1UP Formula with Morgan J. Ingram

Alexine Mudawar - Bigger Deals Require Bigger Thinking

After being a high-level taekwondo competitor and making door-to-door sales calls, Alexine Mudawar knows about taking her lumps. The strategic account executive at Alyce and co-founder of the Women in Sales Club says her long-ago cold calls taught her how “to build rapport very quickly” when meeting someone new. To those who want to follow her career path from front-line AE to heading enterprise sales teams, Alexine urges perspective and patience. She says it’s important to keep team members apprised of a deal’s status, not just when it closes, and that sales take longer when dealing with larger, more-bureaucratic clients. Hear Alexine and Morgan discuss the importance of having multiple contacts on the prospect side, something he calls “deal insurance.” Interested in connecting with Alexine? https://www.linkedin.com/in/alexine-mudawar/ [https://www.linkedin.com/in/alexine-mudawar/]

Jed Mahrle - Where to Look for Clues that Lead to Big Sales

Knowing the tools (and listening to the boss) helped Jed Mahrle go from a front-line rep to a global sales development executive. He cold-called when he started because that’s what his boss wanted, but also developed more sophisticated approaches to generating sales, including deeper looks into data. Today as head of outbound sales for sales engagement software company Mailshake, he encourages account executives to engage end-users on LinkedIn, find out their needs, and consider how they can be addressed. “If you're genuine, it's free information you can take to the decision makers,” Jed says. Hear Jed and Morgan discuss how they wring the most value out of the information that’s available through the Salesforce platform. Interested in connecting with Jed on LinkedIn? https://www.linkedin.com/in/outboundsales/ [https://www.linkedin.com/in/outboundsales/] https://jed.substack.com/ [https://jed.substack.com/]

Gabrielle Blackwell on How Being Real Helps You Get Ahead

Sales development guru Gabrielle Blackwell says authenticity — “when your words and actions align” — can be a powerful tool in the workplace. “Things happen” to everyone, says the business development manager for productivity platform Airtable, but accepting the past and committing to “show up and own my narrative” can energize career advancement. Job search candidates stand out when they “demonstrate mastery by being able to articulate what it is that makes (them) successful,” she says. “If you can't figure out what makes you successful, how are you going to be able to help others figure out what makes them successful?” Hear Morgan and Gabrielle discuss a frequently overlooked link in the sales chain: the relationship between the sales representative and their manager.   Interested in connecting with Gabrielle?  https://www.linkedin.com/in/gabrielleblackwell/ [https://www.linkedin.com/in/gabrielleblackwell/] https://www.linkedin.com/company/women-in-sales-club/ [https://www.linkedin.com/company/women-in-sales-club/]

Devin Reed On How Marketing Can Help Sales

Devin Reed thought twice before leaving a successful sales career to become a marketing executive for Gong, the AI-fueled sales intelligence company known for its must-read blog. “It took me a long time to get good” at selling, he says, but a commitment to serving others learned from the Bible led him to assisting his co-workers in making their sales. Today as Gong’s head of content strategy he says successful marketers need to recognize their company’s top annual goal and “attach everything that you do to support it in some way.” Hear Morgan and Devin share how Kobe Bryant inspired them as much with his grit and hustle as with his basketball talent. This episode of the 1UP Formula is produced by Sell Better [sellbetter.xyz] and JB Sales [https://jbarrows.com/] for more information please visit sellbetter.xyz [https://sellbetter.xyz/] Interested in connecting with Devin? https://www.linkedin.com/in/devinreed/ [https://www.linkedin.com/in/devinreed/] Subscribe to Devin's newsletter https://thereeder.co/ [https://thereeder.co/] Check out Devin's Content Strategy for LinkedIn course https://linkedinstrategy.co/p/content-strategy-for-linkedin [https://linkedinstrategy.co/p/content-strategy-for-linkedin] Check out the Gong blog here: https://www.gong.io/blog/ [https://www.gong.io/blog/]

48: Morgan's Solo Episode to The Best Lessons 1UP Formula Taught in 2021

In Morgan's final 1UP Formula episode of 2021, he reviews three of the most important themes for this year: relationships, storytelling, and values. Every single week, guests brought different yet equally impactful conversations and perspectives to the table. In 2022 we will strive to go beyond success just outside of the workplace. To summarize, Morgan says, "We tell a story, whether we like it or not." Tune in and 1UP, and don't forget to share your favorite episode of this past year! If you wan the spreadsheet Morgan talks about in this episode, DM him on Instagram @MorganJIngram [https://www.instagram.com/morganjingram]