#STAYHUMAN: SALES SKILLS: Recent Episodes
Malvina EL-Sayegh: Sales Trainer, Coach
Welcome to the #stayhuman podcast! The #stayhuman podcast was created with the purpose of demystifying sales and what it means to be a "great" salesperson. This podcast will help you master the necessary communication skills to be the best that you can be! Whether you are just starting off your career or want to brush up on your sales skills, this is the place for you! It doesn't matter what industry you're in, whether it’s your professional or personal life. This is the one thing all successful people know how to do well. So if you’re ready…let's get started!Join me 1x a week on my mission to help you become amazing at sales, tapping into all the important skills of successful salespeople and create your dream sales career.Find me, Malvina EL-Sayegh on LinkedIn @malvina-el-sayegh
Ryan Staley joins us to discuss how AI will impact sales organizations.
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Ever spent a long time putting together a training only to find that not long after your sellers hardly remember a single thing? Yup! W've all been there! So how do we change behaviour and get sellers to do the things that we know work and are effective?
Meyah Rose and Jonathan Mahan from The Practice Lab join us to share their best practices for effective and impactful training. The Practice Lab is the first sales training company that's taken the most powerful approach known for developing skills — something called deliberate practice — for sales.
There is also a special surprise in store for our lucky listeners... so be sure to tune in!
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Subscribe to the podcast and please leave a review!
Kunal Pandya, Founder and CEO of Sales Velocity Labs, joins us to share his thoughts on why Enablement should be thinking about attribution of their programs by leveraging the Sales Velocity Equation.
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The down times won't last forever, so we spoke with Morgan J Ingram about what sellers can do to prepare for the when the good times make a comeback.
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Ted McKenna joins us to discuss the book "The Jolt Effect" co-authored by Matt Dixon and Ted McKenna! We dive into why jolt and why now? How do we deal with customer indecision and the fear of messing up in the current economic environment.
From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales.
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing....
Hear why JOLT Effect is the number one book you should read this year.
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Jaren Krchnavi from Siemens joined us to share his approach to sales kick offs and why it's definitely way more than just a "two day event".
Hear his approach to organising an off site event for more than 200 people!
Check out this post too!
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Subscribe to the podcast and please leave a review!
Andrew Sykes from Habits at Work joined us to share how Sales can be one of the most trusted professions in the world, if only we thoughtfully seek to build trust from the onset of every conversation we have, and also avoid Trust Destroyers.
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Del Nakhi joins us on the podcast to talk about change management frameworks that have helped her in her enablement journey!
- Why is change management important?
- What is the preferred framework?
- How to drive change effectively in your organisation?
- ADKAR: a model for change in business
Check out Del on
LinkedIn: https://www.linkedin.com/in/del-nakhi/
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The Enablement Enthusiast herself joins The Enablement Brew to share how teams can prioritize their initiatives using a framework that will help all parties involved speak the same language.
Framework can be found here: https://www.linkedin.com/posts/whitneysieck_i-got-sick-and-tired-of-hearing-i-just-got-activity-7032406321672974336-7njb?utm_source=share&utm_medium=member_desktop
Check out Whitney on
LinkedIn: https://www.linkedin.com/in/whitneysieck/
Instagram: @enablemententhusiast
Website: https://www.enablemententhusiast.com/
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Join us as we speak to Ben Purton, Director of International Sales Enablement at RingCentral, on our latest episode of The Enablement Brew.
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2023 definitely didn't start as we expected, with mass layoffs in the tech space continuing. So what is the enablement community doing to help and support those that have been affected? Carly and Malvina are joined by Matt (Scheitle) Schalseyto talk about the brand new initiative of "Bounce Back Enablement" and how to fully leverage the power of communities in the search for your new role.
About Matt Schalsey:
Over a decade of direct sales/customer success experience, continuing to master all areas of the customer buying process. From sales education, change management, philosophy building experience. I’ve designed, managed, and procured dozens of processes from role to role handoff processes, cross-functional initiatives, manager enablement and playbook creation.
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Carly and Malvina are joined by Udi Ledergor , Chief Evangelist @Gong, to talk buyer enablement, existing trends in market, forecasting capabilities and the importance of social presence!
Some of the key themes from the episode:
- We’re seeing a lot of discussion around 2023 being the year of Buyer Enablement. How does Gong help its customers focus on the Buyer?
- Gong is a leader in sharing trends, what are some existing trends we are seeing in the market?
- What are Gong's forecasting capabilities ?
- Why buyer loyalty isn't everything, especially in 2023
About Udi:Udi is a five-time Marketing leader at B2B start-ups and currently the Chief Evangelist at Gong, the Revenue Intelligence category leader unlocking reality to help people and companies achieve their full potential.
He's also an author, speaker, angel investor, and advisor.
Outside of work, Udi is a lifelong lover of theater, performing arts, music, magic, wine and whisky (no 'e!'). He's a passionate social activist, having founded and served at multiple non-profit organizations working for causes like LGBT rights and education.
He holds an MBA and a B. Bus. from the College of Management in Israel. Udi lives in the San Francisco Bay Area with his husband and three children.
About Gong:Years ago, while CEO at another company, Amit Bendov had an idea. His teams were consistently losing deals and no one understood why. After reviewing a number of recent sales calls in search of a solution, Amit realized that team members were hearing only part of the customer conversation. Lacking an efficient process for accessing and synthesizing customer communications, executives and their teams would spend hours reviewing CRM notes. Yet in spite of this laborious effort, most still resorted to guesswork rather than fact when making crucial business decisions. The results he observed were lost deals and misaligned efforts across functions, teams, and divisions.
A discussion with his engineer friend Eilon Reshef revealed that AI could help solve the problem. What ensued was a software product that not only recorded customer conversations, but also processed them, understanding exactly what was being said: the good, the bad —the reality. This new product could actually coach teams to close, offering warning signs and recommendations for how to control any interaction. It wasn’t long before the two friends teamed up to ignite a “Reality Revolution” in business. The Gong platform was born.
Gong brings an experience to users, teams, and companies that is reality-based, autonomous, and aligned amongst employees. Now, not only individuals, but entire teams, functions, and companies are empowered to reach their full potential. This Reality Revolution has Gong working in ways we had never imagined. And we’ve rallied the entire company around it.
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Carly and Malvina are joined by Hendrik Isebaert , CEO @Showpad, to talk the concept of Enablement OS, enablement effectiveness ( yup, effectiveness over efficiency), thoughts on the economic downturn and what tech companies should consider when evaluating their effectiveness & efficiency.
Some of the key themes from the episode:
- How Showpad is pivoting & adapting in 2023
- Enablement Operating System (Enablement OS)
- Trends in Enablement
- What other CEO's should consider when they are looking at Enablement as a function to remove when cost cutting exercises are necessary
- A glimpse into Enablement at Showpad
About Showpad:Showpad is the world’s leading Enablement Operating System (eOS™), with over 1,200 customers in over 50 countries. Content lives at the core of our platform and creates a single source of truth that aligns sales and marketing throughout the course of the sales cycle, while putting customers at the heart of the sales motion.
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Carly and Malvina are joined by Stephanie White to talk about flipping the script in enablement. Get processes and tools working for people, rather than people working for them.
About Stephanie White:
B2B Revenue Enablement and Operations leader with 15+ years in technology helping clients grow and better their business!
For me, revenue enablement is people enablement. I love connecting with people and driving change in a way that truly moves business and people - and wake up excited to make a difference.
The choices we make every day in business to business sales impact the lives of many, connecting people to products, services to businesses and building better solutions for us all. Coming up on 20 years experience in all kinds of client facing sales and marketing roles, it’s not about a product or widget. It’s about what it can do for someone else’s day.
Biggest motivator? Finding out what drives someone. Really listen. Connect with what matters most. Do everything you can to help them succeed. Remove obstacles. Innovate. Scale.
Clifton Strengths - Strategic, Learner, Achiever, Relator, Maximizer.
When I'm not working, I love to explore, travel, cook and run.
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Carly and Malvina are joined by Tom Cheriyan to talk about the topic of "Laid Off Enablement".
As inflation, supply-chain problems, and geopolitical turmoil curb revenue growth for tech companies, they have resorted to reducing headcount—some with massive layoffs—to bolster their balance sheets.
Tech companies as big as Netflix have slashed jobs this year, with some citing the effects of the COVID-19 pandemic and others pointing to overhiring during periods of rapid growth.
Silicon Valley giants who’d spent the last decade growing accustomed to progressively prosperous quarterly results have been forced to take a butcher knife to their headcount. For some, this was the first time they’ve ever had to cut staff.
Enablement can also be on the chopping block... and on this episode we talk specifically around "laid off enablement" with Tom.
About Tom Cheriyan:
Thomas K. Cheriyan (also known as Tom) is a proven leader and innovator in the technology sector. He brings to the table years of experience in intellectual property, technology, engineering, thought leadership, strategic marketing, sales and business management.
During his downtime, Tom is an Adjunct Professor at The City College of New York within The Grove School of Engineering teaching several graduate courses including Project Management, Engineering & Business Law, and Engineering Economics. With time remaining or from a multi-tasking perspective, he's also a full-time dad to two amazing daughters.
To reach out directly to Tom, you can best reach him on LinkedIn. Tom's content/posts are of his own only.
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Carly and Malvina are joined by Aaron Evans to talk about the hot topic of "coaching" and why it's so under-utilised.
Scaling sales coaching was the number one priority among sales teams, according to 2021 research from Revenue.io. In a separate 2021 survey, 96% of respondents either agreed or strongly agreed that effective sales coaching positively impacted their salespeople’s performance.
A recent survey of 250 companies found that 87% of salespeople want more coaching. Demand for more coaching is especially true among younger sellers, those in their first ten years of selling.
While salespeople of all levels desire more coaching, sales leaders and coaches say they are already stretched too thin and do a lot of coaching as it is.
Why the disconnect between the coaching salespeople want and the coaching they receive?
In this episode we look at coaching as a "language" and how the biggest reframe to make coaching successful has to come from self awareness and the ability to turn any conversation into a coaching opportunity.
About Aaron Evans:
I have 14 years of sales enablement, coaching and hands-on training experience in both multinational, corporate and start-up business environments across EMEA, US, LATAM and APAC and successfully led sales transformations in several verticals including taking an HR tech business to IPO in 2014.
I am a qualified coach and practitioner of NLP and Neuro-Semantics, and a passionate SaaS sales enablement leader, guest speaker and mentor who has proudly developed thousands of sales managers and professionals globally.
I specialise in highly-immersive, bespoke B2B sales training and coaching experiences, which not only teaches advanced skills and techniques, but help participants better challenge their own beliefs and assumptions to create new self-learning pathways.
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Carly and Malvina dive into Sales Enablement's Pro recent report and hone in on two key findings: gender pay gap & burnout!
The disparity between men’s and women’s salaries in enablement is $70k! Shocking!
For male managers and senior managers of enablement, the median salary is $70,000
higher than women in the same positions. It is important to note that the majority (61%) of the respondents are female, while less than half (38%) are male.
We talk burnout: The research uncovered that practitioners work an average of 45
hours per week. Indeed, over half (51%) reportedly have experienced a high level of burnout this year.
Key reasons for burnout:
- Unclear roles and success metrics
- Understaffing and insufficient resources
- Lack of leadership buy-in
- Balancing too many projects at once
- Changing priorities
- Lack of recognition
Check out Sales Enablement's Pro Recent November 2022 Report here
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Tune in to enablement horror stories from our guests. We talk about all the things that go wrong in enablement!
Adriana Romero: Senior Manager Productivity at Salesforce
Laura Wheeler: VP Revenue Enablement & Operations at Spekit
Stephanie Middaugh: Director of Enablement at Workramp
Jesse Potter: Director Field Enablement at Docusign
In this episode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about the constant feeling that you are repeating yourself!
🐟🐟The average attention span for the notoriously ill-focused goldfish is nine seconds but people now generally lose concentration after eight seconds. What does that mean for enablement? A whole lot of repetition!! 🐟🐟
“If you give a man a fish, you feed him for a day. If you teach a man to fish, you feed him for a lifetime.”
How does all this apply to the world of enablement? Tune in to our latest episode where we discuss tool adoption & repetition in the world of enablement.
Subscribe to the Enablement Brew on LinkedIn for all of our recent updates!
In this episode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about how to make your sales training fun! No one wants to sit through an hour long powerpoint... so what else can you do?
Subscribe to the Enablement Brew on LinkedIn for all of our recent updates!
In this epsiode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about the importance of enablement in times of an economic downturn. With recent layoffs happening in the tech space... enablement is usually the first on the firing line.
Subscribe to the Enablement Brew on LinkedIn for all of our recent updates!
Many relationships never progress past "you're on mute." Why? Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera's constraints and communicate with greater influence, credibility, and engagement
You’ll Learn:
- How to establish a personal connection with one person or one thousand on video
- How to avoid Resting Business Face and other self-sabotaging virtual behaviours
- Why sales need to rethink their infamous "powerpoint presentations"
About Julie Hansen
Julie Hansen is an author, actor and speaker focused on using video to build relationships, foster collaboration, and drive sales. Known as a thought-leader in virtual selling and video communications, Julie has been featured in over 150 podcasts, articles, and publications, including Entrepreneur, Sales and Marketing Management, Fast Company Publications and more.
