Stories of Selling Human: Recent Episodes
Alex Smith
I believe that all people want to be heard, seen, and understood. But how do we get people to hear, see, and understand us effectively? Salespeople train themselves on techniques to do this but there are people doing it well without the word sales showing up anywhere in their job title or job description. This podcast is designed to help us hone our human skills, understand subtle similarities between non-sales people and salespeople, and show how we can learn from both groups the next time we need to create change and sell by being human.
You will learn from people throughout all walks of life. Nurses, coaches, janitors, event planners, HR executives, and architects. Just to name a few. We'll contrast them with trained sales people to show similarities and differences. There's an art to human connection and sales. We all do it differently and we can all learn from our every day human interactions.
Please contact me and let me know who you see in your life selling by being human! I want to shine a light on them.
asmith303@hotmail.com 215-622-6670 @asmith202 https://www.linkedin.com/in/alexcsmith/
Summary:
Mike Simmons has risen through professional sales roles for the past 25 years as an individual contributor, VP of sales, and CRO. He founded his company Catalyst, A.C.T.S to help SaaS founders and team leaders scale their organizations from $2M - $80M ARR. He coaches sales people, speakes an ed tech conferences, and also runs a podcast.
I this episode, we talk through the concept of selling by being human and how sales is about connecting the dots between problems and solutions. Mike emphasizes the importance of serving others and asking the right questions to help people discover answers on their own.
We explore the misconception of sales and the negative stereotypes associated with it. Mike shares his personal journey in sales and how he learned from observing and working with experienced sales professionals.
Mike shares practical tools like the hexagon framework to problem solving and how to ask subtle but powerful questions to get anyone to reach decisions on their own and address problem solving from a more productive perspective. You'll learn how to sell ideas internally, how to move others with high indecision, and to practice different ways of asking good questions on your own.
Key Moments:
00:00 Introduction and Background
03:01 Selling by Being Human: Connecting Problems and Solutions
10:00 Serving Others: The Key to Successful Sales
24:08 Learning from the Best: Observing and Emulating Experienced Sales Professionals
27:06 The Importance of Alignment and Perspective
32:47 Being Comfortable with Imperfect Decisions
39:19 The Power of Asking Questions
46:21 Documenting the Decision-Making Process
Connect with Mike
- Website - Find My Catalyst
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Summary:
Lyndsay Dowd is a Speaker, Founder, Author, Coach, Podcast Host, and Disruptor. She was recognized as a Top 10 Business Coach by Apple News and was the recipient of the 2023 Award for Innovation and Excellence, also named Business Coach of the Year. Lyndsay was also a Featured Guest Lecturer at Harvard University. She is an accomplished leader, decorated seller and has successfully managed large, diverse, high-performing sales teams over the last 25 years. 23 of those years were spent climbing the ranks at IBM.
In creating her company, Heartbeat for Hire, she has devoted her career to transforming leadership through building irresistible culture and modern leadership practices to get the best results from their teams. She is a thriving coach focused on sales, leadership, career, and culture. She has been featured in Fortune Magazine, HR.Com, Authority Magazine, Business Management Daily, Valiant CEO and many other publications. Lyndsay also hosts the top 5% globally ranked podcast, Heartbeat for Hire, and is a frequent guest speaker on live and recorded shows.
This episode is about the sales skills of exceptional leaders. Specifically how important it is to practice the skills of transferring belief. She shares how exceptional leaders create cultures of mutual respect and understanding. Lindsay shares her experiences with inspiring leaders who empowered her and helped catapult her into an executive role with IBM. You can learn how to be more intentional with showing others you believe in them.
Moments:
00:00 Introduction and Overview
03:07 The Power of Human Connection in Sales and Leadership
07:25 Creating Cultures of Mutual Respect and Understanding
12:49 Advocating for Your Team and Empowering Others
15:36 The Impact of Recognition and Appreciation
28:07 Building a Personal Brand and the Power of Testimonials
33:09 Modernizing Leadership and Creating a Positive Work Culture
36:00 The Importance of Trust, Feedback, and Inspiration in Leadership
46:29 Guest Lecturing at Harvard: Sharing Stories of Resilience and Leadership
51:56 The Role of Human Connection in Sales and Building Relationships
Connect with Lyndsay
- Website
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Summary
Brian Miller believes everyone deserves to feel heard, understood, and valued. He is a former magician turned author, speaker, and consultant on human connection. Today, Brian works with organizations and educators who want to build connected cultures.
He is the author of Three New People, a manifesto on human connection that Publishers Weekly said, “Brilliantly outlines a system for deepening relationships.” Brian’s podcast Beyond Networking cracked the Top 200 under ‘careers’ on Apple. And his TEDx talk “How to Magically Connect with Anyone” has been viewed 3.5 million times.
After meeting Brian, audiences are not just inspired to join the human connection revolution - they’re ready to lead it.
Brian shares his personal journey with magic and how it helped him overcome social anxiety. We explore the importance of understanding others' perspectives and beliefs in sales and communication.
Some people don't realize the idea that despite our differences, we all want the same things in life and can find common ground.
Takeaways you'll get - the power of asking meaningful questions to deepen conversations, techniques for remembering names, and emphasizes the importance of making people feel understood and valued. The conversation concludes with Brian sharing a personal story that taught him the power of perspective taking and understanding others.
Key Moments:
00:00 Introduction to the Sell By Being Human podcast
01:25 The Power of Human Connection
07:03 The Emotional Impact of Magic
14:04 Brian's Journey with Magic
23:02 Understanding Perspectives in Sales
27:52 Connecting Beyond Agreement
29:09 Finding Common Ground: Connecting Despite Differences
31:24 The Power of Meaningful Questions
34:48 Remembering Names: Making People Feel Valued
40:46 Perspective Taking: Understanding and Connecting with Others
43:36 Beyond Empathy: Making People Feel Understood
Connect with Brian
- Website
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Summary
In this episode, host we interview John Alwinson, a regional sales manager at Boston Scientific and author of the book 'Relentless Sales.' John is a guy who led a successful career in sales and also brings his faith as a key role of what he does and who he is.
We go through alot in this episode - the importance of being genuine and authentic in sales, the role of mentors and identity in the sales process, and the influence of John's father, who was a pastor, on his sales skills.
Jon discusses the importance of bringing faith into business and creating an environment where people can be their genuine selves. He shares a personal story about gathering people in his neighborhood and building community.
Enjoy the episode!
Chapters
00:00 Introduction and Background
02:03 The Meaning of 'Sell by Being Human'
03:00 Chapter 1: Mentors and Identity
04:19 The Influence of John's Father
06:18 The Skills of a Pastor in Sales
08:32 Early Sales Experiences and Lessons Learned
12:05 Advice for Younger Self and Overcoming Fear
14:06 The Concept of Relentlessness
15:01 Dealing with Fear in Sales
19:16 Selling Without Fear and Pre-Call Planning
20:37 Writing 'Relentless Sales'
21:53 The Power of Encouragement
22:40 Believing in Yourself
23:23 Key Skills in Sales
24:30 The Importance of a Sales Process
25:31 Curiosity and Asking Good Questions
26:53 Mental Toughness and Relentlessness
27:16 The Role of Faith
28:36 Living from Your Identity
29:49 Blending Sales, Mentality, and Faith
30:21 The Power of Connection
32:24 Bringing Faith into Business
33:40 Finding Inspiration from Church
34:41 Talking About Faith in Business
36:25 Being Genuine and Authentic
37:20 Being Your Genuine Self
38:19 Gathering People and Building Community
41:36 Being a Hype Man for Others
42:29 Where to Find John Alwinson
Summary:
In this episode, we talk with Leslie Venetz, a sales consultant and founder of the Sales-Led GTM agency. Leslie teaches salespeople about outbound strategies and has had a successful career as a top individual contributor and sales leader.
Leslie shares her personal story about making tough decisions in sales and the long-term benefits of prioritizing the customer's needs. She also reflects on the skills she observed in others, such as adaptability and giving credit to others.
Finally, Leslie explains her motivation for starting her own sales consulting business and emphasizes the importance of outbound sales in B2B revenue generation. She also shares her unique approach to sales training events, which includes mindfulness, movement, and unconventional topics.
You'll learn techniques on how to put the spotlight on other people, how to resist the urge to help while still being helpful, and how to connect in a "non sleazy" way on Linkedin.
Takeaways
- Selling by being human means developing a deep understanding of the problem you're solving and focusing on helping the customer make the best decision for themselves.
- Active listening is a crucial skill in sales, and it involves resisting the urge to be helpful and keeping the spotlight on the prospect.
- Making tough decisions in sales, such as walking away from deals that may not be the right fit, can lead to long-term benefits and build trust with customers.
- Observing skills in others, such as adaptability and giving credit to others, can inspire and inform your own approach to sales.
- Starting a sales consulting business offers the freedom to work on your own terms and with the type of people and companies you align with.
- Outbound sales, including cold calling and cold emailing, is a cornerstone of B2B revenue generation and should not be dismissed or renamed. Sales is a craft and profession that requires care and expertise.
- Unique experiences and perspectives can set sales professionals apart.
- Mindset and skill sets are both crucial for sales success.
- Using reader-centric language in outreach can improve response rates.
- Earning the right to sell is essential in every stage of the sales cycle.
- Authenticity and transparency are key on LinkedIn.
- Revenue Revelry events focus on mindfulness, movement, and sales content.
Key Moments:
03:40 Selling by Being Human
06:17 Understanding the Problem
09:37 Making Tough Decisions
12:26 Observing Skills in Others
23:24 The Importance of Outbound Sales
24:13 Sales as a Craft and Unique Experience
26:05 Unique Approach to Sales Training
27:36 Mindset and Skill Sets in Sales
29:29 Reader-Centric Language in Outreach
31:04 Earning the Right to Sell
32:00 Misuse of Cold Calls
33:15 Optimizing Voicemail Strategy
34:12 Using Texting in Sales
37:15 Being Social vs. Being a Social Seller on LinkedIn
38:37 Making the Ask in Sales
41:28 Authenticity and Transparency on LinkedIn
43:21 Revenue Revelry Events
Connect with Leslie
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- Youtube
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Summary:
The Sugar Shack is a unique music experience that started as a backyard project and has grown into a successful media company. Eddie Kopp, one of the co-founders, shares the journey of how the Sugar Shack evolved over the past 10 years. From humble beginnings to hosting well-known bands, the Sugar Shack has become a sought-after destination for musicians. The success of the Sugar Shack is attributed to the personal and authentic approach taken with artists, creating a comfortable and high-quality recording environment.
The team's passion for music and dedication to building a community has been instrumental in their growth. In this conversation, Eddie Kopp and Lisa Hamilton discuss the journey of Sugar Shack, a music video production company that evolved into a unique live music experience. They share the challenges of getting the attention of well nown artists even when they were just starting out. They also talk about building connections and networking, creating a movement and community, and the role of creating an over the top experience for artists and guests ion their backyard. Yiou'll learn their story of building their business but you'll also learn how to treat the people you work with like family. This episode is good vibes mixed with good stories by two great people.
Takeaways
- Authenticity and transparency are key in building connections and maintaining relationships.
- Leadership skills and confidence can be developed through experiences like the military.
- Creating a family culture and empowering others can lead to a strong and supportive community.
- Balancing growth and maintaining the core values of a business is essential for long-term success.
- Building connections and networking can open doors to new opportunities and collaborations.
Chapters
00:00 - Introduction to the Sugar Shack and its Origins
02:03 - The Evolution of the Sugar Shack Experience
07:04 - The Early Days and the Hustle
09:28 - Expanding the Reach and Building a Brand
13:00 - The Transition from Hobby to Career
20:21 - The Pressure and Comfort of the Sugar Shack Sessions
23:23 - Communicating with Artists and Building Relationships
25:45 - The Challenge of Being Absent
26:14 - Authenticity and Transparency in Communication
26:53 - Building Connections and Networking
27:19 - Creating a Movement and Community
27:58 - Building Relationships with Artists
28:26 - The Evolution of Sugar Shack
29:02 - The Role of Photography in Sugar Shack
29:34 - Empowering Others and Giving Opportunities
30:03 - Expanding the Sugar Shack Experience
30:38 - Maintaining the Sugar Shack Sessions
31:01 - The Impact of Sugar Shack on People's Lives
31:47 - Eddie's Leadership and Seeing the Best in Others
32:14 - The Influence of Entrepreneurial Parents
32:44 - The Impact of Military Experience
33:15 - Leadership Skills Developed in the Air Force
34:37 - Applying Military Skills to Sugar Shack
35:05 - Confidence and Risk-Taking
36:01 - Creating a Family Culture at Sugar Shack
37:00 - Future Plans for Sugar Shack
38:00 - Balancing Growth and Maintaining the Sugar Shack Sessions
39:26 - Crazy Stories and Band Culture at Sugar Shack
40:20 - Dream Artists to Collaborate With
41:00 - The Next Chapter for Sugar Shack
42:17 - Unique Qualities of Eddie and Lisa
Connect with SugarShack
- Sugarshack Music Channel - Youtube
- SugarShack Website
- SugarShack Spotify
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Summary:
In this episode of the Sell by Being Human podcast, I interview Lisa Henderson, a solutions architect at Verizon Business. I met Lisa at a sales networking event and I knew within a few mins, she was someone I wanted to talk to.
Lisa shares her background in sales and the influence her father had on her sales career. Her Dad worked in an auto body shop but her Dad taught her the importance of building connections with customers and getting to know them as individuals. Lisa also discusses her role at Verizon and the skills that have served her well in her career.
Overall, the conversation highlights the value of being human in sales and the impact it can have on building trust and relationships with customers. In this conversation, Lisa shares insights and advice on building relationships, setting expectations, and selling through the lens of human connection. She emphasizes the importance of asking questions, understanding different communication styles, and getting to know teammates on a personal level.
Lisa also discusses the balance between work and personal life and offers advice for non-sales salespeople. She highlights the value of using data to build a compelling story, being open-minded and collaborative, and understanding stakeholders. Lisa's philosophy centers around treating people with kindness and being genuine in sales interactions.
Key Moments:
01:00: Lisa Henderson's background and sales career
05:02: Influence of Lisa's father and early sales experiences
08:22: Lisa's father's transition to a non-sales role
09:21: Lisa's exposure to different types of people
12:21: Skills learned from Lisa's father's role as a CNC machinist
15:43: Lisa's experience in retail sales at The Buckle
20:34: Lisa's role as a Principal Connected Solutions Architect at Verizon
25:23: Importance of empathy and understanding in sales
26:00: Setting Expectations and Asking Questions
27:08: Different Communication Styles
28:05: Building Relationships and Getting to Know Teammates
29:04: Personal Conversations and Connecting on a Human Level
30:29: Balancing Work and Personal Life
31:22: Advice for Non-Sales Salespeople
32:05: Using Data and Building a Compelling Story
33:33: Being Open-Minded and Collaborative
34:32: Understanding Stakeholders and Speaking Their Language
36:11: Selling Through the Lens of Human Connection
40:53: Treating People with Kindness and Building Relationships
45:20: Being Genuine and Putting People First
46:18: Lisa's Childhood Sales Experience
Connect with Lisa:
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Summary:
In this episode, host Alex Smith interviews Dee Acosta, a senior director of sales and strategic growth at Modigie. He's been a #1 seller at his company numerous times and very active in sales communities. We discuss the concept of selling by being human and the importance of authenticity in sales.
Dee shares examples of authentic people in his life and how their authenticity has contributed to their success. We also talk about the challenges of being authentic and the importance of trying to let out your authenticity even when you're not feeling really positive.
We emphasize the need for thoughtful and personalized conversations, rather than generic small talk. Pre-research should focus on understanding the buyer's initiatives and leadership, rather than individual details. Human skills, such as radical candor and domain expertise, play a crucial role in sales success.
Key Moments:
00:00
Introduction and Background
01:26 Dee's Sales Journey
04:14 - Authenticity in Sales, How to exhibit it.
06:12 - Examples of Authentic People
08:40 - Sharing Personal Experiences
09:08 - Challenges of Authenticity
12:27 - Being Authentic on LinkedIn
22:16 - Domain Expertise in Sales
Connect with Dee
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Summary:
Scott MacGregor is the Founder & CEO of SomethingNew LLC - A unique talent strategy company that helps startups build the foundation for exceptional talent acquisition, onboarding and retention which gives them a massive competitive advantage. SomethingNew is a 8 time American Business Award winner for Innovation.
Scott is also a founder of The Outlier Project - A community for everyone who believes that anyone can live an ordinary life, but we all have the power to choose to live an extraordinary life. The Outlier Project deliver unparalleled access to the most unique live and interactive events with some of the most incredible “Outliers” on the planet.
This episode is all about becoming a Super Connector. There are some people with strong networks but Scott's is in a league of it's own. Scott is connected to best selling authors, billion dollar CEO's, NFL legends, Olympic athletes, TEDx speakers, and accomplished musicians. People marvel at who Scott knows personally. These people give him their time to teach people in his community how to become great. You will learn how Scott builds relationships with famous people and why they willingly pour back into him and his community with no money exchanging hands. You'll also learn about why the core of selling is all about alignment.
Key Moments:
02:24 - Sales is all about alignment
11:33 - The accumulation of showing up differently
20:50 - We all have the power to choose to be extraordinary. Why Scott started "The outlier project"
25:34 - How to approach people and build a network
35:00 - Path to success is not a straight line
Connect with Scott
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Summary:
Francisco Oller Garcia is the Solutions Architect at Metadata. B2B marketers use Metadata’s Marketing OS to drive more revenue without all the manual and repetitive work. From running paid campaigns to personalizing web experiences to optimizing everything to revenue – Metadata automates all of this.
In this episode of the Sell By Being Human podcast, I interview Francisco Aller Garcia, a solutions architect at Metadata. Francisco shares his journey of living life with a disability and how he has learned to savor life by embracing self-acceptance and courage. He emphasizes the importance of asking for help and building a strong support system. Francisco also discusses the power of sharing personal stories and humor in connecting with others. He highlights the role of understanding and empathy in moving sales forward and provides advice for both non-sales professionals and experienced salespeople. Overall, Francisco's story is a testament to the power of being human in sales.
Takeaways
- Embrace self-acceptance and courage to live life to the fullest.
- Ask for help and build a strong support system.
- Share personal stories and use humor to connect with others.
- Focus on understanding and empathy to move sales forward.
Key Moments:
03:49: Living life and savoring it
05:34: The power of asking for help
09:40: The importance of self-acceptance and courage
10:30: Selling by being human
11:55: The impact of sharing personal stories
13:55: The power of humor and jokes
21:16: Creating a comfortable space for conversations
27:48: Moving a sale forward through understanding
30:31: Embracing sales in non-sales roles
Connect with Francisco
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Summary:
Bethany Stachenfeld is the Co-founder & CEO at Sendspark - a video platform for sales teams to connect with customers, helping sales professionals generate up to 400% more email engagement. Her company makes it really easy for any business to create personalized video messages at scale to connect with people in a human way.
Prior to founding Sendspark, Bethany was Head of Marketing for two B2B SaaS Startups: Filestack and VidGrid. Bethany is deeply involved in the startup community, and has been part of Venture for America, 500 Startups, OnDeck, and the Stage2 Accelerator (Catalyst).
I met Bethany at a B2B networking event in Tampa and she instantly impressed me. This episode you will learned the skills Bethany used as a marketer and how they differ from whats reqwuired of her as a startup co-founder. You'll also learn how to send brief video messages in your business workflow and why 1-1 video communication is not only a necessary skill now but a skill we'll all need in the future of work. Even if youve never recorded yourself, Bethany van give you the tools to get started.
Press play and glad to have you here!
Key Moments:
06:11 - The importance of personalized video as a medium in sales
15:10 - How does a marketer use human connection in how they sell
20:44 - Recruiting in start-ups. Finding alignment instead of convincing people to join.
Connect with Bethany!
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Keith Daw is the founder and candidate concierge at Be Kinetic. Keith helps people in transition maximize their job search and land their next opportunity. He comes from a background in Sandler Sales training and also in hospitality with Ruby Tuesday's.
Keith's specialties are Career Transition Coaching, Performance Coaching, Communication Coaching, DISC methodology and Executive Coaching.
This episode starts our 3rd year and talks about a topic we can all get behind. How can you create moments where individuals feel like you're connecting on a personal level. Keith walks through strategies he used in hospitality and also what he uses in Career Coaching to make people feel a personal connection quickly.
Key moments:
04:10 - Sell to people, not things
15:36 - Paying attention and picking up cues. People and feelings or tasks and things.
19:31 - Training entrepreneurs and sales people using the DISC model.
31:15 - Shift your focus to giving instead of getting
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Connect with Keith!
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Summary:
This is a re-release of episode 23 with one of my favorite guests, Erica Keswin. Since speaking to her Erica has published a book called Rituals Roadmap about how and why rituals at our workplaces can connect us and help us feel a sense of belonging.
If you've always wondered how you can foster a greater sense of connection at your workplace internally and externally - this episode is for you!
Some people may hear the term "Bring Your Human" to something and not clearly understand what it means and how can it applies to sales.
Erica Keswin had this aha moment of someone being human with her when her local Starbucks was out of her daughters favorite, pumpkin scones. Because their barista Ashley created a longstanding relationship with them, she knew that was their favorite and sprinted down the road to hand her a gingerbread loaf instead to try. On the house. That sparked an idea and a mission.
Erica Keswin sought to highlight stories like Ashley and published the book, Bring Your Human To Work, 10 Surefire Ways to Design a Workplace That Is Good for People, Great for Business, and Just Might Change the World.
It went on to be a Wall Street Journal Best Seller.
This episode we unpack what it means to honor relationships and how that will serve you so well in sales and in your life!
Key Takeaways by Time!
- 12:26 - Erica's strategy on networking and meeting people not focusing on what they can do for you.
- 19:22 - Overview of book. 10 ways companies can create a more human workplace.
- 27:04 - A study on the power of firefighters who built trust with one another.
- 34:03 - Why COVID is a gift to salespeople
Connect with Erica!
- Erica's Website
- Bring Your Human to Work book
- Rituals Roadmap book
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- Website:
Summary:
This is a re-release of episode 46 with the guest who inspired the podcast, author, Dan Pink. I started this because of Dan and after a cold email, a few back and forths, he agreed to talk to me.
Daniel H. Pink is the author of seven books, including the forthcoming The Power of Regret: How Looking Backward Moves Us Forward. His other books include the New York Times bestsellers When and A Whole New Mind — as well as the #1 New York Times bestsellers Drive and To Sell is Human. Dan’s books have won multiple awards, have been translated into 42 languages, and have sold millions of copies around the world. This conversation is a seminal moment in the history of this podcast and Dan's book To Sell is Human was one of the main inspirations for starting this podcast.
This epsidoe will teach you about the new ABC's of sales - Attunement, Buyancy, Clarity. It will teach you subtle things to do to understand someone's perspective. This episode is for the people who've never thought of themselves in sales and the seasoned saleperson alike. Dan brings so much wisdom around why selling skills are truly human skills.
Key Moments:
Takeaways
- Sales is not just about closing deals, but about being human and connecting with others.
- Soft skills, such as empathy and curiosity, are essential in sales and are harder to obtain than hard skills.
- Sales professionals should focus on understanding and addressing the real issues of their clients, rather than selling them something they don't need.
- Being a decent human being and focusing on service rather than transactions is the best long-term strategy in sales.
- Regret can influence buying decisions, but it is important to focus on the big regrets in life, such as maintaining close connections and doing the right thing.
- The future of sales lies in being a problem solver, anticipating problems, and providing value beyond access to information.
- Sales professionals should strive to be moral and trustworthy, as this is more enduring and leads to long-term success.
- Dan Pink is known for wearing shorts year-round and owning a large collection of college t-shirts. Timing plays a crucial role in productivity and decision-making.
- Traditional reward systems may not always lead to optimal performance.
- Autonomy is essential for fostering creativity and engagement.
- Aligning work with a meaningful purpose can lead to greater fulfillment and success.
Chapters
01:26 -Dan Pink's background and inspiration for writing 'To Sell as Human'
07:00 - The importance of creativity in sales and personal development
08:25 - The concept of 'useful delusions' and its application in sales
09:53 - The value of soft skills in sales, why they're really human skillsand their importance in the future
14:10 - The connection between sales and morality
17:12 - The impact of regret on buying decisions and sales
28:33 - Unlocking sales skills in non-salespeople and developing a more human approach in sales professionals
37:27 - The connection between sales and empathy and the difference with attunement
45:00 - The future of sales and the importance of being a decent human being
46:56 - A fun question about something unique to Dan Pink
49:42 - How to learn more about Dan Pink's work
Connect with Dan
- Website
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Summary:
Suchi Mandal is the Vice President of Corporate Learning at ansrsource - an E-learning company designing, developing and delivering customized learning experiences with speed, scale, and sophistication.
Through her work, Suchi puts an emphasis on core human values of kindness - because every interaction is an opportunity for empathy and understanding and courage, with fearless pursuit of innovation, always being ready to embrace the unknown. She is a lifelong learner, thriving on challenges that benefit society and foster personal growth and a boundary pusher, enthusiastically expanding horizons, learning from diverse professionals.
This episode we talk about Suchi's transition from a career of L&D and project management roles into sales. How she weaves her own skills of kindness into her sales process and what others have taught her about kindness.
Key Moments:
01:25 - Practicing kindness in the workplace
12:05 - Transitioning from a role in learning and development to sales. The importance of being courageous.
20:45 - Human skills in the future of sales as a profession. The art of listening.
27:35 - What is sales like in India
Connect with Suchi
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Summary:
Arishma Singh is a Keynote speaker, Author (The Respected Salesperson), and Edupreneur who combines Eastern ancient wisdom and modern Western science to empower high performers achieve sustainable success without compromising their wellbeing. She is the founder of Thrive With EFT, a company that offers mindset change solutions using emotional freedom technique (EFT), also known as tapping, to help reduce stress, anxiety, and pressure.
With over 20 years of corporate experience with multinational corporations and start-ups, such as Google, Pivot Software, and CareerOne, Arishma has been recognised as an award-winning top performer, a pocket rocket, and a woman to watch..
Key moments:
05:17 - Is sales a respectable profession? Traits of a respected sales person
14:17 - Influence is all about changing another persons mind
18:58 - What differentiates a good sales person from a great sales person? Simple ways of doing inner emotional work.
32:11 - Origins of the "Thrive metodology". Definition of real success.
Connect with Arishma
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Summary
Amy Hrehovcik is a sales coach with 15 years of experience in the technology sector, where she championed the buyer experience, optimized go-to-market strategies, and led teams towards unprecedented growth.
Amy has a proven track record of successfully building and launching sales enablement programs and she is an expert in designing and implementing sales processes and training programs.
She is the co-creator of the Buyer Experience Bootcamp with Andy Paul, teaching reps how to lean into the pillars of Connection, Curiosity, Understanding, and Generosity When Amy was in a full time AE role, she boasted win rates of 75% through some of these tactics.
This episode, we really dig into how Amy communications her intentions to buyers to help guide them along their buying journey. We want buyers to follow our agenda but how do we communicate that without sounding self serving? Amy breaks it down in this episode!
Key moments:
03:20 - Stand out by silencing your own agenda. How to practice connecting.
09:02 - The four pillars of "Sell without selling out"
10:59 - How Amy sets her agenda with her buyers.
14:50 - Creating a safe space for the buyer
22:04 - the three things that every rep must account for in a sale.
25:00 - Gartner's study on the top factors clients have in vendor selction
34:10 - How to shift response in conversation to really listen to understand your buyer
39:00 - Who does this well in Amy's life
Connect with Amy
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Summary:
Tab is the Vice President of Recruiting & Talent Strategy at The Sales Collective - Company pioneering a new frontier in partnered selling and sales growth, whose customers and clients range from individuals who would like to improve their effectiveness and become true sales professionals to large corporations who would like to revamp, revitalize, or reimagine their entire sales operation from top to bottom.
From Healthcare to Tech, Tabitha works to help teams recruit better while putting a strong emphasis on the candidate experience. She has been a recruiter for many great organizations in the realm of helping great sales people find their next great opportunity.
In the first episode of the new podcast name, Sell By Being Human, Tab shares a little about how she puts real intention to leaning into her unique self. It's not enough to say, I'm authentic, you have to intentionally ask yourself questions and make a point to let yourself come out in the sales process. Tab shares her story of doing it as a recruiter so you can do these things in whatever you're selling.
Key Moments:
04:03 - Show up as yourself to attract the right kind of people. Meaningful connection makes the world go round. Being ok with attracting and repelling the right people.
12:34 - Story of someone who actually sang her resume on Linkedin to get a job. Attracting and Repelling.
14:12 - The traits of a good recruiter. The dynamics of a career in recruitment. Tabs story of the last few yrs in accepting and leaving positions and what she learned along the way.
19:31 - Tans mindset - How Do I leave this person better off than when we first met? How she cultivates meaningful relationships.
23:13 - Tabs approach in Linkedin messages where she doesn't push but is genuinely seeking alignment.
25:42 - Elements of sales in recruitment. Being unique in your approach.
Connect with Tab
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Summary:
Loy Day is the founder an co-CEO of The Guide Culture. A sales training and consultancy business where he teaches people from all walks of life about a framework that's helped him throughout his entire sales career. Loy started his career as a school teacher and sports coach. He went on to insurance sales where he owned a very successful insurance agency in Georgia. Lloyd built his business on tried and true fundamentals of connecting with people and being authentic in the process. He teaches that framework now to salespeople, entrepreneurs, and even parents. This episode was great. We talk about how to build value as opposed to adding it, the key reasons why people buy, and how to get doubts into the open. If mothers take Lloyd training to be better moms and husbands take it to be better husbands, you want to listen to this one!
Key Moments:
4:27 - What Loy learned about sales and inspiring others from his days as a teacher and a coach
13:18 - Why it’s so important to believe in what you’re selling and being authentic, highly spiritual, and on obligation.
15:10 - difference of bringing value and building value.
17:54 - Buyers need 3 or 4 things to make a decision - logic, emotional connection, credibility, transfer of enthusiasm
23:11 - His daughters story of how she got into sales training along with one of his most successful students who stared as a Dietician!
34:45 - Why someone took his sales training so she could be a better mom. What she learned along the way.
40:00 - Story of one of his attendees convincing her child who was wanting to quit football but how she uncovered the real why behind his decision.
46:24 - What only Loy does that no one else does. Hint - it involves Ketchup!
Books Mentioned:
The Psychology of Winning - Dennis Waitley
Connect with Loy
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Summary:
April Shprintz is the Founder of Driven Outcomes, where she helps helps CEOs and leaders build a Generosity Culture within their business so they enjoy, more revenue and employee engagement. Her focus is guiding her clients to scale or turn around their business in record time using the principles of The Generosity Culture®. Mindset and Generosity are the keys to achieving the extraordinary, learning to better understand your power and uncovering your genius in business and in life.
She is also the author of an amazing book called, Magic Blue Rocks, which are a compilation of stories from April's life where she traversed a road from growing up creating extra money from selling rocks, to selling Avon, to the military, and eventually into VP of sales roles. All along the way, April used some of her greatest set-backs in life to make amazing come-backs. If you have ever had something not go your way - (which is anyone selling anything) listening to April's story will help propel you forward in ways you never thought possible. This was such a fun convo!
Key Moments:
03:00 - Nothing happens to us, everything happens for us
09:00 - Getting money until money doesn't matter
14:47 - Attitude over skill, sales mindsets
18:45 - Respect, transparency and having a giving attitude
27:40 - The power of believing in each other
Connect with April
- April's Website
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Summary:
Bob Burg is a Hall of Fame keynote speaker on referrals, relationship building, and genuine influence. He is the coauthor of the international bestseller, “The Go-Giver” and founder of The Go-Giver Success Alliance.
His message is all about shifting your focus from getting to giving (giving meaning constantly and consistently providing immense value to others) is not only personally fulfilling; it’s also the most financially profitable way of doing business.
For the past 30 years Bob shared his powerful concept in front of audiences ranging from 50 to 15,000 at hundreds of events, conferences and professional gatherings around the world. This includes sharing the stage with top business leaders, Olympic athletes and even a former U.S. President.
IN this episode you will learn a new way of what you give in a sales situation. Every sales dynamic contains a measure of giving. When we look at a sales through a lens of what we can get or what a client can receive, we lose sight of such an important human skill: giving. There is a difference between active and passive giving. Bob teaches you how to look at defining what you give in sales and how the act of giving can quickly help you become remembered by who you sell to.
Key Moments:
02:57 - Selling Literally Means Giving
3:49 - Simple definition of sales. Discovering what someone does want, what they need, and helping them go get it.
6:18 - How to shift your focus to giving without losing sight of what you want to get.
09:00 - Selling is not about being nice. The laws of success.
14:42 - Story of a roofer who implemented the principles of the Go-Giver to grow his business during the pandemic
17:05 - The difference between a passive giver and a go-giver.
18:23 - Definition of value vs price. The desirability of a thing.
Connect with Bob
- Website
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Summary:
You're in for a real treat for episode 100!!!!
Oz Pearlman is a world-class entertainer and one of the busiest mentalists in the world. He developed an interest in magic at a young age and what started as a hobby quickly became a lifelong passion. After a couple of years spent working on Wall Street, Oz decided to pursue his dream and become a full time entertainer. He has now been dazzling audiences with his unique mind-reading ability for over a decade.
When he isn’t blowing the minds of audiences around the world, Oz is an avid marathon and ultra-marathon runner, having completed such grueling races as the Badwater 135 Miler, Hawaii Ironman World Championships, Western States 100 and Spartathlon. He takes great pride in his marathon PR of 2:23:52 and has won dozens of races throughout the country.
Reading people is such a key skill in sales. In this episode you'll learn how Oz's mind works when he reads people. He doesn't read minds, he reads people and it's a key distinction. You can pick up subtle gestures, subtle openers, and you'll learn how to be more aware. All of this will help you get people to engage with you and interested in whatever it is you want them to pay attention to. This was a really fun one for the 100th episode! Thanks to everyone who's been on this journey.
Key Moments:
04:20 - How memories are linked to emotions
08:18 - How to quiet your brain to become more observant and come up with great ideas
15:00 - From Wall Street banker to mentalist. Is mentalist a sales person?
16:54 - What Oz is selling. How he defines his product. Creating memorable experiences
20:00 - How to read people and open up the doors for human connection. Taking the work I out of your interactions and replacing it with you.
27:00 - How Oz likes to create a hook in the first meeting with a group or an individual. A way you can frame your questions.
Connect with Oz
- Oz's Website
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Summary:
Robert Hamilton Owens is an international corporate business consultant and inspirational speaker. For more than 25 years in over 30 nations, he’s been speaking before audiences on leadership and management topics, free enterprise, and democracy issues. Some of Robert’s past clients include the Navy SEALs, New York Jets, The Baltimore Ravens, the Philadelphia Eagles, and the Philippines Joint Chiefs of Staff.
Robert was described by Triathlete Magazine as “The Most Interesting Ironman in the World.” He has completed the “300 of Sparta” 8 day 238 mile run-climb trek from Sparta to Thermopylae Greece, became the oldest finisher ever in SEALFIT’s Navy SEAL “Kokoro 50 Hour nonstop Hell Week Challenge” and has recently finished his 12th Ironman challenge.
In this episode we talk about how one of the most important people you'll ever have to move is yourself. In sales we are tasked with changing others but how do we wrestle with moving ourselves? Robert gives little pieces of advice on how to reach your full potential, and how others helped him reach his. He'll make you look at potential in a different way and how tapping into your own potential and the potential of others is absolutely a sales skill worth mastering.
Key Moments:
03:00 - Roberts story of personal transformation. Getting rid of limiting beliefs.
6:27 - We all have snakes in our head. Explaining our limiting beliefs.
13:07 - Hard work beats better talent. If you focus, you can do anything.
14:48 - Having faith in people's faith in you.
16:15 - How a water polo coach changed the trajectory of Roberts life.
17:57 - Bringing out potential in yourself and others.
26:22 - How to persuade and convince people to change for the better
33:47 - Power of complimenting someone to begin all interactions.
Connect with Robert:
- Robert's Website:
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Summary:
Will Aitken is the head of all things Social Marketing/Content at Lavender and is one of the most creative content creators on Linkedin today. He boasts over 40,000 followers to his Linkedin pages and his content to viewed or shared by millions of people per year.
