199: Discovery is a Lifestyle: Patrick Donnelly on Humility, Hating to Lose, and Winning at Nooks

This episode's guest is Patrick Donnelly, the top strategic enterprise AE at Nook. Patrick brings a founder's mindset to the field, he originally wanted to be a rock star or a startup founder, but found his creative calling in enterprise sales instead. Now three years in at Nooks, he has built the process, led the upmarket charge, and stayed at the top by doing the same things that got him there. Patrick shares a candid, practical playbook built on curiosity, humility, and the conviction that discovery is not a stage it is a lifestyle.   Learn more at top1.fm

Adam Wicks is a top-performing seller at Gainsight who has achieved extraordinary results, including a 600% year by combining precision, discipline, and creativity. In this episode, he breaks down a simple but powerful idea: sales is both art and math. On one side, there's the rigor - qualification, pipeline quality, risk management, and deal economics. On the other, there's the craft - understanding people, reading situations, and adapting in real time. Adam's approach is about operating in both worlds at once. The result is a more complete model of sales success: one that prioritizes internal alignment, deep curiosity, and human connection just as much as metrics and process.

Calvin Dennis is a Business Performance Advisor at Insperity and a long-time Chairman's Club performer who recently broke into the top 1% of nearly 600 sellers. With 19+ years in the same role, and 10 years prior as a customer, Calvin brings a rare long-term perspective to sales success. In this episode, Calvin shares how belief in what he sells, relentless curiosity, and long-term patience have compounded into extraordinary results, including a 703 worksite-employee year against a 300 benchmark. From surviving business failure to building a career as an "intentional individual contributor," Calvin offers a grounded, deeply practical blueprint for sustainable success in sales. Lern more at https://top1.fm/

Vicki Kovacs is the top-performing Expansion Account Executive at SysAid, finishing well above quota for two consecutive years. In this episode, Vicky breaks down how she treats her book of business like a CEO, why disciplined sales process matters more than ever, and how trust and relationships remain irreplaceable in an AI-driven world. She shares her journey from studying psychology to building a long-term career in enterprise tech sales, along with the frameworks, habits, and mindset that fuel her success. From MEDDPICC and discovery to internal relationships and going the extra mile, Vicky offers a practical blueprint for sellers who want to move from "good" to truly great. Lern more at https://top1.fm/

This episode's guest is Susan Zuzic, the dynamic President of Global Accounts at PeopleAI and the company's top seller for six consecutive years. With nearly two decades of experience both in sales and sales leadership, Susan Zuzic shares her journey from her early days as a BDR at Eloqua to landing massive eight- and nine-figure deals in the enterprise space. Learn more at top1.fm

In this episode, our guest is Sarah Thomas, the top strategic account executive at Verkada. Sarah dives deep into the personal and professional principles that have driven her sales success, from embracing her natural strengths and "drinking the Kool Aid" for every company she's joined to cultivating a growth mindset and seeking help from those around her. She opens up about overcoming imposter syndrome, her journey from higher education to software sales, and how authenticity and vulnerability have been central to her approach. https://top1.fm/

In this episode, host Scott Ingram sits down with Camden Roncka, the top-performing small business account executive at HubSpot, for a refreshingly candid conversation packed with actionable insights and unconventional wisdom. Camden opens up about the three core drivers behind his rapid rise in sales: his deep personal faith, a relentless underdog mentality, and the power of curiosity and adaptability. https://top1.fm/

In this special bonus episode, host Scott Ingram takes us behind the scenes of the upcoming Sales Success Summit in Austin, revealing what makes this gathering so powerful for top sales professionals. Scott shares how the event's intimate, interactive setting creates an environment where "winning is contagious," and how attendees leave with strengthened clarity, confidence, and connections that often lead to record-breaking results. Get your ticket at: https://top1.fm/SalesSuccessSummit/

In this episode, Scott Ingram interviews Rich Strobel, the top sales performer at Smart Data Solutions in Minnesota. Rich shares an unfiltered look at his journey from selling car stereos as a teenager to leading strategic enterprise deals in healthcare technology. He opens up about the three pillars of his success—tactical empathy, a results-driven mindset, and the power of building a personal "C suite" of coaches and advisors.   https://top1.fm/

In this powerful and heartfelt episode of the Sales Success Stories podcast, Scott Ingram talks with Mike Sullivan, the top performing seller at TriNetX out of Boston. With his authentic Boston accent and even more authentic story, Mike shares his journey from financial adversity and career setbacks to becoming a consistent number one performer in life sciences tech sales. What sets Mike apart isn't just his sales acumen, but his focus on mental and physical health, cultivating the right environment, and anchoring everything he does to his deep personal "why". Learn more at Top1.FM