Sales Success Stories

The 2019 Sales Success Summit Recap with Jeff Bajorek and Scott Ingram

Live Interview by Jeff Bajorek from the 2019 Sales Success Summit with Alex Smith, Jason Bay, James Christman, Camille Clemons, and Jacquelyn Nicholson

Live Interview by Jeff Bajorek From The 2019 Sales Success Summit With Leila Mozaffarian, Kyle Gutzler And Liz Tolin

Live Interview by Jeff Bajorek from the 2019 Sales Success Summit with Jamal Reimer and Evan Kelsay

Live Interview by Jeff Bajorek from the 2019 Sales Success Summit with David Weiss, Trey Simonton, and Andy Racic

Live Interview by Jeff Bajorek from the 2019 Sales Success Summit with Scott Baker and DeJuan Brown

Live Interview by Jeff Bajorek from the 2019 Sales Success Summit with Dale Dupree and Ryan O' Hara

Listen LIVE from the Sales Success Summit with Jeff Bajorek and Scott Ingram!

This episode is being brought to you by Outreach, The #1 Sales Engagement Platform, and that's not all they're going to bring you. Thanks to a collaboration between both Outreach and Sales Hacker you can now access a live stream of the entire Sales Success Summit next week on October 14th and 15th for free. All you have to do is fill out the super short form at top1.fm/live to get access.

Vincent Matano is the top enterprise sales development rep at Demandbase, the pioneer and leader in Account-Based Marketing (ABM). This position allows Vincent the opportunity to blend his passion for sales, marketing, and technology, making this a perfect fit. Vincent was the recipient of the Top Sales Development Rep of 2018 as well as the 2019 BEAST Award: The Best in Sales Development. He was responsible for sourcing over two million dollars in closed deals in 2019, averaging one hundred and twenty-three percent of new business opportunities each month.

B2B Sales Mentors Book: 20 Stories from 20 Top 1% Sales Professionals. Learn more: http://top1.fm/b2b This bonus episode includes a sample story from Leila Mozaffarian titled "You Can Have Everything" To read the story: https://top1.fm/leila-book-sample

James Christman is the top-performing new Account Executive at Teradata, the leading hybrid cloud analytics software provider that leverages data to uncover real-time intelligence, at scale. James is truly a unique guest as he credits much of his success to what he learned when he attended the Sales Success Summit. James is an expert in networking and places great value on developing and cultivating relationships. James is also a gifted prospector with a talent for making his sales opportunities count. He is a curious, forward-thinking salesperson who always had an eye to the horizon to anticipate what's next.

"You are the average of the five people you spend the most time with." -- Jim Rohn Who are you spending the most time with? Are they successful? Are they a positive influence? If you want success but don't surround yourself with it, it's like wanting water in a desert. That's why we're welcoming back Scott Ingram, host of the Sales Success Stories Podcast and founder of the Sales Success Summit.

Jay Small is a top-performing sales director at Cinch IT, an organization that provides highly customized, state of the art technology solutions that meet the business needs of their clients. Jay is an expert in connecting and networking with forward thinkers and business leaders in his community. As a Senior Account Manager for Cinch IT, Jay consistently delivered consulting, engineering and IT solutions. Now, he has taken on an exciting new role as a recent franchise owner. In this leadership capacity, Jay aims to provide enterprise-level IT support at an affordable price to his clients.

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 Abel Lomas titled "You're on an UNSTOPPABLE Rollercoaster" To read the story: https://top1.fm/abel-book-sample

Extensive show notes with links to items mentioned in the show available at https://top1.fm/75 David Weiss 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.

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 Scott Ingram titled "Be Specific About What You Want" To read the story: https://top1.fm/scott-ingram-sample

Extensive show notes with links to items mentioned in the show available at https://top1.fm/74 Welcome back to Part 2 of our interview with Evan Kelsay, Senior Director of Global Accounts at Seismic Software, the leading global sales and marketing enablement solution. Since his last time appearing on the show, Evan has transitioned back to an individual contributor sales role on the global accounts team at Seismic. Prior to this role, Evan worked at LinkedIn for about six and a half years as a Global Account Executive. He is an expert in the field of sales, strategy, and leadership as we unpack in this episode.

This special bonus episode is brought to you thanks to the generous support of Vidyard GoVideo. I'll tell you more about them in just a few minutes, but feel free to click over to top1.fm/v to learn more and get started right away. I'm out on vacation with the family right now, and as I got ready to make sure that everything was in place to continue with the podcast uninterrupted I realized that I haven't really mentioned my other Daily Sales Tips podcast in any sort of meaningful way since I introduced the show as we launched it back on January 20th. Now that we're over 6 months and nearly 200 tips into that show I thought I'd share the top 10 tips so far with you here. This should give you a really good taste of what we're doing over there. If you're already a subscriber, thank you, and hopefully these serve as a nice valuable reminder. If these are new to you, I hope you enjoy them and would encourage you to do a quick search in your podcast app right now for Daily Sales Tips and click that little subscribe button.

Extensive show notes with links to items mentioned in the show available at https://top1.fm/73 Welcome back to Part 2 of our interview with Dale Dupree. As a reminder, Dale is the top sales performer and founder at The Sales Rebellion, a professional training and coaching firm that seeks to change the game of sales. Also known as the legendary Copier Warrior, Dale got his start in sales in large part due to his father's influence. Dale believes in walking a positive, moral and ethical path both in sales and in life. He is a proponent of building a sales territory through community and networking and that people are more than just a signature for your deal.

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 John Hinkson titled "Creating Success with the Customer First" To read the story: http://top1.m/john-book-sample

Extensive show notes with links to items mentioned in the show available at https://top1.fm/72 George Penyak is the top national sales executive at Restaurant Technologies, an organization that helps foodservice operators make their kitchens safer, smarter, more efficient and more sustainable through its automated oil storage, handling, filtration monitoring, and disposal management systems. Once a Regional Sales Manager, George has had the unique experience of selling on a micro as well as a macro scale. This has allowed him to acquire a wealth of knowledge that has served him well, enabling him to become a top performer in his field.

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 Jeremy Leveille titled "Taking on a New Challenge" To read the story: https://top1.fm/jeremy-book-sample

Extensive show notes with links to items mentioned in the show available at https://top1.fm/71 Dale Dupree is the top sales performer and founder at The Sales Rebellion, a professional training and coaching firm that seeks to change the game of sales. Also known as the legendary Copier Warrior, Dale got his start in sales in large part due to his father's influence. It is clear that Dale has great passion for his industry, which is what led him to start the Sales Rebellion. Dale believes in educating prospects from the first interaction. He believes that your territory is your community and that people are more than just a signature for your deal. It is this firm foundation and general morals

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 AJ Brasel titled "Overcoming the Price Objection" To read the story: http://top1.m/aj-book-sample

Extensive show notes with links to items mentioned in the show available at https://top1.fm/70 Alison Balthazor is the top national account executive at Access One, a business technology services and communications provider, dedicated to world-class technologies and customer service. Alison has a passion for success, which she demonstrates through her dedication and desire to outwork the rest of her field. After a short stint in upper management, Alison returned to sales where she consistently outperforms and exceeds expectations.

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 Jelle den Dunnen titled "Over-delivering on Value" To read the story: http://top1.m/george-book-sample

Extensive show notes with links to items mentioned in the show available at https://top1.fm/69 Ian Bembenek is the top salesperson of all-time at Rush Tech Support, an organization that provides technical support to residential customers for their personal computing systems. Ian has been referred to as "The Sales Master of Remote IT," and it's not hard to see why. His sales acumen and assiduous nature have contributed to his staggering sales results.

B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Learn more: http://top1.fm/b2b This bonus episode includes a sample story from Jamal Reimer titled "Top Three Lessons That Landed My First Big Deal" To read the story: http://top1.m/jamal-book-sample

Extensive show notes with links to items mentioned in the show available at https://top1.fm/68 Liz Tolin is the top strategic account executive at Chargify, a globally recognized leader in the Recurring Billing and Subscription Management space that empowers its clients to launch products quickly and effectively. Liz's career history has been varied- but in the most interesting and beneficial way. She's been referred to as a "fire-and-forget weapon of choice," and a "bulldog." Simply put, Liz gets the job done no matter the circumstances. She is passionate about people and helping them solve their business problems.

Special Offer: Dale Carnegie's Winning with Relationship Selling Course B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Learn more: http://top1.fm/b2b This bonus episode includes a sample story from Jack Wilson titled "The Real Value Add in Sales" To read the story: http://top1.m/jack-book-sample

Extensive show notes with links to items mentioned in the show available at https://top1.fm/67 Stephen Holgate is the Senior Vice President of Client Engagement at Dale Carnegie, an organization that helps communities prosper by improving the personal and financial well-being of the people who live there, and the companies that do business there. As a Dale Carnegie Master Trainer, Stephen has helped companies and individuals succeed through his unique blend authentic selling, leadership, engagement and communication skills. He has worked with clients ranging from Indeed and Justworks to Bank of America and AIG. However, his true passion lies in giving back to charitable organizations by helping develop their leadership teams in order to maximize the good they are able to accomplish.

Special Offer: Dale Carnegie's Winning with Relationship Selling Course 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 Jelle den Dunnen titled "Deal Qualification" To read the story: http://top1.m/jelle-book-sample

Extensive show notes with links to items mentioned in the show available at https://top1.fm/66 Craig Nishizaki is the Senior Director of Business, Design and Development at UpTop, a user experience design and development agency based in Seattle. UpTop aims to solve clients' problems and maximize their success by applying design thinking and technology. Craig is a problem-solver, connector, and evangelizer who is passionate about bringing value to everything he does. Craig has accrued a bevy of sales and technology knowledge from experiences throughout his career. His specialties include User Experience Design (UX), User Research, Product Management, Consulting, and Business Development, among others.

Coming up is the first new story from our new book: B2B Sales Mentors that we launched last week. Learn more: https://top1.fm/b2b/ This bonus episode includes a sample story from Scott Barker titled "How I beat out 300 candidates for my dream sales job" To read the story: https://top1.fm/scott-b2b-sample

Thank you so much for listening to this Sale Success Stories podcast. This is just a quick announcement episode to let you know that we just released a new book called "B2B Sales Mentors" 20 stories from 20 top 1% sales professionals. I hope you'll take a few minutes and invest a few dollars in support of this show and then your own sales success. You can go to Top1.fm/B2B for links to various places to buy the book. Most of you will probably default to Amazon and if you buy the paper back there, you'll have the option to add the Ebook version and get access right away for free. Otherwise, the Ebook is just 99 cents this week during launch week.

Extensive show notes with links to items mentioned in the show available at https://top1.fm/65 Jovan Perez is the top performing hybrid sales rep at SiriusDecisions, an organization that specializes in empowering top business professionals to make better decisions, execute with precision and accelerate growth. Jovan is a process driven professional with a proven record of consistently driving team-based results. He attributes much of this to his eagerness to collaborate with others and his ability to structure simple solutions to address complex problems. Jovan specializes in business-to-business revenue strategies as he has worked with hundreds of C-suite executives throughout the course of his career. Jovan has had a rather unconventional route to becoming a top sales performer, yet he has managed to extract the best results out of the resources made available to him.

Extensive show notes with links to items mentioned in the show available at https://top1.fm/64 Jono Clegg is a former member of the Great Britain Rowing Team who competed in the men's lightweight coxless four events at the 2016 Summer Olympics. Since the Olympics, Jono has pursued a career in sales within the medical device industry. This niche industry is responsible for an enormous amount of products, ranging from surgical gloves to artificial joints to imagine equipment. Jono works as a territory manager for Wright Medical Group N.V., a global medical device company focused on Extremities and Biologics. They deliver innovative, value-added solutions that improve quality of life for patients worldwide. They are a recognized leader of surgical solutions for the upper extremities, lower extremities, and biologics markets, three of the fastest growing segments in orthopedics.

Special Offer: Dale Carnegie's Winning with Relationship Selling Course 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 Paul DiVincenzo titled "People to People Sales" To read the story: http://top1.fm/paul-book-sample2

Extensive show notes with links to items mentioned in the show available at https://top1.fm/63 It's International Women's Week and the Sales Success Stories Podcast is celebrating with an all-women slate of guests. Scott's first guest is Tracy Lim, the top Enterprise Account Executive at Blue Jeans Network. Blue Jeans is an organization that provides a cloud-based video conferencing service that connects participants across a wide range of devices and conferencing platforms. In this episode, Tracy discusses her sales background, from her early desire to start a career in sales to closing the largest deal in the history of Blue Jeans Network. At 1.2 million dollars, her record-breaking sale still stands today.

