What if the real differentiator between the top 10% and the rest isn’t talent or intelligence, but something you can cultivate?

Business leaders constantly seek the secret to driving consistent high performance, but what if the real differentiator between the top 10% and the rest isn’t just talent, but something you can cultivate? In this episode of The LearnItAll Podcast, Kristie Jones, author of Selling Your Way IN, challenges traditional ideas about sales excellence and reveals key insights from her journey in the sales world. Learn how top performers stand out—not just because of natural ability, but through developing habits, strategies, and an acute awareness of their strengths.

This episode is packed with actionable insights that leaders can use to empower their sales teams, whether you're looking to groom new talent or refine the skills of seasoned professionals. Discover the key traits that allow the best salespeople to thrive, and how you can foster an environment where discipline and intention lead to sustained success. Don’t miss this opportunity to transform potential into performance witin your organization.

This Episode Covers:
How top sales professionals distinguish themselves through discipline and focus
The importance of understanding your strengths and being intentional about career choices
Why continuous learning and personal development are critical to sustained success
How to build a career that aligns with your strengths and goals
Key insights from Kristie’s book Selling Your Way In

Episode Highlights:
(00:00) Introduction to Kristie Jones – Damon welcomes Kristie Jones, author and sales leadership expert, setting the stage for a conversation about sales success and career intentionality.
(02:00) The “Kitchen Table MBA” – Kristie shares how her early exposure to business discussions at the kitchen table with her parents shaped her understanding of business and sales.
(05:30) Breaking into Sales – Kristie recounts her first experiences in sales, starting with waiting tables and how that role helped her understand key sales skills like reading people and making quick decisions.
(09:00) Building an SDR Team and Career Shifts – Kristie discusses her experience leading SDR teams at BizLibrary and how she eventually started her own consulting business.
(12:33) The Importance of Career Intentionality – Kristie emphasizes the importance of being intentional about career choices, understanding one’s strengths, and choosing roles that align with those strengths.
(17:00) The Top 10% Performers – Kristie explains the habits and behaviors of the top 10% of salespeople, focusing on discipline, continuous improvement, and surrounding oneself with the right people.
(21:30) The Mental Side of Sales – Kristie highlights the mental aspects of success in sales, including the importance of mindset, selfcare, and personal discipline.
(33:18) Advice for Aspiring Salespeople – Kristie provides advice for people considering a career in sales, offering insights from her book *Selling Your Way In*.

About Kristie:
Kristie Jones is a sales leadership expert, speaker, and author of Selling Your Way In*, a professional development book for sales professionals. With over 20 years of experience, Kristie helps sales teams and leaders improve their performance through intentional career choices, discipline, and leveraging their unique strengths.

Resources Referenced:
Kristie Jones’ LinkedIn Profile:   / kristiekjones  
Kristie Jones’ Website: https://kristiekjones.com/
Selling Your Way In: https://kristiekjones.com/book/sellin...
Kristie Jones’ Resources: https://kristiekjones.com/resources/w...

Podcast Contact Information:
Website: [www.learnit.com](https://www.learnit.com)
Email: [[email protected]](mailto:[email protected])
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