Sales Success Stories

Today’s bonus episode is brought to you thanks to the generous support of The Sales Collective. To learn more about them, just click over to top1.fm/tsc for The Sales Collective.

In today’s bonus episode of the Sales Success Stories podcast, I’ve got the first in a series of hallway conversations from last year’s Sales Success Summit. Truth be told, I totally forgot I had these. Jeff Bajorek has been kind enough to host this series of interviews during every Summit and until last year we released them in near real-time.

With this set, I had a different plan and apparently completely forgot about said plan. The result is maybe even better because this year’s Summit is just 2 months away on October 16th and 17th and these conversations are such a great reminder of just how powerful and impactful the Summit really is.

Yes, the content and presentations are amazing because they exclusively feature the top performers that you’ve heard here on this podcast, but it’s more about the experience and the opportunity to build real relationships and have real conversations with some of the best in the business.

So, for the next couple of months leading up to this year’s Summit, I’ll be sharing some of these conversations. This one features Jeff talking with Sarah Brazier and Luke Floyd, and for added context, you can scroll back in your feed to March 21, 2023, to hear the audio from Luke’s presentation.

Here they are with a pretty cool little intro of their own:

Blair Hamer is the top Client Champion for Intricate, the leading energy services provider of regulatory consulting and reporting, field services, and software to the Oil & Gas Industry. Blair has attended Harvard Sales Programs and is an Authenticated Client Champion, a role that places a large emphasis on treating clients more like family and friends than business acquaintances. Blair is an incredibly thoughtful and knowledgeable sales professional who is always seeking out win-win scenarios so he can provide value to both his clients and his organization. It is Blair’s belief that in providing an authentic experience, a long-term relationship grows, built on trust, hard work, and intelligence.

Brian Hicks is the top seller and team leader as VP of Sales at Belkins, but that’s just scratching the surface of what Brian is all about. As a sales professional, Brian has been ultra-successful throughout his career. However, it was surviving a tragedy that completely altered Brian’s mindset, outlook, and approach to Sales. Brian is passionate about helping others in whatever way he can. That passion has provided him with a meaningful and winding road of professional experiences. With over fifteen years of experience in relationship-based sales and management, Brian has successfully recruited, trained, enabled, managed, and integrated solutions and teams in startups, Fortune 100, 500, and 1000 companies across industries such as IT, Finance, Retail, and Food & Beverage.

Carl Sajous, until very recently, was the Lead Account Executive at Fringe. And, with the departure of our friend DeJuan Brown to an incredible opportunity, Carl is now leading the Sales team at Fringe. Preferring to care for others and help them in practical and tangible ways, Carl uses his quiet personal warmth to communicate this feeling to everyone he meets. Carl is a strategic and thoughtful sales professional who is both methodical and relaxed in his approach.

Hey there, thank you for listening to and subscribing to this podcast. I really appreciate it. I just have two quick updates for you in this off-schedule episode.

The first one is personal, and what I’m actually going to do is include my Daily Sales Tip from May 31st here in a couple of minutes so you don’t have to go hunt that down if you haven’t yet heard it.

It’s a little bit of an uncomfortable share for me, but explains the inconsistency with new interviews here on Sales Success. A situation I’m working on rectifying over the next few weeks. So I guess stay tuned for that update.

In the meantime, I want you to get yourself registered for the webinar series that we’re presenting with the support of Vidyard, The Sales Collective, Sales Hacker, Outreach, and the Sales Feed. It’s happening on Friday, June 9th.

Hopefully, you’re able to join us live, but if you register we’ll be sure to get you the recordings afterwards. Do us both a favor and hit pause, click over to Top1.fm/WS for Webinar Series, and register. You can see the full lineup there as well, but being that you’re listening to a podcast, you might be a bit more audio inclined, so let me share with you what’s in store:

Today I’ve got a quick update on our upcoming Basecamp event. This was originally scheduled for May 9th and was meant to be kind of a Sales Success Summit light. A single-day event with a whole series of really actionable, shorter presentations from the top sellers that you’ve heard here on this show. I won’t go into the gory details, but some things happened that caused me to rethink that approach and I’m super excited about how we’ve pivoted. We’ll be taking that originally planned content and will be doing a day-long webinar series in collaboration with Sales Hacker on June 9th. We don’t quite have the landing page up for that, but if you go to top1.fm and join the listener list you’ll be one of the first to have the opportunity to sign-up.

This episode is brought to you thanks to the generous support of Vidyard. To join the waitlist to get access to their coming AI Script Generator just click over to top1.fm/vai for Vidyard AI. Top1.fm/vai.

In today’s bonus episode of the Sales Success Stories podcast, I’ve got the complete audio from another of the top-rated presentations from the 2022 Sales Success Summit. This is Melissa Gaglione, who was the star of episode 133 on this podcast delivering her presentation on Developing Your Sales Superpower. Here she is:

Paul DiVinceno has been a senior business advisor and team leader to Fortune 500 Companies such as Gartner, Dell, and Cintas along with Startup Clients like Humu & Indeed.com utilizing a Business Outcome Focused skill set covering all aspects go to market utilizing best-inbred approaches to leverage: people, process, technology, and culture. Paul is an industry-leading, frequently consulted leader with over two decades of diverse industry experience in fast-paced business-to-business industries, including technology, SaaS, financial services, healthcare, government, aerospace, general manufacturing, life sciences, food processing, and retail.

In today’s bonus episode of the Sales Success Stories podcast, I’ve got the complete audio from another of the top-rated presentations from the 2022 Sales Success Summit. This is Evan Kelsay, who was the star of episodes 56 and 74 on this podcast delivering his presentation on Megadeal Hack: The Internal Sale, and I think I’m pretty safe in saying that this was the funniest presentation at the Summit which is pretty massively enhanced by Evan’s slides, so I’d highly recommend you check out the video version. You’ll find a link to that at top1.fm/evan2022. Here he is:

Jacquelyn Nicholson has decades of experience building and supporting the best brands in the world and growing businesses in new markets from scratch. She is passionate about being the woman her husband would marry again, the mom her kids are proud of, and the person her boss or customer would work with again. Jacquelyn is a curious, outspoken, and smart sales professional who joins the show today as a recurring guest to discuss gaining radical perspective and leaving a lasting legacy.

In today’s bonus episode of the Sales Success Stories podcast, I’ve got the complete audio from another of the top-rated presentations from the 2022 Sales Success Summit. This is Luke Floyd, who was the star of episode 140 on this podcast delivering his presentation on Unlimiting Beliefs and Owning Your Success. Don’t tell anybody, but this was my personal favorite presentation from this last Summit. So much of it really resonated with me and once again there’s some killer Q&A at the end. For the video version where you can see Luke’s slides for a little additional context, click over to top1.fm/luke2022 for that link. Here it is:

Fabian Perez is the top Account Executive at Kaseya, the leading provider of IT and security management solutions for managed service providers (MSPs) and small to medium-sized businesses (SMBs). Fabian is a thoughtful and intentional sales leader who understands the value of being a ‘forever learner.’ Today, Fabian joins the show to talk about his sales origin story, one that, like many others, began in an entirely different field. Fabian expounds on his role at Kaseya, how he connects with his clients and prospects on a human level, and other best practices that make up his sales proposal process.

In today’s bonus episode of the Sales Success Stories podcast, I’ve got the complete audio from another of the presentations from the 2022 Sales Success Summit. This is Briana Stimmler, who was the star of episode 132 on this podcast delivering her presentation on Maintaining Your Momentum and Staying Motivated. Also, for a link to the video version so you can actually see Briana’s presentation, click over to top1.fm/briana2022. Here it is:

JC Pollard was the top commercial Account Executive at Gong last year and was a top-performing SDR before that. Gong enables revenue teams to realize their fullest potential by unveiling their customer reality. Prior to being elevated to AE, JC was a top Sales Development Representative (SDR). JC is a closer that believes in leading with genuine curiosity, and a desire to help solve complex problems for his prospects and customers. JC is passionate about sales, sales enablement, coaching, and onboarding. He absolutely loves working at Gong, so much so that he’s posted a message about it warning potential recruiters not to waste their energy.

