Roycon’s Post

The largest deal I sold in my sales career was to Berkshire Hathaway HomeServices. The main reason Salesforce won this deal is that we were aligned to the company's strategic goals, became a trusted partner throughout the sales process, and had an amazing Executive Sponsor in Chris Stuart who was their former CEO. I’m thrilled to share that in this month’s Fireside Chat, I interviewed Chris who remains my friend to this day. Here are some of the top areas we covered: - Chris’ story and how he rose from Oracle Sales rep to business owner to CEO - His playbook for becoming a top Oracle rep, and how that helped him as an Executive - Why serving customers at the highest level is key to sales success - How to crack the code and gain access to the C-suite - How to engage with Executives and gain status as a trusted advisor - Chris’ daily journaling practice and how it helps him show up with purpose every day. And so much more! This is a masterclass in how to sell to Senior Executives, serve your customers at the highest level, and live a happy, fulfilling life. All while staying humble and maintaining a growth mindset along the way. I am immensely grateful for Chris for his leadership, friendship, and inspiration and attribute much of my own success to our work together. I know you gain as much from this conversation as I did. You can find the Fireside Chat here: https://buff.ly/475Apv1 PS - You can access his success journal in the comments below:

🎉 Celebrating 5 Years at Salesforce! 🎉 Today marks a significant milestone—5 years in Salesforce! I’ve gone from SDR to BDR, AE, Senior AE, and now, Sales Manager. What I’ve learned along the way is that success isn’t just about hitting targets; it’s about the relationships we build and the teams that support us. There’s an Albanian proverb that resonates deeply with me: "Një dorë nuk bën tingull." (One hand does not clap.) None of this would have been possible without the incredible colleagues, mentors, and leaders who have worked alongside me. As I step into this new chapter, I’m more dedicated than ever to fostering collaboration, empowering my team, and driving success together. Here’s to new challenges, opportunities, and, most importantly, teamwork! Mirko Spinelli Edoardo Dal Bosco Giorgio Lutfi Gianmarco Fratangeli Roberto Campiglia Alexis Andreieff Giovanni Crispino Rui Azevedo Costa #Salesforce #SalesLeadership #Teamwork #5YearAnniversary

Sales champions are always thinking of taking their sales game to the next level.    And the name of this game is accelerating sales.  🎯 But where do you start?     Swipe the carousel to see the five pillars of a winning sales acceleration strategy in pharma😉 #salesforce #sfe #salesacceleration

Want to know the exact playbook for finishing #1 in sales in your first year at a new company? For this month’s Fireside Chat, I spoke with Nitin Mehta, who has been a coaching client for over a year. Nitin joined my program after getting hired at Mulesoft, and he wanted to hit the ground running. In his first full fiscal year, he finished #1 of 20 mid-market AEs for most ACV closed in Technology, Media, & Telecommunications vertical, was awarded New Logo Champion for closing most new logos out of 50 account executives, and was recognized on the list of top performing AEs worldwide from the Chief Revenue Officer of MuleSoft. All this earned him a promotion to Enterprise AE after his first fiscal year, which typically takes 5+ years. Nitin put into practice everything that I taught him, including prioritizing time on larger deals, practicing Stoicism to stay grounded, meditating and exercising regularly, and having a ton of fun in the process. It’s a playbook we all can learn from in the highly competitive and stressful world of sales, especially now! In this chat, Nitin shares how he finished #1 in his first year. We cover several of his best practices, including: Why he decided to move into SaaS sales after previously co-founding a business Using Yo-Yo selling to get to Senior Executives quickly in his top accounts Why focusing on fewer, but bigger deals helped him sell more How he used PREDICT selling to only work with qualified opportunities. How he got promoted to Enterprise so quickly Nitin’s story is inspiring for anybody looking to perform to their full potential, even at a new role or company. You can find the full interview here: https://buff.ly/3V7TRVa

Another testimony from a RSM from a mid-sized, global manufacturing company. Outside Sales Leaders - sound familiar? Regional Sales Manager: 👉 “We use Salesforce, well, we’re forced to use Salesforce, solely for keeping our Opportunities up to date so that leadership can know whether to celebrate or ride the horses harder.” 👉 "In no way does it help us increase Customer Engagement / face to face time." 👉 "After we get to the hotel at the end of a long day of meetings / stops, then we start updating our own spreadsheets to keep ourselves organized." 👉 "It was implemented with our managers and leaders in mind, not rep first. Therefore, it doesn't benefit our customers and it certainly doesn't help me do my job efficiently and effectively." Visibility and predictability come as a result from your reps leveraging a platform that helps them do their job well, and helps them do it easily. Remove the admin, increase the value, make your reps productive and drive revenue. If you lead an outside sales team, DM me. #outsidesales