This episode we talk about Will's journey from top sales rep to content marketer and what he's learned along the way. Will has a really unique framework to posting content on LinkedIN and stopping the scroll. He thinks about being helpful, being relatable, and being motivational. He'll also talk about what he's learned studying some of the best content creators.
We also get into how you can tap into being relatable over cold email outreach. Cold email outreach can work but you have to look and feel like a human. Will goes into a framework to do just that. This episode is for anyone that's trying to feel less buttoned up but while still being someone worth talking to. We even get into a hot debate happening around cold email outreach and why Will jumps into a freezing cold lake to make content.
Key Moments:
4:40 - Will's answer to what it means To Sell By Being Human - showing up as you.
8:30 - Will's journey from top salesperson to top marketing person
10:24 - Will's video: If all departments got treated like sales
13:00 - getting people to reach answers themselves without telling them.
17:10 - Will's framework when he thinks about creating Linkedin content
20:50 -Will's Ice Lake video
23:46 - How AI can augment what sellers do, not replace them
26:03 - Pretend personalization in cold email - hot debate!
32:10 - Will's formula for a great cold email - in a human way - Re-thinking personalization at scale
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Stories of Selling Human, Jaclyn Fidler, New York Seller, Creativity, Empathy, Leadership, Sales, Alex Smith, A, B, C, D, E, F, G, H, I, J, K, L, M, N, O , P, Q, R, S, T, U, V, W, X, Y, Z
Summary:
Laurie Forster is one of America’s leading wine experts and author of the award-winning book The Sipping Point: A Crash Course in Wine. Laurie is a Certified Sommelier, National Speaker and TV personality who is not afraid to tell you her first wine came from a box. Her edgy approach to demystifying wine caught the eye of major networks and led her to guest appearances on The Dr Oz Show, FOX Morning News, Martha Stewart Living Today and ABC News at Noon.
I first met Laurie when our company fired her to run a virtual wine tasting experience for clients. She popped off the screen and was really able to get attendees to open up. This is skill of creating comfortable experiences for people to share is so key in selling anything. This episode you'll learn how Laurie creates experiences, what her Mom taught her about sales, and also what she learned moving from software sales to a Wine entrepreneur.
Key Moments:
5:11 - Laurie's road and what she learned in software sales. Making complicated things simple.
7:30 - How she engages her audience and connects with people in her events. Connect, Being Present, Educating.
10:11 - Laurie's definition of coaching and difference between teaching
12:20 - The difference of a boring sommelier and an exciting sommelier
15:30 - What convinced Laurie to get out of sales and into the wine business.
21:00 - How Laurie give people things to do and make what she's doing Less Crazy Than...
Connect with Laurie!
- Laurie's Website - Book Laurie for en event. Your clients will tell you it will be one of the most memorable experiences and they'll really appreciate you for doing it!
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Summary:
Megan Torrance is CEO and founder of TorranceLearning - helping organizations connect learning strategy to design, development, data and ultimately performance. Megan has over 25 years of experience in learning design, deployment and consulting. Megan and the TorranceLearning team are passionate about sharing what works in learning, offering professional development programs in instructional design, learning technologies, racial equity and Agile methods. She is the author of Agile for Instructional Designers (2019), The Quick Guide to LLAMA (2012), two ATD TD at Work publications: Agile and LLAMA® for ISD Project Management (2014) and Making Sense of xAPI (2017) and she is a frequent speaker at conferences nationwide.
Many people don't realize that the skills that an instructional designer use are no different than what makes a great salesperson. It's all about facilitating a behavior change. Megan helps L&D professionals connect to learners on a personal level and ultimately help them apply what they learn on the job. We chat about how she thinks about creating a compelling reason to change, how she got into this work, great questions she likes to ask to get to the heart of her clients problems, why she teaches her kids hockey, and so much more!
Key Moments:
09:20 - The reasons and motivations for becoming a teacher. Passing knowledge
14:48 - The differences between teaching and learning in person and online
20:54 - A story of how she helps a manufacturing client show their learners a compelling reason to change and balance the workers need to get it right with the organizations need to be right.
28:28 - Questions Megan likes to ask her L&D clients to get to the heart of their problems.
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Jen Allen-Knuth is the head of community growth at a badass SaaS company called Lavender. She's the co-founder of Social Social (an awesome community helping people with Linkedin content strategies) and key-note speaker at sales conferences. Lavender is an AI email assistant that helps anyone send emails that actually get opened, read, and responded to. It combines everything you need to easily write sales emails that break through the noise. Jen's background has been as an account executive and eventually Chief Evangelist at Challenger where she worked with amazing companies to enable their sales people to win deals in even the most down of down economies.
This episode with Jen was wide ranging. We discussed why the skill of being human is a real differentiator in sales and where salespeople are getting it wrong. Our chat also talk about things like - how to think about crafting your POV, tips from her favorite mentors, and how she approaches her content strategy on Linkedin.
Enjoy this one and get your notebooks ready!
So much goodness here.
Key Moments:
03:14 - Talking to a seller should feel like a conversation you enjoy having
4:34 - Why being human is a differentiator in sales today.
6:18 - Why you don't have to be an expert in sales.
09:45 - How Jen discovered her passion for sales
11:05 - Where Jen's skills of selling started before she started her sales career.
13:11 - Story of Jessie Dingwell, one of her first mentors and what she did so well
14:55 - The Challenger Sale and the meaning of it, and where salespeople get it wrong.
19:00 - Building relationships that start as a byproduct of being helpful.
24:00 - How to be human over cold email
32:00 - Jen's strategy on Linked in with her content.
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Summary:
Jackie Hermes is the founder and CEO of Accelity - An agency born from software, whose team has years (and years) of hands-on experience working with high-growth B2B software companies. Accelity began as a one-woman consultancy blossomed into a kick-ass team of 20 and counting and a group of amazing, loyal clients all over the US. Jackie started her entrepreneurial journey with cookies. Really. A vegan cookie company… and she wasn’t vegan. She turned four cookie recipes into a business—designing packaging, finding a kitchen and making the cookies, eventually outsourcing production, then selling and establishing distribution to 12 grocery stores around Wisconsin.
Outside her professional life, Jackie was a foster parent for two years and two of her three kids were adopted in Milwaukee. She enjoys travelling, fitness, exploring Milwaukee and playing a whole lot of Star Wars Trouble with her kids.
This episode with Jackie packed alot of goodness on how Jackie moved from being someone that was really resistant with selling and networking to running her own company. She realized that most of the skills she was good at with connecting with people were actually some of most useful skills in selling anything. Learn how Jackie tapped into her strengths and used them to her advantage so you can too!
Key moments:
04:58 - Start from an emotional place before doing business
14:20 - Asking meaningful questions instead of "grilling" someone
22:15 - We are all in sales. Using your traits in a different context.
Connect with Jackie
- Accelity Marketing
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Susan McPherson is a serial connector, angel investor, and corporate responsibility expert. She is the founder and CEO of McPherson Strategies, a communications consultancy focused on the intersection of brands and social impact. She is the author of The Lost Art of Connecting: The Gather, Ask, Do Method for Building Meaningful Relationships (McGraw-Hill). Susan has 30+ years of experience in marketing, public relations, and sustainability communications, speaking regularly at industry events including Massachusetts Conference for Women, BSR, DLD, Worth Women and Techonomy, and contributing to the Harvard Business Review, Fast Company, and Forbes. She has appeared on NPR, CNN, USA Today, The New Yorker, New York Magazine and the Los Angeles Times.
I met Susan through the Outlier Project where she was such an engaging speaker. I was intrigued because she literally wrote a book on the art of creating strong connections with others. In this episode, we discuss what her parents did so well to build lasting bonds with people, a framework to think about on building your own connections, and subtle things you can do to get people engage with you. All the while mixing in stories from Susan's career as a communications consultant, and author, and a CEO. This is one you'll be going back and recording for notes.
Key Moments:
05:13 - The importance of active listening and showing people that you truly are listening.
07:58 - The art of human connection
22:35 - Eleven questions to break the ice. The "Gather, Ask, Do" Methodology
Connect with Susan
- Susans Website
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Summary:
Chris Bondarenko is the Chief Revenue Officer at MentorcliQ - The leader in mentoring and DEI software solutions. He actively participates in professional revenue, diversity, and mentorship communities as well as pursuing his passion as an early stage tech investor and advisor. Previously, Chris was responsible for North American & APAC sales at Docebo. He's held executive positions at start-ups BERA Brand Management and Maropost, and spent 10 years with Vision Critical (now Alida). All where he repeatedly built world-class revenue engines while consistently leading hyper customer and revenue growth.
This was a full circle moment for me because almost 3 years ago now, I had to convince this guy to give me a job. He was my last interview before I'd find out if I would get hired. Spoiler alert, I got the job! In this episode we chat about what things Chris looks for in sales people, how I approached him, and what situations as a CRO require him to lean on his human skills.
Key Moments:
03:32 - The relationship between the sales leader and a sales person. Qualities of a good sales hire.
10:28 - The job of a good sales person is to be authentic.
23:27 - The proper way of setting goals.
25:45 - Window into a life of a CRO
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Summary:
Alison Shea is a Learning Development Professional who has lead learning and development teams for global organizations. She's won a variety of awards in L&D for her work in creating DE&I Prgorgamming, for LMS Implementations, and for Virtual Meetings. She also recently launched an awesome newsletter called the Learning Manifesto in which she shares her insights from her over 20 years in the L&D profession.
You might look at your HR department or your learning team and think their job is to train people to become better versions of themselves. But in many ways your training deperatment is using the same skills as your sales department. Just to different audiences. They have to understand their stakeholders needs, create courses that will resonate with learners, and engage teams to want to learn. In this episode, we talk about what you can learn about sales from an L&D professional!
Key Moments:
2:30 - Creating a needs assessment in L&D how not all needs are created equal. Why that's important.
6:00 - A framework of different kinds of learning and how types of learning can be similar with how you sell.
13:39 - What inspired Alison to become a teacher
17:12 - How the pandemic shaped organizations and educational system
20:52 - How to measure effectiveness
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Summary:
Brad Harmon is the Industry Sales Executive at Oracle. Brad has a long history working as a strategic enterprise seller working with some of the largest companies in the world. He's had consistent success at being a #1 rep and in 2021, he achieved 300% of his annual quota. He is a dedicated, self-starter sales professional with various experience across many different industries.
In this episode we talk about how to give more of yourself in the sales process to connect to buyers. We also discuss how you really exhibit how to show a customer that you really care about their business. It's not enough to act like a trusted advisor, you have to become one.
Key Moments:
02:57 - Tips on consistency and customer-centric approach
08:09 - Acting like a trusted advisor vs being a trusted advisor
12:34 - Adding a personal touch to structured selling motions
24:42 - Tips from top sales professionals
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Stories of Selling Human, Jaclyn Fidler, New York Seller, Creativity, Empathy, Leadership, Sales, Alex Smith, A, B, C, D, E, F, G, H, I, J, K, L, M, N, O , P, Q, R, S, T, U, V, W, X, Y, Z
Summary:
J. Scot Heathman is the Owner and Founder at Elevating Others - A professional coaching business focused on creating the best conditions for creating the highest rate of personal and professional climb. He is an executive coach and servant leader who is a Jedi at growing emotionally intelligent and resilient leaders. Throughout his 25+ year Air Force career, Scot developed solid leadership, development and organizational skills and achieved numerous out-of-the-box results.
In this episode we break down what Scott learned in his 25 year military career and rising to some of the highest levels of the Airforce. He had to gain influence by leading different teams and he was able to gain influence through really knowing people beyond the water line.
Key Moments:
02:18 - The key things J Scott learned in the military and transferred to sales
06:56 - Bringing your whole self to the situation.
11:44 - You don't need to be a "Yeller Screamer" to be a good sales person
17:17 - The power of true leadership
23:45 - "It's about them". Personal traits of leaders.
37:05 - Receiving feedback, reverse mentoring
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Chris Bogue is a writer, comedian, and entrepeneur that happened to make the jump from the stage to the sales game. He's done stand up comedy, improv, and performed in front of audiences his whole life. When he got into sales to pay the bills, he realized that alot of the same skills transferred from his improv life into his sales life. So to stand out, he started making fun sales video content. It worked. Now he runs a coaching business helping other sales people get comfortable in front of the camera and create merciflly short video content that drives revenue.
We talk about alot in this episode about the parallels between sales and improv. Why it's so important to be in the moment with the person in front of you. Accepting their realities. We also get into some tactics on using video and even a little bit of comedy in a sales process. How to create short videos to get people to react.
Key Moments:
05:00 - Limitations breed creativity. How we can all be creative.
06:43 - Persuasion is only a small part of the sales process. You're not changing their minds. Most of sales is about staying open. My job isn't to sell to everyone, it's to keep doors open.
08:40 - Videos aren't selling. They're create interest to get in into a door to a meeting.
13:01 - Building a sales process and setting up the right flow. The connection between comedy, improv and selling. Yes And.
17:13: - Chris story of growing up an developing his comedic muscles.
20:08: - Why everyones funny in the right context
22:38: - How to produce engaging videos and boost your business success.
37:20: - "Red, Yellow, Green System" for categorizing leads.
Connect with Chris
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Summary:
JR Butler is the CEO and founder of Shift Group - a company transitioning elite athletes to sales professionals with free foundational skills training and job placement in tech. A former athlete himself, JR understands the challenges that come with switching careers without losing your identity and succumbing to depression, substance abuse and other roadblocks preventing people from living in their truth. Athletes spend their lives engaging in team-based activities where they are rewarded for performance-based outcomes. Competitive drive, work ethic, and the desire to win are innate qualities of those performing at elite levels. Athletes at this level must have discipline, resilience, and grit. These are the intangible parts of any elite athlete’s identity. When combined with confidence, curiosity, and coachability, these traits separate great athletes – and great salespeople.
Key Moments:
02:21 - "There are a lot of people who sell, but not a lot of sales people". To be a good salesman you need to care about both sides of the table.
14:59 - Who inspired JR to become a great salesman
21:05 - What is the "Shift Group" and how they're working with atheletes
23:19 - Skills and traits for a successfull transition into a sales career
37:47 - Key human skills and traits for professional growth
Connect with JR
- Are you an athelete and want to be an elite sales athelete?
- Check out JR's website:
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Summary:
Ravi Rajani is an author, speaker, and sales consultant. He's the founder of Ravi Rajani Consulting and host of The Influential Communicator Podcast. His mission is to help B2B SaaS sales teams present their story, solution and message in a way that gets attention, builds trust and wins new business without competing on price.
I met Ravi through a mutual connection on LinkedIn and right away knew he was a fit for the podcast. In this episode, you'll learn how to communicate to people in a way that makes you magnetic, charasmatic, and personable through the skill of being interested not being interesting. You'll learn frameworks of asking really curious questions, how to tell really impactful stories, and how you can get to a level with people that most people don't ever get to in sales through connection. You'll learn great frameworks in the process.
Key Moments:
03:10 - To sell by being human
9:44 - Who asks Ravi powerful questions and what they do successfully.
11:05 - Why the question - How are you can be a lazy question.
13:50 - How Ravi learned to tell his authentic story. The importance of context for asking questions.
17:34 - You never truly know what you want in life until you experience it. Dr. Zoe Chance. Ravi's story of coming up in tradking floor in the U.K
20:30 - The difference between being formal and being professional
Connect with Ravi
- Website
- Influential Communicator Podcast
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Summary:
Kristin A. Meekhof is an author, life coach, writer and obtained her M.S.W. from the University of Michigan. She has more than 20 years of clinical experience. A nationally recognized expert on resiliency and gratitude, her best-selling book, A Widow’s Guide to Healing, was inspired by her own personal experience with widowhood, grief, and healing. When Kristin is not writing she enjoys traveling, training for half-marathons, and writing. She is a life- coach and therapist providing services online and in person.
I first met Kristin in a community we're apart of where she lept off the screen with how she was able to connect to really well known people. She approached Jesse Itzler by offering to give something to him without asking for anything in return. I later found out her story goes from being a social worker, to tragically losing her husband to cancer, and picking up the peices to write a book about it.
What's interesting is that Kristin had to sell herself in a time where she was at her lowest point. Her abilities got her in rooms with people like Deepak Chopra, Katie Couric, and Maria Shriver! Hear how Kristin did it and what you can learn for yourself.
Key Moments:
07:09 - Selling in an authentic way. Developing compassion by going through grief.
14:40 - Helping people go through grief. The power of compassion and active listening.
27:40 - People First, Not Things First - How to make offers before asks.
32:45 - Share your story in an authentic way. Being clear about your intention.
Connect with Kristin!
- Kristin's Website
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Summary:
Amarpreet Kalkat is the founder at Humantic AI and co-founder at Frrole AI - Companies he founded with the mission to humanize the internet. He founded Frrole AI in 2014. It was one of the first companies to bring AI to consumer intelligence. It led to Forrester naming Frrole AI as one of the only 7 products out of hundreds in its “AI In Consumer Intelligence” report in 2020.
In 2021, he founded Humantic AI, with a goal to humanize the internet by building a layer of people intelligence. Amarpreet believes that people derive most happiness when they can really understand each other and technology, especially AI, is best used in a direction to support human connections.
In this episode, we talk about how AI can help us understand each other better before our first meetings with someone new. We discuss the role of intuition and data and how the best people use both to inform their interactions. We answer the question how AI might be able to foster more human interactions.
Key moments:
03:15 - Creating a persona vs. true authenticity
07:50 - How technology helps us understand people better.
12:57 - Intuition, Dunning-Krueger effect, the role of AI
25:35 - Why are human interactions becoming more transactional
Connect with Amarpreet
- Humantic AI - try it out!
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- LinkedIN:
- Website:
Lindsay Mitrosilis is the Founder, Lead Strategist & Agency Owner at Mitrosilis Consulting. She supports entrepreneurs who are ready to take on the dark horse of social media and harness the most powerful business tool out there...LinkedIn! Lindsay has helped hundreds of people use LinkedIn to create a profile that attracts their ideal employer (aka ideal clients) and find opportunities (aka business) over the course of her 10-year career in staffing sales. She mentors her clients during every step of the way, including: Profile Optimization, Content Creation, Connections, Messages and Positioning yourself as the the person to hire.
In this episode, Lindsay and I talk about how to be human on Linkedin and how to connect with authentic intention. We talk about how selling on Linkedin is done today and the subtle things that you may be doing that are turning people off. This is a good one for anyone curious on how to build really strong connections on Linkedin without just winging it. Lindsay consults with tons of business owners and entrepreneurs. She's got you covered.
Key moments:
08:27 - Anticipating peoples needs, Empathy
16:43 - Doing the right things on LinkedIn. Making genuine connections on the platform.
27:51 - What users do wrong on LinkedIn
32:00 - Starting conversations the right way
Connect with Lindsay
- Lindsay's Website
Connect with Us!
- LinkedIN:
- Website:
Jonathan Mahan is the Co-Founder of The Practice Lab - the first ever training community for sellers ready to develop their skills like athletes, performers, and musicians do theirs. The Practice Lab programs help sales people cut through the clutter of tips and tactics to learn the most impactful core sales behaviors that make selling feel good and net meaningful results and deliberately practice them in a community of people who recognize that experimentation, awkwardness and even failure are vital prerequisites to mastery.
This was a fun episode where we dig into how anyone can practice soft skills in their personal life and also how salespeople can bridge the gap between knowing and doing. We make the point that sales isn't something that you only learn steps to and then can automatically succeed. There are key skills that must be constantly developed, practiced, and applied in order to find continued success. We talk about skills that are not commonly practiced. Things like how to practice curiosity or empathy and the difference between impactful curiosity and where curiosity can miss the mark. If you want to learn sales outside of typical sales steps and find ways to practice it more in casual personal situations, this episode is for you. And if you are in sales and want to really dive into practicing this stuff in a community of sellers, please visit - www.thepracticelab.co
Key moments:
05:05 - Patterns, puzzles and the game of human behavior. How Jonathan went from a shy kid to becoming someone who could meet new people easily and get them talking.
24:07 - Practicing genuine curiosity and honing your human skills. How to practice things like curiosity and empathy in personal interactions.
45:41 - What will the world of sales look like in the future bridging the gap btw knowing and doing.
Connect with Jonathan
- The Practice Lab - Apply
Connect with Us!
- LinkedIN:
- Website:
Summary:
Laurie Ruettimann has been telling work-life stories and building groundbreaking solutions to drive better employment experiences, increase retention rates, and improve job satisfaction for more than 20 years. Through her storytelling, she casts a spotlight on innovators who are advocating for driving better employment experiences that benefit everyone — individuals, managers, employers, and organizations. Her career began in 1995 as an HR assistant for Leaf Candy Company and since then, she has worked at Monsanto, Alberto-Culver, Kemper Insurance, and Pfizer. Laurie became a writer, speaker, and podcaster as a result of the heartbreak and outrage she's experienced throughout her corporate career. While I love calling out boorish behavior, I am dedicated to the revolutionary and long-overdue mission of fixing work by telling stories and teaching leaders how to create workplace cultures that support, empower, and engage workers meaningfully.
Key Moments:
09:38 - The heart of sales is finding a problem and help solve it
20:35 - Coaching and consulting is a framework of asking the right questions
31:00 - You are more than the work you do. Not taking criticism personally.
36:04 - The right approach to gain influence
Connect with Laurie
- Laurie's Website
- Purchase Laurie's Book
Connect with Us!
- LinkedIN:
- Website:
Summary:
Stephanie Rogers is the host and creator of Story Jam and Story Serenade, two acclaimed live lit, live music shows which feature diverse personal narrative storytellers and original songs which echo each story. Since 2018, Steph and a team of talented coaches, writers, performers, and producers have offered hundreds of workshops, classes, and retreats through Story Jam Studio. The Studio also provides the chance for companies and organizations to use storytelling to develop marketing and sales initiatives, team build, or improve corporate culture. It is Stephanie’s goal to connect people from different backgrounds through the art personal narrative storytelling, and to build upon those connections by providing a safe, creative space for people to craft and share their life stories.
Key Moments:
03:10 - "The journey of events mixed with the journey of emotions"
14:30 - Involve listeners in your story and spark their imagination
17:05 - How to get people excited about what you do by being vulnerable and open
28:37 - We are all driven by emotions
Connect with Stephanie
- See What Story Jam is ALL About
Connect with Us!
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Summary: Constantine Johns is the Regional Sales Director at Workiva. Constantine is constantly a top performer and dedicated person of influence with a demonstrated history of overachieving and continuous development. He achieved top rep status two years in a row by demonstrating his brand ofe bing human and focusing on a growth mindset. He is passionate about serving his partners and leaving a long-lasting impact on everyone he interacts with. He is dedicated to his journey of self-awareness and self-development, working to be the best version of himself that he can possibly be. These are driving forces in his life and he aspires to make a positive impact in every interaction he has. With Constantine, it's always more than sales. It's about partnership and collaboration. Key Moments: 03:10 - Selling by being human. All sales are based on human to human relationships. 09:23 - Being more intentional about ways to care about people 14:56 - Asking difficult questions 20:07 - "The conscious community" 34:25 - Don't focus on the outcome, commit to being the person who achieves it. Connect with Constantine https://www.linkedin.com/in/constantine-johns/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Cyndi Bishop is an experienced client support specialist with a demonstrated history of working in the eLearning industry. Skilled and knowledgeable in K-8 Education, eLearning, Moodle, Training and Customer Service. She is a professional who’s passionate about building client relationships and serving them with her all. Cyndi has a Master's degree focused in Educational Leadership and Policy Studies from The University of Texas at Arlington. In our conversation we talk about how Cyndi used to connect to her students as a teacher, how she like to think about creating human connection in every client interaction, and how she in't afraid to share her Christian faith with her clients on Zoom calls in a way that doesn't alienate folks. She's a Texas girl with a big smile and an even bigger heart. Key Moments: 05:35 - "Communicate the essence of You" 07:27 - Why Teachers Make Great Salespeople 19:25 - Tips on building rapport in the beginning of calls 28:38 - Strengthening the bonds with your clients Connect with Cyndi https://www.linkedin.com/in/matttenney/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Emet Ozar is a seasoned Program Manager with 15 years experience in technology and education sectors passionate about creating effective processes and programs, managing relationships and using data to drive informed decision making. She was born and raised in California. After graduating with a degree in Learning, Design, & Technology from Stanford University, Emet worked primarily in Technology, Education and Operations. Emet's passions include reading, hanging with family, creative problem solving, crossword construction and solving, and building and fixing things. Emet is married with three children. Key Moments: 03:16 - Trust based influence and deep empathy 14:20 - The importance of being transparent. Vulnerability opens people up. 27:07 - What is Program Managers job? Are there elements of sales in it? 32:42 - Quantitative approach vs human approach when requesting budget from executives for software projects. Connect with Emet https://www.linkedin.com/in/emet-ozar/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Constantine Johns is the Regional Sales Director at Workiva. Constantine is constantly a top performer and dedicated person of influence with a demonstrated history of overachieving and continuous development. He is passionate about serving his partners and leaving a long-lasting impact on everyone he interacts with. He is dedicated to his journey of self-awareness and self-development, working to be the best version of himself that he can possibly be. These are driving forces in his life and he aspires to make a positive impact in every interaction he has. With Constantine, it's always more than sales. It's about partnership and collaboration. Key Moments: 03:10 - Selling by being human. All sales are based on human to human relationships. 09:23 - Being more intentional about ways to care about people 14:56 - Asking difficult questions 20:07 - "The conscious community" 34:25 - Don't focus on the outcome, commit to being the person who achieves it. Connect with Constantine https://www.linkedin.com/in/constantine-johns/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Jason Wasser is a therapist and coach for professionals, entrepreneurs, family businesses & athletes. He has an interest in working with high performance individuals through his consulting and coaching practice. He utilizes integrative and alternative medicine modalities to amplify his successful outcomes with his clients. He enjoys working with clients who are looking for something different than the "more of the same" approach and uses a mind-body approach along with a collaborative partnership with his clients to make quick and effective change. Jason also works with individuals, children, couples and families with a wide variety of challenges that the client wants to get unstuck from. Jason owns The Family Room Wellness Associates, a Mind-Body therapeutic healing practice in Fort Lauderdale and also hosts his own podcast - You Winning Life Podcast. This episode we talk about the parallels between therapy and sales. The best therapists aren't giving advice, they're helping people see their challenges from a new perspective. We go over how Jason does that in a way that gets the most out of his clients. And how you can use these techniques the next time you're needing to create change. Key Moments: 02:15 - Understanding people and breaking down their walls 06:17 - Building relationships, importance of great mentors 17:45 - "The first sale is yourself" 28:40 - Asking the right questions. Reading between the lines to find correct answers. 36:50 - First rule of self-development - Having full accountability and responsibility for your actions Connect with Jason https://www.linkedin.com/in/jasonwasserlmft/ (LinkedIN) https://thefamilyroomsfl.com/ (Family Room Wellness) https://www.youtube.com/channel/UCbBij7FzuNBo0qWgmYxoGDQ/featured (Youtube - You Winning Life Podcast)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Vincent Pugliese is a conference speaker, leader of a mastermind group and an author. His journey takes him through being one of the greatest sports photographers in the country, working through the newspaper industry, to becoming an entrepreneur, starting his own photography business and writing two books - The Wealth Of Connection and Freelance to Freedom. Freelance to Freedom is full of inspirational and practical advice for anyone who wants to acheive financial freedom and live the American Dream. It's packed with real life examples and how-to's that will make a difference for those who apply it. Key moments: 06:50 - What Journalism Didn’t Teach Vincent About Sales 16:00 - How Vincent utilised selling techniques to grow his photography business 23:33 - "Becoming the person someone wants to know" 36:30 - How Vincent helps people discover their power to make connections Connect with Vincent https://www.linkedin.com/in/vincent-pugliese-3955321a/ (LinkedIN) https://www.amazon.com/Wealth-Connection-Approach-Business-Personal-ebook/dp/B09YNZ2HMZ (The Wealth of Connection Book) https://totallifefreedom.com/ (Vincent's Website - Community and Newsletter)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Joseph Bennet Jacobi is an American former slalom canoeist who competed from the mid-1980s to the mid-2000s. He had a nineteen year career as an elite athlete with the US canoe and kayak, including ten national championship titles, two Olympic games appearances and has won an Olympic gold medal in the C2 event at Barcelona. Today Joe works as a performance coach, collaborating with leaders and teams by getting them outside of the rush of day to day life and bringing focus to what truly matters most. This episode we talk about how Joe learned to build connection and trust from his life as an Olympic athlete. We dive in to what makes great winning teams and how you can sell to people who may have completely different personalities than you. Key Moments: 03:45 - Joe's views on success after retiring from professional sport 11:06 - Setting up space and time for having important conversations 17:17 - The step that preceeds trust is connection 25:25 - Embracing uncertainty 35:45 -Asking the right questions Connect with Joe https://www.linkedin.com/in/jacobijoe/ (LinkedIN) http://joejacobi.com/ (Website)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary Jason Walker is described by his colleagues as a "Down to Earth Seller". He describes himself on LinkedIN as The Conscious Seller and an LMS Whisperer. He showed me how he is all these things and more in our conversation. So much of sales is making people feel that they have someone that cares about them and Jason goes even farther with an approach that says - his client's deserve someone that cares about their problems. His approach to sales is framed by his personal life and he translates that into what he does every day. This conversation we chat about how he uses experiences in his personal life to inform his sales approach, how he connects with people that may not always want to open up, and what he does to frame problems in a relatable way. Stay to the end and you'll meet Jason's family through a funny family picture that may or may not involve multiple middle fingers. Down to earth through and through! Key Moments: 03:33 - We're all human and want to be treated the same way. Framing and solving problems in a clear way. (Jason's only job) 8:59 - How Jason's experiences have lead him here and what characteristics have really informed how successful he is in sales. Jason's personal story of how he understands people. 15:12 - A fun line Jason uses to break the ice on calls 17:51 - When people don't connect with Jason what he does. Overwhelming with value so they can trust him a little. 20:00 - Jason's line about how he frames problems using a CD example 35:10 - Something that is so totally Jason. Connect with Jason https://www.linkedin.com/in/jason-walker1/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Creative outreach. Wacky prospecting ideas. Gimmicks! How do you separate out the difference between an out of the box prospecting idea that's effective and ones that are really just cute gimmicks in the moment? I brought on Jeremiah Griffin, Head of Sales at the Sales Rebellion to talk about this. Jeremiah describes himself as a professional attention getter and crafter of creative copy. In this episode we break down differences of creative outreach, and gimmicks. He shares out of the box ideas that take planning and creative campaigns that can be run in minutes. Everything from the "Unwritten Story" to the "Coffee Stained Letter" to a story of how he was able to get a meeting using a personalized cutting board and a BINGO card! This is some creative stuff and using his frameworks, it might spark some ideas to you the next time you want to get creative and send someone something good to get you remembered in a good way. Key Moments: 2:35 : Jermiah's definition of Selling by Being Human - remember the Golden Rule - treat others the way you want to be treated on the other end. 13:00 - Difference between gimicky outreach and effective creative outreach 19:00 - Measuring success on different outreach 21:07 - A personalized cutting board sent to VP of Sales Connect with Jeremiah: https://www.linkedin.com/in/conversational-ai/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Emily Davidson Dukes is an Account Executive at Docebo - a Cloud-based, Software-as-a-Service (SaaS) Enterprise Learning Management System. Before discovering her passion for sales, she worked as a high school English teacher for Madison County Board of Education. In this episode we explore the links between teaching and selling and how Emily utilized her teaching skills to become a better seller. What did she do to sell importance of reading to her students? Emily stays true to herself in her sales role and we discuss how to let more of the best of you come to the surface in service of your clients. Emily also works as a freelance photographer and hosts the Learning Elevated Podcast by Docebo. As a person she is always genuine, Passionate about education, learning, & development, Optimistic about the future and Focused on the deltas. Key Moments: 02.18 - Selling by being human, treating people with respect. Being herself. 11:08 - Connection between teaching and selling 19:13 - Asking the right questions and building trust Connect with Emily https://www.linkedin.com/in/emilyddukes/ (LinkedIN) https://www.emilydukes.com/ (Emily's Photgraphy)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Jack Wilson is the Senior Director of Enterprise Sales at Seismic - The industry leading enablement platform. Jack's superpower is the ability to guide complex organizations and individuals to discover unique super powers of their own. Traditionally he's done this through consulting and one to one coaching helping his clients and students to surface untapped potential, blow past their goals, and maximize revenue and earnings. In this episode we're finding out if becoming a parent has changed the way he views the process and the art of selling, how to develop the right interpersonal dynamics with buyers, and considering the uniqueness of each deal. Jack is our first repeat guest on the podcast, and it's for good reason! Key Moments: 01:57 - Jack meaning of to Sell by being human, sales as a responsibility 18:00 - Buyers do not set roadblocks, buyers and sellers want the same outcome, being transparent with buyers?? 27:00 - The importance of learning interpersonal dynamics inside an organization 31:30 - There is no keeping score, every deal is unique Connect with Jack https://www.linkedin.com/in/jackdwilson/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Tyler Meckes is an Account Manager at Dooly - a company focusing on winning more deals by improving Salesforce hygiene, running a winning sales process, and eliminating low-value work for salespeople. In college, he obtained both a Bachelor’s and Master’s Degree in Exercise Science from Bloomsburg University. Hi graduate studies allowed him to further hone his research/analysis, professional conference presentation, and teaching skills. He didn't realize it but all skills that he uses every day in his current sales role. Tyler is also the founder and host of The 20% Podcast, where he interviews professionals across all industries to discuss how they got to where they are, and tips/tricks to their success in their industry. He shares the 20% of information of what will teach listeners the most beneficial 80% of what you need to know about a subject. We had a great conversation about how Tylers saw his dad employ sales skills as a construction worker, how he learned sales from being a customer service person at Lowe's, and the importance of how he honed his human skills in life and how they serve him well in his current account manager role. Key Moments: 03:56 - Sales skills are life skills 20:00 - Is sales art or science? 28:30 - Listening, collecting information and asking the right questions Connect with US! https://www.linkedin.com/in/matttenney/ (LinkedIN)
Connect with Tyler https://www.linkedin.com/in/tylermeckes/ (LinkedIN: )