In today's bonus episode of the Sales Success Stories Podcast, I'm going to do something I've never done before. It's super personal and super uncomfortable, but given how much it resonated with others on our last Sales Success Community call, it feels like a really important thing to share.

I'm trying to Defunkify myself!

I have been off my game for almost an entire year, and I'm sure experiencing some mild depression. I won't get into all of the causes, because it's really not that important, and many of us get into this place for a whole variety of reasons. What I want to focus on is getting out of it!

Jack English is the top-performing Account Executive at Zencity, a complete 360 solution that enables local government leaders to understand diverse community needs by hearing from more voices. The platform brings all the essential tools into one place to help government agencies improve services, build trust and increase overall satisfaction with their communities. Prior to being elevated to AE, Jack was a top Sales Development Representative (SDR). Jack is a highly intentional sales professional who believes in managing up, taking ownership, and the power of cultivating meaningful relationships with mentors.

In today’s bonus episode of the Sales Success Stories podcast, I’ve got the complete audio from another of the top-rated presentations from the 2022 Sales Success Summit. This is Lynn Powers, who was the star of episode 147 on this podcast delivering her presentation on Grit & Tenacity For The Win, and just a note having just rewatched this myself, the Q&A at the end is just as good as Lynn’s killer presentation, so stay tuned for that and for a link to the video version so you can actually see Lynn’s presentation, click over to top1.fm/lynn2022. Here it is:

In today’s bonus episode of the Sales Success Stories podcast, I’ve got the complete audio from Ian Koniak’s presentation at the 2022 Sales Success Summit last October. This was the top-rated presentation at the last Summit and he’s now done that back to back and is working towards doing it again in 2023 as he’s already committed to present again at this year’s Summit. 2 quick notes before we get started. One, there’s a bit of language in this one, so fair warning and Two, there are definitely some visual elements, so I’d encourage you to check out the links at top1.fm/ian2022 where you can find links to the videos of both his 2022 and 2021 presentations. You’ll also find links on that page to connect with Ian and learn more about his coaching and speaking. Top1.fm/ian2022. Here it is:

Brantley Atkinson is the top Account Executive at Triple Whale, an organization that compiles data into one easy-to-use dashboard. Brantley is a focused team leader with the ability to leverage research, resources, and emerging technologies to create relevant communications. Brantley has extensive experience building partnerships and retaining customers and today he joins the show to discuss how his non-Sales background at NC State helped him tremendously in his eventual Sales career.

Today’s bonus episode might be a little bit redundant if you’re also a subscriber and regular listener of the Daily Sales Tips podcast, but I thought I’d put together this ultra-convenient set of all 10 of the top sales tips from that show in one bingable pack. Enjoy the countdown!

Top 2022 Tip #1 – No Nonsense Strategy to Build More Pipeline – Anthony Natoli
Top 2022 Tip #2 – Be Grateful – Jack Wilson
Top 2022 Tip #3 – Be Creative in Connecting with Customers and Win More – Irfan Jafar
Top 2022 Tip #4 – Use this Trick to Get Any Prospect to Call You – Shari Levitin
Top 2022 Tip #5 – Mindset of a Top Performer – Jason Koons
Top 2022 Tip #6 – 13 Traits of a Successful Salesperson – Meshell Baker
Top 2022 Tip #7 – Resonance: The Only Thing that Matters in Your Messaging – Tyler Lessard
Top 2022 Tip #8 – Winning with the Questions you Ask – Katie Jane Bailey
Top 2022 Tip #9 – High Conversion Prospecting – Tom Burton
Top 2022 Tip #10 – Facilitate the Sales Process – Sabrina Simmers