Sales Success Stories

Jason Koons is the top seller at Sweetwater out of Fort Wayne, Indiana, where he has exceeded monthly, quarterly, and annual sales goals and consistently ranked at the top of the leaderboard among a team of over 550 active sales engineers. Jason is a relationship-based sales and business development specialist who is skilled in developing and implementing strategic sales plans, identifying new business opportunities, and building lasting relationships to achieve bottom-line growth objectives. Today, Jason is in a new role with Sweetwater that is focused more on training and coaching new hires as well as seasoned professionals aspiring to achieve personal and career growth.

Today I get to tell you about the launch of the $SALES Community Coin. This is something I've been watching and studying for a little over a year since my friend and mentor, Joe Pulizzi, launched his own $TILT coin in support of his business that's all about supporting Content Entrepreneurs. I've personally participated in half a dozen projects and watched carefully to see what does and doesn't work with the intent to bring this idea to the Sales Success Community.

Charlotte Lloyd is the Global Director of Partnerships FDI at Investment Monitor, an organization that provides FDI data, intelligence, and insights from the industry's leading journalists and experts. Charlotte is in the top one percent of revenue producers globally for Investment Monitor and she's just getting started. Charlotte is a passionate and knowledgeable sales professional who has overcome many obstacles throughout her career. Today, Charlotte gets vulnerable and discusses her experiences with grief and mental health as well as her belief that detaching yourself from your outcomes can truly be a game-changer when it comes to your mental health as a sales professional.

This bonus episode of the Sales Success Stories podcast featuring Constantine Johns' presentation titled The Leader Within from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com. Here it is:

Luke Floyd was the number one Senior Account Executive in North America last year for Deel, an organization that helps businesses hire anyone, anywhere. It's global payroll for employees and contractors from around the world. Luke is a very direct sales professional who always tries to give his clients the same grace he gives himself. He knows that the most valuable asset that his prospects possess is their time and so he knows how important it is to value their time. Luke also served in the military prior to his sales career and we thank him for his service. This background has been integral in setting Luke up for sales success.

This bonus episode of the Sales Success Stories podcast features another panel from last year's Sales Success Summit with Deb Rapson and Paul DiVincenzo and our discussion about Stepping Up Into Leadership, and as you're about to hear it goes much deeper than that. Once again, all of this incredible content is here for you thanks to the generous support of all of our Summit sponsors: Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong. Thanks to them you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com.

Today on the Sales Success Stories podcast I have a bit of an encore episode for you. I originally shared this follow-up interview with Brandon Fluharty as a bonus episode in early June of last year, but because it wasn't one of the numbered interview episodes it's been a little hard for people to find. So because of that AND because Brandon has just recently released his 7 Steps to 7 Figures eBook, I thought I'd share this again officially as episode 139. So for all of the links and resources, you can just click over to top1.fm/139. Here it is:

Today we're celebrating International Women's Day with Heidi Solomon-Orlick and the brand new collaborative book she's brought together featuring over 2 dozen incredible women in sales called "Heels to Deals." Heidi is the Founder and CEO of GirlzWhoSell a company committed to closing the gender gap in B2B sales and building the largest pipeline of diverse, early-stage female career talent. GirlzWhoSell offers training, mentoring, experiential learning opportunities, career placement for college-aged women interested in a professional sales career. Here she is:

Drew Piper is the top SDR at Reward Gateway, an organization that helps more than 1,800 of the world's leading companies to attract, engage and retain their best people with an employee engagement platform that brings employee benefits, discounts and perks, reward and recognition, employee wellbeing, employee communications and employee feedback into one unified hub. Drew is an exceptionally accountable sales professional who understands the importance of being concise and genuine. Drew has a deep respect for the power of learning and takes ownership of his own learning. In fact, that is the number one thing he attributes to his success. The other two are his persistence and cautiously optimistic mindset.

This bonus episode of the Sales Success Stories podcast features a unique panel discussion from the last Sales Success Summit. In the two previous bonus episodes, you got to hear DeJuan Brown and Katie Jane Bailey's presentations from day 1. This was from the second day where I brought them both back up to talk more about the idea of Lifestyle Discovery, but we also turned the tables and included a number of members of the audience as well as most of the previous podcast guests who were in attendance who shared their top book recommendations.

Chris McNeill is the top Enterprise Sales Executive at Infinite Convergence Solutions, an organization that provides innovative messaging and mobility solutions and next-generation wireless communication technologies to mobile operators and enterprises. Chris is an incredibly considerate and empathetic sales professional who always puts his customers first and places a tremendous amount of value on the customer relationship. In his order of operations, it goes: customer, company, Chris; meaning that, in everything he does, Chris puts the customer and the company before himself. Chris is a big fan of puzzles and likes to keep things interesting. In fact, part of the reason he entered sales as a profession was because he wanted to conquer the challenge of selling.

This bonus episode of the Sales Success Stories podcast featuring Katie Jane Bailey's presentation titled Product Led Growth & the Future of Selling from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com.

Dustin Brown is the Top Global Account Executive at Outreach, an organization that helps businesses improve their sales execution to drive higher win rates, ramp up sales reps to productivity faster, and, ultimately, create better revenue outcomes. Dustin is a highly intentional sales professional who believes in the power of hard work and helping others. Dustin has enjoyed an incredibly successful career in sales and he's not even close to being done.

This bonus episode of the Sales Success Stories podcast featuring DeJuan Brown's presentation titled Managing Up: Collaborating WITH Your Leadership from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com.

Kaleigh Conners just finished as the top Solutions Advisor for the year at GreyCastle Security and has recently transitioned into a new role as Strategic Account Executive at Terryberry. Kaleigh is a genuinely curious sales professional who values honesty, transparency, and integrity above all. Kaleigh prides herself on being rational, informed, independent, determined and versatile, all traits that have served her well in her short, yet impressive career. Her results speak for themselves as Kaleigh has been able to achieve top seller status and is continuing on her quest to be the best version of herself that she can possibly be.

This bonus episode of the Sales Success Stories podcast featuring Brandon Fluharty's presentation titled 7 Steps to Earning 7-Figures in SaaS Sales from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these presentations on-demand as well as the slide decks at Top1Summit.com, and while this audio is great, having the visuals for what Brandon is about to walkthrough will be super helpful. Again, just fill out the form at the top of Top1Summit.com to get access.

Jenna Phillips was the top Account Executive at Jobvite and has recently joined Authenticx as one of their first Enterprise Account Executives. Authenticx was founded to analyze and activate customer interaction data at scale in order to reveal transformational opportunities in healthcare. Jenna is a relentlessly hard worker and is super competitive. Those traits, coupled with her personality and willingness to be a team player, have helped transform her into an ultra-successful salesperson. She's smart, driven, accountable, and a natural leader. Jenna truly cares about her clients and goes above and beyond to exceed her clients' expectations.

In this final episode of the year, my team and I have selected 2 clips from each of the top 5 episodes of 2021. I recognize that these episodes are often quite lengthy, and we've started pulling out some shorter clips from each episode that we'll be releasing on our YouTube channel. You can get there real easily by going to top1.fm/youtube, and be sure to subscribe when you get there. Our goal is to have clips available from every episode over the course of the next 6 months. I should also mention that every single on of the interviews we do on this show are with #1 and top 1% level performers who are active, quota-carrying, individual contributors. With that, let's get into this. What I'm going to do is play the 2 clips from each episode and then I'll let you know who it was and what episode it was from. At the end, I'll share a couple of additional ideas on digging into the show, especially if you're a new listener. Here we go.

This bonus episode of the Sales Success Stories podcast featuring David Weiss and Jack Wilson and their presentation on Building World Class Sales Teams from this year's Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Proposify, Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these presentations on-demand as well as the slide decks at Top1Summit.com.

Melissa Gaglione was the top SDR at LivePerson until very recently being promoted to an Account Executive role. LivePerson is a computer software company whose mission is to make life easier for people and brands everywhere through trusted conversational AI. Melissa is an incredibly thoughtful and curious sales professional by nature. Her endless curiosity has led her to explore careers in education, media, and SaaS Sales. A yogi and meditation enthusiast, Melissa has taken the practices she learns and applies them to her day-to-day work life. She is super into habit building and is very detail-oriented and driven to become the best version of herself that she can be.

This bonus episode of the Sales Success Stories podcast featuring Irfan Jafar's presentation on Closing Big Deals with a Winning Mentality from this year's Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Proposify, Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these presentations on-demand as well as the slide decks at Top1Summit.com

Briana Stimmler is the top Solutions Advisor in the top Unmanaged Accounts Team within the SMB segment at Microsoft out of Fargo, North Dakota. Microsoft's mission is to empower every person and every organization on the planet to achieve more. Briana is a helper by nature; she wants to help her customers solve whatever pain points they may be facing. She is a driven, competitive, life-long learner looking to guide her customers by presenting them with tips, solutions, and best practices.

Vlad Voskresensky is the co-founder and CEO of Revenue Grid, a leading AI Guided Selling Platform that nudges sales teams with step-by-step guidance towards actions that bring the best results, shows deals at risk, and prioritizes tactics with the greatest impact. Vlad has been driving the product vision and leading the company's technology direction for over a decade, reinforced with more than 20 years of deep expertise in connecting enterprise (CRM systems) and personal environments.

Haylee Taylor is the top Account Executive at ClozeLoop, a revenue strategy firm that drives performance for Management, Sales, Customer Success, and Sales Enablement in the fastest-growing companies on the planet. In the less than one year she's been with ClozeLoop, Haylee has watched over twenty sales teams have their best quarter in company history. The impact spans top of funnel pipeline generation to discovery and demo training, account management, management coaching, and all the way up to executives. She's exactly where she wants to be after hitting 268% of her last software sales quota: training sales reps to crush bigger quotas and exceed their leadership's wildest expectations.

This bonus episode of the Sales Success Stories podcast featuring Jenn Zhou's presentation on How to Win at Sales or Life from this year's Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Proposify, Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these presentations on-demand and learn more about them at Top1Summit.com.

Brooke Holt is the top seller at Sales Gravy, a company that delivers the training, resources, and solutions that enable sales organizations to become more agile in the face of disruptive change and accelerate sales productivity, fast. In her role, Brooke delivers her clients the best customer experience and quality training services. She is a top producing representative utilizing her mastery of prospecting, discovery, negotiation, and closing skills to advance sales as a profession. In fact, Brooke did over three hundred percent of her number last year amidst a global pandemic!

In this very special episode of the Sales Success Podcast, host Scott Ingram is celebrating the five-year anniversary of the Sales Success Stories Podcast! Guest host Jeff Bajorek rejoins the show today to break down the results of the recent Sales Success Summit and talk about some of the key takeaways Scott has gleaned from his time doing the Sales Success Stories Podcast. Scott reflects on the origin of the Summit and elaborates on why he prefers attendees who invest heavily in themselves and their personal and professional development. If you know Scott, you know it's very difficult for him to pat himself on the back or take any credit, so Jeff does it for him with a funny little exercise mid-show.

AJ Bruno is the Co-founder and CEO at QuotaPath, the most adaptable compensation solution for sales reps to finance to everyone in between. Prior to QuotaPath, AJ spent six years at TrendKite, the company he founded and was president of in Austin, Texas. Aside from his love of all things tech, AJ is an avid pilot and is very active in the startup community. He's an investor to dozens of startups and advisor and mentor to many. He currently sits as a Board Member of Philly Start-Up Leaders, the largest community of entrepreneurs in Philadelphia.

Jeff Bajorek is taking over the Sales Success Stories Podcast during the 2021 Sales Success Summit, talking to speakers in the hallway.

Jeff Bajorek is taking over the Sales Success Stories Podcast during the 2021 Sales Success Summit.

Jeff Bajorek is taking over the Sales Success Stories Podcast during the 2021 Sales Success Summit, talking to speakers in the hallway.

Jeff Bajorek is taking over the Sales Success Stories Podcast during the 2021 Sales Success Summit, talking to speakers in the hallway.

Jeff Bajorek is taking over the Sales Success Stories Podcast during the 2021 Sales Success Summit, talking to speakers in the hallway.

Jeff Bajorek is taking over the Sales Success Stories Podcast during the 2021 Sales Success Summit, talking to speakers in the hallway.

Jeff Bajorek is taking over the Sales Success Stories Podcast during the 2021 Sales Success Summit, talking to speakers in the hallway.

Jeff Bajorek is taking over the Sales Success Stories Podcast during the 2021 Sales Success Summit, talking to speakers in the hallway.

Today, in this special episode of the Sales Success Stories podcast, Scott is joined by Jeff Bajorek to give you a bit of a preview and let you know what to expect on the 2021 Sales Success Summit.

Devon Banks is the top Sales Development Representative at HAAS Alert, an organization that builds lifesaving mobility solutions to make vehicles and roads safer and smarter. Their vision is a connected, collision-free world where everyone gets home safely. Devon is an incredibly dedicated and detailed sales professional who approaches sales with humanity, empathy, and an open mind.

This bonus episode of the Sales Success Stories podcast is brought to you thanks to the generous support of Revenue Grid, Outreach, and QuotaPath who are not only supporting this show but also the upcoming Sales Success Summit and the free live streaming of that event on October 11th and 12th. Not only that but for every person who signs up for the live stream they will be making a contribution to UNCrushed, a platform and community for mental health awareness. So do us all a favor and sign up for the Sales Success Summit live stream right now at Top1Summit.com, that's T-O-P the Number One, Summit dot com. Top1Summit.com and get access to some incredible content and support an incredible cause in the process. Top1Summit.com and while you're there you can click through to check out our sponsors as well.