Summary: Torin Ellis is a diversity strategist, Founder/CEO at the Torin Ellis Brand, Co-Host of the Crazy and the King Podcast, and a published author. As a tenured diversity practitioner, he leads a nimble diversity boutique consultancy with a focus on diversity, equity, inclusion and belonging (DEIB) strategy through the lens of recruiting Through his work he ensures teams effectively attract, nurture, and retain the most dynamic talent necessary to not only meet, but transcend business vision. Torin's HR consultancy is on the front lines of corporate diversity. He'e worked with clients including Nike, Redfin and ESPN find diverse executives, create DEI strategies and create programs to mentor and nurture young, diverse talent. In this episode we talk about how to come across as a great people person, how to move through life and lead with love, and how to Torin convinces companies of the importance of Diversity strategies. Torin's appraoch to humanity can be used by anyone to who wants to forms strong bonds with people that may not always look or think like you. Key moments: 13:35 - Learning respect, Service is sales 19:00 - Commanding A Frequency of Love 24:44 - Being human instead of being right 29:20 - How to be a good leader Connect with Torin https://www.linkedin.com/in/torinellis/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Rachel is on a mission to humanize the workplace by igniting resilience, connection, engagement and compassion in organizations, associations and their leaders and teams. Recognized by Forbes as a Next1000 honoree in 2021, the #1 Health Promotion Professional in the U.S. in 2015, a 40 Under 40 Game Changer in 2019, and one of The Daily Record’s Leading Women of 2020, Rachel is a national thought leader in the field of employee engagement and wellbeing. In this episode we go through how important it is to do the work to understand what your strengths are and harnessing them to connect to others. Rachel offers powerful questions you can ask yourself to find your essence. We talk about how Rachel went from being a perfectionist to finding vulnerability, what Rachel learned through burnout, and how her personal story can help you create genuine trust and connection with people. Stay to the end to hear Rachel sing and give you some inspiration in your day! Key Moments: 3:00: How Rachel defines Selling By Being Human through finding your essence. 6:20: Rachel's personal story of connecting to herself through being very disconnected to herself. 9:05: How You Can Find Your Essence. The Two Questions You Can Ask Yourself to Find It: What Shows Up When I do? What Qualities Do I Bring in A Room? 19:12: A story of how a teacher made Rachel feel warmth and really safe. 20:37: How Rachel changed perspectives of her colleagues around what Wellness should actually be. Through sharing her own personal story. 37:53: How Rachel thinks about building a brand - being more of what you are at your your core to fill a need for someone else. 42:29: Rachel's approach to how she sells through offering to meet needs vs selling to someone. Connect with Rachel LinkedIn: https://www.linkedin.com/in/rachelbdruckenmiller/ (https://www.linkedin.com/in/rachelbdruckenmiller/) LinkedIn Newsletter: https://www.linkedin.com/newsletters/unmute-yourself-6862381507273605120/ (https://www.linkedin.com/newsletters/unmute-yourself-6862381507273605120/) Instagram: https://www.instagram.com/unmutedlife/ (https://www.instagram.com/unmutedlife/) YouTube: https://www.youtube.com/user/racheldruckenmiller (https://www.youtube.com/user/racheldruckenmiller) Facebook: http://facebook.com/unmutedllc (http://facebook.com/unmutedllc)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Priya Kumar is a heart centered entrepreneur. She's the founder of Pivot My Profit, a consultancy practice centered around helping business owners find freedom with their financial literacy. She's also a hospice volunteer, an entrepreneur, a transformation coach, a blogger, an author, and a marathon runner. She started out as a Tax Investigator and now coaches entrepreneurs on finance strategy. All the while doing it with a service mindset. Priya is East Indian and her family immigrated from Figi. She has had to reinvent herself through some incredibly tough life experiences but she has grown through the way she shows up for herself and others. This episode we chat about the meaning of Karma and how it relates to sales, how you learn from clients who may take advantage of you, and what you can do to help people in ways to get them to listen even if its about something difficult to hear. Key Moments: 6:30 - Priya's story of her Dad and Karma 9:55 - How Priya rebuilt her life after a divorce and decided how she wanted to show up for others. Defining her mission. 16:56 - Concept of Trust in sales even when people may want to take advantgage of your generosity 18:07 - Your mindset in sales of selling first, why that's not serving you. 20:00 - Flipping your approach of your vision as a business to your vision for your clients. Connect with Priya https://www.linkedin.com/in/priyadkumar/ (LinkedIN) https://www.pivotmyprofit.com/ (Website)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Scott Leese is the CEO/Founder of Scott Leese Consulting, LLC and one of the most sought after people to help startups scale their sales organizations. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Scott puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. He wrote an Amazon #1 best-selling book on sales called: Addicted to the Process- that was released in 2017, is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales and a highly sought-after consultant, advisor, leader, and sales trainer. This conversation is how you make your sales process focused on having more real conversations, how you can find your own way to connect, and how to shift the typical messaging you use to make people believe there's a real person on the other end. Summary: Is love a feeling or is it a skill? Maybe it's a bit of both. Love isn't normally a skill you're taught to develop in your professional life but this conversation will teach you how you can. Matt Tenney defines love as the deep concern for the well being of another. He develops highly effective leaders who serve and inspire greatness in others. We discussed things like how love can show up in business and in sales. We went over how servant leadership and sales are synonymous. And we talked about how your mindset of love can effect how you approach everything in sales. Key Moments: 2:30 - Why sales is about having a normal conversation. What that means. it's about the style and the skillsets required. 9:25 - Scott's story about how he first learned business and sales. How he started and learned sales on his own. 13:37 - A trick of coaching - Having reps give feedback to other reps and then how to get those people to admit to their weaknesses without being defensive. 23:30 - Why Scott's approach resonates with Founders and how he's had to say no to business at some points. 35:58 - How Scott thinks about deploying vulnerability to make it work Connect with Scott https://www.linkedin.com/in/scottleese/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Jeremy Torisk is the President of Torisk Pro Advisors, a company he founded to help people change their lives build around three basic principles: 𝟭) 𝗖𝗵𝗮𝗻𝗴𝗶𝗻𝗴 𝘁𝗵𝗲𝗶𝗿 𝗠𝗶𝗻𝗱𝘀𝗲𝘁 𝗳𝗿𝗼𝗺 𝗥𝗲𝗮𝗰𝘁𝗶𝘃𝗲 𝘁𝗼 𝐏𝐑𝐎𝐚𝐜𝐭𝐢𝐯𝐞 𝟮) 𝗗𝗲𝗳𝗶𝗻𝗶𝗻𝗴 𝗧𝗵𝗲𝗶𝗿 𝗗𝗿𝗶𝘃𝗲 𝗯𝘆 𝗘𝘅𝗮𝗺𝗶𝗻𝗶𝗻𝗴 𝘁𝗵𝗲𝗶𝗿 𝗪𝗵𝘆𝘀 𝟯) 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝘁𝗵𝗲𝗶𝗿 𝗕𝗿𝗮𝗻𝗱 𝗯𝘆 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗣𝗘𝗥𝗦𝗢𝗡𝗔𝗟 𝗥𝗘𝗟𝗔𝗧𝗜𝗢𝗡𝗦𝗛𝗜𝗣𝗦 He helps companies understand the science behind true employee engagement by putting people in the positions they are naturally suited for, creating happy productive employees. Jeremy does this through coaching, his public speaking, and through his sales training business. Like many ultra-successful people, Jeremy had his share of adversity. He crafted a negative view of himself, mostly from growing up in an environment influenced by the ever presence of of alcohol and drug abuse, having various mental illnesses in the family, leaving high school at 17 years old without a diploma, and escaping the madness by moving out on his own. He had no clue, however, that he would go on to help so many people and change so many lives for the better. In this episode we talk about how to build personal connections quickly, how to leverage vulnerability in the right ways to connect, and how he used his adversity to be the person he is today. Key Moments: 04:30 - Having virtual coffees and build personal relationships 15:25 - The importance collaboration. Dropping the sales persona. 18:17 - How Jeremy used his past experiences to change other peoples lives in a positive way 24:25 - Why so many people struggle with adversity? 33:14 - Acting at the speed of instruction 40:27 - Who do you help and how do you help them Connect with Jeremy https://www.linkedin.com/in/jeremytorisk/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary Andy Paul is the author of three award-winning sales books, "Zero-Time Selling" , "Amp Up Your Sales", and his latest book "Sell Without Selling Out" presenting fresh new perspectives on the sales processes that drive sales success. He specializes in teaching sales teams how to maximize the value and power of their individual selling styles, teaches on understanding what buyers want and delivering that, and how we can all leverage our innate capabilities to better collaborate with buyers. He 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. Andy also hosts the host of the "Sales Enablement with Andy Paul" podcast, acquired by http://revenue.io/ (Revenue.io) in 2020. and he is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. In this episode you'll learn frameworks to go beyond surface level with people, questions to ask to to deliver insights, and why being friendly is distinctly different than "being a friend" to your buyer. Key moments: 08:40 - Has anything really changed in sales? What were the misses from the pandemic in sales? 15:25 - The importance collaboration. Dropping the sales persona. Selling to people. 22:50 - Trust instead of command and control 29:18 - Tips for sellers and buyers and stories of how our car buying experiences went well and how others fell off. Connect with Andy https://www.linkedin.com/in/realandypaul/ (LinkedIN) https://www.andypaul.com/ (Website) Connect with Us! https://www.linkedin.com/in/alexcsmith/ (LinkedIN) https://stories-of-selling-human.captivate.fm/ (Website)
Today's episode is a solo episode with your host, Alex Smith. We're approaching 2 years in May and by podcast standards that's a huge milestone. I thought I'd share a brief episode of why I started this journey and why I'm still doing it two years later. This is a wild story that began with an elevator, a mop, and a New York Times Besdt Selling author. Listen to the full episode, I promise it'll be interesting. Also, I'm committing to asking all of my guests - What Does Selling By Being Human Mean to you? I'd like to pose that question to you. Drop me a review to answer that question or send me a note! https://www.linkedin.com/in/alexcsmith/ (LinkedIN)
Summary: Jerome Deroy is the CEO of Narativ - a company seek to transform how people engage with their work by using the power of storytelling to provide organizations with programs that create ownership, empower, and engage employees. He joined the company after leaving his position at BNP Paribas, Hong Kong when the company founders - Murray Nossel and Paul Browde, handed him a shoebox full of notes and told him, “we think there’s a company in here.” Jerome has since worked closely with clients as diverse as Prudential, Cigna, Boerhinger Ingelheim Pharmaceuticals, Kaiser Permanente, and Warby Parker. He also regularly lectures at Parsons New School of Design in New York City, where he teaches the Art of Storytelling. In this episode we discuss where people get caught up in telling stories, how to allow people to go on a journey with you, and how you can better listen to yourself and others when crafting the best way to tell stories. Key Moments: 02:25 - Selling by being human. What's that mean to you? 10:50 - Listening and storytelling method. Being a good story listener. 16:05 - How to craft a good story. Where do people get tripped up? 21:00 - What happened next in the story. Cardinal rule of story. 27:25 - Speaking with conviction. Importance of telling personal stories. Letting your audience go on a journey with you through the story. 41:08 - Selling is based on emotion Connect with Jerome https://www.linkedin.com/in/jeromederoy/ (LinkedIN) https://narativ.com/ (Website - Narativ) - Tell your own story with confidence!
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Notes: Larry Levine is the best-selling author of Selling from the Heart and the co-host of the Selling from the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional. He know coaches sales teams on what he taught himself on how to truly connect with buyers. In a post-trust sales world, Larry Levine helps sales teams leverage the power of authenticity to grow revenue, grow themselves and enhance the lives of their clients. In this episode, you'll learn how to build strong connections with people quickly, doing the work to discover yourself, and how to really build trust with people. Key Moments: 4:00 - How to do the work to find out whats in your heart 13:12 - Who taught Larry the power of caring for people. What it can teach you. 16:00 - The best advice Larry ever got from his mother in law. 21:00 - Reaching out to people to find self awareness and using that knowledge in sales.
Connect with Larry (and please mention the LA Dodgers when you do) https://www.linkedin.com/in/larrylevine1992/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Brent Keltner is the President at Winalytics - company using a unique software-enabled services model to help clients achieve their top growth potential by consistently positioning and qualifying around buyer at each phase of the buyer journey. Brent created Winalytics’ value-driven growth methodology and has positioned the company as the market leader for repeatable revenue solutions. Winalytics works with growth-stage to enterprise customers in a range of industries, including the education, human capital, SaaS, business operations, retail and marketing communications sectors. Before starting Winalytics, Brent was a revenue leader in both early-stage and enterprise companies where he successfully scaled growth. He began his career as a Ph.D. social scientist and qualitative researcher at Stanford University and the RAND Corporation. Key moments: 01:51 - Authenticity and integrity in sales 10:50 - Buyers really close deals 12:30 - Authentic buyer journey 21:00 - Revenue acceleration framework 32:09 - Good selling is good questioning 28:37 - Experience is not a predictor of success Connect with Brent! https://www.linkedin.com/in/matttenney/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Brian G. Bachand is the Founder & CEO at evolution evolution - a Global Coaching Company working with individuals to evolve in career, executive leadership, personal evolution and more. He founded evolution evolution after over 20+ years of evolutionary growth from working with influential senior leaders, conscientious career change, international work, complex team management, the power of engaged networking and realizing true leadership is about being your authentic self. Before discovering his passion for sales, Brian was working as a parish priest in a historic, picturesque New England town. While passionate about the work - he began to have thoughts about a life beyond the priesthood. Recognizing his true desires as invitation for taking action, Brian decided to take his life in a different direction, by standing in his truth and embracing what was in his heart. This, he says, gives individuals freedom to do what they really need to in life. Key moments: 02:40 - Three key aspects of living a fulfilled life 13:38 - Desire as an invitation for taking action 23:30 - Tips for building personal and professional relationships 28:22 - How to be a successful leader or a CEO and how to positively influence your teams https://www.linkedin.com/in/briangbachand/ (Connect with Brian) https://stories-of-selling-human.captivate.fm/ (Connect with Us!)
Summary: Galem Girmay is a Revenue Enablement Manager for User Testing. User Testing helps brands get human insights about their customers to deliver exceptional products and experiences. She is also the host of the "What's Your Legacy Podcast" which dives deep into asking her guests the stories of what they want their legacy today. Galem has been recognized as a Top Sales Influencer to follow by Salesforce and she has been a primary force in building many sales communities. This episode we talk about how to really build deep human connections with people. Galem lives her life with alot of intention of how she wants to leave the world when she is no longer here. You'll. learn how to know yourself better, how to see others better, and how to set your intentions. Key Moments: 8:29 - Why you shouldn't focus on the goal of selling things in your interactions 11:39 - Galem's story growing up and how she learned to move forward in life as a foster child living in two foster families. What thats taught her. 13:55 - How she views showing up for other people. Being the firend people wished theyd had. 20:29 - How she coaches reps 29:37 - Galems' story in an Uber when an Uber driver told her a beautiful personal story. Connect with Galem https://www.linkedin.com/in/matttenney/ (LinkedIN)
Connect with Us! https://www.linkedin.com/in/galemgirmay/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: http://www.cristabeck.com/ (Crista Beck) is a matchmaker, dating, love & relationship coach, speaker, co-creator of the Jumpstart Your Heart Process, creator of the Dating Compass and author of the Amazon best-selling book, Break The Glass Slipper: Free Yourself of Fairy Tale Fantasies and Find True Love in Real Life. For over 12+ years, Crista Beck has lead people in the area of love and relationships, being featured as a dating and love expert on ABC, NBC, FOX, and TEDx, and her message has reached over 1 million people around the world. Every relationship is an opportunity for someone to give you more of their time. Dating and meeting your soulmate are all sales situations and we talk about ways Crista coaches her clients to sell themselves online, in person, and even whats happening when people fall in love. Key Moments: 07:50 - Elements of sales in love and relationships. 12:00 - How Christa develops relationships with her clients? Tips for opening up to and developing new relationships. How to approach dating? 24:00 - Tips for individuals new to selling, building connections and relationships. 30:35 - What Crista learned about dating and matchmaking through her own relationships? What causes people to think they love somebody? Connect with Crista https://www.linkedin.com/in/cristabeck/ (LinkedIN) https://cristabeck.com/ (Her website)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: AJ Bruno is an entrepreneur and SAAS startup founder with a blend of sales, business development, and leadership skills. He's founded two companies. He's built, and run the GTM methodology for sales, lead gen, and account management teams. His first company he took from 0-$25 million ARR. His second company company he co-founded is QuotaPath - SaaS sales company whose vision is to create a work where sales people and revenue teams ditch spreadsheets and have a much stronger visibility into commissions, quota, and their goals . AJ is also a father of three girls, commercial multi-engine pilot, and owner of a Beechcraft Baron 58. In this episode we talk about how a guy went from Shakespeare plays, to a call center, to founding his own company. How his approach to sales was a common thread throughout all these roles. Key moments: 07:47 - The importance of clarity and emotion in communication 12:00 - Learn sales through resilience. Setting goals and expectations. 18:30 - Choosing the right company to support you in your sales career 25:40 - AJ's approach to planning the future and living a fulfilled life Connect with AJ https://www.linkedin.com/in/ajbruno3/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Jaclyn Fidler is a Relationship Manager at LinkedIn, experienced in Fine Art, Adtech and B2B sales. She views the world through a creative lens and operates with a touch of gumption and humor. Jaclyn recently joined LinkedIn as a Relationship Manager where her primary focus is supporting her colleagues & their clients for all things Talent Solutions. In her free time, Jaclyn enjoys oil painting and a competitive game of Scrabble. This episode we talk about how someone goes from being an art major, to a successful career in sales. We break down what skills crossover between photography and sales. We chat about how to thoughtfully bring your personal life into your LinkedIN profile (and also how displaying her love of the band Phish, landed her a job at LinkedIN). We also break down what it means to be a pizza bagel from New York and still lead clients with empathy even though as a New Yorker her mode is to move fast! Key moments: 13:58 - The link between art and sales 21:45 - The importance of developing "human" skills and showing that you care. 25:24 - Jaclyn's advice to her younger self Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Connect with Jaclyn https://www.linkedin.com/in/jaclynfidler/ (LinkedIN: )
Summary: This episode I'm sharing a personal story about me about gratitude. I thought with Thanksgiving this past week, it made me think of how I view gratitude and how powerful it is to help get hyou out of some really hard times. You can actually use it to create joy, not the other way around. I share a really personal glimpse about working through a layoff, cancer, and how it only got worse from there. It was gratitude that helped me not get defeated. It's something that isn't practiced always but it can help bring you joy and also connect with others in powerful ways. Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Meshell R Baker is a DEI certified sales confidence igniter and an accomplished, high-energy sales leader with over 20 years of proven success. She teaches business owners and sales leaders how to tap into the unlimited human potential to create diverse and inclusive culture change and disrupt the sales training status quo. After 25+ years of successful sales and leadership career and entrepreneurial expertise working with companies that include Johnson & Johnson, Thermo Fisher, Merck, Sharpe & Dohme, Dell, Microsoft, YMCA, she is on a mission to change the way Selling is perceived. She believes when sales training is delivered by incorporating confidence, diversity, equity, and inclusion as part of their core tenets, it becomes transformative for organizations, sellers, and buyers. In this episode you'll learn how to strengthen your purpose mindset, strengthen confidence, and the differences between goals, visions, purpose. Key moments: 08:30 - It didn't happen to you, it happened for you 16:00 - Building confidence in sales 28:00 - Frameworks for building an optimistic mindset 34:50 - Meshell's favorite transformation stories 41:15 - What is sales all about? Connect with Meshell https://www.linkedin.com/in/meshellrbaker/ (LinkedIN) https://meshellrbaker.com/ (Website)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Todd Caponi fell into sales, then fell in love with the decision science surrounding it. He turned that into a career encompassing multiple sales leadership roles. He's building the revenue capacity of one tech company from the ground-up into Chicago’s fastest-growing, another where his efforts helped drive the organization to a successful IPO followed by an acquisition worth almost $3B, and another where his turnaround efforts were rewarded with the American Business “Stevie” Award for Worldwide Vice President of Sales of the Year. He left his role as the Chief Revenue Officer to write his first book, The Transparency Sale; which has since earned 2019’s “Best Book Award” in the “Business: Sales” category at the American Book Awards, while also earning International Best-Seller status. Todd also hosts The Sales History Podcast, bringing the incredible (and sometimes strange) brains from the earliest days of sales' past into the present. Much of the sales wisdom from the past hasn't changed. Key Moments: 03:00 - Is saying "yes" always the way to go? 09:15 - Expectation inflation 25:00 - "How are they better than us?". How Todd turned the question of tell me why your better than your competitor into a transparent conversation and disarmed a meeting. 27:00 - Lead with your strengths and reveal your weakness Connect with Todd https://www.linkedin.com/in/toddcaponi/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
