have Y number of conversations, I need to have Z number of total activities. In order to have Z number of activities, I need to source this many prospects. And really this idea of the modern and sophisticated selling rep, having a complete bottoms-up view of each minute of their day, what number of activities need to happen on the second Tuesday of the quarter to be able to get there on the last day of the quarter, as opposed to taking days off and not really being focused throughout.
Full Episode: Finding Success through Personalization at Scale
003: Roderick Jefferson
Keep grinding. Whenever it looks dark, there’s always a light at the tunnel, and there’s not always train coming at you.
004: Daren Tomey
Believe in yourself; there’s nothing worse than getting on a call or being in a meeting and having someone who doesn’t believe in what they’re doing. If you’re not passionate about what you’re selling you’re going to fail.
005: Jenny Vance
When in doubt, ask questions.
Full Episode: Batter Up: Setting Ground Rules for a Sales Meeting
006: John Barrows
But if you show up every day and say what do I want to work on today and come up with a couple of different approaches and set some goals around that you can start to figure things out. It becomes interesting because the last example is if you make 50 dials in a day and you get no meetings it’s a terrible day. But if you make 50 dials and you make 25 dials with this approach and 25 dials with another approach and you still get no meetings to me actually that’s not a bad day because you just figured out two approaches that don’t work. And then tomorrow you’re going to come in and try two new ones and eventually you’ll find something that does. So, if you start with that mentality earlier on in your career you will get that much better that much faster and try to avoid the pitfalls and mistakes that I made my career or reach out here on this one.
Full Episode: Transfer Enthusiasm into a Commission
007: Peter Dunn
I was afraid that I wasn’t working hard enough in my career for a very long time. My dad at that time was a hard worker get up at 4am, go to work, get home at by 6pm is what he did, and I was terrified that I didn’t have his work ethic. It wasn’t until I was 28 that I realized that I was just working for someone else and not myself, so my take away is, you’ve got to find your motivation. My motivation at age 38 now, is that my wife gave up her career to stay home with our kids and I see that as a privilege as she jumped on a grenade because: 1) because my kids are very load and number 2) because she gave up her career. Another person gave up her career so I could do this. So, that’s my motivation every day. It’s hard to talk about it without getting choked up and so finding your motivation and realize that hard work is great but unless it’s for the right reason then it’s not going to matter.
Full Episode: Creating Money by Being Present
008: Todd Caponi
Develop an unquenchable thirst for learning. I’ve said it about 100 times here but you’ve got to have a passion for what you do. Who you deal with and who you do it for and develop an expertise. Be a resource to your target customer.
Full Episode: Advancing Your Career by Taking Risks
009: Adam Weber
Represent a product that you love and you really believe in. Be committed to the art of selling and getting better every day.
Full Episode: Do the Behavior: How to Show Up Every Single Day
010: Tonni Bennett
Be confident and trust yourself and really don’t wait around for anyone else to give you something or hand you something. It kind of goes back to not being a rule follower. Challenge the status quo, believe in yourself and what you bring to the table and go after what you want aggressively. Don’t wait for big things to come to you.
Full Episode: Lead the Conversation with Logic, Intent, and Value
012: Ray Carroll
If you want to grow inside of a company from smaller deals to larger deals, or deals to management to leadership, my mantra is, don’t do anything stupid, don’t let your manager down, and don’t give up.
Full Episode: Growing a Company from Nothing to Something
013: Jack Kusner
If you think you’re done for the day and you’ve had a very bad day of prospecting, make an extra call. Always make one extra call a day because that’s when you’re going to find the lead that you least expected. Happened to me early in my career, I was selling a tangible product, door to door, face to face. I had made 32 cold calls in one day, all being told no face to face, went to the pay phone, picked up the phone called in to see if there’s any orders or any messages for me back in the office and I had a choice either go home or make one more sales call. I made that extra sales call and closed that closed. The deal for a $1000 where I made $300 in commission. So, it always taught me to make that one extra sales call no matter how bad the day is going.
Full Episode: “No” Just Means They Haven’t Said “Yes” Yet
014: John Logar
Offer often and you’ll make lots of sales. Make lots of offers you’ll make lots of sales.
Full Episode: Get Past the Gatekeeper and Talk to the Right People
015: Greg Freeman
If you’re thinking about it, do it. Take that leap, you can think things to death sometimes, and you don’t end up taking the leap until it’s too late. So, if you’re thinking about doing it then just do it.
Full Episode: Staying Consistent by Building Good Habits
016: Nicole Hutzul
Focus on your strengths and outsource your weaknesses. I genuinely believe that you should not spend your time learning PowerPoint if that’s not your area of focus. Instead if you’re really, really good at picking up the phone and having these awesome conversations with customers, spend your time doing that or whiteboarding in a room instead of coming in with a perfectly structured deck. The other thing is, find a team of people to sure you up on those weakness, reach out and look for people with those skills and pay it forward and offer them part of your strengths.
Full Episode: Why You Need a Clearly Defined Sales Process
017: David Zahm
Massive action,. There are people that are always trying to find the niche, or figure out a better way to do things and that’s important but you need to create a plan that involves a massive amount of action. It’s a kind of the 10X principle that you have to cast a wide net and your fire has to be so bright that nobody can put it out.
Full Episode: Persistence Pays Off: $1M to $6M in Two Years
018: Susan Lorkovic Zuzic
Work on your state of mind and making it the best state of mind possible, because everything else will be a lot easier for you. So, if you’re at a peak state and you’re thinking positively and all of a sudden things and obstacles that are in your way you’ll start to create solutions for them because you’re in the right state mind. I would say if you’re in that right state and you can find a mentor and learn from them, I think that you will excel in your career a lot faster than if you’re negative, try to do it all on your own, and you have a big ego about it. So, just learn from people, be positive and you will grow, it’s inevitable.
Full Episode: From Girl Scout Cookies to Whale Hunter
019: Trish Bertuzzi
Learn, read, try, experiment, AB test, don’t be afraid.
Full Episode: Propel Yourself to Success Using Inside Sales
020: Steve Cunningham
Keep grinding until you win.
Full Episode: True Grit: How to Become An Accidental Success Story
021: Phill Keene
When you reach out to people and you communicate with people do not over complicate it. Communicate with people the same way you want to be communicated with yourself, and if you are a C-level executive do not tell your SDR to make a hundred calls a day because you’re phone right now in your office… is it unplugged or not?
Full Episode: When Perception Matters: Standing Out From the Crowd
022: James Moore
Be prepared to change. The world is evolving and so must you. You do not live in a vacuum. What worked yesterday may not work tomorrow and you have got to be open to this idea that you have to be an evolving person, an evolving approach, an evolving state of mind in order to be successful. So, just get incredibly comfortable with change.
Full Episode: At Full Speed: From Sleep to Success
023: Patrick Giusti
Preparation. Do the research on the companies and the people. It’s a best practice so that every single presentation, every single interaction that you have with your prospects is meaningful and every presentation is as good as it can be.
Full Episode: Get Into The Game: Turning Long Shots into Slam Dunks
024: Matt Amundsen
I think the thing that a lot of people don’t realize or don’t think about is optics matter. One of the things that’s helped me be successful is I’m a guy who always comes early and stays late. I don’t work 20 hours a day or anything like that. But if someone expects me to be in the office at 8:00 in the morning I like to get in at 7:30. If someone’s saying you can breeze out of here by 5:00, I like to say until 5:30 or 6:00. It’s just something that’s always worked well for me. If the CEO walks in and sees you there and if he walks out and you’re still there, that really means a lot.
025: Sam McKenna
Never give up. I think we can ride on the heels of the Super Bowl win, and the comeback at the end, and I’d say always play until the very end of the game. Do not give up, don’t feel defeated, don’t feel like you can’t pick yourself back up, and hit your quota. Never give up. Be tenacious and be successful by never giving up.
Full Episode: The Not So Dirty World of Sales
Top Book Recommendations
- The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon
- How to Win Friends & Influence People by Dale Carnegie
- Lean In: Women, Work, and the Will to Lead by Sheryl Sandberg
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
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I’ve led two companies from $1 million to more than $10-million, and one from $1-million to bankruptcy. Today, I work with entrepreneurs who don’t realize they are the VP of Sales as well as individual salespeople to 10X their revenue using a proven, step-by-step, sales methodology.