Angie Donato is the top Senior Sales Executive in the HR Practice at Gartner, the world's leading research and advisory company. Gartner is an organization that equips business leaders with indispensable insights, advice, and tools to achieve their mission-critical priorities. Angie is a highly intentional sales professional who takes the time to do things the right way.

In this week's bonus episode, I thought we might try to have just a little bit more fun. What I've got for you here is a series of 5 tips from the Daily Sales Tips podcast where we dialed up the humor a little bit, and the first one is actually a sneak preview because it's not even scheduled to release until this Friday. So I guess you heard it here first. For whatever reason, there's also a fair amount of singing involved here, but I really think you're going to enjoy these. Enjoy:

Pascal Kaldenbach is the top individual contributor and the Head of Sales at EPI-USE Labs in Central & Eastern Europe. EPI-USA Labs is a global software solutions company that helps their clients maximize the performance so they can make faster, more accurate business decisions. Pascal is an extremely successful and knowledgeable sales professional who understands the amount of hard work and dedication required to become a success in this profession.

In today's bonus episode of I wanted to share a bit of a preview of this year's Sales Success Summit. At this point, I've got about 70% of the agenda figured out, which is even more than it sounds like because I try to keep 15-20% of it undefined so we can be flexible in the moment and either go deeper into a particular topic that people are interested in, or explore something important that comes up that we don't already have accounted for in the scheduled talks. So I'll really only be adding 2-3 more scheduled speakers. While I continue to work on that, let me tell you about what we do have set up so far and if you'll click over to top1.fm/2021preview I'll have all of these details in addition to links to each presenter's episode as well so you can go even deeper in your preparation for the event itself on October 11th and 12th.

Jennifer Zhou is the top Senior Account Executive at Attentive, a personalized text messaging platform built for innovative e-commerce brands. Attentive is the most comprehensive text message marketing solution, driving 18.5% of total online revenue for businesses by creating thoughtful SMS experiences. Jenn is an accomplished and knowledgeable sales professional who knows how to be effective and intentional in everything she does.

Lori Richardson is the founder of Women Sales Pros and a B2B sales and revenue growth strategist at her own firm, Score More Sales. Lori is also the host of the Conversations with Women in Sales Podcast, a show that features women in sales who are doing incredible work and their male counterparts who have become allies. Each episode features topics such as leadership, career management, overcoming adversity, sales and marketing alignment, content creation, and more.

This is the Sales Success Stories Podcast and I'm your host, Scott Ingram. I really appreciate you listening to this show, but listening is such a passive activity so I want to challenge you to get a little more involved in the Sales Success Community and to do something to improve yourself. So today I'm going to issue that challenge.

Chris Horton is the top Key Account Executive at Workstream, a text recruiting and hiring tool for local businesses, especially restaurants. Chris is also the first rep in Workstream's history to close more than one million dollars, and he did it in just six months! His keys to success include turning ideas into action, bringing a vision of a bright future, and doing big things to change the world. Chris is a passionate sales professional who truly looks to provide meaningful and lasting value to his customers.

In today's bonus episode, Scott sits down with Chief Revenue Officer at Proposify, Conor Cox. Conor joins the show for a deep dive into the impact that proposal software can have on the closing side of the business. Scott and Conor discuss best practices to help you win a higher percentage of your deals and what Proposify is doing to differentiate themselves in the marketplace. Conor talks in detail about the importance of having visibility and control over your proposals and speaks to how he structures his team at Proposify to put them in a position to be successful. Finally, Scott and Conor talk about the impact Proposify is having on management and how that is impacting their customers.

Patrick Joyce is a true one-percenter and he's also the first sales hire Scott has officially made in his journey towards building his very own world-class sales organization. Patrick has been a lifelong seller with a diverse background including graduate-level mathematics, secondary education, insurance, and SaaS. He's consulted over 100 startups and has a reputation for his unique ability to craft relevant, multichannel messaging that delivers results. Patrick has worked to successfully coach clients on breaking into new business ranging from SMB to Fortune 100 markets. Now, he's joined Sales Success Media to help Scott build something incredible and lasting!

In this week's bonus episode, I've got the audio from the most recent All Things Sales Success webinar series sessions with Tim Clarke of UNCrushed for you. Stay tuned at the end to learn more about the connection between UNCrushed and this year's Sales Success Summit. Here's my conversation with Tim: