Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career.
Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he’s ready to share 60 inspiring stories to help you finally sell like a heavy hitter.
Sales Success Stories - 60 Stories from 20 Top 1% Sales Professionals is a powerful collection of the tales of triumph—and failure—from 20 amazing sales MVPs. Divided into four motivating sections covering mindset, relationships, sales careers, and sales processes, this book will show you how high achievers sustain stellar results on a daily basis. If you’re an ambitious and dedicated professional ready to climb the ladder to the top, then you need this roadmap to career victory!
In Sales Success Stories, you'll discover:
- Real-world anecdotes shared by successful professionals so you can learn from their hard-earned wisdom
- How the top sales producers get to the top and the skills required to stay there
- Relationship-building methods to help you win and keep customers over and over again
- Ways to accelerate your sales career so you can beat your rivals to the top
- The secrets of the pros, from prospecting and pitching to negotiating and closing and much, much more!
Sales Success Stories is the groundbreaking collection of real-world sales successes you need to take your game to a whole new level. If you like practical techniques, professional wisdom, and street-smart insights, then you'll love Scott Ingram's motivational manual.
Story contributions from: AJ Brasel (Clover Imaging), Camille Clemons (SGG Group), David Weiss (ADP), Dayna Leaman (Wiley), Debe Rapson (Sprinklr), DeJuan Brown (Bloomberg BNA), Florin Tatulea (Loopio), George Penyak (Restaurant Technologies), Jacquelyn Nicholson (AlphaSense), Jelle den Dunnen (Bullhorn), John Hinkson (Dan Cummins Chevrolet), Justin Bridgemohan (Total Expert), Kevin Walkup (SalesLoft), Kyle Gutzler (Teradata), Mike Dudgeon (LinkedIn), Paul DiVincenzo (Cintas), Phil Terrill (Microsoft), Trey Simonton (Accruent), Trong Nguyen (SerivceNow)
Buy Sales Success Stories to uncover the secrets of the sales pros today!
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Table of Contents
Foreword Introduction Bios Scott Ingram Mike Dudgeon Justin Bridgemohan DeJuan Brown Jacquelyn Nicholson George Penyak Debe Rapson Kyle Gutzler Florin Tatulea David Weiss Trong Nguyen John Hinkson Jelle den Dunnen Kevin Walkup Trey Simonton Camille Clemons Dayna Leaman Phil Terrill Paul DiVincenzo AJ Brasel Mindset 1. Ditching the "Salesman" Mentality - AJ Brasel 2. Determination and Persistence - Dayna Leaman 3. The Mindset of a Champion - Kyle Gutzler 4. Don't Take it Personally: They Just Didn't Want to Buy From You - David Weiss 5. Creating Success with the Customer First - John Hinkson 6. Being Comfortable with the Uncomfortable - Dayna Leaman 7. On Competitiveness - Justin Bridgemohan 8. On Confidence - Justin Bridgemohan 9. On Charisma - Justin Bridgemohan 10. Giving Back and Growing - John Hinkson 11. Courage Drives Positive Outcomes - Debe Rapson 12. Differentiating Yourself Through Goal Setting - AJ Brasel 13. Mindset Exists of Multiple Key Factors and Can Have a Massive Impact! - Jelle den Dunnen Relationships 14. I'm 6'4 and Devilishly Handsome - Trong Nguyen 15. Build Rapport - Jacquelyn Nicholson 16. My Dad was Right! - Dayna Leaman 17. People to People Sales - Paul DiVincenzo 18. The Playa - Trong Nguyen 19. Unprecedented, Impossible to Top - Camille Clemons 20. What Are You Scared Of? - Trong Nguyen 21. Sell High - Jacquelyn Nicholson 22. Ask for Referrals Often and Always - Kevin Walkup 23. Make a Habit of Biting Your Tongue, so the Client has Time to Speak - Trey Simonton 24. Your Network is Everything - Kevin Walkup 25. Why Lunch Doesn't Matter - Trong Nguyen 26. Avoid the Single Thread - Never Fail Alone - Jacquelyn Nicholson 27. Success from Relationships and Trust - Paul DiVincenzo Sales Careers 28. Choosing a New Path in Sales - John Hinkson 29. Just F@#$ing Kill Me - David Weiss 30. Love the Product You Sell - George Penyak 31. A Rapid Rise, an Epic Fall, and Getting "Fired-Up" - Scott Ingram 32. Momentum Selling - Kyle Gutzler 33. Career Momentum - Kyle Gutzler 34. Performance Enhancement Plan - Going from Underperforming to Overperforming - Mike Dudgeon 35. Getting Promoted in Tough Times - Paul DiVinenzo 36. Be Specific About What You Want - Scott Ingram 37. Don't Forget to Add the Personal into Business Relationships - Jelle den Dunnen 38. Best Practices vs. ONLY Practices - Paul DiVincenzo 39. Run Your Sales Career Like a Franchise - Mike Dudgeon 40. Getting It Done & Doing It Right - Recipe for a Great Sales Culture - Scott Ingram Sales Process 41. Why is Why Better than What? - DeJuan Brown 42. Set Your Goals 2x to 3x Your Quota and Build a Daily Routine to Over Achieve - Trey Simonton 43. Differentiating Yourself from the Average Sales Development Rep (SDR) - Florin Tatulea 44. Creative Prospecting - Scott Ingram 45. The Art of Persistence and Knowing When to Quit - Florin Tatulea 46. The Janitor Know More than You - DeJuan Brown 47. Always be A/B Testing - Florin Tatulea 48. F*@# the Status Quo - Do You - Phil Terrill 49. Over-delivering on Value - George Penyak 50. Who Knew Selling Looked Like This? - Camille Clemons 51. Discover Is Not Just One Step In The Process - Debe Rapson 52. Deal Qualification: How I Used to Lose ~40% of my Deals to a Single Competitor - Jelle den Dunnen 53. The Year I Doubled my Income - David Weiss 54. Well That Sucked - Camille Clemons 55. Take Time for Research and Always do a Dry Run - Trey Simonton 56. Understanding an Opportunity's True Value - George Penyak 57. The Four "F's" to Building the Right Momentum with Customers - Phil Terrill 58. Overcoming the Price Objection - AJ Brasel 59. Let Me Know if Anything Changes - DeJuan Brown 60. I Love S.A.L.E.S. - Phil Terrill Conclusion