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:

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

Time Stamped Show Notes:

00:33 – Subscribe to our show on YouTube, iTunes 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:

Scott Ingram – Scott’s LinkedIn Profile
Relationship One – company Scott works with
Inspired Marketing and Sales Success Story – Scott’s podcasts
Making Rain with Events – Scott’s book
top1summit.com – for details on the Austin conference
top1.fm/sdp – to avail of Scott’s special offer for the conference