For this very special, 50th episode of The Stories Of Selling Human podcast we are joined by Nina Butler. She is the Director of Event Experience at Alyce - the AI-powered B2B gifting platform that’s redefining direct mail, swag and gifts with its scalable, sustainable, hyper-personalized approach to account-based marketing. Nina is an experienced Director with a demonstrated history of working in the event and hospitality industry and start ups. She is skilled in Event Management, Marketing, and really understands personalized gifting. We talk about gifting in your personal life, what to look for to be thoughtful with gifting, wyas to approach gifting in different stages of the buyer journey and so much more! Key moments: 08:55 - The concept of "Emotional Resonance" and the mindset shift of thinking of your sales interactions as a "Touch" 13:15 - Tactical tips for gifting. The connection between gifting and sales. 17:58 - The art of personalized gifting with some examples 27:00 - Adding a personal touch when communicating at scale Connect with Nina https://www.linkedin.com/in/nina-butler-2a89a260/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Amy Volas is the CEO and founder of Avenue Talent Partners, a recruiting firm focusing on sales leadership recruiting for SaaS startups, helping it's clients build the right team with the right leaders and drive growth for the long haul. With sales being her first business love and startups her second, she cares deeply about improving the hiring process. During her 20+ year long career in enterprise sales she has closed more than $100MM in revenue and keeps counting. Amy is also a co-host of Thursday Night Sales, the #1 weekly virtual sales happy hour and networking group, where she answers most pressing sales questions and helps listeners connect with other sales leaders. This was so fun because Amy has meant so much to me personally in helping me network in to the company I now work for. We talk about the power of seeking to understand, selfless giving, and the surprising gifts she's found starting her community and so much more! Key moments: 03:45 - Whats kept her growing her community. The abundance mindset and the power of the concept of getting better together. 6:00 - Story of how Amy introduced me and helped me get a job 12:00 - How sales found Amy. How she shifted from protecting herself in sales to playing a long game mindset. 13:51 - Lessons from Amys grandparents and stories of her growing up. 23:10 - Tactical tips for sales professionals. Being human in sales. How you open up yourself to new ideas. 25:14 - The power of being seen, heard, and understood in sales. 28:40 - Hiring sales leaders without the cringe Cool resources from the episode: https://www.thursdaynightsales.com/ (Thursday Night Sales Community - (free to join)) https://www.amazon.com/dp/B000WH7PCC/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1 (Jeffrey Gitomer - Little Red Book of Selling) Connect with Amy https://www.linkedin.com/in/amyvolas/ (LinkedIN) https://avenuetalentpartners.com/ (Her website) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Brandon Fluharty is the VP of Strategic Account Solutions at LivePerson. He is a senior individual contributor for the organization focused on acquiring top tier, strategic enterprise accounts by enabling a major digital transformation centered around helping brands more easily communicate with their customers and employees at scale. He also uses his active role as a Strategic SaaS Seller to create a personal brand and content that helps elite sales professionals learn from successes and failures. In his work he puts focus on avoiding burnout to achieve optimal results consistently, because, as he says, he fell into the trap of needing to hustle and grind to get to the top like many others in Enterprise SaaS sales. This episode, you'll learn how someone selling over $10M in revenue a year stays grounded, how the money doesn't effect his approach, and how to structure your philosophy of sales to sustain you for the long term. Key Moments: 4:00 - Why should kids look up to sales as much as professions like teachers, doctors, lawyers? 6:15 - Brandon's first conscious sale as a kid 15:05 - Human qualities in sales 21:05 - Developing an "Operating System" for consistent success. Avoiding burnout. 33:20 - Staying grounded, how to handle stress and sales tips for sales people and non-sales individuals Connect with Brandon https://www.linkedin.com/in/brandonfluharty/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
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 Connect with Malvina https://www.linkedin.com/in/malvina-el-sayegh/?originalSubdomain=uk (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Daniel H. Pink is the author of seven books, including the forthcoming The Power of Regret: How Looking Backward Moves Us Forward. His other books include the New York Times bestsellers When and A Whole New Mind — as well as the #1 New York Times bestsellers Drive and To Sell is Human. Dan’s books have won multiple awards, have been translated into 42 languages, and have sold millions of copies around the world. This conversation is a seminal moment in the history of this podcast and Dan's book To Sell is Human was one of the main inspirations for starting this podcast. Key Moments: 01:53 - The new ABC's of selling 15:40 - Sales and persuasion done by groups 24:20 - Unlocking your selling potential. Tips for non-sales people and professionals 37:53 - Dehumanising sales Connect with Dan https://www.danpink.com/ (Website)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Key moments:
Tara Horstmeyer is a ghostwriter, award-winning editor and a LinkedIn Top 100 Sales star. As a "friendly neighborhood ghostwriter" she helps her clients bring the real them to the surface by writing with or for them. She also offers social media consulting, communication coaching, newsletter writing and sales and marketing resourcing services. In this conversation, we talk about the differences between being corporate vs. being professional, tips for becoming a great communicator, right ways for reaching out to people, sales tips and more... Key moments: 03:35 - Being serious about what you do without being serious about who you are 14:00 - How to be a great communicator 20:15 - How to reach out to people and draw them into you 31:15 - Sales tips for professionals and every human Connect with Tara https://www.linkedin.com/in/tarahorstmeyer/ (LinkedIN)
Connect with Us! https://www.linkedin.com/in/alexcsmith/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Catherine Brown is a corporate sales trainer teaching people B2B sales "with no sleaze or cheese" She is the author of the book "How Good Humans Sell" and she specializes in Hi-Tech & high-end professional services. In her work she puts an emphasis on the framework, which she believes every good sales person always has in the back of their mind, while utilizing their creativity, spontaneity and the ability to listen. In this episode, you'll learn how human make decisions, how to approach sales without needing to convince, how to deploy emotional intelligence, and how to unlock your own flavor of a human focused approach to sales. Key moments: 03:11 - Do people "fall into sales"? 11:24 - The link between sales and music 15:36 - About Catherine's book "How Good Humans Sell" 27:35 - Whats important to the prospect. The difference between asking and convincing. 31:17 - Meaning produces wellbeing. Connect with Catherine https://www.linkedin.com/in/catherineleebrown/ (LinkedIN) https://extraboldsales.com/ (ExtraBold Sales) https://www.amazon.com/gp/product/B095MD3HQK/ref=as_li_ss_tl?ie=UTF8&language=en_US&linkCode=sl1&linkId=898a18a13ea7f54ad3adfc0d1d4f2ae6&tag=extraboldsa07-20 (Read Catherine's Book)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Jason Bay is a Chief Prospecting Officer at Blissful Prospecting. He specialises in cold calling and cold emails and runs programs and boot camps for individuals and sales teams to help boost their cold calling confidence and e-mail reply rates. He uses a proven structure he used to train successful reps at companies like Zoom, CBRE, Databricks, Bolton & Company, Fortinet, and many more. His accelerator program provides sales teams with hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through cold outreach. He also hosts a podcast called Blissful Prospecting which we are big fans of too... 11:16 - What lessons Jason learned doing door-to-door sales 16:30 - Conversation vs. Conversion 19:39 - "The three shifts" to boost your sales results, conversations and relationships. 30:30 - "You-centric approach" for conversations and conversions. How ti lead up to the close. Connect with Jason https://www.linkedin.com/in/jasondbay/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Sarah Brazier is an educator, an actress, and she's in sales. She is a nationally awarded speaker and works as an Account Executive at Gong, Sales Coach at SDR Nation and Instructor at Sales Impact Academy. We talk about soft skills that translate from acting and public speaking to sales and how to develop them. Sarah shares a bunch of practical tips for both trained sellers and non-sales people. We also share some advice when using your unigue voice to build a personal brand while also building a human connection with our prospects. Key moments: 03:42 - Lessons from the book "To Sell Is Human" by Daniel H. Pink 10:30 - Which soft skills translate from acting and public speaking to sales? 18:45 - Personal brands and sales personas. How to think about using your voice 25:32 - Practical advice for a non-sales person and trained sellers. LinkedIn messaging tips. Connect with Sarah https://www.linkedin.com/in/sjbrazier/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
In this special episode of The Stories Of Selling Human Podcast we are for the very first time joined by two guests, introducing a new dynamic to the show. Blake Hudson is a Brand Manager at Victory Lap. Victory Lap trains future and current sales leaders through our virtual bootcamps, corporate training programs, and partnerships with educational institutions. They also team up with businesses to make sure that they are hiring and retaining the best people for their sales teams. Terry Arbaugh is the Vice President of Sales & Marketing at SEACOMP, a company specializing in electronics manufacturing, design engineering, and electronic components for products in consumer, industrial, and medical industries. Together they co-host a Clubhouse event "Emotional In$ELLigence", discussing EQ related topics combined with practical and tactical sales advice. We focus on emotional intelligence as the ability to recognize one’s emotions and the emotions of others and to manage those emotions to achieve more effective results. Developing and utilizing it allows us to promote and share the spirit of change, leadership and compassion. Knowing how to approach and connect with people aids understanding and builds respect. The ability to demonstrate emotional and social intelligence helps strengthen relationships, reduce stress and anxiety and increase understanding in a time where meeting goals and expectations is often valued more than people. Key moments: 03:10 - Emotional and social intelligence. How to develop and apply it? 12:52 - Universal human traits and the language of love. Are we all driven by the same things? 17:50 - Utilizing your human skills in your sales career. 27:00 - Tips and advice for developing self-awareness, sympathy and emotional intelligence. Connect with Blake and Terry: https://www.linkedin.com/in/onebrightblake/ (Blake Hudson LinkedIN) https://www.linkedin.com/in/terryarbaugh/ (Terry Arbaugh LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Megan Bowen is a Chief Customer Officer at Refine Labs, a demand gen accelerator for B2B SaaS companies. Refine Labs help companies increase marketing’s contribution to qualified pipeline and revenue while lowering customer acquisition costs. Embracing a human-first leadership approach, her style is to focus on achieving excellence through empowerment and accountability while leading with empathy, kindness, and vulnerability. This approach, she says, creates trust and fosters a collaborative culture which is the foundation of all high performing teams. Finding success is creating the conditions for others to do the same. We discuss how to create conditions for others to be successful and what it means to meet people where they are in sales and in human connections. Key moments: 03:17 - Rejecting the Status Quo in human connection. 09:10 - Creating the conditions for personal and professional success. 15:50 - Playbooks and guidelines. Concept of creating intersections at work vs "round abouts". 20:05 - How to deliver bad news effectively 26:00 - The difference between customer support and customer success.
Amy Blaschka is a master storyteller and an amazing listener. She is a social media ghostwriter who helps leaders craft their stories and she has made a career offering “stories as a service.”. She is also a leading contributor for Forbes where she covers personal transformation and it's impact on career growth. She runs a newsletter called Illuminate me where she Illuminates nuggets of wisdom on all her favorite topics: communication, storytelling, writing, creativity, emotional intelligence, soft skills, leadership, and human behavior. Join us for this episode where we talk about how to craft your story to attract the right people into your life and take the steps towards clarity and inspiration... Key moments: 05:00 - Steps towards clarity and inspiration. Helping people discover what they already know. 9:58 - concisely introducing yourself. 10:44 - Where the best ideas come from. 21:00 - asking questions to help people align to their "why". 22:00 - How to tell your story concisely and creatively to attract the right people 36:14 - Connecting with relationship based instead of transaction based people Connect with Amy: https://www.linkedin.com/in/amyblaschka/ (LinkedIN) https://www.amyblaschka.com/ (Website:)
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Contact me here: https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
In this episode of Stories of Selling Human podcast we put focus on the concept of giving and receiving gratitude. A concept that is sometimes considered a weakness in the world of business and sales. However, the lack of reciprocal gratitude in our lives makes us feel lonely, disconnected and insecure - certainly not the traits of successful sales people. We often forget and underestimate the benefits that gratitude can have for us an others and we have to remind ourselves that profit is aligned with dreams, passions and purpose. People don't buy what you do, they buy why you do it... Our very special guest is Chris Schembra, USA Today's “Gratitude Guru” and the bestselling author of "Gratitude and Pasta: The Secret Sauce for Human Connection". He is founder of the 7:47 Gratitude Experience: An evidence based framework used to strengthen client and team relationships in profound ways. He's worked with Fortune 50 CEO's, Olympians, Academy Award Winners, SuperBowl Champions, and so many more! Key moments: 00:00 - Introduction 04:11 - What does gratitude mean and how has Chris seen in it change our emotional well being 07:08 - The importance and benefits of intentional gratitude. False metrics of success. 15:13 - How the concepts of gratitude and emotional connection translate to sales and business. 23:37 - Caring for people before business. Client appreciation. 29:50 - If you could give credit or thanks to one person in your life, that you don't give enough credit or thanks to, who would that be? How that question brings people together Connect with Chris: https://www.linkedin.com/in/schembra/ (LinkedIN) https://www.747club.org/ (Website:)
Chris's Bio: https://www.notion.so/Media-Links-7-47-40961b2e3aaa4a95aeebd43b40fc3835 (Short Bio)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Nicole Miceli was so fun to talk to. She made a round a bout way into office technology sales. She rose up to being a top salesperson by working in her parents warehouse before moving into sales. Her approach is always to approach buyers as letting them decide whats best and never projecting what she thinks they need. She'll help you build your perspective of putting buyers decisions first. You'll learn how you can bring this approach into your own interactions. Key Moments 13:08 - What are the traits of successful sales people? 18:54 - Importance of transparency and building trust. 22:20 - It is a buyers decision. Help the buyer decide what's beneficial for them. 31:08 - Do job titles and hierarchies create fake narratives? Seeing through them to builld trust. 34:50 - Stigma around sales. Helping people better understand the profession of sales. CHECK OUT THIS EVENT! Oct 11th-12th https://top1.fm/2021-sales-success-summit/ (The 2021 Sales Success Summit) (Mention You Heard About It From the Stories of Selling Human Podcast) Connect with Nicole https://www.linkedin.com/in/nicolemiceli/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Our guests name perfectly describes how talking to her and listening to her speak makes us feel. Joy Hewitt Carvajal is a coach with Sales Rebellion born in New Zealand. She discovered her passion for sales at an early age and has sold everything from batteries, lightbulbs to sales coaching. Her positive attitude and motivational talks have helped thousands of people improve their sales experience and changed their views on life for the better in general. In this episode we talk about developing the right attitude to help us genuinely care about all people and establish meaningful connections with our clients, how we all sell ideas every day, elements of sales in personal relationships and much more.. Key moments: 10:05 - How Joy leveraged donation based work to make more money than naming a fixed price as a teenager washing windshields at a local gas station. 15:24 - What does it mean to be "the light" for other people. 25:50 - How our imperfections make us more relatable. 31:24 - If something matters, everything matters. Genuinely caring about all people. 37:55 - Joy's advice for salespeople and people from any walk of life. How we all sell ideas. Connect with Joy: https://www.linkedin.com/in/rebellight/ (LinkedIN) Connect with Us! https://stories-of-selling-human.captivate.fm/ (Website):
Summary: When you meet James Buckley, you see his smile. He eminates joy, kindess, and curiosity. These traits have taken him from a Publix bag handler to software sales, to Director of Business Development at a leading sales training company, JB Sales Training. We discussed alot in this episode about James's threads in his sales career, what genuine curiosity really is, the power of learning from different generations, and most importantly why kindess is the common characteristic in all the worlds salespeople. Key Moments: 7:00 - How James used his personal skills throughout his entire career. And what got him a $250 tip at Publix as a bag handler. 14:53 - You have to be willing to grow personally if you want to be able to grow professionally. 20:15 - Difference of genuine curiosity vs selective genuine curiosity. 30:00 - What James learned in his sales career that most sales trainers dont teach. Connect with James https://www.linkedin.com/in/matttenney/ (LinkedIN) https://ondemand.jbarrows.com/ (JB Sales On Demand)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Do you think that there's a fine line between confidence and arrogance? How can you display confidence in a way that isn;t perceived as icky? It starts with realizing everyone is different and putting yourself in the mindset of the other person. Billy Saleeby is so good at this. His career has spanned making movies, to selling solar, to VP of sales and training, to leading Global Sales Enablement for Tesla. And now as a CEO and podcast host. His approach has always been about honesty over the sale, empathy over relentlessness, and knowing how to frame things differently for different people. This episode you'll learn about how he viewed how to sell in any career, balancing confidence with selling, gaining self awareness and so much more! Key Moments: 4:00 - What Billy loves about podcasting and how it creates a human connection. 7:00 - The through line of his career is creating experiences and how he's don't that throughout his career. 11:00 - His path from selling solar door to door to Heading Globals Sales Enablement at Tesla. 14:30 - His selling style. People will shut down the minute they think you look at them as a dollar sign. Be frank with people. 17:00 - Practicing casual confidence in a way of an offer not an ask. 34:17 - Getting people to take actions on your behalf through understanding them. Connect with Billy! https://www.linkedin.com/in/billysamoa/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Nick Capozzi knows rapport. Some people manufacture rapport with people by asking "hows the weather were you are". Or, man it's Friday, busy day! Nick takes it a step further and really tries to engage in meaningful conversation and get people to feel like the experience with him was worth their time. Nick did this successfully while selling duty free items on cruise ships and he now coaches sales reps on their pitch. You will walk away with powerful tips on how to quickly generate rapport where people perk up after meeting you, how to engage people that are disengaged, and how you can get people to enjoy their experiences with you. Key Moments: 3:18 -Nick's pitch about his story - in 45 seconds! 6:00 - How Nick pulls Easter Eggs out of peoples LinkedIN profiles to generate rapport 24:03 - How do you bring people back so they're engaged? Connect with Nick! https://www.linkedin.com/in/nick-capozzi/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Michelle Hecht has been in professional sales for over 20 years and she's now found her calling as a sales coach and trainer. Her superpower is her ability to have a deep empathy for people and she strives to bring a human approach to her sales process. She calls it "humanizing the sales process". You'll learn what it means and also how you can break the fear of breaking patterns in your professional and personal relationships. We talk about mindset shifts, how she got celebrities to do some unique things with her, and how she thinks we can all tap into our soft skills more. Key Moments: 4:36: How grit and empathy have helped her relate to others. 17:30: What does Humanizing the sales process mean? 21:15: How did she create deep connections with celebrities and get them to do some remarkable things with her. 36:41: The power of "How can I help you". 48:01: What could only and would only happen to her. Connect with Michelle! https://www.linkedin.com/in/michellehecht/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Is love a feeling or is it a skill? Maybe it's a bit of both. Love isn't normally a skill you're taught to develop in your professional life but this conversation will teach you how you can. Matt Tenney defines love as the deep concern for the well being of another. He develops highly effective leaders who serve and inspire greatness in others. We discussed things like how love can show up in business and in sales. We went over how servant leadership and sales are synonymous. And we talked about how your mindset of love can effect how you approach everything in sales. Key Moments: 4:50 - Why You don't have to like someone to love them. 8:27 - How love plays out in leadership and in sales. 11:10 - What to think before phone calls or in person meetings to help frame a successful outcome. 21:30 - Matt's story of living as a monk in prison and how that transformed him. Connect with Matt https://www.linkedin.com/in/matttenney/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Bruce Marable is the CEO and Co-Founder of the HR Tech Company, Employee Cycle and also hosts the Employee Cycle podcast. In his words, he is literally selling all day. This was really interesting because we broke down all the different activities he's doing and how he finds success in his approach. The way he approaches sales in business, his personal life, and his podcast are very similar. We'll show how and why. You'll learn how to frame what you do succinctly, his cheat codes on understanding his buyers, how to break down points into steps, and so much more! Key Takeaways by Time! 3:31 - Enthusiasm can be inauthentic, passion can't 8:25 - Brian's first cold call story and how it relates to his days as an opera singer 17:40 - Exercise on writing out concerns, Top 5 industry concerns, top 5 personal concerns 28:40 - When people put a wall up, there's a reason for it. How to address it.
