What does it take to turn classroom learning into real sales results? Joseph Wood shares how the BYU sales program helped launch his career at Gong.io, where he quickly moved from BDR to Account Executive. He shows how the right mix of education and experience can help you scale in B2B sales.

Meet Joseph Wood

• Joseph is a former Sales Society collegiate competition winner and President, now a full-time Account Executive at Gong.io and part-time founder.
• He enjoys training in Jiu Jitsu so he can continue defeating his five younger brothers in wrestling matches.
• Happily married and always ready to nerd out about business and entrepreneurship.

How Sales Education Builds Real Skills

• Joseph didn’t initially plan on a sales career. But once he was exposed to it, everything changed.
• Through role plays, practical exercises, and learning how to think persuasively, he developed skills that translated directly into the real world.
• Sales education gave him a strong foundation, but applying those skills in the workforce made the difference.

Why Sales Clubs and Competitions Matter

• The classroom introduced sales, but hands-on experience built confidence. Sales competitions and networking opportunities helped Joseph sharpen his skills and connect with companies.
• Winning early gave him proof that he could succeed, while consistent exposure helped him understand what a career in sales actually looks like.

Lessons Learned in the Real World

• Transitioning into a full-cycle sales role came with new challenges. Managing deals, identifying decision-makers, and controlling the sales process were skills developed on the job.
• Joseph talks about the importance of strong discovery and understanding every stakeholder involved in a deal.

The Mindset That Drives Long-Term Success

• Sales is a long-term game. Early in his career, fear of failure held him back.
• Now, he sees failure as part of growth. With the right skill set and persistence, opportunities will always follow.

“Realizing that sales is a marathon and not a sprint helped me see that it’s okay to fail and mess up because there will always be another opportunity. I used to be afraid of failure, but now I understand that with a strong skill set, you will always find a way to provide value.” - Joseph Wood

Resources

• Find Joseph Wood on LinkedIn to learn more about his journey into B2B sales.

Connect with Dr. BJ Allen and Donald C. Kelly on LinkedIn to chat about this episode or ask any questions.