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Podcast title Sales Success Stories
Website URL https://top1.fm
Description What are the best sales professionals doing to get to the top? In the Sales Success Stories podcast, Scott Ingram interviews and deconstructs world class sales performers to uncover their favorite sales books, habits, routines, strategies and tips. These salespeople are the A+ players among A players. If you’re in B2B Sales, Enterprise Sales, SAAS Sales, selling professional services, serving as an account manager or otherwise interested in revenue growth there’s something for you in these conversations. While created primarily for the individual contributor regardless of where they are in their sales career there’s probably some value in here for you if you’re a sales manager, sales leader or otherwise involved in revenue management, leadership or strategy. Learn more at Top1.fm
Updated Tue, 18 Jun 2019 04:19:57 +0000
Image Sales Success Stories
Category Business
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Episodes

1. 70: Work Hard, Play Hard - Alison Balthazor
https://top1.fm/70 download (audio/mpeg, 45.51Mb)

Description:

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.

 



2. "Over-delivering on Value" - Sales Success Stories Book - Sample Story #22
http://top1.m/george-book-samp... download (audio/mpeg, 13.16Mb)

Description:

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



3. 69: Twelve Steps to Profit: Sober Selling with Ian Bembenek
https://top1.fm/69 download (audio/mpeg, 73.94Mb)

Description:

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.

 

 



4. “Top Three Lessons That Landed My First Big Deal” - B2B Sales Mentors Sample Story
http://top1.m/jamal-book-sampl... download (audio/mpeg, 12.99Mb)

Description:

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



5. 68: Liz Tolin of Chargify - Servant Leadership in Sales
https://top1.fm/68 download (audio/mpeg, 61.99Mb)

Description:

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.

 



6. "The Real Value Add in Sales" - B2B Sales Mentors Book - Sample Story #21
http://top1.m/jack-book-sample... download (audio/mpeg, 12.85Mb)

Description:

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



7. 67: Stephen Holgate - Dale Carnegie's Most Consistent Top Sales Performer
https://top1.fm/67 download (audio/mpeg, 70.24Mb)

Description:

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. 



8. "Deal Qualification" - Sales Success Stories Book - Sample Story #20
http://top1.m/jelle-book-sampl... download (audio/mpeg, 9.25Mb)

Description:

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



9. 66: Craig Nishizaki of UpTop on How to Get to the Top
https://top1.fm/66 download (audio/mpeg, 67.04Mb)

Description:

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.

 



10. "How I beat out 300 candidates for my dream sales job" - B2B Sales Mentors Book - Sample Story #19
http://top1.fm/scott-b2b-sampl... download (audio/mpeg, 15.53Mb)

Description:

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



11. B2B Sales Mentors
https://top1.fm/b2b-sales-memt... download (audio/mpeg, 2.18Mb)

Description:

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.

 



12. 65: Jovan Perez of SiriusDecisions
https://top1.fm/65 download (audio/mpeg, 71.76Mb)

Description:

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.

 

 



13. 64: Jono Clegg - From Olympic Athlete to Medical Device Sales Athlete
https://top1.fm/64 download (audio/mpeg, 61.79Mb)

Description:

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. 

 



14. "People to People Sales" - Sales Success Stories Book - Sample Story #18
http://top1.fm/paul-book-sampl... download (audio/mpeg, 9.26Mb)

Description:

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



15. 63: Tracy Lim - Grit, Adaptability, and Thinking Big
https://top1.fm/63 download (audio/mpeg, 51.19Mb)

Description:

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.

 

 



16. "I Love Sales" - Sales Success Stories Book - Sample Story #17
http://top1.fm/phil-book-sampl... download (audio/mpeg, 8.38Mb)

Description:

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



17. 62: Scott Ingram - Inspiration Squared
https://top1.fm/62 download (audio/mpeg, 87.53Mb)

Description:

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.



18. "Your network is everything" - Sales Success Stories Book - Sample Story #16
http://top1.fm/kevin-book-samp... download (audio/mpeg, 6.55Mb)

Description:

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



19. 61: Jamal Reimer - Doing Mega Deals at Oracle (3X $50M+)
http://top1.fm/61 download (audio/mpeg, 87.45Mb)

Description:

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.



20. Ditching the “Salesman” Mentality - Sales Success Stories Book - Sample Story #15
http://top1.fm/aj-book-sample download (audio/mpeg, 6.67Mb)

Description:

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



21. 60: Nate Branscome - Chili Piper's Top AE - Prioritizing Values & Providing Value
http://top1.fm/60 download (audio/mpeg, 65.11Mb)

Description:

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.



22. Introducing Daily Sales Tips
http://top1sales.libsyn.com/in... download (audio/mpeg, 3.40Mb)

Description:

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



23. "Set Your Goals at 2x to 3x Your Quota" - Sales Success Stories Book - Sample Story #14
http://top1.fm/trey-book-sampl... download (audio/mpeg, 7.46Mb)

Description:

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



24. 59: Abel Lomas - TrustRadius' Top AE - Alway Be Helping
http://top1.fm/59 download (audio/mpeg, 74.73Mb)

Description:

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.



25. 58 - HubSpot's Top Account Executive - Nora Edmonds
https://top1.fm/58 download (audio/mpeg, 54.07Mb)

Description:

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.



26. "My Dad was Right!" - Sales Success Stories Book - Sample Story #13
http://top1sales.libsyn.com/my... download (audio/mpeg, 11.30Mb)

Description:

The Sales Success Stories Book was published October 16, 2018. Learn more: http://top1.fm/book

This bonus episode includes a sample story from Dayna Leaman titled "My Dad was Right!"

To read the story: http://top1.fm/dayna-book-sample2



27. 57: Jack Wilson of Cinch IT - Selling More While Working Less and Being Happier
https://top1.fm/57 download (audio/mpeg, 88.21Mb)

Description:

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/57

Prior to his role as Business Development Director at Cinch IT, Jack worked at Citizens Bank, where he was consistently ranked in the top one percent of performers. Jack is a bit of a rule breaker, especially when it comes to the status quo of traditional sales. Jack’s holistic approach to sales, coupled with his unconventional methods of prospecting have contributed to much of his business success.