Julie is a sought-after speaker at Fortune 1000 companies for providing a unique blend of acting and improv insights with sales and business acumen to differentiate and connect in a hyper-busy world. Through her online course, The Selling on Video Master Class, Julie has taught more than 10,000 salespeople and business leaders to communicate with greater credibility, confidence, and influence in virtual meetings, calls or recordings.
In addition to a career in sales and leadership, Julie worked as a professional actor performing in over 75 plays, television shows and commercials, including HBO’s Sex & the City. For Keynotes, Workshops, and Classes, go to JulieHansen.Live
Coaching... Let's talk about Coaching! Is it just a buzzword? Is the reality that everyone is just too busy to "coach" ? How receptive are "sales" individuals to coaching..? Do they need it? Do they want it?
On today's episode I am joined by Caitlin Finnegan to discover the topic of "coaching" and why its certainly more than just a buzzword. How can you make "coaching" sticky, how can you build a culture of learning and why coaching doesn't always have to be an hour long 1 on 1 with your manager.
You’ll Learn:
- How can you make "coaching" sticky?
- How can you build a culture of learning?
- Why coaching doesn't always have to be an hour long 1 on 1 with your manager.
- What role does enablement play in the delivery and reinforcement of coaching.
About CaitlinCaitlin Finnegan is the Senior Director of Revenue Enablement at SalesScreen.
She has formerly held head of Enablement roles at Bloomberg Industry Group & NewsCorp.
Caitlin’s previous enterprise sales experience, coupled with her PR background and a MA in Corporate Communications led her to a career in enablement.
She holds degrees from Georgetown University, Baruch College and has completed coursework at Columbia University.
Felix Krueger joins me on the podcast to talk about enablement as a "consultancy" and why certain companies turn to him for help. What do you do if you don't have an enablement function but still need "enablement"?
You’ll Learn:
- Who exactly needs enablement and why?
- Where to focus your attention to see revenue backed results?
- Common pitfalls in "enablement"
About FelixOver the last 15 years, Felix Krueger has worked as a sales enabler, seller, and buyer with some of the most recognized names in B2B technology and online media. Today he is the host of The State of Sales Enablement podcast and the CEO of FFWD, a global sales enablement consulting firm specialized in optimizing the revenue performance of SaaS, IT, and media companies. About FFWDFor business leaders who want to maximise their sales team’s effectiveness, FFWD offers the Sales Enablement Accelerator, a proprietary framework that equips sales teams with strategies and support services they need to increase their pipeline and win rates.
Unlike other sales enablement service providers available, FFWD’s Sales Enablement Accelerator is the only holistic sales enablement service considering all factors impacting sales performance according to industry-leading research: sales process, tech tools, buyer content, talent development.
FFWD clients without internal sales enablement resources are able to benefit from strategic advice and enablement services delivered by sales enablement veterans. Clients who already have invested in an internal sales enablement function are able to increase their capacity to realise strategic initiatives faster.
The Sales Enablement Accelerator offers business leaders the opportunity to make sales enablement their competitive advantage without the long hiring processes and financial risks involved in increasing internal sales enablement capabilities.
Brian joins us on the podcast to talk about his incredible new book "The Influencer:Secrets to Success and Happiness"
You’ll Learn:
- Why it's not all about "getting people to like you"
- The power of staying connected
- How to become an extraordinary influencer
About BrianBrian Ahearn is the Chief Influence Officer at Influence PEOPLE. A dynamic international keynote speaker, he specializes in applying the science of influence in everyday situations.
Brian is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer designation. This specialization was earned directly from Robert B. Cialdini, Ph.D. – the most cited living social psychologist on the science of ethical influence.
Brian’s book, Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, is an Amazon best-seller and his LinkedIn courses have been viewed by more than 75,000 people.
- Bryan’s book: "The Influencer:Secrets to Success and Happiness"
- Bryan’s LinkedIn: Brian Ahearn
- Bryan’s website: InfluencePeople.biz
In this episode I am joined by Steffaney Zohrabyanto talk about digital transformation and adoption!
You'll Learn:
1. Digital Adoption- Why it shouldn't be an afterthought.
2. The power of learning "on the job" 70/20/10
3. Using technology to enable your front line sellers.
About Steffaney:Steffaney Zohrabyan is an award-winning digital adoption leader with several years of experience creating engaging employee and sales enablement programs for companies such as LendingClub, Robert Half, T-Mobile for Business and Cisco. She is host of the first podcast, blog, and video series on digital adoption: The Digital Adopter.
In this episode I am joined by Paul Butterfield to talk about how to measure and attribute success to enablement.
You'll Learn:
1. How to correlate enablement to revenue growth.
2. Building out your internal NPS score.
3. What specific initiatives drive enablement success forward.
**About Paul:
Paul Butterfield** is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Leveraging his 20 years in sales and sales enablement to help sales and customer success organizations transform into truly customer-centric organizations that differentiate through they sell rather than with price or product features. Expert in analyzing sales organizations and implementing sales process and messaging. These transformations have resulted in significant uplift such as an increase in competitive win rates from 50% to 67%-75% inContact experienced.
Paul's Specialities: Sales enablement, sales effectiveness, sales methodology, CustomerCentric Selling® and Selling Through Curiosity® customization and implantation, account management, cloud sales, SaaS sales, customer success, customer retention, software sales, direct sales, channel sales, channel management
In this episode I am joined by Paul Ruppert to talk about the link between politics & sales. We combine his experience in the White House with the world of sales!
You'll Learn:
1. How to be a tactful negotiator
2. How to maintain control throughout the sales process.
3. What key lessons from the white house can be applied in sales.
About Paul:Paul Ruppert has been a senior corporate executive, entrepreneur, product visionary and strategist in the global mobile industry driving immediate results that make an enduring commercial impact. He is an executive leader who jumps organizations multiple steps ahead through his success in start-ups, consultancies, rapid-growth enterprises and Fortune 50 firms.
His accomplishments span the shop floor selling stereos in college to negotiating legislation on the floor of the US Senate; building out start-ups to $1 B valuations to being a board member of a global hair care company. He's been a driver in how we all use text messages—SMS—having developed two patents providing interoperability and building a business on the ground in 80 countries—including living in the US, France and China. He applies a business philosophy of bridge-building seeing relationships, combinatorial thinking and aligning companies to common visions and objectives.
As a strategy consultant advising on acquisitions, strategic partnerships and sales growth his clients include Facebook, MasterCard, Western Union, Liveperson, as well investment firms such as HIG Capital, Warburg Pincus and Columbia Capital. Paul’s range of experience and non-linear career provides insights and deep appreciation for the unique context, customs and motivations with which different people, institutions, nations and industries operate.
Connect with Paul:
www.globalpointview.com
In this episode I am joined by Paul Rutter to talk about delighting and surprising your customers to deliver a remarkable experience. We draw on his experiences from his latest book " You can't make this ship up"
You'll Learn:
1. Why going above and beyond is the success of repeat business.
2. How to delight your customers at every step of the journey.
3. What sea based businesses can teach land based business
About Paul:
After spending over 25 years in the hospitality industry, Paul has discovered how to go beyond a “perfect” customer experience. Through teaching his audience to stop viewing perfect as an end goal, and instead see it as a starting line, Paul encourages companies to stop settling for delivering merely “perfect” service.
Over the past three decades, as a Senior Executive, Paul has managed and guided some of the largest and most luxurious cruise ships in the world, taking him to speak on stages all over the globe where living with his customers, clients and co-workers was a way of life. His time on the high seas has taught him that through approaching customer service with the intent to exceed his customer’s expectations, rather than just meet them, higher levels of customer satisfaction, retention, loyalty, and repeat business can be experienced.
Paul is author of "Repeat Business, Inc: The Business of Staying in Business", an Advanced Communicator in Toastmasters International, and a member of the National Speakers Association.
Paul has a Bachelor of Science in Education from Boston University, and spent years as an educator before joining the hospitality industry. His time in the classroom gave him the skills to command a room and conduct productive and efficient workshops.
His latest Book:
"You can't make this ship up"
In this episode I am joined by Steve Gielda to discuss how we can all accelerate deals through the sales pipeline!
You'll Learn:
1. Why 65% of deals stall somewhere in the sales process
2. How to qualify your deals early on in the sales process
3. What are the key milestones in your buyer's journey
About Steve GieldaSteve Gielda is the president and co-founder of Ignite Selling, a global sales performance improvement company enabling businesses to exceed their revenue goals by improving critical on-the-job behaviours. Steve has spent more than 20 years helping Fortune 1000 companies in the healthcare, manufacturing, distribution, and IT industries to improve their sales performance. His emphasis on building and maintaining strong relationships and his focus on driving business results is what sets him apart with his clients. Steve began his career in sales with Lanier Worldwide, a document management solutions company, eventually becoming a regional manager. He was also vice president of sales and channel management at CTN, an office equipment manufacturing and distribution company.
Learn more about Ignite Selling:
https://igniteselling.com/about-us/
In this episode I am joined by Crystal Franco-Nikosey to talk about how sales onboarding can be tailored to different personality types!
You'll Learn:
1. How "personality" ties into the success of your onboarding program
2. How to leverage personality tests to make tweaks within your onboarding program
3. Why onboarding is a continuous process of improvement
About CrystalCrystal is a sales enablement leader with 6 years of enablement experience and 10 years of inside and field sales experience. she is now the sales enablement manager at cloud academy and prior, served as the director, customer enablement at early stage startup, tribyl inc.
her passion is taking an outcome based approach to enablement. aligning all initiatives and programs to the business goals.
crystal also advocates taking a holistic view at sales reps. from their first interview, to personality assessments to onboarding to career movement internally. by identifying these patterns and learning modalities, enablement can become laser focused on what is most impactful to the business.
prior to sales enablement, crystal started her sales career as a bdr moving into corporate inside sales, and finally an enterprise account executive, selling saas solutions.
https://www.linkedin.com/in/crystalnikosey/
Jason Cutter joins on the podcast to talk about his book Selling with Authentic Persuasion! Are you in sales but struggling to make quota? Did you just take a sales job out of desperation but don't think it's the right career for you?
What you'll learn:
- How to go from an order taker to quota breaker
- How to sell with authentic persuasion
- Why there are no "ready born" sales people.
AboutJason Cutter
Jason Cutter has a degree in marine biology from the University of California, Santa Cruz, but his adult life has been focused on selling and helping others to sell. He has led sales teams at multiple companies, across multiple offices, and in multiple countries, including working with offshore call centers. His niche is inside sales teams driven by inbound performance marketing. Today, Jason is the host of The Sales Experience Podcast and he leads his own consulting firm, Cutter Consulting Group. Selling With Authentic Persuasion: Transforming from Order Taker to Quota Breaker is his first book.
Resources:
https://www.authenticpersuasion.com/
Donnie Boivin joins me on the podcast to talk about strategies to get more referrals for your business. We take a closer look at his book: "Endless Stream of Referrals: 10 ways to bring in referrals Daily"
What you'll learn:
- Techniques to get more referrals for your business
- How to ask for a referral without it sounding uncomfortable
- How to build a lasting relationship with your clients
About Donnie Boivin
At 40 years old Donnie Boivin (Pronounced Beau-Veen) discovered he’d been living other people’s dreams; two decades mastering sales but making other people wealthy. Confident in his sales ability and local brand he jumped out on his own to chase his dream of speaking on stages and inspiring others to go for their own business freedom.
He quickly learned he had an employee mindset (not a business owner’s) and ran his business straight into the ground. While struggling to find his footing and build his business he began to discover himself. Donnie’s journey led him to build Success Champion, where badasses learn how to become the champion of their own business and personal success.
Success Champion is now a top-200 Apple podcast, a magazine, and a dynamic and sought-after Facebook group. Donnie is also the creator of the Badass Business Summit helping businesses unleash, be seen, and sell. He has appeared on hundreds of podcasts, spoken on hundreds of stages, and is going bigger with his message every day. He’s been called a motivator, a straight talker and an authentic badass.
You can be anywhere in the world and still have all the opportunities in a fully remote world. In this episode Celine Grey joins me on the podcast to talk about the benefits, challenges and sales enablement techniques in a fully remote world.
You’ll Learn:
1. The advantages of an equally distributed workforce
2. How to equip and enable your salesforce remotely
3. How to work together when everyone is working in different locations & timezones.
About Celine GreyCeline Grey is the Director of Revenue Acceleration at Oyster HR. Oyster is making it easier and more affordable for companies to hire people in whichever country they happen to live in. It means talented people can get a dream job without dropping everything, and companies can get a dream hire without limiting themselves to their neighborhood.
Kevin McCarney joins me on the podcast to talk about his book "Big Brain Little Brain" and how we can use communication as an asset rather than a liability.
Whenever we’re frustrated, angry, or under stress, those negative influences try to control what we’ll say next. When we give in to them, they get more powerful, controlling our tone and our words, and ultimately having a negative impact on us.
Fortunately, there’s a way for you to take charge.
Big Brain Little Brain distills all communication into simple and accessible tools you can use immediately. It identifies the twenty-one tools your Big Brain can tap into for better communication, as well as the fourteen avoidable traps that your Little Brain will constantly set for you.
Most importantly, it will show you how to find your “neutral,” giving you the time and focus you need to find the right words even in the most pressure-filled encounters. Gaffes will become a thing of the past, and great communication will become your trademark.
You’ll Learn:
1. What's Big Brain & Little Brain is all about.
2. How to find your neutral words and move to that "neutral space"
3. How to forge strong relationships and bonds with our communication style.
About Kevin McCarneyBest selling author Kevin T. McCarney spent several decades managing customer and employee relations across a wide range of industries and organizations. He has been a guest speaker at the USC Marshall School of Business, the UCLA Anderson School of Business, and Woodbury University, among many others.
A successful entrepreneur, author, speaker, mentor, husband, and father, Kevin has served on the board of directors of the California State Compensation Insurance Fund, the California Restaurant Association (Chairman 2014), the Burbank Arts in Education Foundation, the Boys and Girls Club of Burbank, and the Universal City North Hollywood Chamber of Commerce.
Darren Reinke joins me on the podcast to talk about his book "The Savage Leader" and the key principles to becoming a great leader.
You’ll Learn:
1. Why becoming a great leader starts from the inside out?
2. Adapt best practices for authenticity
3. Forge unbreakable bonds with your tribe
About Darren ReinkeDarren Reinke fundamentally believes there is greatness within each one of us. His mission is to unleash the inner lion within leaders so that they can lead a more authentic and joyful life while creating stronger and more resilient teams, organizations, and communities.
Darren founded Group Sixty, an executive coaching and training company based in San Diego, to bring his purpose to life and to transform leaders, their teams, and their organizations. Learn more at GroupSixty.com.
The Savage Leader“Be a leader.” Most of us hear this phrase. It’s a message no longer reserved for the aspiring C-suite executive or CEO. It’s for everyone from the recent college graduate to the mid-career professional to the top of the corporate ladder. It’s for every industry and every sector too.
But what does it mean to “be a leader?” How do we become one? What does it take?
In today’s world, it takes more than being a great decision maker, strategic thinker, and risk manager. It takes mastering the inner game to become a “Savage Leader.” In this book, Darren Reinke will show you how by guiding you through 13 key principles that will help you develop and master the inner qualities and traits you need to become a leader.
In The Savage Leader, you will learn how to:
- Use your values to anchor and guide your decisions;
- Adapt best practices for authenticity;
- Forge unbreakable bonds with your tribe;
- Embrace patience;
- Seek out discomfort to drive growth;
- Get unstuck and take action;
- Crush your doubts and much more.
Drawn from Reinke’s experiences working in corporate America and as an executive coach, developing player-coaches for top organizations around the world, The Savage Leader is also packed with dozens of interviews with remarkable leaders including: Silicon Valley entrepreneurs, professional athletes, Navy SEALs, and pioneers in the fields of sports, entertainment, and technology.
Whether you’re a status-quo challenging entrepreneur, community activist, high-potential manager, trailblazing teacher, mid-level manager, or startup founder, The Savage Leader will give you the practical and actionable tips you need, while inspiring you to reach your full leadership potential.
Inside each of us is a “Savage Leader”—we just need to learn how to unlock and unleash them.
On this week's podcast I would like to share with you an episode I recorded with Alex Smith for his podcast "Stories of Selling Human"
Thank you so much Alex Smith for having me on your podcast!
Malvina EL-Sayegh is a Head of Sales Enablement at Silverfin - a high growth cloud-first SaaS post-accounting solution focused on providing software for accounts preparation and adjacent workflows such as statutory accounts and tax. She is an experienced Relationship Manager & Training Consultant with a 10-year history of working in the Financial Services Industry and has achieved outstanding success in sales and closing new business as well as assisting clients to see the value in Fintech solutions. Malvina also hosts the #STAYHUMAN podcast, which she started with a purpose of demystifying sales and exploring what it means to be a "great" salesperson.
Summary:
Key Moments:
04:05 - How sales changed over the years. Active listening and problem solving.
13:35 - Natural curiosity. Asking meaningful questions.
21:44 - What is "Sales Enablement"?
25:26 - Tips for sales professionals and a "non-sales sales person".
37:38 - Self-reflection and sales
Check out Alex's podcast here:
https://stories-of-selling-human.captivate.fm/
Britta Lorenz joins me on the podcast to talk about the highs, the lows and the key to success in enablement.
You’ll Learn:
1. Why Patience is such a key element to a successful enablement career
2. Is being in sales first a necessary part to being successful in enablement?
3. Britta's quick win in enablement About Britta LorenzBritta Lorenz is a mother of two, a businesswoman, consultant, certified executive coach, and podcast host who values dedication, compassion, authenticity, and excellence.
Britta learned the value of dedication at an early age growing up in Imst, Tyrol, Austria as the first daughter of two, living in a four-generation home. Britta's dedication, compassion, hard work, and determination to avoid a life of mediocrity inspired her to earn an NCAA DI sports scholarship which led to an accomplished business career.
She received her education at the University of Nevada, Las Vegas, with a Bachelor's in Business Administration Management, and she also holds a Master's in Business Administration. Earning several academic awards for her outstanding achievements has proved her attitude and consistent mission of excellence.
Britta knows that success is a journey, not simply a destination, filled with the highs and lows of life. This perspective is a constant driver, and she brings this same dedication to her work with business leaders to enable organisations and teams worldwide to achieve their growth objectives. An unrelenting passion for empowering people has fuelled Britta's strive for greatness.
She is passionate about bringing humans together to enable connections and long-lasting relationships.
Britta leads the DACH chapter of WiSE (Women in Sales Enablement - Germany, Austria, and Switzerland). She is an active supporter of women in business and the creator of the C²LEA²R framework for leadership.
Carly Lehner joins me on the podcast to talk about onboarding in sales: how it has changed, what the outlook is and what are the considerations you should make when building out your onboarding programs.
You’ll Learn:
1. Understanding the perfect balance of remote and in-person elements in onboarding programs
2. Pre-Onboarding: is it a must or a nice to have?
3. Onboarding biggest challenges! About Carly LehnerCarly Lehner is the Head of Revenue Enablement at Andela. She is a sales enablement professional who believes in providing sales organisations a tech-enabled, relationship-oriented development approach, without distracting sellers from generating revenue.
Colin Spence joins me on the podcast today to talk about customer success: what it is and isn't and why it's such a hot topic among SaaS businesses!
**You’ll Learn:
- What Customer Success is and isn't
- How Customer Success can be more commercial
- Why the happiness of the end client is the key to success
About Colin Spence**
Colin Spence is an experienced Customer Success leader responsible for Silverfin's Global customer success. With overseas experience in both multinational Fortune 50 organisations and hypergrowth start-ups, Colin's ambition is to lead world class Customer Success teams.
https://www.linkedin.com/in/colin-spence
Simon Hares, Serial Trainer 7, joins me on the podcast today to talk about the art of creating a well written proposal for your customers.
You’ll Learn:
1. Why do you need a sales proposal?
2. LISTEN framework for your proposals
3. How to ensure you are capturing the right audience in your messaging
About Simon HaresSimon Hares is the Managing Director of the Serial Trainer 7 international sales and management training organisation based out of the United Kingdom (UK).
Simon has worked with organisations around the globe, from Australia to the United States.
He had a successful career in the publishing industry before he went out on his own as the Serial Trainer 7. The organisation focuses on management leadership training, sales training, business skills training and personal development.
https://serialtrainer7.com/
Adriana Romero joins me on the podcast to help me demystify sales enablement: what it is, what it isn't and the most common misconceptions about our work!
You’ll Learn:
1. What is Sales Enablement?
2. Top Misconceptions about Sales Enablement
About Adriana RomeroAdriana is a maven, she lives for connecting, helping and facilitating information. An engineer turned salesperson turned sales coach, she spends her days figuring out how to better enable the LevelJump sales team while trying to build a business that helps Immigrant women alongside her best friend. A mother of one girl and one furry boy, she loves being married to a sales star that loves planes and travel as much as she does.
Andy Whyte joins me on the podcast to talk about MEDDICC as a qualification framework in our sales process.
You’ll Learn:
1. MEDDICC or BANT?
2. How to deal with metrics when you don't yet have tangible ROI of your product or solution?
3. How to get MEDDICC right in your deals.
About Andy WhyteWhat I love about sales is how closely correlated to sports it is.
The most elite athlete can lift any team up and help them win.
However, an elite athlete needs much more than just natural ability.
- The elite athlete needs discipline
- The elite athlete needs to understand the field
- The elite athlete needs to know the plays
- The elite athlete needs to know how to win - their own strengths and their opponent's weaknesses
Subsequently when compared to an average athlete:
- The elite athlete will find more opportunities to score
- The elite athlete will convert more of those opportunities
- The elite athlete will convert more points from those opportunities , and,
- The elite athlete will score more those points more quickly
Now replace the word 'athlete' above with 'seller.'
If you extend this analogy to Mixed Martial Arts, then the fighters' natural abilities, such as their strength, speed, and agility, are important. But, in a fight between a naturally gifted fighter with no framework and an overweight, untalented, old, and out-of-practice fighter who has a black belt in a martial art... my money is on the black belt ALL DAY!!
In sales, you can be the most naturally gifted seller in the world. But, if you go into enterprise-level deals without a framework, you are going to get hurt. You are going to get beaten by less talented sellers who follow a framework.
In this analogy, MEDDIC is the OG. MEDDIC is the Brazilian Jiu-Jitsu of the sales frameworks and methodologies world.
The world's greatest MMA gyms and the world champions they produce tend to use Brazilian Jiu-Jitsu, just as the world's greatest sales teams use MEDDIC.
MMA fighters' use of Brazilian Jiu-Jitsu has evolved over the decades to adapt to the octagon's changing landscape just as MEDDIC has evolved to suit the changing landscape of the enterprise (MEDDICC/MEDDPICC etc.).
Brazilian Jiu-Jitsu isn't the only 'framework' in MMA. Champions have used Karate, Judo, Boxing, and Wrestling, but, put simply no other framework has the quantity of Champions as Brazilian Jiu-Jitsu. Likewise, most Champion's who use one of the frameworks above also have a Brazilian Jiu-Jitsu belt too.
Just like how Jiu-Jitsu compliments other styles and frameworks, so does MEDDIC. It effortlessly collaborates with other frameworks and methodologies, helping sellers to meet their full potential.
https://meddicc.com/andy-whyte/
Louis Richardson joins me on the podcast to talk about the art of storytelling in business and how to avoid "death by powerpoint" when presenting to customers.
You’ll Learn:
1. How to incorporate storytelling in your meetings
2. How to avoid death by powerpoint
3. How to inspire and amaze your audience
About Louis RichardsonHe served as an IBM Worldwide Storyteller & Enthusiast re: Social Business & Smarter Work. He has over 30 years of experience in the collaboration & document management industry and has served in sales, support, consulting and document production management positions. Prior to IBM, he was the Vice President of Marketing at Green Pasture Software, a solution provider acquired by IBM. Additionally, he has served as the Director of Imaging, Workflow and Document Management at Crawford and Company, the world’s largest third-party administrator of insurance claims. He has also served as a consultant with Saros, FileNet, and Interleaf.
"I've been privileged to have journeyed through large and small organizations in over a dozen industries. And during those global experiences I frequently observed well-meaning individuals and organizations, who had amazing products, services and ideas, fail to effectively communicate to the audiences entrusted to them. For that reason, I consider it an honor to offer my assistance, insights and coaching to anyone who is willing to invest time and attention to discover, develop and deliver their amazing story."
http://creativitycrisis.com/newblog/contact/
Ken Lundin joins me on the podcast to talk about B2B sales; the importance of booking that next meeting, handling price objections, and steering your focus towards an incredible discovery with your prospects.
**You’ll Learn:
1.** Why most sales training in companies is "broken"
2. How to have an incredible meeting with a great structure
3. How do we tackle the "price" objection early on in the conversation
and so much more!!
About Ken Lundin
▶️ WHO IS KEN LUNDIN & ASSOCIATES?
We are the company that puts your ROI in front of how we deliver our services. We are less concerned about whether you want sales training, sales assessments, sales hiring, sales enablement, sales coaching, or sales consulting than what will provide you the quickest return on your investment and we tailor our approach with this goal in mind.
Our team of experts specialize in working with companies from $1 million to $150 million in revenue. From turn-arounds on the verge of bankruptcy who then grew revenue 300% in the next 3 years to hyper-growth unicorns and established brands seeking to grow market share.
We believe our managed services approach which holds nothing back from our clients and allows them access to all our resources is better than any other approach on the market to provide ROI and pivot with the flow of your business. Not to mention our shared risk/reward approach for qualifying businesses.
Personally, I'm a fitness and anti-aging guy who wishes he had a full head of hair and loves weekend getaways and a great glass of wine or scotch.
▶︎ GET IN TOUCH:
No matter which stage your company is in there is a prescriptive path to the next level of sales and corporate valuation with The Sales Alpha Roadmap™️.
If you own a company with revenues between $1 and $50 million let's talk about your goals. The worst thing that happens is we don't work together, have a great conversation and you get an experts outside perspective on the most valuable next step you can take.
Connect on LinkedIn
E-mail me at: ken @ kenlundin.com
Ryann Dowdy joins me on the podcast today to talk about aspects of the sales process, social selling & discovery.
You’ll Learn:
- Social selling as the "new" sales way
- Making your presence known for your business
- Mastering "discovery" with your prospects
About Ryann Dowdy
Ryann Dowdy, former Director of Sales, left the corporate world after 15 years with a vision to achieve time & financial freedom. Ryann's vision became a movement when she founded Uncensored Sales & built a community of women looking to gain back control of their lives. Ryann is passionate about helping women learn to sell & build a business they love, so that they can leave their 9-5, take back control of their time, & have unlimited income potential. Her talent & passion for sales has taken her mission one step further by helping businesses to create 7-figure sales organisations.
https://www.ryanndowdy.com
Alex Smith joins me on the podcast today to talk about all aspects of being "human" in our sales interactions.
