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    B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals
    B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals
    B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals
    Ebook139 pages2 hours

    B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals

    By Scott Ingram

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    About this ebook

    Are you looking to take your sales results to the next level? Get inspired and learn directly from some of today's top sales professionals.


    Worried you're not on the right path to consistent sales success? Have your commissions plateaued? Do you struggle to influence decision-makers in your field? Twenty-year B2B sales veteran and Sales Success Stories podcast host Scott Ingram is a true self-starter who walks the talk. Now he's curated these extraordinary lessons to give you the competitive edge you deserve.


    B2B Sales Mentors - 20 Stories from 20 Top 1% Sales Professionals is a curated collection of timeless lessons from practicing experts. Shared in an informal style with clear action items at the end of each chapter, these wise words will make a huge difference in your work and industry. Whether you sell to large enterprise accounts or to SMB companies, this book will inspire you to skyrocket your earnings!


    In B2B Sales Mentors, you'll discover:
    *     Mindset and goal setting techniques of elite performers
    * Creative prospecting techniques that consistently open doors at the c-level
    * How to land your dream sales job, and other ways to grow your income
    * The sales processes used to close mega deals in the real world
    * Concise bulleted takeaways from each powerful example to lead you to your next win
    * Practical processes to help you improve yours results and much, much more!


    B2B Sales Mentors - 20 Stories from 20 Top 1% Sales Professionals is the handpicked resource you need to keep you focused on high-performance results. If you like advice from battle-hardened experts, industry secrets to deliver the dollars, and bite-size steps to develop your own winning strategy, then you'll love Scott Ingram's definitive guide.


    Buy B2B Sales Mentors to rise to the next level today!

    LanguageEnglish
    PublisherTop 1 Publishing
    Release dateApr 2, 2019
    ISBN9780990605966
    Author

    Scott Ingram

    Scott Ingram is the host of the Sales Success Stories Podcast where he interviews #1 and top 1% quota carrying individual contributor sales professionals.

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      Book preview

      B2B Sales Mentors - Scott Ingram

      top1.fm/B2Bbook

      Table of Contents

      Introduction

      The Mindset of a Champion

      I’m 6’4" and Devilishly Handsome

      Best Practices vs. ONLY Practices

      Set Your Goals at 2x to 3x Your Quota and Build a Daily Routine to Over Achieve

      Creative Prospecting

      Differentiating Yourself From the Average Sales Development Rep (SDR)

      Discovery Is Not Just One Step in the Process

      The Year I Doubled my Income

      Let Me Know if Anything Changes

      I Love S.A.L.E.S.

      You Can Have Everything

      My Greatest Win at Microsoft

      Taking on a New Challenge

      Hold On – You’re on an UNSTOPPABLE Rollercoaster

      The Real Value Add in Sales

      How I Beat Out 300 Candidates For My Dream Sales Job

      If You Want To Be Successful in Sales, Live With Your In-laws

      I’m a Hustler, Baby

      Team Selling

      Top Three Lessons That Landed My First Big Deal

      Next Steps

      Introduction

      While this book is over one hundred pages long, it’s basically a sampler. The first ten stories have been taken from the more extensive Volume 1 of the Sales Success Stories book, which features 60 Stories from 20 Top 1% Sales Professionals. The second set of stories are a preview of the upcoming second volume of this series, and is scheduled to be released October 15, 2019.

      I really have two goals for this book. First, I hope it delivers a very high value to price ratio. We’re charging way less than we probably should for this book which has some pretty unique content, to make these stories accessible. Each story comes from a real, top performing B2B sales professional. The top 1% designation isn’t just a marketing ploy either. Every seller that you’re about to hear from has recently been either the outright #1 performer on their team, or they have been in the top 1% in terms of quota attainment on a very large sales team.

      The second goal is to introduce you to the other content and experiences that we have created specifically for B2B sales professionals, and the vast majority of that content is available to you for free. Starting with the Sales Success Stories Podcast (top1.fm) where you’ll find deep dive interviews with every individual who has contributed to this compilation and new interviews that exclusively feature top 1%, quota-carrying individual contributors, being released every two weeks.

      Also, you can meet, network with and learn from many of the individuals who have been on the podcast at our annual Sales Success Summit (Top1Summit.com) the second edition of that event will be in Austin, Texas October 14-15, 2019. This event is very intimate, and there are less than 200 tickets available. It was also built specifically for individual contributors who are committed to investing in themselves, their growth and have a desire to improve their results significantly. When you join the mailing list at top1.fm, I will happily send you the video of your choice from the 2018 Sales Success Summit.

      Finally, there’s the brand new Daily Sales Tips Podcast and Blog (DailySales.Tips) where you’ll find an actionable idea from a variety of sales practitioners, sales leaders, authors, and others thought leaders in just 5-10 minutes or less, seven days a week.

      Nobody will benefit more from your growth as a sales performer than you. May you discover the insights, ideas, and inspiration from these B2B Sales Mentors that you need to help get you to the next level.

      The Mindset of a Champion

      By Kyle Gutzler

      Kyle Gutzler currently lives in San Francisco and works as an Enterprise Account Executive at Teradata. He previously worked in sales roles at Ecolab and Payscale. You can hear his full interview in episode 14 of the Sales Success Stories Podcast (top1.fm/14) and read his two other stories: Momentum Selling and Career Momentum in Volume 1 of the Sales Success Stories book.

      After writing the viral blog post about how I doubled my sales on LinkedIn ( top1.fm/2x ), I also wrote another successful post which talked about a topic that is arguably more important to me than anything in sales - my mindset.

      There are plenty of tips, tactics, and skills out there that will incrementally help with your sales success, but what you need to have more than anything to be a stellar sales professional is a rock-solid mindset. I came up with four keys which I’d like to unpack a bit further.

      1. Why Not Me?

      This is a question that I gathered from my hometown sports star, quarterback Russell Wilson. Whether or not you are a fan of Russell Wilson, you have to respect his story. He was passed up by many teams in the NFL draft as an undersized athlete that most teams didn’t have faith in. He was finally selected as the 75th overall pick for the Seattle Seahawks, initially slated as a backup quarterback. He battled his way into the pre-season and eventually earned the starting spot. In just his second season in the NFL, he turned around a struggling franchise and brought his team all the way to the Super Bowl. His motto throughout the year was why not me? or why not us?

      The Seahawks won that Super Bowl in a dominant fashion. I just couldn’t get over this unusual, optimistic mindset that he led with. This is a mindset that I’ve always tried to mirror as a sales professional. I don’t consider myself someone who has any superior gifts or natural talents. My advantage in sales is often in the reckless belief and faith that I can achieve greatness. In fact, at the company that I currently work for, one of my colleagues once said to me, You probably think that you can do anything, don’t you? My answer was, and always will be, yes. I’ve come to learn in my career that you will become what you believe. In the midst of a struggling season in sales, if you believe that you are incapable and that you cannot be a top sales professional, then that’s what you will get. However, if you relentlessly fixate your mind on being a winner and being an elite performer, in time, that’s what you will eventually become. Start thinking positive thoughts, write them down, verbalize them to others, and soon those things will begin to manifest themselves. Why not you?

      2. Removing Marble

      I shared a story in my post about the famous sculpture of David which was created by Michelangelo. It was said that Michelangelo described this process as simply taking away pieces of the stone that didn’t resemble David. People are often curious about what you should do in sales to get better, what you should add to your process, or what prospecting tip you should try next time. However, it’s equally important to address the things that you shouldn’t do and what you should remove too. It’s important to audit who you spend your time with as well. Are these people high performers? Are they positive and optimistic people? I’ve been in plenty of situations at work where I find myself hanging out with low-performers who radiate constant negativity. These people are absolutely toxic to you and you need to remove them from the rhythm of your day. It’s also vital that you reflect on your own sales process. At my previous company, I spent a lot of time listening to recordings of myself. It’s amazing how many quirks you will find that need adjustment. The headline here is that success in sales isn’t just about addition; it’s about subtraction too. Subtract the things that are holding you back from being great.

      3. Patience and Persistence

      I put the two of these together because you can’t do one without the other and be successful. I was watching a video recently of a successful businessman named David Meltzer. To summarize his video, he was talking about how people need to look at no differently. He talked about how differently we would behave if we knew that behind our next 20 nos there was our next billion-dollar business idea. This was, of course, a radical example, but one of the big takeaways here is that people often give up too quickly. At my previous company, had I given up when the going got tough, it would have been a sad chapter for me in my career. Instead, I pushed past all the discomfort and rejection and eventually had my breakthrough which catapulted my career. However, to emphasize my original point, it’s not just a game of waiting. You have to persist! Most of you know many of the fundamental keys to be successful in sales, now

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