Measure Plan and Performance Data Across Teams and Industry, Near Real-time Dashboard for Sales Leaders, Intelligent Pipeline Analytics & Sales Forecasting, Incentive Compensation Management (ICM) for Complex Enterprises, Training to help you utilize all of the features Xactly’s applications offer, Plan, execute, & optimize with the latest sales trends and statistics. However, he wouldn’t be where he is today without the help of his mother, who taught him to sew and took out a second mortgage on her home to help him get his business off the ground. The more customer success stories you build, the more powerful tool they become for your prospect-facing teams. To make up for his inexperience, Solari relied on InsightSquared’s client services director to help answer technical questions, and the sales director to help negotiate the price when it came time to close the deal. However, it’s less likely that you know his background and the origins of his multi-billion dollar company. The company has 34 million customers in 10 countries throughout Europe, making it one of their biggest wins ever. “I had put my contact into trial and spent a while doing a lot of tech integration. He was able to push the deal across the finish line and exceed his quota by more than 400%. Motivational Sales Lesson: Never give up! It’s such a team effort, especially for a complex product like ours. “So we were able to be a bit cheeky and ping prospects as soon as they had reviewed our deck. A good success story includes details about your customer's success … However, selling software to telcos is a challenge, he noted. Startups can use this tactic very, very effectively. “For a sales gamification company like us, telecommunications is an ideal customer,” he explained. Soon, Luna began hosting online trainings that offered marketing advice to entrepreneurs. Giving back to our community, because we C.A.R.E. At the basis, your sales commission structures and compensation plans drive rep motivation. https://insightsquared.com/wp-content/uploads/2020/12/is2-logo-dark.svg, https://www.insightsquared.com/wp-content/uploads/2021/02/is-featured-image.png, 8 Customer Service Blogs You Should Be Following. While it might be an illustration of a personal success (you sold more units), it is not a Success Story that will resonate with a prospect. Before he founded Xactly Corporation in 2005 with Satish Palvai, Christopher Cabrera, worked at a different organization as SVP of operations. In no time she was an expert in things like Facebook ads, social media branding, and live blogging. This is not a Success Story. Here’s a great example of why a story is required for success: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. Salesforce, Salesforce.com, AppExchange, Sales Cloud, Service Cloud, Chatter, and others are trademarks of Salesforce.com, Inc., and are used here with permission. 50 success stories. More Motivational Sales Stories. Remember that a great customer success story needs to be a great story… In Sales, the ability to develop tough skin and pick yourself up after losses or disappointments is critical. His big break came when he sold rapper LL Cool J, who had grown up in the same neighborhood as Daymond, on the idea of wearing one of his hats in a photo—and the rest is history. finance article, “When she began selling her an online marketing webinar in mid-2014, she reached $10,000 in sales the first week. Sales 8 Funny Sales Stories for National Salesperson Day It's time to celebrate the sales process... and tell a few stories to lighten your day. Success your failure in your sales email campaign all comes down to … He explained that in the last 6 months, sales has been targeting the telecommunications businesses specifically. Why? He said he was a little over his head at first, navigating very complex deals. Stories are a powerful selling tool, but rarely is one story right for every situation or customer. However, you should not only celebrate, but also reflect back on your biggest successes to find patterns and lessons you can learn from, especially when a deal is uncharted territory for your business. All they had was a product that they believed would help salespeople, and they decided to use it strategically during the sales process. Sales promotions are a short-term marketing tactic to create urgency and increase sales. “With no sales process in place, we started by sending out 10 personalized emails to target customers. The other one ended up becoming our first client.”. In fact, one year he fulfilled his annual sales quota in a mere two weeks. Your Best Ever Sales Win Stories Going All In. Karrie Lucero is a Content Marketing Manager at Xactly. • Which goals did we help … As a young software company, you have a lot going against you. After hours spent making calls, giving demos of your product, sending out emails, and making even more calls, you’ve finally crossed the finish line and closed a record-breaking deal. Then I learned that there was actually another person who built reports for the board, and I got in touch with her as well.”. He started out his business life selling Christmas cards and newspapers before he even turned 10. However, at the centre of any outstanding organisation, whatever its size, you will find its most valuable and important asset - people. “A few takeaways for me were that 1. He lived out of his car and sold shampoo door to door.”. James Pember is the CEO of Sparta Sales, but because the company is still an early-stage startup, he still holds quota and helps the sales team win deals. Out of 10, 2 of them replied. “They have a fast, transactional sales process and are normally staffed up with young millennials. Valpak takes the lead-to-cash process paperless with Salesforce CPQ. Motivation is a key factor is sales success. We asked sales reps and sales leaders to share some of their biggest ever sales wins with us, including details of the challenges they faced, the tactics they used, and the reasons they finally closed the deal. Looking back, Cabrera confirms that getting sacked was one of the best things that ever happened to him. Pember said in the end, it was their intense commitment to making the implementation a success that closed the deal. The VP was trying to get a discount as well, but the sales operation team was able to convince the VP that it was worth the price. A few weeks after their conversation, he was let go. This is one of the motivational sales stories Xactly holds close to heart. And it takes practice to make any sales pitch work! Working for an analytics company, we use history to predict the future. Testimonials, case studies, success stories, client examples, quotes, etc., you need this type of collateral to support your sales and marketing efforts. You’ll probably find that success is a mix of hard numbers (profit, number of inquiries, business growth) and soft … Resume Accomplishments Examples. He decided to arrange a call with the sales managers and at the same time, got in touch with a sales operation employee who would be most affected by the new software. He said it was a real struggle to close this deal, because the team was literally starting from nothing. “When you’re working with a lot of people, you feel almost like you’re playing a chess game,” Bakstran said. Ryan Gum is the CEO of Attach, and similar to Pember, is highly involved in the sales process because the company is an early-stage startup. Often, these companies have home-built, on-premise solutions that are loosely tied together and really tricky to integrate with. Back in the 90s, Daymond was a struggling 20-something with a dream. Ben Solari had just been promoted from Business Development Rep to Account Executive at InsightSquared, and it was his very first month with a quota. Kimra Luna had pictured herself at the helm of a food service business but found success in online marketing. A sale never comes in a silo. Gamification works especially well in these environments where a lot of the sales success is based upon building an environment of fun, momentum, energy, transparency and recognition.”. Then, when he reached the decision-making Sales VP, he had two solid sales champions on his side. On the surface, this sounds like a good idea, but not all success stories … Motivational Sales Story Lesson: We could all use some of Paul Dejoria’s determination and positivity. 5 Motivational Sales Stories to Read for Inspiration, Design a Sales Comp Plan to Beat Quotas, Reduce Turnover and Improve Forecasting, Success is Not a Location: Working Remote Made Easy, Effective Sales Team Structure Model Using Data Science, How to Reduce Stress in the Sales Workplace, Culture, Belonging, Inclusion and Diversity, Christopher Cabrera Builds Xactly As First Cloud-Based, Sales Compensation Management Platform, 7 Stories that Prove the Importance of Teamwork, Build Smarter Sales Compensation Practices, Integrate Sales Planning, Execution, & Optimization. Although using a success story is proven to be effective, one has to choose the best success story templates. Case studies & success stories let you showcase one customer's experience as an example of what to expect from you and your product or service. While her financial situation seemed dire, Kimra never stopped working for her dreams of owning a successful business. To get the business going, he attempted to sell the products to large corporations for his data processing services. Zillow transforms real estate … 4 Incredible Customer Success Stories Examples 1) ExactTarget One thing you notice right away when you navigate the “Clients” section of ExactTarget’s website is that it is segmented. In the beginning, John Paul DeJoria ran his business from his car. If you can’t sell the people closest to you on your ideas or product, then who can you convince to buy your product? She was surviving on food stamps and government assistance while trying to provide for her young family. Bakstran was able to close the deal — a huge upsell into a great company. This is such a motivational sales story because Dejoria didn’t make any excuses. Working in Sales is no easy game. Even InsightSquared CEO, Fred Shilmover, was concerned that Solari was going to crash and burn. Let’s face it: outside your comfort zone is often where you make some of your biggest personal and professional strides. This let them know that it works, but more importantly, gave them a real life example of how they can use it to improve their own sales process.”. Gum said he believes this tactic helped the sales team make a real impact, stand out, and ultimately get prospects excited enough to take a risk on us and close the deal. “To ask someone who doesn’t know you to take a bet on a completely unproven product is a tough sell,” Gum said. James Pember is the CEO of Sparta Sales, but because the company is still an early-stage startup, he still... Chasing Whales. And 2. “I ended up having a few bigger companies come to the table — 5 to 6 times our average deal size if they decided to buy.”. Tactic #3: Include statistics that tie real success to the benefits you mention. However, these ventures led her to study digital marketing. The best part of working in sales is celebrating your biggest wins as a reward for all of your hard work. Victory! He learned that disappointment can be extremely motivating and that if you’re too focused on the status quo you miss the opportunity for innovation. Adore or detest his politics, it doesn’t really matter for the point of this story. Nothing beats the feeling of winning a huge deal. Check out the links below! The reason? It got to a point where I realized he wasn’t going to make any moves forward on his own and I had to figure out how to leverage other contacts in the company going forward.”. Why It Works: We process visuals 60,000 times faster than text. Top 10 Inspirational Success Stories. Motivational Sales Story Lesson: Sometimes what’s standing between you and success is the picture of what you think it should look like. Many factors combine to make a truly great company. ©2020 InsightSquared. “I think it was a case of naiveté, but I was just trying to be aggressive as possible,” he explained. “It gave us the confidence that we were on the right track, which in a world of uncertainty that is an early-stage startup – that’s all you need to keep going.”. What’s the difference? The prospective company operates 25 boutique … First, let’s handle an objection you might have: “If I share customer success stories… “We overcame our toughest sales process to date, and came out the other side with a successful pilot integration, an internal champion and many more teams and departments to scale into. Online marketing webinars became her sole focus and her sole source of income. “He could see that we were never going to let the opportunity slip. Some great examples of specific questions for writing great customer success stories include: • How did you hear about us? There was no sales process, no track record, and no proof that their product offered real value to the market. Discover why reps hit peak quota attainment between 2-3 years in a role and performance drops after 5 years. “He expressed some concern that I was wasting time with these companies because I hadn’t closed a single deal yet. A few years ago, Kimra Luna was far from having it all. Convey a clear, compelling message. The Straightforward Guide to Case … You may have been turned down by ten prospects in one day, but that eleventh phone call could be the one that helps you score your biggest deal of the quarter. A sales promotion is a tried and true way to ramp up your sales, acquire new customers, and take advantage of seasonal opportunities. Depending on your prospect’s situation, you’ll want to use one or a combination of the following: company, product, customer or personal story. Motivational sales Lesson: It’s okay to rely on the people around you for help. • What made you decide to use us? If you've never heard of American Hip Hop brand FUBU, you've probably heard of it's CEO, Daymond John, or have seen him on Shark Tank. Share it with us in the comments. So in 2008 after enrolling at … It never hurts, however, to have a collection of motivational sales stories that you can tell to inspire reps. Read more motivation sales stories about Xactly's CEO Chris Cabrera and other sales superstars. He said, ‘Let’s focus on walking before we run.’ But I just used that as motivation.”. “It ended up being the two operations people and not the sales managers who really drove the deal forward.”. Hopefully, these trailblazing stories will give you valuable insights into the sales process that you can apply to your own sales team — and start winning more deals. Example… Stay open to new possibilities and you never know what could happen. She tried a few businesses that while successful, weren’t enough to sustain her family and give her financial freedom. Solari said he really got lucky that this company was both ready and highly motivated to buy. Because I was new, I wasn’t afraid to … “Fred came up to me to talk about all these big deals I was working,” he said. Motivational Sales Lesson: Of all our motivational sales stories, this story can teach all of us a lot about being in sales. At the basis, your sales commission structures and compensation plans drive rep motivation. We hadn’t even been around 6 weeks! Streamlining systems and processes leaves customers smiling at Align Technology. He explained that he learned the importance of working the entire account, and getting lower-level employees on your side. They were able to close the deal with the region’s biggest telco, Pember said. ... example… But, instead, he created John Paul Mitchell Systems using a $700 loan. Clark Bakstran is a Mid-Market Account Executive at InsightSquared and was responsible for closing one of the biggest upsells in the history of the company. He thought there was a strong possibility he was first in line to fill the position when his CEO was ousted after the company’s IPO. As his resentful feelings faded, they gave way to a former colleague’s inspirational words, and he found his confidence to put all of his effort into what he knew was a great idea. He was my only contact for a while, and we were doing a lot of slow building to make sure he was comfortable with the product. 