In this episode, Scott and Jack talk all about Jack’s sales background, from starting a small coffee shop to business banking at Citizens Bank to now leading a sales team at Cinch IT. Jack states his belief that consistency is a key component of sales. He urges members of his sales team to incorporate that consistency into their daily sales generating calls. Jack utilizes a self-proclaimed counterculture style to his approach, to which he credits much of his accomplishments.



28. "Best Practices vs. ONLY Practices" - Sales Success Stories Book - Sample Story #12
http://top1sales.libsyn.com/be... download (audio/mpeg, 9.91Mb)

Description:

The Sales Success Stories Book was published October 16, 2018. Learn more: http://top1.fm/book

This bonus episode includes a sample story from Paul DiVincenzo titled "Best Practices vs. ONLY Practices"

To read the story: http://top1.fm/paul-book-sample



29. 56: Evan Kelsay of Seismic - 800% Achievement with a Massive Deal
http://top1sales.libsyn.com/56... download (audio/mpeg, 82.50Mb)

Description:

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/56

Evan Kelsay, Senior Director of Global Accounts at Seismic, the leading global sales and marketing enablement solution. Prior to this role, Evan worked at LinkedIn for about six and a half years as a Global Account Executive. He credits his time at LinkedIn with growing his knowledge and mastery of sales exponentially. He is an expert in the field of sales, as evidenced by recently closing the largest deal in Seismic’s history, earning a massive commission check in the process.



30. "Discovery Is Not Just One Step in the Process" - Sales Success Stories Book - Sample Story #11
http://top1sales.libsyn.com/di... download (audio/mpeg, 11.07Mb)

Description:

The Sales Success Stories Book was published October 16, 2018. Learn more: http://top1.fm/book

This bonus episode includes a sample story from David Weiss titled "Discovery Is Not Just One Step in the Process"

To read the story: http://top1.fm/debe-book-sample



31. 55: LeadIQ’s Top SDR - Jeremy Leveille
https://top1.fm/55 download (audio/mpeg, 82.07Mb)

Description:

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/55

Scott Ingram welcomes to the podcast Jeremy Leveille, who just became Team Lead of Sales Development at LeadIQ, a company specializing in prospecting tools. LeadIQ looks to make prospecting fun and easy by providing software technology that assists sales development representative (SDRs) in generating more leads and closing more deals. Prior to becoming Team Lead, Jeremy worked as LeadIQ’s top Senior Sales Development Representative. He has been an expert in the field of sales for over ten years and was recently named ‘SDR of the Year’ at David Dulany’s 2018 Sales Development Conference.



32. "The Year I Doubled My Income" - Sales Success Stories Book - Sample Story #10
http://top1sales.libsyn.com/th... download (audio/mpeg, 12.62Mb)

Description:

The Sales Success Stories Book was published October 16, 2018. Learn more: http://top1.fm/book

This bonus episode includes a sample story from David Weiss titled "The Year I Doubled My Income"

To read the story: http://top1.fm/david-book-sample2



33. 54: Microsoft's Carson Heady - Master the Day
https://top1.fm/54 download (audio/mpeg, 85.80Mb)

Description:

54: Microsoft's Carson Heady - Master the Day

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/54

Carson Heady is a top sales performer and cloud transformation specialist for Microsoft. In his role, Carson orchestrates segments of account teams for all of the opportunities that fall in his sales territory for any facet of Microsoft Cloud. Having held several roles within the organization prior to this one, Carson has encountered a multitude of challenges, setbacks, triumphs and changes. His philosophy of mastering the day by taking on each day’s challenges one at a time has led to a wide array of success both personally and professionally.



34. The Audiobook is Here!
http://top1sales.libsyn.com/th... download (audio/mpeg, 3.89Mb)

Description:

The Audiobook is here! Get yours: http://top1.fm/audible

For the rest of the book links and for the details about how to get your copy of Lee Bartlett's The No.1 Best Seller for purchasing the book in multiple formats go to: http://top1.fm/book



35. The Book Is Here! Sales Success Stories - 60 Stories from 20 Top 1% Sales Professionals
http://top1sales.libsyn.com/th... download (audio/mpeg, 9.62Mb)

Description:

The Sales Success Stories Book was published today! October 16, 2018. Learn more: http://top1.fm/book

This bonus episode includes the foreword from Lee Bartlett, author of The No.1 Best Seller

To read the foreword: https://top1.fm/lee-bartlett-foreword



36. HI Bonus 2: I'm 6'4 and Devilishly Handsome - Trong Nguyen
http://top1sales.libsyn.com/hi... download (audio/mpeg, 21.51Mb)

Description:

37. 53: Sales Hacker's #1 and Only - Scott Barker
https://top1.fm/53 download (audio/mpeg, 75.22Mb)

Description:

53: Sales Hacker's #1 and Only - Scott Barker

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/53

Scott Ingram and Scott Barker talk all about Sales Hacker, the number one business-to-business community on the planet. At the company’s core, Sales Hacker creates content for B2B sales professionals, and Scott has been an integral part of that for over a year now. Scott talks about his successes as Head of Partnerships at Sales Hacker, including bringing in and closing one million dollars of revenue in nine months. Scott lists three attributes that have been vital to his success. These include being an expert in your field by giving as much value as you can, building a repeatable scalable process that works for you, and having empathy in the workplace.



38. "F*@# the Status Quo - Do You" Sales Success Stories Book - Sample Story #9
http://top1sales.libsyn.com/f-... download (audio/mpeg, 14.28Mb)

Description:

The Sales Success Stories Book will be published October 16, 2018. Learn more: http://top1.fm/book

This bonus episode includes a sample story from Phil Terrill titled "F*@# the Status Quo - Do You"

To read the story: http://top1.fm/phil-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.



39. 52: Carly Mantione - Loopio’s top AE - Getting to Value Quickly
https://top1.fm/52 download (audio/mpeg, 49.71Mb)

Description:

52: Carly Mantione - Loopio’s top AE - Getting to Value Quickly

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/52

Carly Mantione is the #1 Senior Account Executive at Loopio. Carly intentionally got into sales after watching her dad support her family on an entirely commission-based sales role. Both of her siblings and many of her relatives are also in sales.

After university she went into a more transactional sales role at company called Rogers, selling to small businesses. She was successful there and fell in love with selling but realized she wanted to be more in a solution sales role with enterprise companies. Then she went to an SDR role at Influitive before coming to Loopio as a Senior SDR and helped build out the outbound process. Then she became an AE, then a Senior AE and that led her to where she is today.

With the intention of achieving 150% of her annual quota in 2017, Carly ended up exceeding her quota every quarter. In Q4, she beat her quarterly number by over 200 percent and hit 170 percent quota attainment for the year.



40. "The Mindset of a Champion" - Sales Success Stories Book - Sample Story #8
http://top1.fm/kyle-book-sampl... download (audio/mpeg, 10.14Mb)

Description:

The Sales Success Stories Book will be published October 16, 2018. Learn more: http://top1.fm/book

This bonus episode includes a sample story from Kyle Gutzler titled "The Mindset of a Champion"

To read the story: http://top1.fm/kyle-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.



41. 51: John Reidelbach - Senior Account Executive at Emerson
https://top1.fm/51 download (audio/mpeg, 48.02Mb)

Description:

51: John Reidelbach - Senior Account Executive at Emerson

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/51

Pay your dues, keep learning and stay humble. These are John Reidelbach's keys to consistent success selling for Emerson. John has been with Emerson for almost 17 years. He came to Emerson through an Inside Sales Role. He was in Outside Sales for four years prior. When introduced to Emerson, he didn’t want to go backwards from Outside Sales to Inside sales. The company felt it was a better fit for the time being so he took the advice and took a step back. He was in the Inside Sales role for 3 ½ years. He then moved into an Outside Sales position when one opened up. He was ready to jump in and has stayed in the role ever since. He had to invest some time in the beginning but it was worth it for him in the long run.



42. "Sell High" - Sales Success Stories Book - Sample Story #7
http://top1.fm/jacquelyn-book-... download (audio/mpeg, 6.94Mb)

Description:

The Sales Success Stories Book is nearly complete and will be published October 16, 2018. Learn more: http://top1.fm/book

This bonus episode includes a sample story from Jacquelyn Nicholson titled "Sell High."

To read the story: http://top1.fm/jacquelyn-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.



43. 50: Leila Mozaffarian of Zipwhip - New to Sales, Delivering 300%+ While Creating 5-Star Experiences
https://top1.fm/50 download (audio/mpeg, 77.50Mb)

Description:

50: Leila Mozaffarian of Zipwhip - New to Sales, Delivering 300%+ While Creating 5-Star Experiences

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/50

Leila Mozaffarian is currently the top Account Executive at the Seattle based start up Zipwhip. Her focus is on the automotive industry. When Leila first started there were 30 people on the sales team. The team has now grown to over 75 people. Her role has also changed since starting with Zipwhip. When she first started she was doing the entire sales process. While at Zipwhip, she has also spent time serving as a Mentor Account Executive where she would mentor and coach other individuals in the company.

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.



44. "Don’t Take it Personally" - Sales Success Stories Book - Sample Story #6
http://top1.fm/david-book-samp... download (audio/mpeg, 8.09Mb)

Description:

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 David Weiss of ADP "Don’t Take it Personally; They Just Didn’t Want to Buy From You"

To read the story: http://top1.fm/david-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.



45. 49: Brandon Bornancin of Seamless.AI - From Top B2B Sales Pro to Startup Founder
http://top1sales.libsyn.com/49... download (audio/mpeg, 96.12Mb)

Description:

49: Brandon Bornancin of Seamless.AI - From Top B2B Sales Pro to Startup Founder

Extensive show notes with links to items mentioned in the show available at: https://top1.fm/49

Brandon Bornancin is the founder of Seamless.ai, a platform which organizes the world's contacts to help you make profitable relationships when prospecting. He's here to explain the five differentiators that make him successful, as well as how his worth ethic (and thirst for knowledge) has put him in the top one percent of salespeople in his industry.

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.



46. "Getting It Done & Doing It Right – Recipe for a Great Sales Culture" - Sales Success Stories Book - Sample Story #5
http://top1.fm/scott-book-samp... download (audio/mpeg, 8.41Mb)

Description:

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 Scott Ingram "Getting It Done & Doing It Right – Recipe for a Great Sales Culture"

To read the story: http://top1.fm/scott-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.



47. 48: Tom Sienkowski of Reeher - Breaking Through with Status Quo Prospects
https://top1.fm/48 download (audio/mpeg, 46.33Mb)

Description:

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.



48. "Differentiating yourself from the average SDR" - Sales Success Stories Book - Sample Story #4
https://top1.fm/florin-book-sa... download (audio/mpeg, 12.24Mb)

Description:

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



49. 47: Seismic’s Mike McDonough – From Firefighter to Top B2B Sales Pro
http://top1.fm/47 download (audio/mpeg, 159.31Mb)

Description:

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 credibility, build trust and close more deals.



50. "Being Comfortable with the Uncomfortable" - Sales Success Stories Book - Sample Story #3
http://top1sales.libsyn.com/be... download (audio/mpeg, 20.48Mb)

Description:

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



51. 46: Enterprise Sales Forum NYC with Trong Nguyen on Negotiating and Managing $50M-$100M Deals
https://top1.fm/46 download (audio/mpeg, 54.82Mb)

Description:

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 episode.



52. "Let me know if anything changes" - Sales Success Stories Book - Sample Story #2
https://top1.fm/dejuan-book-sa... download (audio/mpeg, 21.31Mb)

Description:

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.



53. 45: AJ Brasel - Selling through the channel and going from $80K/yr. to over $10M/yr. in 4 years at Clover Imaging
https://top1.fm/45 download (audio/mpeg, 100.24Mb)

Description:

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.



54. “I’m 6’4 and Devilishly Handsome” - Sales Success Stories Book - Sample Story #1
http://top1.fm/trong-book-samp... download (audio/mpeg, 21.66Mb)

Description:

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



55. 44: Dan Drozewski - Top Sales Recruiter at Sales Recruiting Firm Treeline
http://top1.fm/44 download (audio/mpeg, 115.50Mb)

Description:

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, Dan had a long banking career. He started out as a teller and worked his way up to having his own branch. He realized at some point that he was just sitting behind a desk pushing papers so to speak. Dan wanted to find something that would be challenging. 