Connect with Bruce https://www.linkedin.com/in/brucemarable/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: I knew I wanted to have Bryan Elsesser on as soon as someone told me, you gotta interview this guy. He's a former opera singer turned salesperson. If that isn't a more unique profile for a salesperson, I don't know what is. This is certainly a road that few people travel so I needed to talk to Bryan about how that happened. Bryan also happens to be a father of 3, a volunteer firefighter, real estate enthusiast, and sales leader. We spoke alot about what themes connect those roles. We also dove into ways you can practice thinking about what concerns people and letting that be our guide in sales. Bryan will show you how to be open to new situations and also how to ask questions to allow you to break down walls that may exist between yourself and others. Key Takeaways by Time! 3:31 - Enthusiasm can be inauthentic, passion can't 8:25 - Brian's first cold call story and how it relates to his days as an opera singer 17:40 - Exercise on writing out concerns, Top 5 industry concerns, top 5 personal concerns 28:40 - When people put a wall up, there's a reason for it. How to address it.
Connect with Bryan https://www.linkedin.com/in/bryanelsesser/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Elena Valentine helps organizations capture more of the humanity of their workplaces through stories that matter. She runs a company with her co-founder Abby Cheesman that seeks to help companies sell their job opportunities. But they're not using standard things like bulleted requirements, responsibilities, and about us sections. They bring workplaces to life through the power of film and stories. This episode we talk about the art and science of the humanity of sales. A philosophy that's guided her human approach to sales as a business owner and in the films she makes. We go over what questions you can ask to get people to build deeper connections with you. Finally, we discuss how you can grow stronger relationships with your internal teams. Key Takeaways by Time! 9:41 - Elena's Why of starting Skillscout. Changing the narrative of work through film 10:47 - Capturing the humanity of work through stories that matter. Film just happens to be the medium 23:40 - We're a special kind of spice. Why understanding why finding the right business is key in sales not winning all the business. Winning the right business is. 25:11 - What makes your heart sing? 27:25 - How to get people to advocate not just for your product but for you. 36:29 - Being good story listeners
Connect with Elena https://www.linkedin.com/in/elenavalentine1/ (LinkedIN) https://www.humansat.work/events/humanswork-virtual-film-festival (Humans of Work Film Festival )- Check out some sample videos! https://www.skillscout.com/ (SkillScout)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: We sometimes think that you should always let other people talk about themselves and that's true but that doesn't mean it's at the expense of you not letting people know you. Amy Quick originally came from customer service and she made a living letting her clients new she was a real person trying to solve their very real problems. This episode we talk about how her parents influenced her conversational style, how to build relationships with stand off ish people, and also how to leverage your personal story in a business context. Like her tagline says, Amy is the most seriously non-serious salesperson you'll meet and she can help you find your own voice in sales. Key Takeaways by Time! 6:00 - Story of what she learned from watching her mom and Dad connect with higher up people. 11:17 - How Amy's Mum and Dad met at a bar and how it applies to not being afraid of being yourself. 23:40 - Energy Matching: How Amy got an irate customer to calm down and how she solved more than a "bandaid on a gunshot wound." 30:55 - Amy's strategy on LinkedIN and how its evolved or devolved over the years but how its successful for her to gain 20k plus LI followers 40:45 - Why you shouldnt be afraid to talk about yourself in sales.
Connect with Amy! https://www.linkedin.com/in/amylquick/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Some people may hear the term "Bring Your Human" to something and not clearly understand what it means and how can it applies to sales. Erica Keswin had this aha moment of someone being human with her when her local Starbucks was out of her daughters favorite, pumpkin scones. Because their barista Ashley created a longstanding relationship with them, she knew that was their favorite and sprinted down the road to hand her a gingerbread loaf instead to try. On the house. Erica Keswin sought to highlight stories like Ashley and published the book, Bring Your Human To Work, 10 Surefire Ways to Design a Workplace That Is Good for People, Great for Business, and Just Might Change the World. It went on to be a Wall Street Journal Best Seller. This episode we unpack what it means to honor relationships and how that will serve you so well in sales and in your life! Key Takeaways by Time! 12:26 - Erica's strategy on networking and meeting people not focusing on what they can do for you. 19:22 - Overview of book. 10 ways companies can create a more human workplace. 27:04 - A study on the power of firefighters who built trust with one another. 34:03 - Why COVID is a gift to salespeople
Connect with Erica! https://www.linkedin.com/in/ericakeswin/ (LinkedIN) https://ericakeswin.com/ (Erica's Website) https://www.amazon.com/Bring-Your-Human-Work-Workplace-ebook/dp/B079ZSGLPY (Bring Your Human to Work book) https://www.amazon.com/Rituals-Roadmap-Transform-Everyday-Workplace/dp/1260461890 (Rituals Roadmap (pre-order))
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: The best way to describe Dejuan Brown's sales style is that he speaks fluent human, there's not a sales robot bone in his body. Dejuan has been in professional sales for 20 years most recently as a director of sales at the software company Seismic. He counts his first sales job at working at a restaurant. Not as a server but as a busboy. You can out what he learned about sales as working as a busboy. This episode will also teach you a lot about finding the right balance between humility and confidence, finding your voice, and being of service to others. Lot's of sage advice that can apply to us all. Key Takeaways by Time! 4:00 - Dejuan's Spinnakers Story. Importance of removing barriers in sales. 5:23 - The way up is down - Service through humility 7:57 - What speaking fluent human means. 13:37 - Story of being too persistent and what it taugh him about sales and human nature. 16:30 - How Dejuans upbringing impacted his life growing up 24:00 - Advice on finding your own voice. 30:39 -Having confidence and humility in sales.
Connect with Dejuan! https://www.linkedin.com/in/dejuanbrown/ (LinkedIN) https://twitter.com/StratusNow (Twitter)
Resources: https://disrupthr.co/vimeo-video/you-used-to-call-me-on-my-cell-phone-how-texting-can-impact-your-ta-strategy-alex-smith-disrupthr-talks/ (My Disrupt HR presentation) (Using My Drake Slides) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: It seems pretty easy to do this but we usually don't take enough time with new people we meet. I had on Ramon Basie, who works in HR outsourcing for small businesses. He brings a great perspective of a sales acumen and a caring sales personality to his sales approach. If you really want to learn what separates the good from great salespeople, it's that the great salespeople come across to their buyers as real. They create environments where clients trust them and where the know they care. We talked about soft skills of sales, little techniques to connect with new people you meet, and the simple message that sales is about caring. Listen to understand why that is and his approach with it. Key Takeaways by Time! 5:00 - key to everyone in sales. Can I help this person and if I can't, I'm talking to the wrong person. 6:15 Sitting on the same side and wrapping your arm around your client 14:20: Sooner you can share a real life story of you. the quicker connections build 15:21 - When people say How Are you, Dont just say fine 18:30 - Story of his grandma and what it taught him about sales. 37:47 - Caring for people in your day to day
Connect with Ramon! https://www.linkedin.com/in/ramon-w-basie-a3236077/ (LinkedIN)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Jeff Bajorek is a consultant, author, and podcast host. He's taken his passion for how the human body works from a career as an athletic trainer turned medical device salesman turned business owner and sales trainer. He will say he stumbled into sales but as an athletic trainer he always had a heart for how he could help improve someone's life. When he sold surgical devices, he could literally see his impacts saving lives in the surgical room. Sales can get tricky because we tend to compare ourselves to those who make a career out of it. But there is no one way to sell. Two people can sell completely differently and have amazing results. Jeff will be the first one to tell you, you're probably an amazing sales person, you just don't give yourself enough credit. Listen to this and learn why. Key Takeaways by Time! 4:45 - How I met Jeff at the Sales Success Summit 6:50 - How sales people lie to feed off each other and their contributions to society 10:17 - Selling is not having a taking mindset 13:19 - What convinced Jeff he needed to teach others how to sell. 26:52 - How you're already selling in your life you just didn't know. 33:16 - Success isn't climbing the mountain. The mountain has no top.
Connect with Jeff! https://www.linkedin.com/in/jeffbajorek/ (LinkedIN) https://www.jeffbajorek.com/ (Website)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: So pleased to introduce you to my friend, Reagan Smoker. Reagan has been a retail and hospitality manager for over a decade. She's worked from brands like Jos A. Bank, Lacoste, Calypso St Barth. Noe she's the GM of a quaint inn and restaurant in Sturgeon Bay, Wisconsin. I wanted to bring Reagan on to talk about her perspective on being a great human and how that applies to selling people on her. Her story doesn't disappoint! You'll learn some practical things from her stories working with difficult customers, challenging employees, and also from her over 12 year battle with breast cancer. Reagan truly leads with love in everything she does. This episode will show you how she does it and how you might be able to bring these approaches into your own interactions with others. Key Takeaways by Time! 6:02: Reagan's story of growing up and learning to read a room from a very early age - 6:02 8:00: "I'm still a human being, I just have a touch of cancer" 8:52: Lead with Love - You don't knw what's going on with people's lives. Power of a genuine compliment. 12:15: If you can't feel someone's pain, we've all seen movies or books where we can think of someone's pain. Channel that. 31:00 - Having difficult conversations and how to approach people in a useful way.
Connect with Reagan (Show her some love)! https://www.linkedin.com/in/reagan-smoker-64361630/ (Reagan's LinkedIN) https://www.instagram.com/regs311/ (Instagram) https://www.innatcedarcrossing.com/ (Inn At Cedar Crossing)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: The art of sales requires deep thought and curiosity about how people reach decisions. We all hate pushy salespeople yet we all like buying certain things. You can probably think of a delightful experience buying something. Those delightful experiences and why we make those decisions is what we break down on this episode with David Premier. You'll learn simple frameworks in our business an personal lives of how we tend to make decisions and how you can influence those decisions using the psychology of decision making. Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, https://cerebralselling.com/book/ (Sell The Way You Buy), and an Adjunct Professor at the Smith School of Business at Queen's University. Key Takeaways by Time! How David's perspective on sales formed similar to engineering only with human variables (4:00) If we want to see how we sell well we have to attune ourselves to the way people buy (6:29) 3 Things Jay would focus on if he was coaching sales people as a sales sensei (9:54) Why you can learn empathy and how (12:30) Why ROI is confused with Value (17:54) Knowing where peoples head might be at (28:05)
Connect with David https://cerebralselling.com/ (David's Website) https://www.linkedin.com/in/dpriemer/ (LinkedIN: ) https://www.youtube.com/c/CerebralSelling (David Youtube)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Being present is an essential part of not only understanding ourselves better but it can actually help you in sales. Jay Abbasi has had an extremely vibrant career path. He was a sales training manager for Tesla supporting over 550 employees in 24 states. He realized that his calling was in going out on his own to help sales people and organizations become more productive. He uses mindfulness coaching to help people build resilience, avoid burnout, and persevere in their workplaces. He is a inspiring voice on LinkedIN and a warm communicator. You'll learn how the heck mindfulness can help you in sales and why it's not just meant for monks in a temple. You'll learn how to better relate to your emotions and tactics for being fully present in your interactions. If you're curious how mindfulness applies to sales and also how it's uniquely human. Listen on! Key Takeaways by Time! Jay's story of how he felt drawn to the concept of mindfulness as a life calling (3:30) Ways you can better understand what someone is feeling (6:07) Jay's definition of sales built around problems/result (18:43) The importance of trust in sales and what all great sales people do (21:58)
Connect with Jay: https://jayabbasi.me/ (Jay's Website) https://www.linkedin.com/in/jayabbasi/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Jules White is an award winning international sales consultant with over 30 years of business and sales experience. Working in many different sectors selling everything from baby products to stainless steel to Yellow Pages she has also experienced every job role within sales, from telesales through to Sales Director and has a wonderful breadth of knowledge and experience to bring to her work. She also secured investment from Peter Jones in the BBC’s Dragons’ Den, which is the ultimate pitch to win! She's an author, a business owner, and a TEDX Speaker. This episode we focus on how the same skills that serve us well in our lives are the same skills that serve us well in sales. People truly buy people and they buy people who truly get to know them. Jules instincts are always to get to know the human behind the sale and she'll help you unlock the language and mindset you can use to go deeper and build more lasting connections in all facets of your life. Key Takeaways by Time! Our uniqueness is the best thing we have as human (6:15) What is magic and how it's defined by the audiences mind (6:11) Defining what it means to be human (7:18) Story of what she learned from her Dad (10:00) Conversations about our Dads (15:00) Life Skills are sales skils and why (17:35) Why you let the buyer be in charge (19:57) Story of patience and being gentle with a large sale (23:32) Touching story about her and her son (29:50) Live it/Love it/ Sell It Methodology - 35:06
Connect with Jules: https://liveitloveitsellit.co.uk/ (Jules Website) https://www.linkedin.com/in/juleswhite134/ (LinkedIN: ) https://www.youtube.com/watch?v=qAmeovbzr8U&feature=youtu.be&autoplay=1&mute=0 (TEDX Talk)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Adam Wilber is a master magician, best selling author, entrepreneur, 3X time TedX speaker, and he's appeared on numerous TV shows to perform magic. His most famous appearance was on stage with the show Penn and Teller "Fool Us" where he successfully fooled magicians Penn and Teller. We talk about how great magicians are really leading their audience through a story much like salespeople are. At it's core magic is a performance art that exists in the mind of the viewer and you'll learn a lot of same techniques that Adam uses to draw people in to him can apply when you're influencing change. Key Takeaways by Time! How Adam got in to Magic. Or how it got into him (2:30) What is magic and how it's defined by the audiences mind (6:11) Disconnecting from reality that allows people to realize what they know to be true doesn't necessarily have to be true. That's a powerful thing you can give to help people grow (8:42) How do you find your creativity? (11:47) Magic as a journey. Not telling but the experience (16:00) Magic, Sales, and Tricks. You're showing someone to a door to help them see what's on the other side. (28:21)
Connect with Adam https://www.instagram.com/adamwilber/?hl=en (Instagram) https://www.adamwilber.com/ (His website) https://www.linkedin.com/in/adam-wilber-76a878101/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: This is a little shorter one this week but you get to meet Evan Carlton. His parents knew he'd be destined for a career in sales when he started a business up selling kids in his cafeteria for extra lunch tickets. So he's had to talk his way out of the principals office at times. That same skill has helped him develop a really successful career as a Sales Development rep in Silicon Valley. He's also grown sales development teams and now trains sales development reps. Key Takeaways by Time! Evan's definition of sales (3:30) Story of selling in his elementary school cafeteria and how those skills serve him well now. (8:24) What are people with great sales instincts doing? (15:18) The one trait that any persuasive person has (21:48)
Connect with Evan https://www.linkedin.com/in/theevancarlton/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Have you ever wondered how to be inspiring? Why are we drawn to inspirational people and what about them makes us inspired to create change in our own lives. Erik isn't a trained sales person but people are drawn to him because of his inspiring story and I wanted to dig into the concept of inspiration and also accepting people and opportunities for who and what they are. Erik Eklund is a corporate leadership speaker and founder of Connecting Humans. He speaks to crowds to encourage them to do what they believe it and not to judge each other due to our differences. He looks different than most people from Sweden. That's because his parents adopted him from Columbia where he was found by a man on the doorstep of a church. He doesn't set out to be inspiring, he sets out to be honest and share what he believes in. He'll help you find the things in your life that might be inspiring to others. You'll also learn a mindset that will help you not only sell like a human but you'll find inspiration from your own story and connect with humans because of it. Key Takeaways by Time! Erik's Values in life (trust, care, purpose, joy) - 4:30 Story about adaptin to different cultures 6:54 Importance of the concept of acceptance 15:45 How to be inspiring to others - 25:17
Connect with Erik: https://www.linkedin.com/in/storiesoferik/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: Alison can always be spotted by her pink blazer and her truly effervescent personality. She's passionate about simplifying sales and trains entrepreneurs in the UK on the necessary sales skills of a business owner. She's an author and a TEDEX speaker that frequently teaches on sales concepts that can be universally applied. You'll find out how she overcame dyslexia to become successful in sales. How to adapt your sales approach to appeal to people that may not look or think like you. And you'll understand how when people come to ideas themselves, that's really the biggest key to sales. Key Takeaways by Time! Why customer service and sales are really the same thing. (6:00) Why most people make sales complicated. (9:47) What does she describe is the magical dance of sales? (10:02) Sales is about a WE THING (15:04) What's one thing that can only hapen to you? Story of her walking into 10 Downing Street! (36:04)
Resources https://www.amazon.com/Chimp-Paradox-Management-Program-Confidence/dp/039916359X (The Chimp Paradox - Dr. Steve Peters) Connect with Alison https://www.linkedin.com/in/alison-edgar/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary: If you've ever caught even a few minutes of the award winning TV series "Shark Tank", where entrepreneurs are seeking investment from the likes of Mark Cuban, Daymon John, Barbara Corcoran, Kevin O'Leary, and Robert Herjavec, then you know how nerve racking it can be and you see how there's only a short amount of time to get people to buy in to you. Meghan Reilly and her sister Sarah Nuse pitched the Sharks on their franchise dance business and they did extensive research on them. In this episode, you'll learn from a business owner how she distinguishes her business on personal impact, how to get people to buy in to you quickly, and the definition of what action really means. All from the perspective of a successful entrepreneur. Key Takeaways by Time! What makes her business unique. Why the world needs Tippi Toes "It's not about teaching kids to point. It's giving them confidence, showing them that making new friends, and staying active is fun. (7:44) The foundation of what they get to teach kids. (9:30) Why do Shark's buy? Why did they land a deal? (17:50) About being self aware. How to do it? "Put your blinders on and quit looking at other people" (21:24) Defining the word action. How do entrepeneurs define action? (3:41)
Connect with Meghan https://www.linkedin.com/in/meganlreilly-tippitoes/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Summary Have you sometimes wondered how people deploy an ability to sell really well throughout all aspects of their lives? In this episode, Rana Kordahi comes on to break down this concept. Rana runs a few different businesses teaching people sales skills. In Australia, she heads up a business to help unemployed people break into the workforce by selling themselves and teaches sales to people who have no formal background in the sales profession. She is also a powerhouse on LinkedIN, with over 40,000 followers, she has connected with people around the globe by being curious, kind, giving, and providing value. Our discussion dives into how sales can show up in all areas of your life and how you can apply sales frameworks to your interactions with all people. Key Takeaways by Time! Using frameworks of her sales coaching throughout life (8:43) How selling can change the course of your life and make the world better (10:27) Story of her family getting sent back from Cyprus where sales skills may have helped (11:28) Not everyone has time to be your best friend, concentrate on instincts on cultivating relationships (23:20)
Resources: https://www.youtube.com/watch?v=lKedDUV8MO0&feature=youtu.be (Rana's TED EX Talk) https://medium.com/@ranakordahi/6-tips-on-dealing-with-rejection-when-selling-6bc8642e9994 (6 Tips on Dealing With Rejection in Selling,) Medium - 2018 Connect with Rana! https://www.linkedin.com/in/ranakordahi/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Brief summary of show: Think back on great managers you've worked for. They were probably people that would influence you to follow them wherever they went or you kept in touch with them as you've moved jobs. That's Taylor Howard. She's a Retail Operations Manager for H and M and she will teach you subtle ways to build influence. We talk about how she intently tries to learn about people on her team and strategies on growing influence without specifically trying for it. Influence will sell people on you over the longterm and Taylor is a great example of how! She sure influenced me to ask her to come on! Key Takeaways by Time! Story of her moving from Wisconsin to LA to become an actress (3:08) The people you influence the most might never tell you. Really moving story from her career (7:30) What excites her about leadership (14:37) How she sells teammates ideas to exec leadership (21:11) Story of how she inspired her team by challenging their future goals (25:17) Something that could only happen to Taylor (33:12)
Connect with Taylor! https://www.linkedin.com/in/taylorhow/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Quick summary: Denis Champagne's bubbly last name describes him well. He's built a 35 year career in professional sales on a foundation of integrity, enthusiasm, and persistence. His journey in sales is also rooted in his faith in Buddhism. In this episode, you'll learn how his Buddhist practice has helped him connect on a human level with executives. You'll also hear how Denis came back from life crushing personal events to lead a call center, start a sales coaching business, and lecture to MBA students on principles of sales. Key Takeaways by Time! 3:30 - 2 Values That Make Up Denis 5:06 - Why enthusiastic people don't always have to jump up and down 6:40 - Importance of Mental and physical posture. 18:38 - How has Buddhism framed his approach to sales. 21:20 - Zig Ziglar quote - You can't be one type of person and another type of sales person. You are who you are. 25:30 - Look from inside you if you can't go outside. Virtue is inside of you. 26:16 - Create pillars of discipline in your life. Build on them. Connect with Denis! https://www.linkedin.com/in/denis-champagne-47419a2/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Quick summary: Joe Kwon will say he's not a sales guy, he's a human connection guy. He's a Global privacy attorney for KPMG and he's also made a career writing books and producing content on human connections and most recently on charisma. This one really focuses on the dynamics of what human connections are all about at their core. We also discuss the myths behind the concept of charisma and how we can all unlock the charisma that we're all capable of. Even if you think you're not that charismatic of a person. It can even help those that may think of themselves as ultra charismatic to be more thoughtful on the concept of charisma. Key Takeaways by Time! How we both define value (7:41) Concept of Human Connection As Gears (8:30) Two things you can apply to never buy another self help book. (11:03) How you compare you past, present, and future stories to grow (18:48) Applying Principles from Never Split the Difference and Ego, AUthority, Failure (27:10) The Most Human Email Subject Line Ever (31:24)
Resources: YouTube channel: https://www.youtube.com/channel/UCmSC7_veHdshx5Y8ukZHQgQ (https://www.youtube.com/channel/UCmSC7_veHdshx5Y8ukZHQgQ) Learn Forbes article on Charisma https://www.forbes.com/sites/amyblaschka/2019/10/22/research-says-this-is-how-to-become-a-more-charismatic-leader/#8b472a6df41d (https://www.forbes.com/sites/amyblaschka/2019/10/22/research-says-this-is-how-to-become-a-more-charismatic-leader/#8b472a6df41d)
Unlock Your Charisma: https://www.amazon.com/dp/B07WGBJ9T3/ref=sr_1_1?keywords=unlock+your+charisma&qid=1565689488&s=gateway&sr=8-1 (https://www.amazon.com/dp/B07WGBJ9T3/ref=sr_1_1?keywords=unlock+your+charisma&qid=1565689488&s=gateway&sr=8-1)
Unlock Your Charisma available on Audible https://www.audible.com/pd/B0889YVCMM/?source_code=AUDFPWS0223189MWT-BK-ACX0-195466&ref=acx_bty_BK_ACX0_195466_rh_us (https://www.audible.com/pd/B0889YVCMM/?source_code=AUDFPWS0223189MWT-BK-ACX0-195466&ref=acx_bty_BK_ACX0_195466_rh_us)
Unlock Your Executive Presence: https://www.amazon.com/Unlock-Your-Executive-Presence-Feel-ebook/dp/B088DQQCWN/ref=mp_s_a_1_2?dchild=1&keywords=unlock+your+executive+presence&qid=1589218836&sr=8-2 (https://www.amazon.com/Unlock-Your-Executive-Presence-Feel-ebook/dp/B088DQQCWN/ref=mp_s_a_1_2?dchild=1&keywords=unlock+your+executive+presence&qid=1589218836&sr=8-2) Listen “Why It Works” podcast: http://www.patreon.com/whyitworks (www.patreon.com/whyitworks) "The BIG LIE" podcast: http://www.joekwonjoe.com/biglie (www.joekwonjoe.com/biglie) Connect with Joe! Email: joe@connectioncounselor.com Twitter: @cnxcounselor LinkedIn: http://linkedin.com/in/joekwonjoe (linkedin.com/in/joekwonjoe) Website: http://www.connectioncounselor.com/ (www.connectioncounselor.com) Free guides: http://www.connectioncounser.com/freestuff (www.connectioncounser.com/freestuff) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Brief summary of show: Chris is a master story teller. He doesn't just craft a good story, he's passionate about helping other people discover their own unique story. He's a full time B2B Sales person and he's also a coach with The Sales Rebellion. He's authored a book to help anyone look deeply at their lives and own their own Story. He goes to some deep places on this podcast to help us all unlock our stories we haven't told, use our vulnerability as a super power, and create a space for people to become vulnerable with you. Key Takeaways by Time! How we reflect on the superpowers inside of us (2:28) What's the story that people will tell about Chris Watson long from now when you're not here? (5:27) Why the word potential is a myth (11:03) How you compare you past, present, and future stories to grow (15:52) How do you penetrate people who have their guards up? (20:00) The Power of community (23:15)
Resources: "Culture Code" by Dan Coyle Earn Your Story - Chris Watson - https://www.amazon.com/Earn-Your-Story-Chris-Watson/dp/1720858616 (Amazon) Connect with Chris! https://www.linkedin.com/in/sarah-marie-marketing/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Brief summary of show: A nurse is someone that makes connections with people every day and they can teach us al ot about little ways to understand people. Stephanie Kershner works at a hospital in Pennsylvania as an RN in Interventional Radiology and she's also worked as a trauma ICU nurse. This episode she goes into how she helps change the dynamic when someone may not initially want to work with you. She discusses what she does with patients and doctors to build trust in her. We can all learn from her experience and selfless purpose! Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it Taking interactions and finding commonalities (2:52) Find ways to show people they matter. Even little ways to show people, I see you, it matter (6:47) Overcoming roadblocks when people make assumptions about you. (10:41) If you know something, you have to be willing to say something. That has to come with being humble. (19:07)
Resources: If you want to show some Gratitude to a nurse, buy them a cup of coffee with Stephanie's campaign: Link: https://www.instagram.com/sbkershner/ (https://www.instagram.com/sbkershner/) Connect with Stephanie! https://www.instagram.com/sbkershner/ (Instagram)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Brian has had a successful sales career that's spanned the food service distribution industry, heavy duty trucking parts, and pharmaceuticals. He's had numerous achievements and milestones throughout his career. He currently also hosts the Intentional Engourager podcast. We talk alot in this one about the meaning of the best pieces of advice his Dad ever taught him - People Buy from People. There's alot of great stories told throughout and practical ways to build deep connections with those you're seeking to know on a purely human level. We talk sports, the craziest thing a client ever said to him, my most fulfilling client sale (that didnt include money changing hands). And also how we both successfully connected and have failed at connecting with celebrities we've met. Find out how Brian got Coach K from the Duke Blue Devils to sign a book for him at the end!
Brief summary of show: I met Sarah from her genuinely human reply to my connection request on LinkedIN. She is a brand consultant with Jack Nadel Consulting. She advises companies on unique, effective, compelling ways to connect their brands to their customers in memorable ways. Her approach is very much about providing value to everyone she comes in contact with. Not only targeting value to her prospective clients. She wants to help people even it's not immediately evident how it comes back to her immediately. She shows you in this episode how to create more genuine connections on LinkedIN, finding success in not targeting your ideal customer, and breaks down a framework for why you should develop your personal brand. Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it Not building a logbook of sales, building relationships (2:52) How to being a consultant can come back to you (5:00) Killer personal framwork for LinkedIN Connection Requests and Responses (6:11) Not trying to sell, just getting to know who you are (14:06) Framework for personal branding for sales and non-salespeople (19:02) Aligning your prospecting to your personal brand (24:48)
Resources: Raquel Burress - True to You Personal Branding https://www.linkedin.com/in/raquel-borras%F0%9F%A6%8B-9a846697/ (Her LinkedIN) Connect with Sarah! https://www.linkedin.com/in/sarah-marie-marketing/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Brief summary of show: If you read or listen to anything from Dale, you can feel immediately that you're listening to a man with an enormous heart. He's been enormously successful in his sales career, a LinkedIN Sales Star with over 30,000 followers, a CEO of the Sales Rebellion, and he's leading a movement to change the game in the sales industry. With all those accolades, he finds his greatest fulfillment in his walk on this earth by living a legacy of loving others, and community forged in him by his father, Curtis Dupree. This conversation flew by but packs so much of a punch. He understands how people emotionally buy in to you. Not on a superficial product level but on a deep personal level. Choose legendary in life and how to find the legendary human being inside of you that you were always meant to be. This episode will help you on that path. Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it)(7:03) Dale's definition of what makes up a good person (3:00) How you can intertwine your faith with business (9:28) Leading with love with all humans (12:04) Breaking down the barriers that divide us while deeply touching others lives (13:12) Aptitude and Experiences Influece Interactions (17:00) Why the word Business is really a "cop-out" (21:33) Changing expectations of sales (27:06)
Resources: TED - Nancy Byers. How to Heal By Carrying Your Grief https://optionb.org/build-resilience/video/beyond-closure (https://optionb.org/build-resilience/video/beyond-closure) Connect with Dale! https://www.linkedin.com/in/copierwarrior/ (LinkedIN: )
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )
Brief summary of show: This episode features Leslie Mizerak. She is in Human Resources by trade but she's been in front of crowds of HR people to speak to declare that everyone in business today is in sales. She believes everyone has a responsibility to promote their organization and everyone is an ambassador for the business. Especially in Talent Acquisition. We had a great conversation to unpack her style of how she get's CEO's to listen to her in coaching and how she's influenced a movement with Disrupt HR Orlando. Her ability to listen, find commonality, and build community is why people are so drawn to Leslie. Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it) How Leslie approaches presenting new ideas to CEO's in her coaching practice. (7:03) Definition of a go-to person. What can you do to be seen as a go-to person within your workplace. (9:44) Her approach to active listening. What are some questions you can ask and a strategy to learn from (16:26) How one CEO transformed his relationships with his team by finding a commonality that was right under his nose (16:00) What can "non-sales" people practice to gain influence and what can trained sales people do to build stronger connections to people.
Connect with Leslie! LinkedIN: https://www.linkedin.com/in/lesliemizerak/ (https://www.linkedin.com/in/lesliemizerak/)
Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: )
https://stories-of-selling-human.captivate.fm/ (Website: )
Brief summary of show: Jack Wilson was such a pleasure to talk to. He is a Director of Franchise Development for Cinch IT. He coaches sales reps and helps franchise owners grow their businesses. There are so many quick bites of advice that Jack gives here that can universally apply to anyone in business and he defines what true human focused sales is all about. Jack is our first B2B sales pro and while his career defines him as in sales, he most certainly isn't doing what "most sales people" do. Anyone can learn from this one. We talk a lot about the importance of self reflection on your intent with others. Are you driven by your needs and agenda or theirs? There's so much power in developing a "themselves" strategy. Being curious enough to understand what someone else wants so well that your role is only to empower them to do it for themselves not for you. You don't force, push, or try to help or change them. You help them, help themselves. Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it) Definition of sales people. What do "most sales people" do and how are they like "non-sales" people (3:03) Why our intentions are so important. Defining what our true intentions should be in sales and how to better align that with individuals (17:14) The cumulative effect of doing what you say. How that strengthens your relationships (19:55) What can non-sales people do when they need to sell something at work? Replace the word sales with help. Approaching others with a help always mindset.
Connect with Jack! LinkedIN: https://www.linkedin.com/in/jackdwilson/ (https://www.linkedin.com/in/jackdwilson/)
Connect with Us! LinkedIN: https://www.linkedin.com/company/53108426/admin/ (https://www.linkedin.com/company/53108426/admin/)
Website: https://stories-of-selling-human.captivate.fm/ (https://stories-of-selling-human.captivate.fm/)
Brief summary of show: Cameron Schmidt is our first non traditional salesperson I interview. He does a lot of things that most wouldn't consider sales. He's event manager and supervisor, he build basketball courts, he organizes online communities, and he's an endurance athlete. By endurance athlete, he's run 100 miles in one sitting!! He's also trained the Grammy nominated music artist, Mike Posner, to complete his walk across the United States! Mike walked from NJ to Colorado. This was fun. Cam has such an interesting story. He's ultra curious about people and we talk about ways to find that curiosity in people and what you can do to find it in yourself. We also talk about not only ways to convince yourself of things but how remaining curious can help convince others to do some really amazing things. Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it) How moments in your life can convince you to do big things and be a catalyst for you (12:28) How do you convince people to see the world that you see, without hurting your relationship? (17:14) How should we approach people that ask us for all the answers? Defining how we give advice to others. (20:15) What convinced Cam to run 100 miles in one sitting and how he ultimately execute it? Adjusting your mindset to convince yourself of accomplishing really big goals (34:10)
Resources Mentioned Build Your Life Resume Group (https://jesseitzler.com/BYLR/ (https://jesseitzler.com/BYLR/))
Connect with Cam! LinkedIN: https://www.linkedin.com/in/cameron-schmidt-76589256/ (https://www.linkedin.com/in/cameron-schmidt-76589256/) IG: https://www.instagram.com/cam8schmidt/?hl=en (https://www.instagram.com/cam8schmidt/?hl=en)
Connect with Us! LinkedIN: https://www.linkedin.com/in/alexcsmith/ (https://www.linkedin.com/in/alexcsmith/) Twitter: IG: Website:
Brief summary of show: Tabitha Cavanagh is a talent strategy recruiter that facilitates unlikely connections so that leaders get their time back. We talk about how your mindset of genuinely being there for others will cause others to connect and listen to you. She shares how her story of adversity has shaped her and the perspective its given her when she interacts with people. She believes in people over everything and it shines through in this episode. Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it) The approach of viewing interactions through the lens of coming "Full Circle" (5:09) Being excited for challenges by knowing something good is on the other side of it (12:36) Changing your message to fit the current environment you're in. (22:16)
Media Resources Mentioned LinkedIN
Connect with Tabitha! LinkedIN: https://www.linkedin.com/in/tabtherecruiter/ (https://www.linkedin.com/in/tabtherecruiter/)
Connect with Us! LinkedIN: https://www.linkedin.com/in/alexcsmith/ (https://www.linkedin.com/in/alexcsmith/) Twitter: IG: Website:
Welcome to the podcast! I take a quick 5 minutes to explain what drove my curiosity to start this podcast and what you'll hear in upcoming episodes. You'll be hearing from some really amazing people who I see tapping into what makes them human to persuade, convince, and influence others. Stories from sales and non sales people on how they connect with others. I so look forward to having you here and hearing from you. Please connect with me if we haven't already. https://www.linkedin.com/in/alexcsmith/ (https://www.linkedin.com/in/alexcsmith/)