You’ll Learn:
1. What it means to be human in our sales interactions
2. How to build that element of trust and rapport with your customers
3. Why a "no" doesn't mean a "no" forever
About Alex Smith:
Sometimes in your life it feels like you lose everything.
Like the year I was laid off. Interviews pushed from COVID 19, But then the real bomb hit,
My Dad got diagnosed Leukemia.
Just 5 months later, unfortunately my Dad passed away. Despite losing so much, I'll never lose what my Dad taught me about life. Things like selflessness, a relentless work ethic, and a thirst for knowledge.
His best lesson was how to create genuine connections with everyone in your life. I've taken that approach to sales my whole life. I’m still the 8 yr old kid who loved meeting people so much that he went door to door selling Ham and Cheese out of a catalog.
I got genuine connections out of it and the Sony Boombox I won wasn’t half bad either!
Highlights from 15 years in professional sales:
🔥 I launched a new team where I successfully recruited financial producers for a firm owned by Fran Tarkenton, Hall of Fame QB.
🔥I was named the top sales rep in an office of over 50 media sales people. Judged not just by sales attainment but also by activity.
🔥At Monster, I sold the biggest partnership contract in the history of our team. $300k ARR, 3 year deal.
What am I most proud of professionally?
A 15 minute meeting. I drove 3 hours to Chicago to meet a client I’ve never met in person. For 15 mins to say hi and drive back. It wasn’t to close a deal. It was just a Tuesday.
Those “Just Tuesday” moments are why I love this gig.
I’ve had success in my career because I genuinely seek to understand people.
An understanding strategy IS my sales strategy.
My relentlessness isn’t driven by my product or a sales number. I'm motivated by digging deeper to discover the “un-discovered” problem. Sales is something that happens for and with your buyer not to them. You're a guide on a discovery together with the intention to help and add value. ALWAYS.
The best feeling in sales isn’t ringing a bell, (even though that’s always fun).
The real joy is in being told three simple words.
“I trust you.”
That’s what really lights me up and what I'm going for.
Finally, my approach in sales is guided by attuning yourself to what someone’s entire world is like, actively listening without any agenda, being genuine, and putting them first.
I call these things, “Selling Human”. I practice it daily. I think we can all do it.
I choose to study it.
If you want to learn it with me, listen to my podcast: Stories of Selling Human
AND for more,
Follow #sellinghuman
Greg Freeman joins me on the podcast to talk about the good, the bad and the ugly of being the first sales hire in an early stage start up.
You’ll Learn:
- Is going into an early stage startup for you?
- The things to consider when making the leap to an early stage startup
- Why early stage startups are nothing like the movies...
About GregOn a personal level, I make the somewhat stupid decision to go in as the first sales hire at early stage companies, so I’m happy to chat about:
Expectation setting
Package negotiation
Working with founders
Mapping the commercial org journey
Your first junior hires
Building your team culture
For founders, the only topics that matter:
Why your first sales hire won’t deliver what you dream of
Types of hires to avoid, if you want to succeed
Connect with Greg on LinkedIn to speak with him about the "real world" of early stage startups.
So I thought I would come on here to do a mid week episode to share with you where I am, how the podcast got started and what Im doing now!
Answering all the questions I see heading my direction on LinkedIn.
Leslie Venetz joins me on the podcast to talk all about tiktok, clubhouse, trends in social media and what it takes for women to stand out in the world of sales.
You’ll Learn:
- How Leslie found her tribe on tiktok
- How to find the right platform for you
- Why "Sell me this Pen" is just the wrong question to ask in an IV
About Leslie
I am a motivated and dedicated sales leader, with a powerful history of success in new business development. My expertise has been in event sales for Fortune 1000 senior-level executives, consultative sales & Chicagoland SME sales. In addition to sales expertise, I also have in-depth knowledge related to public speaking, fundraising, and non-profit events. I am eager to learn and grow so I can continue to share my knowledge and skills with my peers. I am passionate about B2B Sales. 🦩
My key strength is naturally persuasive sales communication, both verbal & written. I am extremely detail-oriented and a bit of a perfectionist. I take a tremendous amount of pride in my work and want efforts to shine through for others to see! My intellectual curiosity pushes me to find innovative new ways to solve problems, particularly in fast-paced sales environments. I am passionate about all my pursuits, which allows me to laugh and smile often :) 🦩
Check out Leslie's TikTok on:
@SalesTipsTok
Lola joins me on the podcast to give us a back door to recruitment. What happens when you apply for a job, does someone actually look at your CV?
You’ll Learn:
- What to avoid on your CV
- The hard truth about rejection
- Are tools like "Glassdoor" a fair reflection of the "truth"
About Lola Oguntokun
Lola has worked with a range of companies in the tech space, mostly start-ups and scale-ups. Starting off her career in IT recruitment consultancy, Lola moved into the world of internal recruitment around 6 years ago, and has more recently taken on the mantle of HR Business Manager.
Check out Lola's LinkedIn Profile:
Lola Oguntokun
Michael joins me on the podcast to talk about his incredible book "The Coaching Habit".
You’ll Learn:
- How to tame your advice monster
- How to become truly curious
- Why sales is much like coaching and being coached
About Michael Bungay StanierMichael Bungay Stanier is at the forefront of shaping how organizations around the world make being coach-like an essential leadership behavior and competency. His book The Coaching Habit is the best-selling coaching book of this century, with over 700,000 copies sold and 1,000+ five-star reviews on Amazon. In 2019, he was named the #1 thought leader in coaching, and was shortlisted for the coaching prize by Thinkers50, the "Oscars of management". Michael was the first Canadian Coach of the Year and has been named a Global Coaching Guru since 2014. He was a Rhodes Scholar.
Michael is the Founder of Box of Crayons. Box of Crayons is a learning and development company that helps organizations transform from advice-driven to curiosity-led.
Michael is a compelling keynote speaker who combines practicality, humour, and an unprecedented degree of engagement with the audience. He has performed around the world in front of crowds ranging from ten to ten thousand.
En route to today--and these are essential parts of his origin story--Michael knocked himself unconscious as a labourer by hitting himself in the head with a shovel; mastered stagecraft (and stage fright) at law school by appearing in a skit called Synchronized Nude Male Modelling; and his first paid piece of writing was a Harlequin Romance-esque story involving a mis-delivered letter called ... The Male Delivery.
www.boxofcrayons.com
Fred joins me on the podcast to talk about his book " Selling through Partnering Skills". We dive into a lot of the key concepts that we as salespeople have to bare in mind in order to be successful and engage with customers.
You’ll Learn:
- What is PQ?
- Sales people as change agents.
- The Value framework
About Fred Copestake
Fred Copestake is a consultant, trainer, coach and an expert in helping sales professionals around the world to improve their performance and unleash their full potential.
With his unique style and pragmatic approach, Fred has now worked in more than 35 countries delivering projects that range from developing sales skills for Middle Eastern healthcare companies, to account development and sales leadership in Latin America and Europe for IT and engineering multinationals.
Fred is the principal consultant at Brindis, the consultancy he founded in 2004 with a major project being the planning and implementation of the 'Coronacademy'. Working with Grupo Modelo, the Mexican brewer of Corona Extra, he oversaw training and other development initiatives for its EMEA distributors.
Always focusing on the desired outcomes, Fred's approach sees him work with his clients to discover new and more powerful ways of how they can do business, build mutually beneficial relationships with their customers and increase revenue.
Put simply, Fred's work helps people and businesses improve their sales approach so they will achieve better results.
When Fred is not delivering bespoke training to UK or international clients, he can be found enjoying rugby, cricket and time with his wife.
https://brindis.co.uk/
Tracy joins me on the podcast to talk about growth, mindset, fear in our personal lives and business and how to truly take control of our destiny! Let's face it success in our personal lives and in sales begins from within!
You’ll Learn:
- How to overcome fear?
- How to be a better salesperson...
- How to overcome a lack of belief in one self
About Tracy Litt If Brene Brown and Tony Robbins had a baby, it would be Tracy Litt. Tracy Litt is a proven powerhouse of transformation. As a leadership expert, mindset coach, and spiritual advisor, she helps people across the globe to break the patterns that bind them so they can become the highest versions of themselves to create the businesses, relationships, and lives of their dreams. She does this through her powerful and practical process, The Choice Method, which elevates prosperity, fulfillment, and happiness to new and incredible heights.
Tracy is the celebrated author of Worthy Human, a book featured as a best-seller on Amazon and in major media outlets such as Thrive Global, Entrepreneur, Inc., and Fast Company. She has been praised for her outstanding TEDx talk and was recently awarded the Social Good Entrepreneur Women in Business Award in 2020. Her impact is undeniable, and her power is highly sought after for keynote presentations to leaders and entrepreneurs. Tracy is leading a major movement in self-worth, empowerment, and wild success for visionary leaders. One by one, they are stepping into the reality of their highest selves. They are becoming the extraordinary leader in their vision.
https://www.thelittfactor.com/
Mind Magic Program:
https://thelittfactor.mykajabi.com/mindmagic
Ian joins me on the podcast to talk about ways in which companies can make their sales training a truly seamless experience. We dive into the in's and out's of what makes a great learning management software.
You’ll Learn:
- Why do we even need an LMS?
- How to structure your in house courses
- Why continuous learning is the key to success
**About Ian Agard
"**My journey into a career in tech sales is a unique story. I first worked as a professional TV and film actor, director and producer for 10 years appearing in TV shows like The Expanse and Hollywood movies like Resident Evil. [FUN FACT: At least once a week, someone tells me I look like Idris Elba, lol]. After going back to college, I made a career switch into SaaS sales.
By day, I help attorneys save time and make their lives easier by educating them on the benefits of cloud-based legal case software.
I also moonlight as a sales podcast host and co-founder of Grind, which is an online learning platform and community that helps people who are committed to succeeding in software sales.
When I'm not growing my digital empire, I enjoy living a well-rounded life, including: prioritizing my faith in God, quality time with my wife and daughter, reading life-changing books, singing and playing guitar in my church worship band.
► Do you want to fast-track your success in software sales? Please feel free to message me on LinkedIn or contact me on:
Email: iagard@gmail.com
Website: grindsaas.com
YouTube: https://www.youtube.com/user/iagard "
Casey joins me on the podcast to talk about the changing ways of communicating with our customers and how to absolutely nail your video outreach. Casey Hill is the Head of Growth at Bonjoro. Casey currently is a top 10 Quora writer on SaaS Sales, SaaS Marketing & SaaS, as well as has had his insights featured in over 100 publications on sales, marketing and business.
You’ll Learn:
- Adapting to the new ways of "communication"
- How to decrease your demo "no-shows"
- How to absolutely rock your video messages
About Casey Hill
"I have had quite an unorthodox career path, to say the least.
I started working in sales at an enterprise-focused SaaS organization, bounced over to consulting in the bioengineering world, and then landed at an engineering SaaS.
Didn't love it, decided to take a year off and write a book and start a company. In 2015, I launched HGC, an eCommerce business that would culminate in 2018 with an 800% funded Kickstarter and went on to set up distribution in over 15 countries.
While working on that I decided to try by hand at another SaaS organization, this time one focused on inbound marketing and small businesses. Absolutely fell in love with the technology that helped entrepreneurs bring their dreams to life. I went from an SDR to the Sales Director in 3 years and while working there also started to try my hand at business consulting.
Today, I run the growth department for an incredibly exciting start-up called Bonjoro. We focus on helping businesses reconnect in a human way with their customers through personal video. I have seen first hand the transformative impact Bonjoro has had, on industries as diverse as enterprise SaaS to DTC eCommerce.
My greatest strength, I believe, is an obsessive, ceaseless desire to keep learning and testing things. I constantly test new channels and mediums. I constantly run small side businesses to validate ideas. Last month I put together two courses for a brand called Amplified Masterclass that teaches businesses earned media strategies. So far it's made a few thousands dollars.
Most of all I enjoy it. I love what I do, and if I don't, I change gears."
https://www.bonjoro.com
https://www.linkedin.com/in/caseyhill/
Ade joins me on the podcast to talk about his concept "Sellie the Elephant"
You’ll Learn:
- Key Components of Sales
- Why Elephants and what's the connection
- Sellie the Elephant
About Ade FleetSalesAde is passionate about Commercial Creativity and has developed a unique program to help teams close their creativity gap.
With 20 years’ experience and an active listener, SalesAde is perfectly positioned to tailor a program specific to your team.
My background is in healthcare which evolved into sales and sales management. I always enjoyed sharing my skills and ideas with students and colleagues.
I formalised this passion to coach, working three years as a senior university lecturer; securing adult teaching, coaching and assessor qualifications.
My corporate experience is both national and international, most recently in European regional sales management.
I have a strong desire to work with private, public and not-for-profit companies and social enterprise sectors where I believe that strengthening commercial creativity, can lead to teams becoming creatively commercial.
https://salesade.co.uk/about
https://salesade.co.uk/
Allan joins me on the podcast to talk about his amazing book 7 Secrets to Selling More by Selling Less.
You’ll Learn:
- Why Social Proof is a vital element to your success
- How to set your pricing to attract customers,
- How to position your offering so the decision is which: product or service should I buy rather than "should I buy".