12 examples of sales analytics metrics to monitor. Using your commitment, enthusiasm and genuine excitement can really help get you over the line and cover up these gaps. Rather than talking about general best practices and lessons you can learn from sales wins, we wanted to hear the real stories of sales wins in the field. Bakstran was able to give both sales ops employees a demo, getting both of them on board with buying the product. For the tough days, we've put together a list of a handful of motivational sales stories to bring you some inspiration! The path ahead looked like a disastrous one for DeJoria. ”. Episode 111: Katie Jane Bailey is Living the Disco Lifestyle on a World Class Sales Team at Figma; All Things Sales Success – Productivity, Habits and More; Sales Podcasts; Episode 110: Stephen Chase … But, as fate would have it, the situation turned out very differently. “Perot was refused seventy-seven times before he was given his first contract.”. Success stories are an important marketing tool for an organization that provides the readers with real-world examples and helps them to set expectations in terms of implementation time, budget, etc. She earned marketing and journalism degrees from New Mexico State University and has experience in SEO, social media and inbound marketing. Forrester data showed that only 34% of salespeople consistently use success stories and examples. Yet, when he tried to pitch his ideas to supervisors he was largely ignored. Privacy Policy | GDPR. They provide insights into how the rep achieved success, and can give their peers ideas about how they could apply the winning techniques. In sales terms: You only have a few words in an email or a few seconds on the phone to keep the prospect engaged. Selling something, anything is a skill. The last example is about the sales … Try one of these five examples of sales emails that will help you get the results you want from your sales email campaign. “When I finally got the VP on the phone, I had the sales operations team on the phone vouching for us,” Bakstran said. There stand several such examples all over the world. For the days that are tougher, and during slower holiday seasons, we’ve put together a list of a handful of motivational sales stories to bring you some inspiration (along with a list of additional motivational sales articles at the end). The board appointed a leader who was firmly set in his ways and wasn’t interested in the quick clip of technological advancements. “This deal is absolutely one of the most critical in our company’s short history,” he said. To be successful in a dynamic marketplace, there are 5 types of stories every salesperson should be prepared to tell in a pitch or presentation. You probably lack features, credibility and a big support and implementation team. Success stories may also provide insights into how customers use your product (or solution) and the value it adds to their business, providing more information that can be applied in sales conversa… According to Sam Wyle, Perot quickly became a top employee at IBM. He also spent time in a gang. He also notes that without the assistance of friends from his neighborhood, the products wouldn’t have had sales people when the company first began. He explained that the customer in question had five separate teams, and two of the teams had already bought InsightSquared. Hopefully you’ve enjoyed reading these sales win stories, and you also learned some valuable lessons for your own sales team. “You have to make sure the right people talk to the right people at the right time.”. “I was talking to one of the 3 teams we hadn’t sold to yet,” Bakstran said. Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100. You can write success stories about the types of customers you want to attract more. Best Success Stories Template. The first two examples are all about the customer. When Cabrera approached the CEO with new ideas for the company he didn’t react kindly. Exceeded retail sales goals by an average of 17% … In this article, you will learn how to tell great customer success stories that demonstrate the positive results people have gotten from your product or service. Immediately, she started coaching business owners who wanted her help with marketing coaching. Just like anything in life, there are good days, and they are bad days. If you know anyone who needs a little inspiration to help them make a sale, here are the best motivational stories for sales … On top of that, their complex organizational structures make it’s tough for sales reps to target the right