56. Bonus: 2018 Sales Success Summit Recap + Future Vision
http://top1sales.libsyn.com/bo... download (audio/mpeg, 230.52Mb)

Description:

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



57. 43: Office Equipment Solution Sales Specialist – Nicole Miceli
https://top1.fm/43 download (audio/mpeg, 69.75Mb)

Description:

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 and challenges she has faced. Nicole attributes a large part of her success to her manager when she was starting out. Nicole describes her as a “hit the ground running” kind of woman. She helped pull out Nicole’s inner sales person, fostered her confidence and helped her realize her strengths. Nicole also stresses the importance of networking in this episode. She does at least five networking events per week and says you need to be out there hustling, letting people know who you are and what you are looking for.



58. 42: Sam Silverman - Top SDR at Outreach.io
http://top1.fm/42 download (audio/mpeg, 39.29Mb)

Description:

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 have jobs posted. In the job posting you can find relevant information about the company, how they want to be perceived, how to speak their language and inside tips on how to best target them. You can tie in how you can benefit those perceptions and how you can benefit their service or product by leveraging what you learned in the job posting, allowing you to know which references to align and which bucket to put them in.



59. 41: The Top SDR at DiscoverOrg - Josh Sutton - Grit & Doing What Others Aren’t Willing To Do
http://top1.fm/41 download (audio/mpeg, 69.20Mb)

Description:

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.



60. Bonus Episode: This Could be THE Differentiator for Top 1% Sales Performers
http://top1.fm/bonus-different... download (audio/mpeg, 13.95Mb)

Description:

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.



61. 40: Top Cintas Sales Executive - Paul DiVincenzo - Relationships, Focus, Adaptability and Action
http://top1.fm/40 download (audio/mpeg, 92.93Mb)

Description:

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.



62. 39: Microsoft's #1 Inside Sales Corporate Account Manager - Phil Terrill
http://top1.fm/39 download (audio/mpeg, 84.54Mb)

Description:

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.



63. 38: Jason White - Building a $130M Book of Business in Insurance Sales Through Consistent Persistence
http://top1.fm/38 download (audio/mpeg, 65.30Mb)

Description:

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!



64. 37: Dayna Leaman, Senior Account Manager at Wiley - Building a Sales Career Combining Passion and Talent
http://top1sales.libsyn.com/37... download (audio/mpeg, 124.71Mb)

Description:

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!



65. Not just for the top 1%
http://top1sales.libsyn.com/no... download (audio/mpeg, 2.25Mb)

Description:

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!



66. 36: Camille Clemons - Financial Services Sales Career Transitions
http://top1sales.libsyn.com/36... download (audio/mpeg, 101.41Mb)

Description:

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!



67. 35: Trey Simonton of Bazaarvoice - Consistency is the key to success
http://top1.fm/35 download (audio/mpeg, 106.82Mb)

Description:

Trey Simonton - Consistency is the Key to Success
To be a top performer, it’s not about being #1, it’s about being consistently high-performing.

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/35

Trey Simonton is the top Global Accounts Director at Bazaarvoice, a company that powers the ratings and reviews for a large portion of the world’s largest brands and retailers. Trey has never been the #1 rep at his company but is recognized as a top performer because of his level of consistency in producing about 140-160% of quota year over year. In this episode, he highlights his techniques and strategies that have allowed him to achieve that consistent level of success and shares how you can too! Tune in to find out more!

This is the first part of a two-part interview. Get access to the second part by downloading the Sales Success Stories app on your iPhone or Android device, or by joining the Sales Success Community (join the mailing list on top1.fm for an invitation).



68. 34: Justin Peterson of LegalShield: Surround Yourself With Who You Aspire To Be
http://top1.fm/34 download (audio/mpeg, 101.71Mb)

Description:

Justin Peterson — Surround Yourself with Who You Aspire To Be
You are the sum of the five people you spend the most time with.

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/34

Justin Peterson is the top executive at LegalShield under 30. He oversees a sales force of promoters at LegalShield, which provides a kind of insurance for legal services. His role encompasses promotion, production, and recruitment and he has seen some spectacular results in his time at LegalShield. In this episode, Justin shares his insights into the importance of surrounding yourself with the kind of people you aspire to be and gives us some spot-on advice about taking your career to the next level. Tune in for more!




69. 33: Antony Rhine - Octiv's Top Strategic Account Executive
http://top1.fm/33 download (audio/mpeg, 113.06Mb)

Description:

Antony Rhine — Getting People to Know, Like, and Trust You

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/33

This episode was sponsored by Vidyard GoVideo. Get the free chrome extension today: http://top1.fm/v

Antony Rhine is the top Senior Strategic Account Executive at Octiv, where he is their top performer. Octiv creates digital document solutions, and Tony occupies a hybrid role between traditional account management and sales. Tony is an outstanding performer, achieving 185% of quotas consistently. Tony shares his insights about what it takes to be at the top of his game, and how he manages to juggle the various demands of his job. Tune in to find out his tips and strategies for managing client relationships, and achieving sales success!



70. 32: Top 10 at Paychex for 8 Consecutive Years - Ryan Alvord
http://top1.fm/32 download (audio/mpeg, 74.33Mb)

Description:

Ryan Alvord — Repetition, Persistence, and Consistency
The practice will make you perfect.

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/32

This episode was sponsored by Vidyard GoVideo. Get the free chrome extension today: http://top1.fm/v

Ryan Alvord is the top sales representative at Paychex in their Large Market Division, selling HR and payroll technology and services. Of the 400 reps in his division, Ryan has finished in the top 10 for eight consecutive years, and last year finished #1. Ryan shares his experiences of moving from an operations role to a sales role and talks about how his persistence and consistency have allowed him to perfect his technique as well as establish and maintain a large network of prospects that consistently results in outstanding sales results. Tune in for his tips on how to achieve similar success.



71. 31: SalesLoft's Top AE - Kevin Walkup - Leverage Your Network
http://top1.fm/31 download (audio/mpeg, 91.34Mb)

Description:

Kevin Walkup — Leverage Your Network
Don’t be afraid to ask for referrals!