About Allan LangerAllan Langer is an award-winning author, sought-after speaker and sales trainer, and his company, The 7 Secrets Center for Sales and Marketing Excellence, has continued to thrive during the Covid19 crisis. He has been in sales and marketing for over 25 years, and his book, The 7 Secrets to Selling More by Selling Less, was a bronze-medal winner in the prestigious TopSales competition and is an Amazon best-seller.
Allan’s approach is practical and relevant. He’s been there and done that for over 30 years and he's humanized the sales approach
You’ve done your research, you’ve preconditioned the meeting, you are about to jump on the call and the big question is how on earth do I structure my conversation so that the 20 or 30 minutes I have with the prospect are valuable. I want to introduce you my acronym: FLOWS:
F: Find out all the issues,
L: List them all out and make sure they are complete,
O: Optimize- find out what’s most important to the client,
W: What’s the evidence and impact and
S; Summarize, did you get it right? Did you leave anything out?
In this episode I will walk you through the structure!
Mike joins me on the podcast today to talk about the top 3 challenges for sales reps in 2021.
You’ll Learn:
- How to better engage with your prospects
- How to add value even when the customer is not ready to buy from you... just yet.
- The virtual world etiquette
About Mike MacchiarelliMike Macchiarelli is a Sales Trainer and Business Development Consultant at KO Advantage Group the fastest-growing sales training Company in North America for high value B2B services. Mike has over 10 years' experience in the world of professional selling. During his 6+ years at Equinox, a luxury lifestyle fitness brand, he won numerous awards, led multiple high performing teams, and helped to train over 1000 employees.
https://www.kimorlesky.com/
In this podcast episode, I want to share with you something super exciting that I've been working on! I launched a new course available on Listenable - Personal Branding for Sales Professionals! Want to learn what it takes to build a strong brand, how to get started and open a world of opportunities?
In today's world of sales, sales professionals play an important role in engagement with their potential buyers. People buy from people they know, like and trust. In a society where people go online to do almost everything, differentiating yourself from the competition is key. The goal of this course is to help you understand the concept of personal branding so that you can walk away with a key understanding of how to begin building and maintaining your personal brand.
Check it out!
https://listenable.io/web/courses/276/personal-branding-for-sales-professionals/
Bryan joins me on the podcast today to discuss how the concept of H2H is so important in this ever connected, online world.
You’ll Learn:
- What is H2H.
- How we can be more authentic in our social interactions.
- The importance of addressing and getting rid of false preconceptions.
About Bryan KramerBryan Kramer is a renowned business strategist, global keynote speaker, executive trainer and coach, two-time bestselling author and Forbes contributor. As former President and Co-Owner of PureMatter, a Silicon Valley global marketing agency since 2001, he sparked the Human-to-Human H2H movement that set out to humanize business through simpler communication, empathy, and celebrating our imperfections. His TED Talk on the subject in 2014 featured a TED “first – allowing mobile devices during the event to share the experience to illustrate his belief.
Noted as the “Zen master to Digital Marketers” by Forbes, named a “Top 3 Thought Leadership Speakers You Don’t Want to Miss” in Forbes and in “The Top 100 Most Influential People on Twitter” by Business Insider, Bryan teaches speakers, executives and audiences how to up-level their storytelling and how to be more compelling and clear. With more than 350,000 social fans and followers, Bryan believes that being human is our competitive advantage because of our ability to leverage our emotional intelligence alongside technology to scale, in order to share stories in a human way – not corporate speak.
Bryan’s first book “There Is No B2B or B2C: It’s Human to Human H2H” rose to the #1 spot in Business Books on Amazon in its first week. His second book, “Shareology: How Sharing is Powering the Human Economy” published by Morgan James, made USA Today’s Top 150 Book List the week of its release, as well as #1 on Amazon in Business books.
An experienced interviewer and host, Bryan has spoken with the greats, including Ted Turner, Founder of CNN and philanthropist; George Zimmer, Founder of Men’s Wearhouse; and John Grisham, renowned fiction author of 30 novels and nine blockbuster films including The Firm, Runaway Jury, and The Pelican Brief. He has hosted the EMC Dellworld conference twice and conducted workshops and executive interviews at IBM, Cisco, Verizon, and Pitney Bowes.
Phil joins me on the podcast today to discuss how sales leaders can build an effective and successful "sales machine"
You’ll Learn:
- What is a Sales Machine?
- Six Components of a Highly Effective Sales Machine
- Why just proving numbers is no longer sufficient for sales leaders.
About Phil HarrellPhil is an industry thought leader in sales and marketing with more than 20 years of experience building and leading high-performance B2B sales teams worldwide. He has held executive-level sales and marketing positions at well-established companies and hypergrowth technology startups and has proven success in growing revenue in the hundreds of millions of dollars.
Previous Work Experience
Phil joined Forrester through the acquisition of SiriusDecisions. Prior to SiriusDecisions, he was vice president of sales at HubSpot, a software-as-a-service provider of inbound marketing and sales solutions, where he was responsible for building the mid-market and enterprise businesses. He also spent almost 10 years at cloud services provider Akamai Technologies in multiple leadership roles, including vice president of sales, vice president of application performance solutions, and vice president of channel sales. Phil was a key contributor to Akamai’s growth from a pre-revenue start-up to nearly $1 billion in revenue by leading sales teams to consistent overperformance, heading up the company’s entry into online video streaming and developing the company’s worldwide application performance solutions business.
Phil began his high-tech sales career at Pegasystems, a $700 million provider of business management software to enterprises. He also worked as chief revenue officer at Firecracker and vice president of sales at Kaminario. He has been an active angel investor for the past 15 years and serves on the boards of directors of Read to a Child, an education nonprofit, and Viddler, an online video company.
Education
Phil holds a BA in public policy and Slavic languages from Duke University and is a graduate of MIT Sloan School’s Greater Boston Executive Program.
Paul joins me on the podcast today to talk about his 3 Pillars to a Profitable and Sustainable Business with a strong focus on the Sales Pillar.
You’ll Learn:
- Components within the Sales Pillar
- Why letting go of some relationships is key for future growth
- Getting the Ideal Client Profile right
About Paul Higgins
When I was 18, I was diagnosed with Polycystic Kidney Disease (PKD). I vividly remember the look on my Mum’s face as the doctor broke the news to us. Her tensed eyebrows furrowed further as a hurricane of emotions settled on her face. I instantly sensed her devastation and guilt. After all, she knew more than I did about what I was about to go through, as she had seen her father struggle with the same condition and eventually pass when she was just 13.
As the doctor explained my condition to me, I finally started to understand the magnitude of the situation. However, once the initial shock wore off, I felt a sense of clarity that I had never felt before. I guess it is true what they say; when you hit your lowest point, you are open to the greatest changes. While inheriting PKD was out of my hands, I realized that the way I deal with the condition is well within my control. Not one to wallow in self-pity, I decided, at that instant, that I would do my very best and focus on what I can control. It was a tough promise I made to myself almost 32 years ago that I still strive to keep to this day.
Whatever I choose to do—whether it is something as minute as a new hobby or as significant as a business venture—I always give it my all. My perseverance has allowed me to be a high-performer in every aspect of my life including work, health, and fitness. When I reach a point where my goals seem easily attainable, I find the biggest hurdle in sight to jump over just to make sure I am constantly learning and growing.
Build Live Give is a mentoring platform dedicated to helping service-based business owners who have come to the conclusion that having a business so reliant on them is not going to work for all parties involved. Having founded 3 businesses and successfully exited 2 of them myself, I help business owners struggling to balance their life and work take control and implement an end-to-end sales and operations system that can easily generate profits to fund their lifestyles. As of now, I have successfully helped 257 business owners build sales machines and high-performing teams that can work efficiently and effectively on their businesses and generate profits while they focus their time and energy on other pressing matters.
If you let me, I can help you take charge of the steering wheel and drive in the direction you always wanted.
Paul Higgins
Brian joins me on the podcast today to talk about his index card system which has helped create 7 figure earners and is licensed by some of the largest companies in the world to develop strategies for their sales teams.
You’ll Learn:
- Why you need a strategy
- What is the pillar system
- How to identify the areas that you need to work on to be more successful
About Brian MargolisBrian Margolis, author of The Index Card Business plan, tees off on the shortcomings of time management and “shiny object” syndrome. The truth is our ideas can prevent us from habitually doing the two or three things that really drive results for our business. He’s productized the “Pillar System” which helps entrepreneurs identify their Pillars and turn them into habit.
www.productivitygiant.com
Steve joins me on the podcast to talk about his amazing new book "Time Rich" and give us tips as to how we get can into that state of "flow"
You’ll Learn:
- How to maximize the time we have
- How to prioritise, automate and outsource tasks
- How to identity how we are wasting time
About Steve GlaveskiSteve Glaveski is an entrepreneur, author and podcast host whose mission is to unlock the latent potential of people so that they can create more impact for humanity and lead more fulfilling lives.
He is CEO of Collective Campus, an innovation accelerator based in Melbourne and Singapore, that works with large organizations around the globe. Collective Campus was recognized by the Australian Financial Review as one of Australia’s fastest-growing new companies in 2018.Steve’s company has worked with the likes of Telstra, NAB, Clifford Chance, KWM, BNP Paribas, Microsoft, Village Digital, Lufthansa, Ayala, Charter Hall, Maddocks, Australian Unity, BNZ, MetLife and Sportsbet. Collective Campus has also been home to and incubated over 100 startups which have collectively raised more than US$25M.
He also founded Lemonade Stand, a children’s entrepreneurship program and now, SaaS platform, that has been delivered to kids across Australia and Singapore.Steve is the author of Employee to Entrepreneur: How To Earn Your Freedom and Do Work That Matters, (Wiley, 2019), the children’s picture book, Lemonade Stand: From Idea to Entrepreneur (2019) and the forthcoming Time Rich (2020, Wiley).
Steve hosts the Future Squared podcast, winner of the 2017 Australian Podcasting Awards People’s Choice award in the Business category, and now 370 episodes strong. His work has been featured in Harvard Business Review, the Wall Street Journal, Forbes, the Australian Financial Review, Tech in Asia and numerous other outlets.
Kwame joins me on the podcast to help us tackle the "elephant in the room"- conflict!
You’ll Learn:
- How to handle conflict
- The benefits of conflict
- Why being compassionately curious is the right way forward
About Kwame ChristianBestselling author, attorney, and speaker, Kwame Christian, is the Director of the American Negotiation Institute and and a respected voice in the field of negotiation and conflict resolution. Christian has conducted workshops throughout North America and abroad, and is a highly sought after national keynote speaker.
Host of the world’s most popular negotiation podcast, Negotiate Anything, Kwame is dedicated to empowering professionals through the art and science of negotiation and persuasion. Now downloaded almost 2 million times, Negotiate Anything has a dedicated and growing following with listeners in more than 180 countries around the world.
Kwame’s TEDx Dayton talk, Finding Confidence in Conflict, was the most popular TEDx Talk on the topic of conflict in 2017, and has been viewed over 150,000 times. His book, Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life, is an Amazon Best-Seller and has helped countless individuals overcome the fear, anxiety, and emotion often associated with difficult conversations through a branded framework called Compassionate Curiosity.™ (*January, 2020)
In addition to his role at ANI, Kwame is a business lawyer at Carlile Patchen & Murphy LLP. Kwame represents businesses in a broad scope of legal needs including contract negotiation, business formation and structuring, finance, transactions (including acquisitions and contract preparation and analysis), employment, and general business and legal counseling.
As an attorney and mediator with a Bachelors of Arts in Psychology, a Master of Public Policy, and a Juris Doctorate (Law Degree), Christian brings a unique multidisciplinary approach to making difficult conversations easier. He also serves as a professor for Otterbein University’s MBA program, as well as The Ohio State University’s Moritz College of Law in the top-ranked dispute resolution program in the country.
Prior to practicing business law and founding ANI, Christian worked at the Kirwan Institute doing civil rights work. While at Kirwan, he focused on criminal justice and health equity.
Chris joins me on the podcast to talk about storytelling in business. We dive into why stories are so important and what truly constitutes a great story. Can we really all be great storytellers?
You’ll Learn:
- How you can build your own story
- The 4 Stories Framework
- The power of a good story
About Chris WatsonChris Watson is a strategic storyteller committed to helping people around the world understand the power of connecting with stories.
Chris has joined forces with The Sales Rebellion & Insight Leadership Group helping salespeople and leaders tell the right stories to connect and captivate their audiences.
Chris is the Founder of Watson Innovative and is in the process of launching his own story strategy organization.
Chris is the published author of Earn Your Story, creator of The 4 Stories Framework, Story Equation, and Active Story Listening.
You can connect with Chris on LinkedIn or his website www.thechriswatson.com.
June joins me on the podcast to talk about her initiative "Mums in Tech", her recently awarded MBE and what its like to me a mom, employee and entrepreneur.
You’ll Learn:
- Why Moms in Tech
- Finding your path when you are raising a family
- Why being a mom doesn't have to mean an end of your career
About June AngelidesInvestor, Entrepreneur and Speaker
Born in London and raised in Lagos, June joined Samos Investments in 2018, investing in high growth European businesses. Prior to this, she started the first child-friendly coding school in the UK, Mums in Tech, which taught over 250 women to code in 3 years. She also held roles on the Venture Debt Team and Early Stage Banking Team at Silicon Valley Bank. An active part of the tech and startup ecosystem, she is on the advisory board of mentoring app, Cajigo, a mentor at Oxford University and runs mentoring circles for founders and aspiring VCs. She is a judge on the Debut Sessions, a monthly pitch session for founders seeking seed investment. She is passionate about flexible working and getting more women and girls into tech. She is a contributor at The Financial Times. She has been named by the Financial Times as the 6th Most Influential Tech Leader and by Computer Weekly as one of the most Influential Women in Tech. June recently received an Honorary Fellowship at the Institute of Engineering and Technology and was awarded an MBE for services to women in technology.
Diane joins me on the podcast to talk about her book "Succeed without Selling" and explore the topic of selling that is aligned with our world today.
You’ll Learn:
- Why the more you think about selling, the less you sell.
- How listening carefully, building relationships and demonstrating value attracts serious buyers.
- The vital elements to a successful sales process.
**About Diane Helbig
Diane Helbig** is an internationally recognized business and leadership development advisor, author, award-winning speaker, and workshop facilitator. As a certified, professional coach and president of Seize This Day, Diane has been training small business owners and sales professionals for over 10 years to operate more constructively and profitably. She is a staff writer for Small Business Trends and has articles in Top Sales World Magazine.
Larry joins me on the podcast to talk about his book "Selling from the Heart" and explore the topic of selling from the heart as applied to our customers buying journey.
You’ll Learn:
- What is selling from the heart.
- Why simply calling to "touch base" with our customers can be vague and meaningless.
- What skills are important to truly master the sales game in 2020.
About Larry LevineWith 27 years of in-the-field B2B sales experience in the technology industry, Larry knows what it takes to be successful. He’s successfully sold office technology, document management solutions, and managed services to customers ranging from up-and-down the street accounts for Fortune 500 companies.
After a conversation with a current customer about LinkedIn, Larry became fascinated with this emerging network of business people. He started experimenting with LinkedIn in his copier sales process. During this time, he learned from trial and error what works and what doesn’t work
In the fall of 2013 Larry accepted a new challenge as a major account rep for a Japanese OEM in Los Angeles, one of the most competitive markets in the world. He walked into a zero base territory with no MIF to flip. Using his LinkedIn sales strategies he booked $1.3 million in hardware sales in 2014 and left behind a $1.6 million pipeline for the next rep to develop.
Now Larry coaches B2B sales professionals to do what he did. Since 2015 Larry has coached both quota-busting tenured reps and green millennials just beginning their careers. Both appreciate the practical nature of his coaching.
Elizabeth joins me on the podcast to talk about her book "Selling with Noble Purpose" and explore the topic of purpose in the workplace.
You’ll Learn:
- Why we need and crave "purpose" in what we do
- How can individuals tap into a greater sense of purpose at work, even if their manager, or company isn’t necessarily purpose-driven?
- How can purpose help a sales team set and achieve ambitious targets?
About Elizabeth LotardoElizabeth Lotardo is a consultant and researcher who helps organizations driver revenue and engagement through noble purpose. She is a popular LinkedInLearning author, and her work has been featured in The Wall Street Journal and on NPR.
Nir joins me on the podcast to talk about his book "The Creator Mindset" and we dive into all aspects of creativity.
You’ll Learn:
- Why creativity is innate to us
- Why we struggle with being creative
- Practical steps we can take to become more creative
About Nir BashanNir Bashan is a world-renowned creativity expert. He has taught thousands of leaders and individuals around the globe how to harness the power of creativity to improve profitability, increase sales, improve customer service and ultimately create more meaning in their work. Nir has spent the last two decades working on a formula to codify creativity.
That formula is found in The Creator Mindset, which has been translated into two languages. He was one of the youngest professors ever selected to teach graduate courses at the Art Center College of Design in Pasadena and also taught undergraduate courses at the University of California at Los Angeles.
He has worked on numerous albums, movies, and advertisements with famous actors and musicians ranging from Rod Stewart to Woody Harrelson. His work on creativity has won a Clio Award and was nominated for an Emmy.
Nir is the founder and CEO of The Creator Mindset LLC, a company that conducts workshops, consulting, coaching, and keynote speeches at conferences and corporate events. His clients include AT&T, Microsoft, Ace Hardware, NFL Network, EA Sports, Suzuki, Activision and jetBlue. Nir lives in Orlando, Florida, with his wife, young son, and two Bernedoodles named P-Paws and Waylon Jennings.
Marcus joins me on the podcast to talk about his experience of going from selling speedos in the retail sector to selling 7-Figure Contracts.
You’ll Learn:
- The power of asking really great questions
- Why LinkedIn video messages are such an under utilized tool
- Personal experiences that shape your sales "persona"
About Marcus ChanMarcus Chan is our founder and president of Venli Consulting Group. He was born in the Pacific Northwest to two Chinese immigrant parents that came to America with dreams of building a future. Given the poor background he grew up in with his two sisters, they grew up in a scarce environment – EVERYONE pitched in to survive.
With no financial help from his parents, he put himself through college and also earned his MBA a few years into the workforce. he eventually went to work for two international Fortune 500 companies over the next decade.
BY THE TIME HE WAS 22, HE HAD BUILT HIS FIRST MULTI-MILLION DOLLAR BUSINESS.
Within the next several years during his tenure with both companies, he was promoted ten different times in ten years, broke many sales records, won awards trips and trophies, hired/trained/coached/mentored hundreds of people, promoted to a Regional Director of Sales over 11 teams of 110+ employees for a $6.8B Fortune 500 organization, and was consistently recognized nationally as one of the top leaders in the organization every single year! As a result of his fortunate business success fueled by a little luck, a LOT of hustle, and PLENTY of mistakes…
HIS TEAMS AND HIM HAVE GENERATED $700M+ IN CONTRACTED NEW BUSINESS SALES BY HIS EARLY 30’S!
Marcus eventually left the corporate world due to his passion of wanting to do something greater to give back to the world. He launched Venli Consulting Group in 2019 and has not look back since! Marcus currently resides in the Pacific Northwest with his wife, Sara, and his son Roman.
If you or your company are ready to take your sales results to the next level, contact us below. You can also access Marcus’ Blog here and join hundreds of B2B sales professionals in our private free community to learn tactics + strategies to sell more!
Jordana and Dalejoin me on the podcast to talk about mentorship in sales.
You’ll Learn:
- What you can expect from a sales mentor?
- What makes a good mentor?
- Mentorship or Coaching?
About Jordana Zeldin
Jordana Zeldin is a Sales Coach and the Founder of Spriing Training. Her approach is grounded in three key ideas: that deliberate practice is the most effective way to develop and master core selling skills, that making a prospect feel seen and heard beats tech specs every time, and that humanity is the most powerful tool in our sales arsenal. She works with sellers and sales leaders to leverage practice to create great habits, feel more connected to themselves and their work, and yes, to close more deals.
About Dale ZwizinskiAn energetic, top performing sales professional, leader, and coach who is passionate about the Cloud based technologies. More than 20 yrs experience with enterprise sales and known for my ability to grow and enhance businesses. Working with innovative technologies and platforms to make customer successful wakes me up in the morning!
A self-starter who is happiest when helping customers enhance their business with innovative technologies. It is important to stay ahead of trends and looking for ways to help a customer grow their business and improve their products/services. The sales environment has changed dramatically over the last 5 years, the next 5 years will be a monumental shift --> Sales, Marketing and Service are on a collision course.
Dominic joins me on the podcast to talk about his experience, practices and beliefs of "sales" in the world of cyber security.
You’ll Learn:
- Why it all starts with Know Like and Trust Factor
- Utilising LinkedIn to build strong relationships
- The life of a sale and beyond
About Dominic VogelDominic has an established track record as a cyber security leader. He has a wide-range of experience overseeing numerous projects including security strategy development, policy development, endpoint security, and threat management in a multitude of industries (financial services, logistics, transportation, government, telecommunications, and critical infrastructure).
Dominic actively participates in the local Vancouver security community and is a regular cyber security expert for Global BC (TV), CKNW (radio), News1130 (radio), and the Vancouver Sun (newspaper). He has even appeared internationally on BBC News World TV.
Dominic is a firm believer in delivering sustainable security that supports and protects business goals. Having worked within large and globally diverse organizations he has extensive security experience that has been forged over the past decade as an information security professional.
Currently, in his role as Chief Security Strategist at Cyber.SC, Dominic focuses much of his energy on helping start-ups and small/midsize businesses solve their cyber security challenges. He strives to provide practical cyber security advisory services to his clients.
How Women in Sales Can Reach the Top 1% with Cynthia BarnesIn a male-dominated industry such as marketing and sales, women have a hard time finding success. Changes to be more inclusive and diverse may not happen overnight. But as industries gradually shift into a more gender-inclusive space, women should adopt strategies to thrive in their chosen fields and reach the top 1%.
In this episode, Cynthia Barnes will talk about the challenges women face in the sales industry and the efforts of the National Association of Women Sales Professionals in promoting inclusivity in the workplace. Cynthia also gives tips for women who want to start their career in sales and how they can reach their goals amidst the Covid-19 pandemic.
If you want to succeed as a woman in sales, then this episode is for you.
Here are three reasons why you should listen to the full episode:
- Discover how the National Association of Women Sales Professionals helps women in sales.
- Learn what skills women need to reach the top 1%.
- What are the challenges women come across in sales and how can you overcome them?
Resources
- National Association of Women Sales Professional
- Reach the Top 1%: A Strategic Game Plan for Warrior Women in Sales by Cynthia Barnes
- Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know by Shari Levitin
- Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career by Anita Nielsen
- Race to Amazing: Your Fast Track to Sales Leadership by Krista S. Moore
Episode Highlights
Cynthia’s Beginnings
- Cynthia started selling Girl Scout cookies when she was working in a for-profit university.
- She fell in love with it ever since.
The National Association of Women Sales Professionals
- It is a member-based organisation aiming to help women thrive and reach the top 1% in the male-dominated sales industry. NAWSP does this through mentorship and the provision of network and support.
- Once you equip women with the strategies to overcome the unique challenges they face and amplify their strengths, they can succeed whatever the circumstance is.
- After ascending to the top 1%, Cynthia had an idea in 2016 to start an organisation that supports women to achieve success in sales. For her, the true test of her success is the number of women she can help thrive.
- Listen to the full episode to know the various programs and courses offered by the organisation.
The Biggest Challenges for Women in Sales
- Some of the biggest challenges for women in sales are overcoming the ‘bro culture’, dealing with misbehaving prospects and overcoming imposter syndrome.
- For Cynthia, the challenges can vary upon women's character and their situation.
Cynthia’s Tips for Women in Sales
- Women should tap into their authenticity and refuse to conform to the business.
- Compare your performance to others and understand where you're falling behind or gaining success.
- Women shouldn't dwell too much on their inner critic.
- Use LinkedIn to attract, engage and convert the highest-paying c
Sean Sheppard joins me on the podcast to talk about maintaining a competitive edge in today's innovation economy.
You’ll Learn:
- When do you have product-market fit?
- Why can "founder bias" be so harmful
- Maintaining a competitive edge in the innovation economy
About Sean SheppardSean is a serial entrepreneur VC and co-founder of GrowthX and GrowthX Academy, with three successful exits, who has successfully grown dozens of early-stage companies across a wide variety of products and markets. He was recently named the #2 Online Sales Influencer and contributor at The Huffington Post. He’s now committed to working with countries, companies, entrepreneurs and those who want to work with them on building startup ecosystems and developing the next generation of leaders for the innovation economy.
Kieren joins me on the podcast to talk about his 4 pillar approach to sales and objection handling.
You’ll Learn:
- How to handle objections
- What is the 4 pillar approach
- How to understand and analyse why you are NOT selling
About Kieren O'ConnorCo-founder & CEO of Growth Stream. Kieren has a passion for growth and wants to provide companies like you with a cost-effective solution to increase their sales performance. He may have left school at 16, but by 18 years old he had a team of people under his command, and by 22 he took over as Managing Director of a tech start-up in Austin, Texas! Today, he is quickly becoming one of the most sought-after sales professionals of his time.
Bina Patel Ph.D joins me on the podcast to talk about conflict resolution in the workplace.
You’ll Learn:
- When to address conflict
- Why things aren't always as they seem
- How to be objective when addressing conflict
About Bina PatelDr. Bina Patel is an Arbiter and an Organizational Health Strategist. Dr. Patel is the CEO, Transformational Paradigms, providing leadership executive consulting to C-Suite teams on establishing healthy workplace cultures. She also provides leadership and career coaching to upcoming leaders in organizations and millennials entering the workplace. Dr. Patel specializes in conflict management services, specifically consulting in how to reduce workforce turnover and workplace conflict, increase morale, and decrease costs in organizational systems to produce strong quality assurance. Dr. Patel works in emergency management. Dr. Patel is an author, public speaker, and consultant. She has published several case studies related to workplace diversity, multiculturalism, and racism in the workplace, as well as female suicide terrorism.
Andy Paul joins me on the podcast to talk about his experience in Sales and his book Zero Time Selling.
You’ll Learn:
- Why technology always has to be used thoughtfully
- Steps to get a satisfied customer
- Who makes the best decision: Satisfisers or Maximizers
About Andy PaulAndy Paul has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts, and has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today.
Viveka joins me on the podcast to talk about what it means and takes to become a LinkedIn Influencer
You’ll Learn:
- When to start posting
- What content should you be putting out there
- The power of hashtags and which ones to use
About VivekaViveka von Rosen is Cofounder and CVO (Chief Visibility Officer) of Vengreso. Known internationally as the “LinkedIn Expert”, she is author of the best-selling “LinkedIn Marketing: An Hour a Day” and “LinkedIn: 101 Ways to Rock Your Personal Brand!” As a contributing “expert” to LinkedIn’s official Sales and Marketing blogs and their “Sophisticated Marketer’s” Guides, she is often called on to contribute to publications like Fast Company, Forbes, Money, Entrepreneur, The Social Media Examiner, etc. Viveka takes the LinkedIn experience she has perfected over the past 10+ years and transforms it into engaging and informational training (having provided over 100K+ people) with the tools and strategies they need to succeed on LinkedIn.
Kim joins me on the podcast to talk about entrepreneurship, growth and the evolution of her business.
You’ll Learn:
- What it means to be an accidental entrepreneur
- Skills for success when embarking on your entrepreneurial journey
- The power of connection and network
About Kim
Kim Kaupe is the co-founder and CEO of The Superfan Company, a fan engagement agency focused on creating one-of-a-kind products and programs for entertainers, brands, and celebrities. Since starting the company her all female team has collaborated with A-list properties such as Oprah, The New York Mets, KISS, Shawn Mendes, ACE Comic Con, Miller Coors, and Paul McCartney.
Kim has been named to Forbes 30 Under 30, Advertising Age’s 40 Under 40, and Inc.’s 35 Under 35 list while the company was hailed as a Top 30 Startup to Watch by Entrepreneur, and dubbed an “overnight success” by Inc. Magazine. She was featured on ABC’s hit primetime show, Shark Tank, securing offers from 4 out of 5 sharks and was most recently seen on Live on FOX judging the 2019 Miss USA pageant. Kim’s contributed articles to numerous media outlets including Forbes, The Wall Street Journal, and Forbes Woman.
When not working on The Superfan Company, Kim speaks on stages across the world helping employees and aspiring entrepreneurs to own their voice, take control of their careers and businesses, and to get aggressive about putting themselves first. After all, every airplane you go on tells you to put your own oxygen mask on first before helping others.
Danilo joins me on the podcast to talk about AI and Machine Learning and the role they play in our ever changing world, especially when it comes to sales.
You’ll Learn:
- How AI and Machine Learning can help sales people
- The future of robots in our society
- What salespeople can leverage to be more successful
About DaniloDanilo McGarry joined Alter Domus in December 2019 as Head of Automation. Prior to joining the Group, Danilo was an Innovation and Automation executive in multiple renowned organisations such as Motorola, JPMorgan Chase, BNP Paribas, Royal Bank of Canada, Citi Group and UnitedHealth Group.
In the Financial sector, he delivered transformation and change at the Royal Bank of Canada as Associate Director during the 2008 financial crisis. At Citi Group, he was one of the heads of Artificial Intelligence (AI) and machine learning where he delivered the first AI robotics program putting the company ahead of competitors in the financial services industry. He joined Alter Domus from the UnitedHealth Group, where he managed the world’s largest automation program. Danilo is recognised as a thought leader in Innovation and Automation as he delivers keynote speeches globally on these topics.
Danilo holds a Bachelor’s degree (Bsc Hons) in Business Management from The University of Bath, and has attended strategy or technical courses at Princeton, Harvard and Northwestern universities.
Kelly joins me on the podcast to talk about her experience setting up her successful business in Dubai.
You’ll Learn:
- Kelly's experience starting up her business in Dubai
- Importance of Know, Like and Trust Factor
- Why you are always the face and image of your brand
About KellyKelly Lundberg is one of the most diverse business entrepreneurs to have emerged out of the styling world to date. Gaining notoriety as a celebrity stylist, she has since propelled herself to an award-winning business owner, business mentor, and international speaker.
By combining the best in catwalk and commerce, Kelly launched The S.Academy, mentoring aspiring stylists and aspiring lifestyle business owners on how to launch and grow their very own profitable business and personal bran. She regularly hosts and presents keynote speeches and motivational sessions across the world on a host of entrepreneurship and style led topics, such as her powerful TEDx Talk entitled The Currency of Life.
Sue joins me on the podcast to talk about her book "Change your Life in 5"
You’ll Learn:
- 5 Steps to make meaningful changes in your life.
- Why women tend to experience imposter syndrome more often.
- Why should we meditate and how?
About SueShe is an accredited Executive Coach, who has helped hundreds of people get
unstuck, back on track and make meaningful changes in their lives. Her clients include senior professionals and c-level executives in companies such as BBC TV, Saatchi & Saatchi, Slaughter & May, Barclays, Ogilvy, Costain and Generali. She trained with the prestigious Co-Active Training Institute (CTI) in the USA and has been practising for over 12 years.
Markjoins me today to talk about his book "The Sales Acceleration Formula".
You’ll Learn:
- Why data is necessary for predictable growth.
- Why world-class sales hiring is the biggest driver of sales success.
- The importance of coachability.
About MarkMark Roberge served as HubSpot's SVP of Worldwide Sales and Services from 2007 to 2013, scaling the customer base from 1 to over 12,000 and his staff from one to hundreds of employees. Mark holds an MBA from the MIT Sloan School of Management and an engineering degree from Lehigh University. He has been featured in The Wall Street Journal, Forbes Magazine, Inc Magazine, The Boston Globe, and Harvard Business Review. Mark is currently a Senior Lecturer at Harvard Business School.
As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. His book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:
- Hire the same successful salesperson every time — The Sales Hiring Formula
- Train every salesperson in the same manner — The Sales Training Formula
- Hold salespeople accountable to the same sales process — The Sales Management Formula
- Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula
- Leverage technology to enable better buying for customers and faster selling for salespeople
Sydney joins me today to talk about the world of startups.
You’ll Learn:
- Why certain startups fail or succeed.
- Why a challenging environment in an opportunity for startups.
- Skills for success within the startup environment.
About Sydney
Sydney Wong is the Founder and CEO of Ventur-X. VenturX offers startup tools for tracking product validation and business planning for early start entrepreneurs looking to reach revenue, new customers, or funding.
The startup industry is like a battlefield with few winners but the opportunity she saw and built her company mission around was “What would it take to produce more winners?”
Kate joins me to talk about her journey starting Lately and the lessons she learned along the way.
You’ll Learn:
- The importance of following your inner voice
- Challenges of being a woman in business
- How to be the best version of "you"
About Kate
Kate Bradley Chernis is the Founder & CEO of Lately, which uses AI to LEARN what sales and marketing messaging your customers want to read and then builds a writing model that creates that content in DROVES for you, automatically. We then give larger companies the ability to syndicate that content and create controlled engagement en masse via tens of thousands of mini-influencers.
As a former marketing agency owner, Kate initially created the idea for Lately out of spreadsheets for then-client, Walmart, and got them a 130% ROI, year-over-year for three years.
Prior to founding Lately, Kate served 20 million listeners as Music Director and on-air host at Sirius/XM. She’s also an award-winning radio producer, engineer and voice talent with 25 years of national broadcast communications, brand-building, sales and marketing expertise.
Natalia joins me today to talk about Personal Branding on LinkedIn.
You’ll Learn:
- What exactly is your "personal brand".
- How to create engaging content on LinkedIn.
- The power of "showing up" and creating content.
About Natalia
Natalia is an award-winning Personal Branding Strategist and international Keynote Speaker who radically changed her life and career after a self-imposed sabbatical to follow her passion: Helping people to shine.
Since taking her sabbatical and moving in to the world of Personal Branding Natalia has grown her online community to over 146,000 followers, worked with global blue-chip clients including, SAP and Bosch and been invited to speak at conferences all over the world.
Natalia is an expert in B2B Personal Branding and Marketing with over 46,000 LinkedIn followers! Her posts are regularly liked and commented on by 1,000s of people with one post last year receiving over 62,000 likes and 4,000 comments.
Stu Heinecke shares his approach to get a meeting with anyone and the basics of contact marketing.
You’ll Learn:
- Tips to get that next Meeting
- Basics of Contact Marketing
- Importance of Tailoring your message
About Stu:
Dubbed by the American Marketing Association the “Father of Contact Marketing,” Stu Heinecke is a Wall Street Journal cartoonist, hall of fame-nominated marketer and the bestselling author of How to Get a Meeting with Anyone (2016) and Get the Meeting! (10-2019). Stu is also the founder of Cartoonists.org, a group of WSJ and New Yorker cartoonists who donate their art to help charities raise funds.
- Stu’s book: Get the Meeting!: An Illustrative Contact Marketing Playbook
- Stu’s book: How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing
- Stu’s LinkedIn: Stu Heinecke
- Stu’s editorial cartoon: “Roland! You’re acting like a Democrat!”
- Stu’s website: StuHeinecke.com
- Stu’s podcast: How to Get a Meeting with Anyone
Tee joins me today to talk about The Art of Receiving Feedback. We've all been there, we received feedback from someone - how did it make us feel? Could we have done something differently?
You’ll Learn:
- What makes feedback so hard to receive
- How to be open, confident and welcoming of feedback
- How to feel empowered to engage with it, understand it, question it and filter through it
About TeeTee is a qualified Leadership Coach, through the Institute of Psychosynthesis/University of Middlesex, and a professional member of APECS (Association for Professional Executive Coaching and Supervision). She has a Bachelor of Communication Studies from Auckland University of Technology.
She is the founder of Hustle + Hush which empowers millennial leaders to HUSTLE smarter and hush deeper, bringing out the best in themselves and those around them.
Karin and David join me today to talk about their upcoming book "Courageous Cultures"
You’ll Learn:
- What is a Courageous Culture.
- Why organisations struggle when it comes to creating strong cultures where employees are encouraged to contribute their best thinking.
- Strategies and Techniques for Presenting your I.D.E.A
About KarinRecently named on Inc’s list of Most Innovative Leadership Speakers and American Management Association’s 50 Leaders to Watch, Karin Hurt helps leaders from around the world achieve breakthrough results without losing their souls.
Karin has over two decades of experience in customer service, sales, and human resources. She’s the award-winning author of Courageous Cultures: How to Build Teams of Micro-innovators, Problem Solvers, and Customer Advocates (Harper Collins 2020), Winning Well: A Manager’s Guide to Getting Results-Without Losing Your Soul, Overcoming an Imperfect Boss, and Glowstone Peak - a book for readers of all ages about courage, influence, and hope.
Karin has a BA in Communication from Wake Forest University, an MA from Towson University in Organizational Communication, and additional graduate work at the University of Maryland, where she teaches in the Executive Education program.
She and her husband, David Dye, are dedicated to their philanthropic initiative, Winning Wells, which provides clean water wells to communities struggling with access to safe water throughout Southeast Asia.
About DavidDavid works with leaders around the world who want to achieve breakthrough results without losing their soul (or mind) in the process.
He gets it because he’s been there: a former executive and elected official, David has over two decades of experience leading teams, building organizations, and working with Boards of Directors to transform their effectiveness. He is the award-winning author of Courageous Cultures: How to Build Teams of Micro-innovators, Problem Solvers, and Customer Advocates (Harper Collins 2020), Winning Well: A Manager’s Guide to Getting Results-Without Losing Your Soul, Overcoming an Imperfect Boss, and Glowstone Peak - a book for readers of all ages about courage, influence, and hope..
David has a BA in Political Science from the University of Colorado and a Masters Degree in Management from Regis University.
He and his wife, Karin Hurt, are dedicated to their philanthropic initiative, Winning Wells, which provides clean water wells to communities struggling with access to safe water throughout Southeast Asia.
David lives outside of Washington, DC. He loves the meditation of a hiking trail, the reward of high mountain peaks, and is proud of the impact his children are having around the world.
Brian joins us on the podcast to talk about skills of influence and persuasion.
You’ll Learn:
- The simple secret to winning people over
- How to leave a Negotiation as a winner
- Factors to consider when trying to close a "deal"
About BrianBrian Ahearn is the Chief Influence Officer at Influence PEOPLE. A dynamic international keynote speaker, he specializes in applying the science of influence in everyday situations.
Brian is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer designation. This specialization was earned directly from Robert B. Cialdini, Ph.D. – the most cited living social psychologist on the science of ethical influence.
Brian’s book, Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, is an Amazon best-seller and his LinkedIn courses have been viewed by more than 75,000 people.
- Bryan’s book: “Influence People: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical”
- Bryan’s LinkedIn: Brian Ahearn
- Bryan’s website: InfluencePeople.biz
Mark joins us on the podcast to talk about his new book "A Mind For Sales"
You’ll Learn:
- How to have the right mindset for sales.
- Where to focus your attention in sales conversations.
- How to ensure your setting yourself up for success.
About MarkMark Hunter "The Sales Hunter" delivers keynotes & sales training workshops centered on 4 areas:
- Prospecting: Developing a prospecting strategy to allow you to attract better prospects you can close fast
- Maximizing Price - The art of avoiding the discount and getting full-price every time
- Selling Leadership - Showing sales teams & sales managers what it takes to be seen as a sales leader
- Sales Motivation - Preparing the salesperson to win
Mark believes the success of a company depends on the success of the sales team and sales managers. Sales is all about helping customers see and achieve what they didn't think was possible.
Donna joins us on the podcast to give us tips on how to use insights from LinkedIn to communicate with our customers and prospects.