When I would win awards early in my career, the joy was thinking that I crushed it. But I learned that success and true joy in sales comes down to helping your clients crush it. And if you do that consistently, you win and the results follow. Awards in sales should be more widely recognized as a reflection of making an impact for as many people as possible (intrinsic vs extrinsic motivation). At MuleSoft, I help banks, credit unions & lenders unlock their data & integrate systems cheaper and faster. We enable them to have a 360 degree view of their customers & drive more innovation. At Sales Rocket Fuel, I help salespeople & sales teams have the best years of their careers while helping their clients be wildly successful. I absolutely love to see these stories from Sales Rocket Fuel alumni. Karl Schutz got #1 AE at Snorkel.AI John Ambrosino got #1 AE for Karat for 2 years in a row John Lagattuta increased his sales 3x quarter over quarter Marrissa DeLuca hitting 140% attainment just 7 months after returning from maternity leave in a brand new role. And teams being #1 in the world + having their best months in company history. There are so many amazing stories over the last few years of building this B2B Sales Training program. If you'd like to know more, shoot me a DM or check out the 4.8 of 5 star rated course here and piles of testimonials: https://lnkd.in/ggTSzjjj How it works: each week you watch 90 mins of highly engaging & actionable content. Then we meet live on Tuesday nights from 7-8:30pm CT for workshops & Q&A. The program runs for 5 sessions (~8 hours live) from February 20th to March 19th. There are a few spots left for this group before we're sold out. Hope to see you there! 

You know you’re working on something special when you get messages from your customer champions about joining your team 🙂 One such conversation was with Jeremy Greene, a forward-thinking, fast-rising sales leader at Chronosphere. He told me a story where he just hung up with a CIO at a Fortune 100 co, and then it took him 20 minutes to try to find him the right material in his Existing Content Management System (name redacted 😎 ), and when he couldn’t, he just gave up and Googled. I pulled up Flockjay and showed him our AI-assisted content, lessons, win wires, and peer learnings at the Opp level in SFDC. Suffice it to say, Chronosphere became a Flockjay customer, and the rest was history 🚀 Jeremy and I bonded over a shared vision for modern GTM enablement as a true strategic partner to both sales leadership, and reps in the field. Understanding how, when, and where they work, what they need to be successful, and making it DEAD SIMPLE to access the right knowledge from the right sources, at the right time, is tablestakes for revenue teams to succeed in 2024 and beyond. I couldn’t be more excited to welcome Jeremy to Flockjay. We are working with some of the most forward-thinking GTM leaders - if you want to learn about why, send Jeremy and I a note and comment below 🫡

🌟 Embrace the spirit of PROUD SALESMANSHIP! 🚀 Join the movement that turns every challenge into an opportunity. Our passion for connecting, communicating, and closing deals defines us. Let's celebrate the art of selling and share success stories. Together, we elevate the world of sales! 💼 #ProudSalesman #SalesExcellence #SuccessInSales #salesman #sale #salesforce #salescoaching #salescoach #salesmanagers #salesmanagement #salesmarketing

🚀 **Shoutout to the Sales Team: The Unsung Heroes of Growth!** 🚀 In the fast-paced world of business, it's easy to get caught up in numbers, strategies, and targets. But let's take a moment to recognize the powerhouse that fuels it all: the Sales Team. You are the ones who relentlessly pursue opportunities, build relationships, and close deals that keep the wheels of our company turning. Your dedication, resilience, and unwavering commitment to success are what drive our growth and ensure we continue to thrive. To all the sales professionals out there—thank you for your hard work, your tenacity, and your passion. You turn possibilities into profits, and dreams into realities. Your contributions are the backbone of our success, and we couldn’t do it without you. Here’s to the ones who make it happen, day in and day out. We see you, we appreciate you, and we respect you. 💪👏 #SalesTeam #Gratitude #Respect #BusinessGrowth #SalesRocksters #sales #thoughts #business #businesspillers #salesforce

Salesforce surveyed 5,500 sales leaders from around the world and the results are stunning. 89% of salespeople are actively using partners today and, for those that aren’t, 58% will be soon. This will reach the magical 96% of revenue that we believe is partner-assisted today. Oh, and 84% are improving their sales results from last year by working more closely with partners. As the decade of the ecosystem hits half-time (year 5) we are more convinced than ever that partnerships are the key to success. No time for a victory lap - we have more work to do!