Victor Espino

Victor Espino 007

Big win story: How a single question increased sales by $1.6M.

Victor Espino has been a high tech sales rep since 1997. He has held individual contributor roles as well as sales management roles. His diverse experience has lead him to insightful conclusions that he shares in this conversation.

Also in this episode, Victor goes into details of a $1.6M deal, and how we went from the bottom of the totem pole to a top rep at SAP.

Victor also shares some practical strategies including:

  • How to land and expand
  • The cash and prizes of a big win
  • Valuable tools, books and resources every rep should leverage

If you only have five minutes, this is a must hear:

*[6:30] Big win story – A simple question that took a deal from $50K to $1.6M

How to Listen:

Listen to it on iTunes. 

Stream by clicking here.

Download as an MP3 by right-clicking here and choosing “save as.”

For more resources, please visit: www.salespolish.com

I hope you enjoy the podcast. I would love to hear your thoughts, so please leave a comment!

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Happy Selling,

Arlina Allen

Show notes:

[5:20] Asking for what you want

*[6:30] Big win story – A simple question that took a deal from $50K to $1.6M

[14:27] How the big win effected his year (so good!)

[22:00] Prospecting: Start Up vs Enterprise approach

[28:00] Critical sales tools

[40:00] Advice to younger self

Resources & Recommendations:

SFDC

Crunchbase

Marketo

Discover.org

Twitter

LinkedIn

Gmail plugin – Groove for email tracking & reporting

Books:

Spin Selling

Challenger Sale

Skip Miller – ProActive Selling & M3 Learning http://m3learning.com/

Ben Horowitz – The Hard Thing About Hard Things

Podcast: The Tim Ferriss Show