Scott Ingram #SalesHackerChat Recap

Q1: What does it take to be a top notch performance sales professional?

A1: Hard work. Believe in your product and yourself. Discipline, a strong sales process and the desire to be the BEST.

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Q2: What mindset does a top sales professional possess?

A2: “It starts with taking ownership of your results,” having a huge desire to be the best. Making quota is not the goal.

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Q3: How should sales professionals organize their day?

A3: In a word: Thoughtfully. The best are extremely mindful of their time and are zealots about protecting selling time.


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Q4: How do top sales professionals learn and develop themselves?

A4: Think well beyond sales. Learn business, negotiation, even improv. Then seek out and learn from those at the top.

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Q5: What tools and technologies are most common among top sales professionals

A5: The best SDRs consistently use @SalesLoft and @ViewedIt. Beyond that it’s the basics: Calendar and task management.


Q6: Is moving from sales rep to sales manager/leader the best career path? Why or why not?

A6: Obviously it depends. 2 guests went from sales leadership to top seller. One 8X in a row, the other 1 of 150 in 2 yrs.


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Q7: What should sales professionals practice when they first begin their career?

A7: Learn how to be great at discovery. @drapson is the master of this. 2 great long clips here:

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Q8: What Is The Best Sales Methodology In Increase Efficiency & Effectiveness?

A8: This is the hardest question. Most use a combination of strategies. Challenger and Sandler are the most common mentions

A8: “If your process includes genuinely doing what’s in the best interest of your customer. You’re not going to fail.”


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Q9: What top 5 take-aways have you received from hosting the Sales Success Stories Podcast?

A9-1: There’s no better source for learning how to be great in sales than those who are already there NOW. #Top1 #SalesHackerChat

A9-2: It’s not about being better than everybody else. It’s about being better than yourself. This is a consistent theme. #SalesHackerChat

A9-3: You MUST believe in your company and your solution or you won’t ever achieve what you’re capable of achieving. #SalesHackerChat

A9-4: Leverage your own strengths and find your own way. There is no formula other than to be the best version of yourself #SalesHackerChat

A9-5: Find great mentors, grow and then give back. Pay it forward to the rest of the sales community. #SalesHackerChat Thank you all!


All of the clips Scott used today are available here: #SalesHackerChat