department and find decision-makers. Jeff Smith, co-founder of Smule After having some success as a serial entrepreneur, Jeff Smith decided launching a startup didn’t need to be a full-time job.. A sales success story is designed for the purpose of internal communication where a sales rep talks about how they navigated the buying process and closed a sale with a customer. “ In sales terms: what’s the most influential story … He said one of the company’s biggest ever deals was their first completely unaffiliated customer, which is a huge deal in Software-as-a-Service. This led him to leave IBM in 1962 to found Electronic Data Systems (EDS). Anyone in the role will tell you that they love it—but there are some days that you just want to pull your hair out. “I remember at one point during one of the final meetings saying, ‘I can’t afford to not make this a success and I’ll work 24/7 to make sure that it is.’ In that moment, he was all in,” Pember explained. If we can get 2 we can get 10, and if we can get 10, we can get 100,” he explained. Here is a brief description, example and tips on where and when to use each type of story… Today, he’s parlayed his style, sales acumen, and some plain old hard work into the organization we all know. If you want to write a success story, start by defining what success means. That’s great from a macro sense, but you can’t let that prevent you from going after deals that historically might not have closed.”. He easily could have used his homelessness as a reason not to start a business, but he didn’t let anything stop him—and you shouldn’t either. Ross Perot’s biography includes an incredibly inspiring sales story. In another example, the rep recognized they had lost the audience, but instead of re-engaging them by asking a question or opening the floor to someone else, they just kept talking. Because of that, this can be a tricky time of year as a quarter or even fiscal year end for sales. Because not all success stories are compelling and encouraging enough to convert a lead into actual sales. “That deal came in, and it ended up being the 3rd largest deal in company history at that point,” Solari said. “When you’re a brand new startup and you take your MVP into the wild, that first deal means everything to you,” he said. According to an insightful Yahoo! The … He was in charge of building his own pipeline from scratch, and decided to chase some pretty big opportunities. When implementing sales analytics at your organization, you will want to start by taking stock of your sales … “We figured out our software would save her a ton of time personally. The same is true in the business world as leadership begins to finalize plans for the new year ahead. I would not have been able to close the deal without the help of people here who don’t get to ring the gong when the deal closes. Be that your mentors, friends, or family. Because I was new, I wasn’t afraid to go after bigger accounts. “I got on a configuration call to talk about how to help her, but then also started talking about the other teams that were looking at using InsightSquared,” he explained. Motivation is a key factor is sales success. You can use stories at every stage of the sales process: explaining product features, handling objections, answering questions, and negotiating. For many organizations, it also signals a time of slower operations. If you've ever worked in sales, you know that it is not always an easy game. For example, tracking your team’s performance towards a monthly revenue objective. “The deal we closed was small, but size was unimportant compared to what it meant — that we were building something that solved a pain point of a real company, with a product worth paying for.”, “If we can get one customer, we can probably get two. By year’s end, she earned over $160,000.” Today, Luna has a team and $750,000 in sales annually. According to an Entrepreneur article, “DeJoria was born in Los Angeles, a first-generation American. They continued by telling a success story about a recent customer. It never hurts, however, to have a collection of motivational sales stories that you can tell to inspire reps. Read more motivation sales stories … “Attach gives salespeople a view into their buyers’ behavior and interests by telling them what happens to their sales decks after they hit send,” he explained. What was your biggest ever sales win? One of them said ‘Sounds interesting, let’s talk in 6 months.’ 6 months? Happy employees equal happy customers for Southwest Airlines. Moving forward, we’ve realized that building strong relationships with our prospects, delivering value early in the sales process and making sure they know that we are 100% committed to success is the key to us closing bigger and better deals.”. Close connections can help you network and provide moral support if you’re struggling. And that’s how Xactly came to be! The holiday season is upon us—which means it's a time of gratitude and reflecting on the past year. Real-time updates on system performance, including privacy and security information. For example… Maintained a 97% satisfaction rating over a 24-month period as a customer care representative.
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