The Sales Development Podcast

Episode 56: Scott Ingram

Summary: 
In this episode, David interviews Scott Ingram, Account Director with Relationship One and host of Inspired Marketing and Sales Success Story podcast. Listen in to know more about Scott’s podcasts, the inspiration behind it and why he thinks it would still be successful even if no one would listen it. Scott also gives valuable insight about doing sales and personal branding.

3 Key Points:

  1. Keep things as simple as possible.
  2. Know your niche and channel.
  3. Branding and sales is about knowing what is unique about you.


Time Stamped Show Notes:

  • 00:33 – Subscribe to our show on YouTubeiTunes and Spreaker
  • 01:00 – David introduces Scott Ingram
  • 02:30 – Scott talks about his sales career
    • 03:42 – Scott was working with Eloqua before Relationship One
  • 04:11 – Scott talks about the inspiration for his podcast
    • 05:31 – It is about recognizing the best of the best
    • 06:33 – Scott’s rules on who would be his guests
  • 07:40 – David says Scott’s podcast is the first of its kind
  • 08:19 – A lot of content is from sales experts that have only sold themselves
    • 09:25 – The world of sales has evolved over the years
  • 10:21 – The challenges the sales world is facing now
  • 11:03 – There is a disconnect with the people using CRM
  • 12:32 – People in the field must deal with many distractions
    • 13:31 – There are technologies targeted for sales people but can also be a source of distraction
    • 14:42 – The paradox of productivity according to Scott
    • 15:36 – It is about keeping things as simple as possible
  • 16:55 – Scott talks about Jeff Bezos of Amazon
    • 17:07 – “What’s never going to change?”
  • 18:10 – David wants to bring all the things that can help sales people together
  • 19:03 – Scott’s podcast is about showing the practices of the best sales people
  • 20:15 – Know what is unique with you
  • 20:46 – DiscoverORG – The world’s leading prospect intelligence platform
  • 21:37 – With personal branding, you have to know what your goal is
  • 22:04 – Why Scott does podcasting
  • 23:31 – For the successful sales people, it’s about time in the saddle
  • 24:30 – How Scott wrote his book Making Rain with Events
  • 25:16 – Scott had a podcast based on what he did with the book
  • 26:23 – People go to events for the content and connections
  • 27:21 – Scott’s podcast is the biggest door opener for his career
    • 28:23 – The greatest stuff happens before and after the actual interview
    • 29:11 – A lot of things people share are off the record
    • 31:01 – There is value in the relationship built with the guest
  • 31:37 – Scott will do 10 podcast interviews at the Oracle event
    • 32:01 – Scott’s sales team will serve as the hosts, so they can also build relationships
  • 33:24 – It is important to have great content for your brand to succeed
  • 34:44 – Find your niche
  • 35:07 – Find your one channel
  • 36:55 – Scott has created his own set of mentors through his podcast
  • 37:26 – The problem with the podcast medium
  • 38:01 – “You are the average of the five people you spend the most time with” – Jim Rohn
  • 39:47 – Scott’s Conference will be at the Alamo Draft House
    • 40:24 – Scott wants people to be able to talk with one another
    • 41:15 – There will be a dine around in Austin for the participants
  • 42:42 – Scott wrote an article about tweeting during conferences
  • 43:21 – Tom Singer is a keynote speaker in the conference
  • 44:37 – There are introverts in sales
  • 45:29 – The self-selection bias in Scott’s podcast
  • 46:39 – To know more about the conference, go to top1summit.com, avail of Scott’s special offer at top1.fm/sdp
  • 48:08 – Subscribe to our show on YouTube and review us on iTunes
  • 48:14 – Contact us to discuss your sales development needs

 
Resources Mentioned: