Welcome to the Second Mouse Principle - How to win more by selling smarter. In this series we will discuss how you can avoid common sales pitfalls, to help you close more deals, hit club and ultimately put more money in your pocket. We are going to address some of the key adjustment you can make in your behaviors, tactics and strategies to drive better outcomes and close more deals.
The industry will tell you that being successful in sales is all about effort, your hustle and grinding out the work. But how many hard working sales people still miss club...I'll tell you more than 50% every single year.
The early bird gets the worm, but the second mouse gets the cheese. We are going to show you how you can sell smarter and exactly what it takes to be a second mouse kind of sales professional.
Ryan is the Founder and CEO of Executive Answers. He is an entrepreneur and executive who began his career in sales in business development, then rep, director, global director, VP and now CEO. Over his career as a sales executive he was a 5X Club Producer and amassed $50M in personal career sales. He has built sales team from scratch, coached reps to National Director positions and most recently lead all revenue in North America with a team of 50 for Selligent Marketing Cloud a $100M Marketing Automation SaaS company.
Ryan has been trained in all the top sales methodologies such as Dale Carnegie, Solution Selling, and Challenger Selling, but he takes a modern approach to build on these foundations and leverage into the modern sales landscape. It has been his ability to adapt and innovate over the years that he credits with his success in navigating this new age of selling.
His career has been with some of the most successful SaaS companies, which has provided the opportunity to work with and for some of the best sales processionals in the industry. His background is a veritable "who's who" of SaaS with SuccessFactors (sold for $3.4B to SAP), Zuora (planning 2018 IPO), Responsys (sold for $1.5B to Oracle), Selligent (sold for $200M to HGGC).