You’ll Learn:
- How LinkedIn Sales Navigator speeds up the sales process
- Using Insights from LinkedIn in your communication
- Importance of Tailoring your Messages
About Donna
Donna Alexander is a Senior InStruct Program Manager at LinkedIn. She is a
Sales Coach, Facilitator, Leader, Speaker, Traveler, Torontonian and Backstreet Boys Fanatic.
Phil M. Jones joins us on the podcast to give us tips on what to say to our clients, words that have meaning and impact. Phil’s unique philosophy of using specific word choices to teach his audiences “Exactly What To Say” in order to influence, persuade and drive outcomes, has made Phil one of the most practical and in-demand business speakers on the planet.
You’ll Learn:
- How to progress your sales conversation.
- How to handle objections.
- How to self create a prospect list.
About PhilPhil M. Jones is a best-selling author of Exactly What To Say, Exactly How To Sell, and Exactly Where To Start. He had his first business at just 14 years of age and is the youngest recipient of the “British Excellence in Sales and Marketing” award. To date, over two million people, across 57 different countries have benefited from his lessons. And as a result, they now know exactly what to say, when to say it AND… EXACTLY how to make more of their conversations count…
Dean Karrel joins us on the podcast to go over the importance of mastering the basics.
You’ll Learn:
- Importance of First Impressions
- Taking On-Board Feedback
- How to Manage your Time Effectively
About DeanDean Karrel is a Career and Executive Coach. He is the instructor of twelve courses with over 600,000 views available on LinkedIn Learning and has also been in senior leadership positions for more than three decades with major global publishing companies, including 22 years at Wiley. Karrel has hired and trained thousands of people at various stages of their careers, motivating them to maximize their abilities.
- Dean’s Book: Mastering the Basics: Simple Lessons for Achieving Success in Business
- Dean’s Company: The Skyridge Group
- Dean’s LinkedIn: Dean Karrel
- Dean’s Courses: https://www.linkedin.com/learning/instructors/dean-karrel?u=2125562
- Dean’s Twitter: @DeanKarrel
Professor Damian Hughes is an international speaker and bestselling author who combines his practical and academic background within sport, organisational development and change psychology, to help organisations and teams to create a high performing culture.
He is the author of eight best-selling business books, including Liquid Thinking, Liquid Leadership, How to Change Absolutely Anything, How to Think Like Sir Alex Ferguson, The Five STEPS to a Winning Mindset and The Barcelona Way: Unlocking the DNA of a Winning Culture. He has also been nominated for the 2007 William Hill Sports book of the year award for Peerless, his biography of boxing great Sugar Ray Robinson. In 2009, he co-authored a critically acclaimed biography of boxing legend, Thomas Hearns in Hitman: the Thomas Hearns Story. In 2013, his latest biography, Marvelous Marvin Hagler became the UK’s best selling sports biography.
He was appointed as a Professor of Organisational Psychology and Change for Manchester Metropolitan University in September 2010.
He is currently serving as a member of the coaching team for Scotland Rugby Union and Canberra Raiders.
He also co-hosts the High Performance Podcast with Jake Humphrey, featuring in-depth discussions with elite performers about the behaviours, beliefs and decision making behind sustained excellence.
His innovative and exciting approach has been praised by Sir Richard Branson, Muhammad Ali, Sir Terry Leahy, Sir Roger Bannister, Tiger Woods, Jonny Wilkinson and Sir Alex Ferguson.
You’ll Learn:1. 5 STEPS to a Winning Mindset
2. Lessons about Leadership from Sir Alex Ferguson
3. Why Richard Branson Values Simplicity
Ruby is a business strategist who helps coaches launch online. She runs her own successful company OWN YOUR HUSTLE. She is a Global Speaker & Podcaster. She was featured in Forbes, Entrepreneur and Amazon Prime.
You’ll Learn:1. Making the shift from the corporate world to running your own business.
2. Importance of Personal Branding
3. Engaging with your network on LinkedIn
4. The power of Journaling
Find Ruby on:
https://www.linkedin.com/in/ruby-lee/
https://www.instagram.com/_rubylee_
Matt is a Life Coach who has worked with a lot of entrepreneurs and small business owners on "business mindset". You can reach out to him on Instagram at @mattyates and matt@mattyates.org
You’ll Learn:1. The power of our "thoughts"
2. Abundance vs. Limiting Beliefs
3. How to view and deal with "failure"
KEY TAKEAWAY: Embrace your female energy in sales. Sales is not just about closing the deal and making a profit. It’s a journey that requires incredible communication and relationship-building skills. It’s a mindset that allows you to listen, thoughtfully consider, and respond to your prospects to connect them to the solutions they need. Women are equipped with the innate skills that make us empathetic & caring and we should embrace these energies in our sales journey.
Margaret Buj, Top 21 Career Influencers, shares her top tips for getting your CV/Resume "Sales Ready" and ensure you get hired for that next dream job!
You’ll Learn:1. Getting your CV Sales Ready
2. Preparing for your Remote Interviews
3. Do's and Don't for your CV!
About MargaretMargaret has helped hundreds of job seekers worldwide to get hired or promoted. She has extensive experience in training managers for various organisations on interviewing skills.
She has been recognised as one of Top 21 Career Influencers to follow in 2019.
Founder of Empire Life, Allison Ramsey, discusses what it takes to run a successful online empire!
You’ll Learn:
- Skills to run a successful online business.
- How to establish the "know-like-trust" factor.
- The importance of establishing clear value in your offering.
About AllisonAllison is the Founder of Empire Life, Software Developer, & Facebook Digital Marketing Professor.
Allison is an zealous, go-getter entrepreneur, whom is exceptionally driven by innovation, SEO, network effect, digital marketing, sales, technology & business. She has disturbed the market with launching & scaling one of the first female founded Tech & Digital Marketing Agencies in the world. Combing all the experience of Technology with Digital Marketing Strategies.
She is also a Facebook Digital Marketing Professor, representing the largest social media company in the world and one of the top leaders in Digital Marketing, Facebook. She enjoys improving & utilizing her Facebook, Google and Instagram paid advertising skills to further support the Empire Life’s soulmate clients goals.
While she’s not working you can find her internationally & locally speaking on panels, at the gym, & spending time with her loved ones!
Items Mentioned in the Show
- Book: Principles: Ray Dalio
- Book: The Sleep Revolution: Arianna Huffington
Interview Timings:
- 2:28: Interview Begin
Merrick Rosenberg, author of Personality Wins, The Chameleon and Taking Flight talks to us about how we can be better sales people by understanding not only our client's personality but also our own. He also has a very exciting book coming out later this year "Personality Wins: Who Will Take the White House and How We Know".
You’ll Learn:
- Which bird represents your personality and what this means for you.
- How to tailor your communication style to prospects and clients.
- Clues to understand your prospect's personality style before you meet them.
Bonus*
- Who will win the White House!
About MerrickMerrick Rosenberg co-founded Team Builders Plus in 1991 and Take Flight Learning in 2012. He is the author of Personality Wins, The Chameleon and Taking Flight, three books about personality. Under Merrick’s leadership as CEO of Take Flight Learning, his company has been selected as the New Jersey Business of the Year and named one of the Fastest Growing Companies and Best Places to Work in the Philadelphia area. Merrick received his MBA from Drexel University who recognized him as the Alumni Entrepreneur of the Year. Merrick has worked with more than half of the Fortune 100 companies in the US and around the world.
Items Mentioned in the Show
- Book: The Chameleon
- Book: Personality Wins: Who will take the White House and How we Know
Interview Timings:
- 1:50: Interview Begin
Navigating and staying productive in a time of uncertainty and isolation. I had the pleasure of sitting down with Nasri EL-Sayegh, who also happens to be my husband, to understand his plan for working at home for the unforeseeable future.
You’ll Learn:
- 3 Tips for successfully working from home.
- How to approach your clients in this troubling time.
- Maintaining the team spirit.
About NasriNasri has over 10 years experience selling SaaS solutions. He is currently working as a Sales Lead for a disruptive logistics startup Zencargo. He is helping businesses transform their supply chain into their competitive advantage, particularly relevant in the current climate. Making #shiphappen!
Author, speaker, coach and founder of BrainTrust, Jeff Bloomfield, discusses the surprising science of decision making.
You’ll Learn:
- Why traditional sales techniques don't work.
- The science behind the decision making process.
- The power of the personal narrative.
About JeffJeff spent his corporate career in Biotechnology where he led several product launches for
genetic cancer therapies. One of those therapies was for brain cancer. It was here that
Jeff discovered the power of neuroscience and the fact that no one he knew in corporate America really understood how the brain worked, otherwise they wouldn’t do sales and marketing and coaching the way it was currently being done.
From there Jeff set out with a new mission, to teach others what he learned about the
brain and how they can apply that information as professional communicators,
particularly in leadership, sales, and marketing.
Jeff now spends the majority of his time speaking to organisations and conferences on
the secrets of the buying brain and how to build and deliver compelling messaging that
creates instant trust, clear contrast and an urgency to change.
Jeff’s most recent book, NeuroSelling® vaulted to best seller status in the first week it
was released.
Items Mentioned in the Show
- Book: NeuroSelling: Jeff Bloomfield
- Book: Incognito: David Eagleman
- Book: The Alter Ego: Todd Herman
Interview Timings:
- 2:28: Interview Begin
TAKEAWAY: Use the R.A.S.A acronym to help improve your communication!
Items Mentioned in this Show:
- Julian’s Book: How to be Heard
- Julian’s TED Talks: The 4 ways sound affects us; Shh! Sound health in 8 steps; 5 ways to listen better; Why architects need to use their ears; How to speak so that people want to listen
Front line: We bring the leaders to you, so that you can hear how the theory is applied in practice.
Serial scale up commercial leader discusses what it takes to bring the best out of sales people.
You’ll Learn:
- How to coach while still being able to manage.
- Top sales skills that everyone should develop.
- Importance of feedback and reflection.
About Tom
Tom Robins is a serial scale-up commercial leader with a record for making a rapid and sustained impact on scale-up businesses. Tom has a passion for positive change, business development and optimising the customer journey. Tom qualified as an engineer but has build his career as a people-focused commercial leader, building and motivating teams, sometimes in difficult times.
Tom is Chief Development Officer at fibre infrastructure scale-up Community Fibre who are backed by RPMI and Amber Infrastructure. Before that he was Commercial Director at SaaS scale-up Board Intelligence, Business Development Director in the big ticket deals team at Capita plc and MBO'd the data consultancy BIPB before exiting to Keyrus Group.
Items Mentioned in the Show
- Book: Sales Acceleration Formula: Mark Roberge
Interview Timings:
- 2:17: Interview Begins
Author and speaker Bob Burg discusses the benefits and practical approaches to being a “go giver.”
You’ll Learn:
- 5 Laws of Stratospheric Success
- What it means to be Influential
- How to Network Successfully
About Bob
Bob Burg is a sought-after speaker at company leadership and sales conferences sharing the platform with everyone from today’s business leaders and broadcast personalities to even a former U.S. President.
Bob is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies. His book, The Go-Giver, coauthored with John David Mann, itself has sold over 925,000 copies and it has been translated into 28 languages.
His and John’s newest parable in the Go-Giver Series is The Go-Giver Influencer.
Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. He is also an unapologetic animal fanatic, and is a past member of the Board of Directors of Furry Friends Adoption, Clinic & Ranch in his town of Jupiter, Florida.
Items Mentioned in the Show
- Notecards: https://burg.com/notecard
- Endless Referrals: https://burg.com/category/endless-referrals-action-tips/
- Book: Follow up and Close the Sale: Jeff Shore
- Book: Successful Speaker: Grant Baldwin
- Book: Principles: Ray Dalio
Interview Timings:
- 2:28: Interview Begins
KEY TAKEAWAY: Many people who go into sales experience anxieties and fears about some of the things they have to deal with. These fears are common but can make the difference between success and failure. Getting over the most common fears in sales is a necessity if you want to survive in the profession.
KEY TAKEAWAY: Focus your time on the things that yield the biggest results!
The vast majority of salespeople produce a fraction of what top performers on the very same sales teams produce. What is it about top sales performers that enables them to achieve superior results?
In the sales and marketing ecosystem, you can use the 80/20 rule as a guide to come up with highly effective strategies for you and your company. You need to be conscious of where you are spending your time and how you can maximize the time that you have!
KEY TAKEAWAY: Great salespeople all lead with empathy during their sales interactions.
One of the sales skills that deserve more attention and conversation than it currently gets is empathy. It’s a vital skill to develop in work and in life which allows you to develop your emotional intelligence to a very high level.
Good news: Empathy can be learned! Check out research by Carol Dweck on a "growth" mindset!
KEY TAKEAWAY: Avoid these mistakes!
- Being unprepared- Make sure you do your homework!
- Not focusing on the client - It's not about you, your product or your company. It's about the client that you are speaking with.
- Not Listening- Listening is key to understanding what the goal or potential "problem" you are trying to fix is.
- Rambling on-
- Not Following up- Be true to your word!
**KEY TAKEAWAY: Ask open-ended questions and listen actively!
Celeste Headlee: 10 ways to have a better conversation**https://www.ted.com/talks/celeste_headlee_10_ways_to_have_a_better_conversation
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The #stayhuman Podcast is here! 🎉
KEY TAKEAWAY: The current sales environment has changed! It's not about the amount of information that you give to your potential client but it's about the meaning that you create for them!
Please leave your feedback below and tune in next time!