The joy that comes from viewing your profession as a craft (e.g. the impact of grit & growth mindset) with Evan Kelsay
Professionals on Purpose
In today's episode, we hear from Senior Director of Global Accounts for Seismic Software, Evan Kelsay! Prior to his current role at Seismic Software, Kelsay spent ten years selling in the HR tech space. “Coaching 1st, numbers 2nd” Selling without a quota seems like an impossible goal to reach. However, it is possible and it can be a game changer to your sales. Start by keeping your target numbers in mind but do not let them take up all of your thought space. By servicing to prospects and clients first (before thinking about your quota), you will find yourself reaching your numbers naturally. Slowly you can start thinking about you quota less and your customers more and you'll be reaching your quota without having to put much focus on it. “Winners practice until they get it right, champions practice until they can’t get it wrong.” View sales as a craft! From the perspective of a doctor, you'd say "I don’t do medicine, I practice medicine." The same thing goes for sales; it’s a craft with a bottomless amount of knowledge. Each day you're moving forward and growing in knowledge. Seeking out books, articles, podcasts, and people to learn from is incredibly beneficial. Remember that there is no achieving greatness in your craft. Don't read that as a bleak statement but rather one of opportunity. You can get infinitely better. It's this process of getting better where you really start to enjoy what you do. Life On Purpose: Start with "why." What is your "why" and what drives your passion? What you do professionally should be in service to what your "why" is. Connect with Evan Kelsay on LinkedIn! The fun and fulfillment that comes from shifting your sales outlook to non-zero sum The joy that comes from viewing your profession as a craft (e.g. the impact of grit & growth mindset) Managing the mental ebbs and flows of pursuits of global accounts
Demystifying the 10K for Sales Professionals - Evan Kelsay
Sales Success Stories
Today I've got another presentation from last year's Sales Success Summit for you, and this may have been my personal favorite presentation. I definitely learned some new things from Evan and his delivery is hilarious. It's even funnier if you see that slides that go with it and you can access those a top1.fm/2020slides If you ever sell to publicly traded companies and haven't ever dug into various financial statements, this could be game-changing for you, and even if you have I can almost guarantee that you're going to learn something new. Here's Evan Kelsay, Senior Director of Global Account at Seismic on Demystifying the 10K for Sales Professionals:
Episode 94: The Davidson Hang Podcast w/Evan Kelsay (How to Win Mega Deals)
The Davidson Hang Podcast
Check out this episode if you want to learn how to sell larger deals. Evan is a Senior Director of Global Accounts at Seismic Software.Evan and I met through the Sales Success Community. He was a Global Account Executive at LinkedIn.Check out this episode if you want to sell larger deals and be able to get other stakeholders involved. Thank you Scott for the Sales Success Stories podcast for the inspiration to help me release so much awesome content from listening to your initial interview with Evan.These are some of Evan's raving reviews and I can certainly relate to why people love him."Evan is the most quintessential example of a "Relationship Manager" that I've ever had the privilege to partner with over the past 10 years of my career.In healthcare, relationships are the core of our mission and vision - our entire model of care is based on the importance and vitality of the relationship between the care-giver and the patient. The way that Evan approaches our relationship is no different. His ability to quickly build relationships, understand/assess our challenges, needs, goals and then suggest recommendations that are right for Mount Sinai have been paramount to the successes and wins we've celebrated together.Evan and the entire team at LinkedIn continue to bring forward solutions that not only help us connect with the right talent at the right time, but also more global solutions that will be critical in our quest to revolutionize patient care here in NYC and beyond.Thank You Evan - while I proudly consider you a partner in this journey we are on together, it's my privilege to also call you a friend. Keep up the great work!" "I have had the pleasure working with Evan for the past four years. I have seen him rise up the ranks at Vault.com, developing into one of the premiere sales representatives in the company.Evan has the innate ability to take complex ideas and translate them to clients in a manner that is thoughtful and applicable.He is a star on the rise and has the opportunity to be true leader at any company that is fortunate enough to have him."
Enterprise deals are complex, Seismic's Evan Kelsay shares the secret to winning an enterprise deal. Winning over the prospect is only half the battle, enterprise deals are as much about selling your internal stakeholders as external. Evan and I take a tactical deep dive into everything from prospecting to deal negotiations in this episode. It's a can't miss! Find Evan on LinkedIn https://www.linkedin.com/in/evankelsay/ Find Sesismic at http://seismic.com
Live from the 2020 Sales Success Summit with Jeff Bajorek, Evan Kelsay and Camille Clemons
Sales Success Stories
Jeff Bajorek is taking over the Sales Success Stories Podcast during the Sales Success Summit, talking to speakers in the virtual hallway. Why is our outreach gross? Despite the documented success of personalized approaches, salespeople everywhere continue to reduce themselves to the lowest common denominator. Evan Kelsay and Camille Clemons both mentioned this in their talks today, and I wanted to know more.
598: Climbing Mega Deal Mountain - Evan Kelsay and Jamal Reimer
Daily Sales Tips
"If you're going to climb a mountain, there are multiple ways to do it." - Evan Kelsay and Jamal Reimer in today's Tip 598 How about you? Do you have a mega-deal experience? Join the conversation at DailySales.Tips/598 and check out this bonus episode on the Sales Success Stories podcast! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: email@example.com
Bringing in the Biggest Deals: Evan Kelsay and Jamal Reimer
Sales Success Stories
This bonus episode of the Sales Success Stories podcast is brought to you thanks to all of our amazing sponsors who are making it possible for us to bring you the Sales Success Summit Live Stream Experience for free. To learn about our sponsors and to register for the Summit. Just click over to Top1Summit.com Today I’ve got the audio from a conversation between Evan Kelsey and Jamal Reimer at last year’s Sales Success Summit where they were essentially interviewing each other about Bringing in the Biggest Deals. Evan was the star of episode 56 here on the podcast where we talked about how he achieved 800% of his annual number at Seismic with a massive deal, and Jamal was featured in episode 61 where we talked about Mega Deals and some of the behind the scenes of how he was able to land 3 different deals, each worth over $50M at Oracle. If you want a shortcut to both of those episodes you can just click over to top1.fm/56 and top1.fm/61 or top1.fm/evan-kelsay and top1.fm/jamal-reimer will take you there as well.
Extensive show notes with links to items mentioned in the show available at https://top1.fm/74 Welcome back to Part 2 of our interview with Evan Kelsay, Senior Director of Global Accounts at Seismic Software, the leading global sales and marketing enablement solution. Since his last time appearing on the show, Evan has transitioned back to an individual contributor sales role on the global accounts team at Seismic. Prior to this role, Evan worked at LinkedIn for about six and a half years as a Global Account Executive. He is an expert in the field of sales, strategy, and leadership as we unpack in this episode.
56: Evan Kelsay of Seismic - 800% Achievement with a Massive Deal
Sales Success Stories
Extensive show notes with links to items mentioned in the show available at: https://top1.fm/56 Evan Kelsay, Senior Director of Global Accounts at Seismic, the leading global sales and marketing enablement solution. Prior to this role, Evan worked at LinkedIn for about six and a half years as a Global Account Executive. He credits his time at LinkedIn with growing his knowledge and mastery of sales exponentially. He is an expert in the field of sales, as evidenced by recently closing the largest deal in Seismic’s history, earning a massive commission check in the process.