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/31

This episode was sponsored by Vidyard GoVideo. Get the free chrome extension today: http://top1.fm/v

Kevin Walkup has been the Account Executive of the Year for the last two years running at SalesLoft, a cloud-based sales engagement platform that helps to automate a lot of the menial follow-up tasks for salespeople. He is involved in selling to sales organizations all over the world, and the key to his success is leveraging his network and asking for referrals. Tune in to this episode to find out more about how Kevin cultivates his relationships by being authentic, as well as some of his strategies for maintaining a positive outlook!



72. Sales Success Summit
http://top1sales.libsyn.com/sa... download (audio/mpeg, 33.27Mb)

Description:

Sales Success Summit — Coming to You in May 2018!

Top1Summit.com
Use referral code: "SSS" to save $150

Thom Singer joins Scott on this episode to talk about the Sales Success Summit happening in May 2018! This is the first event of its kind that really focuses on the quota-carrying individual contributor in the sales space. The Sales Success Summit will be delivering all sorts of great content from top salespeople from various industries, as well as bringing together sales professionals to form lasting relationships and networks. Tune in to this episode to find out about what’s in store at the event and how you can register for it for an incredible experience!



73. 30: Getting to #1 Globally Through Personal Relationships - Jelle den Dunnen of Bullhorn
http://top1.fm/30 download (audio/mpeg, 75.05Mb)

Description:

Jelle den Dunnen — Understanding Yourself, Understanding Your Client
Personal relationships with your clients are paramount.

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/30

This episode was sponsored by Vidyard GoVideo. Get the free chrome extension today: http://top1.fm/v

Jelle den Dunnen is a Senior Account Executive at Bullhorn, the global leader in delivering recruitment software to recruitment agencies. When he joined Bullhorn five years ago, Jelle was the first non-native English speaker in the company, but he is now the top seller globally, with an average performance of 130% of quota per quarter, and 171% of quota last year. Tune in to this episode as Jelle and Scott discuss the importance of understanding yourself as a seller in order to form better and more lasting personal relationships with your clients.



74. 29: Top Recruiter at Michael Page - Talene Savadian
http://top1.fm/29 download (audio/mpeg, 66.62Mb)

Description:

Talene Savadian — Resilience is Key to Being a Top Recruiter
Resilience in the face of rejection — consistency will get you the results you want.

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/29

This episode was sponsored by Vidyard GoVideo. Get the free chrome extension today: http://top1.fm/v

Talene Savadian is the top sales and marketing recruiter, both in America and globally at Michael Page. She focuses on the Sales & Marketing roles within the Consumer Packaged Goods industry and has consistently produced outstanding results, despite having been in her position for a relatively short time. Tune in to this episode to find out more about what motivates Talene (hint, it’s not money) and how she deals with the challenges of managing both clients and candidates.



75. 28: Top Real Estate Agent - Brandy Finnessey - Closing a Deal a Week
http://top1.fm/28 download (audio/mpeg, 93.42Mb)

Description:

Brandy Finnessey — Advice from a Top Real Estate Agent!
Having personal touches makes all the difference in maintaining relationships.

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/28

This episode was sponsored by Vidyard GoVideo. Get the free chrome extension today: http://top1.fm/v

Brandy Finnessey is one of the top real estate agents in Austin, Texas, with Kuper Sotheby’s International Realty who did $21 million worth of business last year. She started her real estate careers at one of the worst times, but quickly progressed and is now closing, on average, one transaction a week. Brandy is a next-step kinda gal, who likes to keep her clients informed, and her business is built on maintaining and cultivating relationships. Tune in to this episode to find out more about Brandy’s journey, and how incorporating personal touches can make the difference in your business.



76. Bonus: Enterprise Sales Forum & Women in Sales Month
http://top1.fm/women download (audio/mpeg, 3.90Mb)

Description:

This October the Sales Success Stories Podcast is partnering with the Enterprise Sales Forum to present an all female lineup of episodes and local events respectively.

Listen to the episode for all the details and visit http://top1.fm/women for links to everything mentioned including the Enterprise Sales Forum website and all previous episodes of the podcast featuring top sales women.



77. 27: Selling Professional Services - Reed Clarke of LeadMD
http://top1.fm/27 download (audio/mpeg, 107.17Mb)

Description:

Reed Clarke — Selling Professional Services
It’s all based on relationships

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/27

This episode was sponsored by ViewedIt by Vidyard. Get the free chrome extension today: http://top1.fm/v

Reed Clarke is the top Solution Consulting Director at LeadMD, based out of Scottsdale, Arizona. He is the first professional seller on the show coming from the the consulting space, as opposed to product sales space. Reed shares how he has managed to rise to the top of his team in just over a year of being there, as well as the lessons he has learned in his extensive sales career. Tune in to this episode for some insights into establishing relationships with prospects, as well as how selling professional services differs from selling product-based solutions.



78. 26: How Car Salesman John Hinkson Sold 1600 Cars in his First 3 Years
http://top1.fm/26 download (audio/mpeg, 87.44Mb)

Description:

John Hinkson — Car Salesman Extraordinaire
It's all about service

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/26

This episode was sponsored by ViewedIt by Vidyard. Get the free chrome extension today: http://top1.fm/v

John Hinkson is the top car salesman at Dan Cummins Chevrolet, a car dealership based in a small town in Kentucky with just under 10,000 residents. The amazing thing is that the dealership sold over 9,500 cars last year, and John personally sold over 40 cars every month (the national average is 12), despite only having started three years ago. Tune in to this episode to hear the incredible story of John’s success, and how he achieved it simply by putting people first, and focusing on serving their needs as best as he could. John’s story is an inspiration — if he could achieve such stellar results in just three years, so can you!



79. Sales
http://top1sales.libsyn.com/sa... download (audio/mpeg, 6.85Mb)

Description:

Want more Sales Success? Listen to this short bonus episode where Scott Ingram outlines his ideas for 2018 and asks for your help in deciding which one to prioritize next year through the short 3 minute survey available at: top1.fm/2018



80. 25: Trong Nguyen - Enterprise Sales Success at Microsoft &“Winning the Cloud”
http://top1.fm/25 download (audio/mpeg, 87.51Mb)

Description:

Trong Nguyen — Personal Agendas Trump Business Agendas
The power of building personal relationships

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/25

This episode was sponsored by ViewedIt by Vidyard. Get the free chrome extension today: http://top1.fm/v

Trong Nguyen has spent most of his sales career in complex Enterprise Sales, and recently wrote a book called "Winning the Cloud: Sales Stories and Advice from My Days at Microsoft." Trong has an incredible track record, and a wealth of experience in handling complex deals in very complex, multi-level organizations. He was Global Account Manager (GAM) at Dell, where he was named GAM of the Year in 2006, before moving to Microsoft, where he worked on game-changing, multi-million-dollar deals in financial services and healthcare. In this episode, Trong shares some insights into the world of managing complex sales, and how building personal relationships has allowed him to create success for himself.



81. 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results by Taking a Scientific Approach with a Strong Sales Methodology
http://top1.fm/24 download (audio/mpeg, 138.93Mb)

Description:

David Weiss — The Science of Sales
There is a methodology that will bring you success

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/24

This episode was sponsored by ViewedIt by Vidyard. Get the free chrome extension today: http://top1.fm/v

David Weiss was the #1 seller in his division last year at 220% of plan in the Talent Acquisition Solutions Division, as a part of the Global Enterprise Sales team at ADP. He is the subject matter expert who speaks with executives about the talent acquisition marketplace and how ADP’s solutions can impact them. By adopting a very scientific approach to sales, David has managed to work his way to #1. His method is teachable, learnable, and anyone can do it — he guarantees a definite improvement in your results if you follow in his footsteps. Tune in to learn more about David’s sales methodology and process, and take yourself to the top too!

 



82. 23: Selling in Emerging Markets (India) to Large Buying Committees with Abhishek Kohli
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Abhishek Kohli — Sales In India
It’s not just about selling to one person.

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Abhishek Kohli is an Account Manager at Clarivate Analytics, which was until recently, the Intellectual Property and Science business of Thomson Reuters. He is based in New Delhi, India, where he is selling to government agencies and institutions in the North and Central part of India. In this episode, he shares his experiences dealing with government bodies and bureaucracies in one of the toughest, most challenging markets, India, and how he overcomes the obstacles he is faced with on a daily basis. Tune in to find out more!

 



83. 22: Top SDR - Florin Tatulea - Actionable Prospecting Tips to Get More Meetings
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Florin Tatulea - Effective SDR Prospecting Tips to Get More Meetings
Data Wins: Don’t rely on others, do your own tests to see what works for you!

Florin Tatulea is the Number One Business Development Representative (BDR) at Loopio, a company that helps clients manage RFIs, RFPs, and Security Questionnaires. Florin started off at Loopio as the first salesperson in the company, and has now grown to the point where he recently made the transition to the role of an account executive. In this episode, Florin shares his secret to success — that data always wins, and why you should always do your own A/B testing to find out what works for you. Tune in to find out more!

 



84. 21: Social Selling his way to the top of the NBA Development League - Allen Schlesinger of the Austin Spurs
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You don’t need cold calls if you sell on social.

Allen Schlesinger is the Premium Sales Manager for the Austin Spurs. He has been the #1 seller in all of the NBA Development League (NBA G League) for the last four years consecutively. Allen started off with no experience in sales, and has risen to become one of the top sellers in his industry — and he hasn’t made a cold call in five years! Allen uses social selling on avenues such as LinkedIn and email to get clients, and is a living example of the fact that persistence pays. Tune in to this episode to find out how you can turn to social selling to ramp up your sales and become a top seller too!

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/21

 



85. 20: Cvent's Top Enterprise Sales Rep - Barry Womack - Leverage Your Resources
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Barry Womack — Leverage Your Resources
Know the resources you have, and use them!

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/20


Barry Womack was the Annual Top Performer in his regional sales manager role at Cvent, a meeting and event technology platform, where he focuses on enterprise solutions and achieved 208% of his annual quota. His role includes working with existing clients to expand and grow those partnerships, and bringing on new logos and creating new revenue for the company. Tune in to learn more about leveraging resources, and making the most of what you have by being prepared.



86. 19: Top Pharmaceutical Sales Rep - Christina Izokovic - Be Better Than Yourself
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Christina Izokovic — Be Better Than Yourself
When you’re #1, push to be better than yourself.

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/19


Christina Izokovic is the Number 1 Pharmaceutical Sales Rep, and Rep of the Year, for Avion Pharmaceuticals. She works in one of the toughest territories, that has a reputation for being a closed territory. By really diving deep and making a big impact, Christina has grown her numbers month after month, in all core brands, and every single product. She has received a couple of promotions within the last year and is now a District Sales Trainer, and is a part of the Marketing Board as well. Tune in to hear how Christina’s tips on being better than #1, and how to make an impact even with the toughest clients.

 



87. 18: Top Medical Device Sales Consultant - Robbie Siegel of Medline - Relationships, Routines, Challenges and Changes
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Robbie Siegel — Relationships, Routines, Challenges, Changes
It’s all comes back to increasing selling time!

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/18

Robbie Siegel works in the medical device space with Medline Industries, a manufacturer and distributor of medical products in Las Vegas. He was named the corporate account sales rep of the year, one of about 150, and one of only two reps in the company who sold over $6 million last year. In this episode, Robbie joins Scott to talk about building relationships and routines, tackling challenges, and making changes. Tune in to find out what you can do to increase your selling time, and become a star like Robbie!



88. 17: Tony Robbins' Top Field Sales Rep Eli Wilde - It's Not Motivation, It's Conditioning
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Eli Wilde — It’s Not Motivation, It’s Conditioning
Your success boils down to your habits and conditioning

Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/17

Eli Wilde is and has been the top seller for the Tony Robbins Organization for many years now. He started of with humble beginnings in Maryland, and during a particularly difficult phase of his life, he attended a Tony Robbins session, which changed his life. Since then, he has completely overhauled his life, and has achieved many successes. Tune in to hear Eli talk about how he got to, and has managed to stay at, the top all these years, and the role that conditioning and building habits has to do with ensuring your long term success.



89. 16: Namely's Top Account Executive Colin Specter - Positive Results Follow a Positive Attitude
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Colin Specter — All About Attitude
Positive results follow a positive attitude!

Full show notes complete with links to items mentioned in the show available at: http://top1.fm/16

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Colin Specter is a Senior Account Executive at Namely, an All-in-One HR, payroll and benefits solution. He is the top seller, and has been for the last three years running, across multiple different roles and territories. Colin joins Scott to discuss the importance of having the right, positive attitude, and a strong belief in the product or service that you’re selling, in order to become a top seller. Tune in to find out some ways you can develop a positive attitude, so that you too can become a top seller like Colin!



90. Bonus 1: Talking AI and the Future of Sales with Nudge CTO, Steve Woods
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Full show notes complete with links to items mentioned in the show available at: http://top1.fm/b1

Nudge.AI Chrome Extension
Nudge Webinar

Steve Woods is the co-founder and CTO of Nudge.AI, a platform that helps sales professionals build, maintain, and strengthen relationships with people in their network. Tune in to this special bonus episode to find out more about the value of Nudge to sales professionals, and to dig a little deeper into their backstory and vision.



91. 15: Josh Mueller - $4.5M worth of Cutco knives sold, one set at a time - Learn how this B2C expert makes it happen.
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Josh Mueller — Think Relationships, Not Transactions.
Move beyond the idea of sales as transactions; build relationships and earn lifelong customers.

Full show notes complete with links to items mentioned in the show available at: http://top1.fm/15

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Josh Mueller has been one of the top producers at Cutco Cutlery for the last eight years. Josh is the first seller on the show who isn’t in B2B sales, but has made it to the top of his game since he got into the industry, and has consistently remained at the top for the last few years. As founder and CEO of Vast Action, Inc, Josh also has experience helping professional salespeople master their sales process, install systems to build lifelong relationships with clients, and scale up their businesses to achieve their goals. Tune in to hear Josh share insights into becoming a top seller, and how you too can achieve the results Josh has.



92. 14: How Kyle Gutzler Doubled His Sales in 1 Year and Sold Over $1 Million Dollars at Payscale
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Kyle Gutzler — Double Your Sales in One Year!
These 7 steps could help you double your sales!

Full show notes complete with links to items mentioned in the show available at: http://top1.fm/14

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Kyle Gutzler is the Number 1 Senior Account Executive at PayScale, Inc., based out of Seattle, where he literally doubled his sales last year, and sold over $1 million. He broke company records by selling at 140% of his plan and was awarded the Senior Account Executive of the Year. He recently authored a LinkedIn post called "How I Doubled My Sales in One Year", which went viral. In today’s episode, listen in as Kyle shares the seven things he did to double his sales, and achieve amazing results.



93. 13: Top Director of Strategic Accounts Bill Pai of Cornerstone OnDemand - Listening, Learning and Laughing his way to #1
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Bill Pai — Listening, Learning and Laughing
The three keys to fostering productive relationships.

Full show notes complete with links to items mentioned in the show available at: http://top1.fm/13

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Bill Pai is the top director of strategic accounts at Cornerstone OnDemand. His role is to work with several of the largest strategic clients in his organization — typically organizations with hundreds of thousands of employees, based in multiple continents and operating in multiple languages. His responsibility is to maintain the client relationships and expand them as Cornerstone's offerings and the clients' needs evolve. Bill has been in all sales roles, and in today’s episode, he shares his insights into what it takes to get to and stay at the top of the account management role.

 



94. 12: Top Business Development Rep (BDR) - Reid Oliver of Vidyard on Leveraging Video to get more Meetings
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Description:

Leveraging Video to Get More Sales
Personalize your message through videos, and make those sales skyrocket!

Full show notes complete with links to items mentioned in the show available at: http://top1.fm/12

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Reid Oliver is the top business development representative (BDR) at Vidyard, a company that focuses on the video marketing space. Reid works primarily in the large enterprise space, and has managed to reach the Number 1 position in his company by leveraging his expertise in the area of video marketing. Tune in for some great strategies that Reid has used to find out how you, too, can become a great salesperson!



95. 11: Debe Rapson - Find Your Motivation, Drive Your Destiny
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Description:

Find Your Motivation, Drive Your Destiny
Knowing what drives you will drive you to success

Full show notes complete with links to items mentioned in the show available at: http://top1.fm/11

Check out our sponsor and get a free account. Nudge is a modern sales platform that uses AI to find actionable insights on your prospects and customers - without all of the grunt work. Sign up for Nudge to start building real relationships with your buyers: http://top1.fm/Nudge

Debe Rapson is the No. 1 Director of Strategic Accounts at Demandbase. She has been with Demandbase for the past 7 years and has seen it through its growth from a small company with 18 employees to one of the top marketing firms in the B2B industry. With over 30 years of experience in the sales industry, Debe shares her experiences as a woman in a male-dominated industry and how she has managed to make it to the top. Tune in to learn some of the hard questions you should ask to find and continue on your career path!



96. 10: Claire Philliskirk - O2 Telefonica - Empathy is the Key to Sales Success
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Description:

Empathy Is the Key to Sales Success
Empathy is the best way to build lasting relationships and ensure your own success.

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Full show notes complete with links to items mentioned in the show available at: http://top1.fm/10

 

Claire Philliskirk is a digital consultant at O2 (Telefonica UK), a telecommunications provider that has moved toward helping businesses along in their digital journey. Claire has never missed a sales target and was recently named the 2016 Best Woman in Technology Sales Europe at Women in Sales Awards. In this episode, Claire talks about the importance of empathy in building a relationship with a client to ensure long term success. Tune in to find out some other ways you can improve yourself to become a top seller like Claire.



97. 9: George Penyak and Mike Cochrane of Restaurant Technologies
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Do What's Right for the Customer, and Create Your Path to Success
Knowing your strengths is important, but when it comes to long-term success, do good by your customer, for years of success.

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Full show notes complete with links to items mentioned in the show available at: http://top1.fm/9

George Penyak and Mike Cochrane are both from Restaurant Technologies, a company in the foodservice industry that provides oil management solutions to both commercial kitchens and non-commercial organizations. George Penyak was the #1 Sales Executive for 3 years in a row, before moving into his current role as Regional Sales Manager for the Southern Atlantic Coast, where he lead his team to the #1 position in his very first year. Mike Cochrane handles direct Sales of Foodservice Facilities in virtually the entire states of North Carolina, Virginia, West Virginia and Tennessee, and was awarded the Rookie of the Year award in his first year at the company. Tune in, as George and Mike share tips and strategies for becoming a top-tier salesperson by knowing your strengths and playing to them, but also by doing what’s right for the customer to ensure your years of success.

 



98. 8: Percolate's Jacquelyn Nicholson - Build Rapport, Build Success
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Description:

Build Rapport, Build Success!
Build rapport with prospective customers and mentors to lay the foundations for your success!

Full show notes complete with links to items mentioned on the show available at: top1.fm/8

Jacquelyn Nicholson is a Senior Enterprise Account Executive at Percolate, an international company that works with over 800 brands, across 70 countries. From her beginnings in the pharmaceutical and bio-tech industry, Jacquelyn has grown in her sales career to become one of the top sellers in her company, and was also one of the members who started the San Francisco office. In this episode, Jacquelyn talks about how building rapport with others is a cornerstone of her sales ideology, and the importance of mentorship and coaching. Tune in to also find out more about how journaling can help you in your career!



99. 7: SalesLoft's Top SDR - Angela Kirkland - Using Creativity and Resourcefulness to Get What You Want
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Description:
Using Creativity and Resourcefulness to Get What You Want.

There are more ways than one to get what you want!
 
Full show notes complete with links to items mentioned on the show available at: top1.fm/7
 
 
Angela Kirkland is the number one sales development representative at SalesLoft. As the team lead for mid-market sales development representatives, she manages her team to help them hit their quotas and achieve their goals. Since leaving her previous position as a recruiter, Angela has progressed very quickly through the ranks in SalesLoft, to get where she is today. In today’s episode, Angela talks about being resourceful and creative to get what you want, and shares some tips on making sure meetings actually happen!


100. 6: Bloomberg BNA's DeJuan Brown - Creating Value Through Seeking to Serve
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Description:
Creating Value through Seeking to Serve

Prioritize your clients’ needs to make yourself an indispensable resource  to them.
 
Full show notes complete with links to items mentioned on the show available at: top1.fm/6
 

DeJuan Brown is one of the top account executives at Bloomberg BNA, with over 15 years of experience in the industry. In his last two years at BNA, he has achieved results of over 212%  and 218% of quota, and has never missed an annual sales quota in his entire career. DeJuan shares some of his differentiating tactics that have allowed him to enjoy continued success over the years, and challenges you to ask yourself how you are creating value for your clients.



101. 5: Becoming the #1 SDR with Jennifer Linker of Vision Critical
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Description:

Tips and Tricks to Becoming the Best Sales Development Representative

Persistence is key, but so is building relationships.

Full show notes complete with links to items mentioned on the show available at: top1.fm/5

Jennifer Linker is the top Business Development Associate at Vision Critical, a cloud-based customer engagement platform that allows companies to get customer feedback and insights in real-time. Jen’s sales career started at a young age, and she has risen to the top of the SDR leaderboard in just a few months. Jen shares some of her tips and tricks to making it to the top, but also reminds us of the value of focusing on your clients as people, too.

 



102. 4: Debe Rapson – 7X #1 Seller at Demandbase on The Importance of Asking the Hard Questions
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Description:
2/14/2017: This episode has been replaced by Episode 11. The only way to get access to the original recording described below is through the Sales Success Community. For an invitation to this private (and currently free) community just join the mailing list.
 
The Importance of Asking the Hard Questions

Why asking the hard questions helps you to find your career path and the company that’s right for you.
 
Full show notes complete with links to items mentioned on the show available at: top1.fm/4
 
 
Debe Rapson is the No. 1 Director of Strategic Accounts at Demandbase. She has been with Demandbase for the past 7 years and has seen it through its growth from a small company with 18 employees to one of the top marketing firms in the B2B industry. With over 30 years of experience in the sales industry, Debe shares her experiences as a woman in a male-dominated industry and how she has managed to make it to the top. Tune in to learn some of the hard questions you should ask to find and continue on your career path!


103. 3: #1 Regional Sales Director at Influitive – Justin Bridgemohan
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Description:
Value Is the Driver of Every Human Interaction

When there’s no longer any value in an interaction, then the sales cycle stops.
 
Full show notes complete with links to items mentioned on the show available at: top1.fm/3
 
 
Justin Bridgemohan is the Regional Director at Influitive, an advocacy marketing platform designed to help businesses supercharge their customer’s enthusiasm for their products and services. Justin has been promoted twice since he joined Influitive in 2013 and has been a leader on Influitive’s rapidly-growing sales team. Justin shares some of his keys to success, but the most important of them all is to always deliver value in every human interaction. If you don’t, then the sales cycle stops dead in its tracks.


104. 2: Triblio’s #1 Seller – Jeff Zelaya
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Description:
Creating Your Own Sales Methodology
There will never be one sales methodology that can fit your every need.
 
Full show notes complete with links to items mentioned on the show available at: top1.fm/2

Jeff Zelaya is a Account Based Marketing and Sales Development Consultant at Triblio who unexpectedly stumbled into sales. When Jeff became a personal trainer at a local gym, he found himself with the responsibility of finding his own clients. On this week’s episode, you’ll discover how Jeff was able to receive four different job offers before he graduated from college, how he built his personal brand, and why it’s beneficial to not use one sales methodology, but several.



105. 1: #1 LinkedIn Account Executive – Mike Dudgeon
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Description:

How Slightly Unorthodox Thinking Leads to Success
Sometimes you can’t fit everything you want into a 9-5 schedule

Full show notes complete with links to items mentioned on the show available at: top1.fm/1

Mike Dudgeon just made the transition to Sales Manager after serving as a Senior Global Account Executive of Marketing Solutions at LinkedIn. In that role Mike was primarily responsible for the Microsoft relationship and is well respected as the #1 AE. You’ll hear Mike discuss some of his responsibilities at LinkedIn and how he takes a simple idea and turns it into results. Mike believes in order to achieve success, you need to have slightly unorthodox thinking and to understand that not everything can be achieved within a 9-5 work schedule. There will be days where you have to wake up earlier than usual, work late, or even work on the weekends to get a leg up on the competition or a headstart on your tasks.



106. 0: Introducing Sales Success Stories
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In this introductory episode you’ll learn the history that lead to the creation of the Sales Success Stories Podcast.

Full show notes available at: top1.fm/intro

Hear why this show is different from other sales podcasts, and most other sales content in general. What you can and can’t expect from the structure of each episode. Who I will and won’t be interviewing and even my secret agenda. Give a listen and let me know what you think.