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 Phil Terrill titled "I Love Sales" To read the story: http://top1.fm/phil-book-sample1

Extensive show notes with links to items mentioned in the show available at https://top1.fm/62 In this very special episode of the Sales Success Podcast, host Scott Ingram swaps roles to become the interviewee. This long-awaited moment gives the audience an inside look at Scott's background in sales and strategy. As Scott puts it, his role is where technology meets sales. Scott discusses his role as an account director at Relationship One, a professional services firm that works predominantly in the Oracle Marketing Cloud ecosystem. He quantifies his incredible sales results over the past three years and details how he became the top sales performer at his company.

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 Kevin Walkup titled Your network is everything. To read the story: http://top1.fm/kevin-book-sample

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/61 Jamal Reimer is an incredibly high-performing Strategic Account Manager at Oracle in Sweden. As a top performer at Oracle, Jamal is responsible for engaging his customers' strategic process and working to ensure their success by leveraging Oracle's portfolio of offerings. In this episode, Jamal shares with Scott his humble sales backstory. When Jamal was in college, he started selling books door-to-door as a way to support himself while getting his degree. Now, he is one of the top performers in one of the largest technology software companies in the world. Jamal identifies the three things he attributes to his success, which include his relentless attention to customer care, peer mindset, and spine of steel.

The Sales Success Stories Book was published October 16, 2018. Learn more: http://top1.fm/book This bonus episode includes a sample story from AJ Brasel titled Ditching the "Salesman" Mentality To read the story: http://top1.fm/aj-book-sample

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/60 Nate Branscome, the top account executive at Chili Piper, a start-up that utilizes its software platform to generate and distribute qualified leads. It also assists organizations to automate opportunity distribution, and book meetings from marketing campaigns and live events. Nate is a top seller at Chili Piper showing incredible growth from day one. In his first month, he generated ten thousand dollars in sales revenue. That number grew to fifty thousand in his second month and eighty thousand in his third. In this episode, Nate discusses his role as an account executive and his background in sales. He talks about why he chose to work at a place like Chili Piper. In short, Nate is a firm believer in their product and enjoys the people he gets to work with on a daily basis. Nate is a huge advocate of Chili Piper's product and uses it every day. Nate shares the excitement he feels being able to contribute to a small company's growth in a meaningful way. Nate also discusses his sales philosophy, which is rooted in being customer centric.

Today marks day 1 of the new Daily Sales Tips Podcast. Be sure to subscribe in your favorite podcast player and learn more at DailySales.Tips

The Sales Success Stories Book was published October 16, 2018. Learn more: http://top1.fm/book This bonus episode includes a sample story from Trey Simonton titled "Set Your Goals at 2x to 3x Your Quota" To read the story: http://top1.fm/trey-book-sample

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/59 Abel Lomas, the top account executive at TrustRadius, a trusted review site for business and technology, serving both buyers and vendors. Their mission is to bring transparency to the world of enterprise technology by providing efficiencies to both the buying and selling process. Abel is a true believer in paying it forward and practices an empathetic approach to all of his business dealings. In fact, Abel attributes much of his business success to this mentality. In this episode, Scott and Abel talk all about his role at TrustRadius. Abel provides an inside look at his sales background and discusses his quantifiable sales success at TrustRadius and what he has enjoyed most about working there. He also shares his proudest accomplishment: seeing the growth of the people around him, seeing their success bring them happiness and contributing to those people's success stories. Scott and Abel discuss the culture of sales and the importance of building a strong foundation of relationships in order to be successful in this field.

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/58 This episode features Nora Edmonds, top senior account executive at HubSpot, an organization that specializes in building marketing, sales and service software that powers small to mid-sized businesses. Nora has had quite the interesting tenure at HubSpot. After not enjoying her role as an account manager, Nora quit her job in search of something new. However, only two weeks elapsed before she realized how much she missed the people, the product and the learning opportunities at HubSpot. She reapplied and went back to work for them right away. Since then, Nora has become one of HubSpot's top performers and biggest advocates.