Sales Success Stories

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.

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

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,

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

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

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 h

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.

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.

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.

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.

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!

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!

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!

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!

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.

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!

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!

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.

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!

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!