Authentic Sales Leader: Recent Episodes
Collin Mitchell
The Authentic Sales Leader podcast is brought to you by Humantic AI. Each week we bring on sales leaders to dive into their leadership journey to share their success and hurdles in being an authentic sales leader.
In this episode, we are joined by Ray Drew, the managing business development officer for Fund-Ex Solutions Group. Ray is considered a thought leader in the SBA lending space and also hosts the Art of SBA Lending podcast. In this episode, we will dive into Ray's background, the concept of SBA lending, his success in the industry, and his unique approach to differentiation and personal branding.
Ray's journey in the financial services industry began after he completed his marketing degree in college. Initially, he had no intention of pursuing a career in sales, but a marketing internship at an SBA lender opened his eyes to the world of small business lending. He quickly fell in love with both SBA lending and sales. Ray attributes a significant part of his success to the habit of reading books. In his early years, he read multiple books on sales and marketing, constantly seeking ways to improve his skills and knowledge.
SBA lending, according to Ray, involves lending money to small business owners for various purposes such as buying businesses, buying out partners, or purchasing real estate for their businesses. It is a niche industry but plays a vital role, especially in the M&A activity happening in the business world today. SBA loans can finance transactions up to $5 million, making them attractive to small to medium-sized businesses.
When it comes to differentiating himself from other SBA lenders, Ray emphasizes the importance of personal branding and education. By establishing himself as a thought leader through his podcast and YouTube channel, Ray has not only gained a following but has also built trust and credibility in the industry. His content provides valuable information that helps potential borrowers and referral sources understand the complexities of SBA lending. Ray believes that customers today have the power to do their own research, and by offering educational content, he is able to stand out from the competition.
As a player-coach, Ray also shares his insights and strategies with his team. He believes in hiring high-performing individuals who do not require excessive coaching. He encourages his team members to establish themselves as thought leaders and provides them with the freedom to explore their own growth paths. Ray's approach to leadership focuses on empowering his team rather than micromanaging their every move.
Referrals play a significant role in the SBA lending space, and while many professionals shy away from asking for referrals, Ray sees the value in it. He suggests asking for referrals at appropriate moments, such as when a problem has been solved for a customer or during the closing of a deal. By highlighting the positive outcomes and emphasizing the value they provided, SBA lenders can position themselves as trusted resources for potential referrals.
Ultimately, success stories for Ray come from helping individuals achieve their dreams of business ownership. He shared a heartwarming story of a receptionist who worked her way up to become a manager and eventually purchased the salon she worked at. These stories showcase the impact SBA lending can have on individuals' lives and solidify Ray's satisfaction in his career choice.
In conclusion, Ray Drew's journey in the SBA lending industry, coupled with his focus on personal branding and education, has propelled him to become a thought leader and successful sales professional. By sharing his knowledge and experiences through his podcast and other platforms, he has been able to differentiate himself and build a strong reputation in the industry. Ray's approach to leadership and his commitment to empowering his team further contribute to his success. Through his stories and insights, we can all learn valuable lessons about authenticity and success in the sales industry.
If you enjoyed this episode, make sure to check out the Authentic Sales Leader podcast and share it with others who may find it valuable. Remember, success comes not just from sales skills, but also from being authentic and providing value to customers and the industry as a whole.
# The Journey from Account Executive to VP of Sales: Insights from Max Tipton
Are you an aspiring sales leader looking for guidance and inspiration? Look no further! In this episode of the Authentic Sales Leader podcast, host Jeff Kirchick interviews Max Tipton, the VP of Sales at Paperless Parts, a fast-growing tech company based in Boston. Max shares his journey from being an Account Executive (AE) to becoming a successful sales leader. His story is filled with valuable insights and practical advice for anyone looking to make a similar transition. So, grab a notebook and a pen and get ready to learn!
Max Tipton's journey from AE to VP of Sales was not without its challenges. As he reflects on his transition, Max highlights the importance of having a growth mindset and being open to new opportunities. He attributes his success to the mentorship and guidance he received from Mike Stankus, who he considers the "Bill Belichick of sales." Mike instilled in Max the fundamentals of sales and held him accountable for results, which laid the foundation for his future leadership role.
One of the key takeaways from Max's journey is the importance of curiosity and tenacity in sales. He emphasizes the value of asking questions and understanding why things work the way they do. Curiosity helps sales professionals gain insights and knowledge that can be instrumental in their roles. Additionally, tenacity is crucial for salespeople who are passionate about their work and willing to go the extra mile to achieve their goals.
Max also highlights the significance of authenticity in sales leadership. He believes that great sales leaders bring energy, confidence, and a genuine desire to help their team succeed. They inspire and motivate their team members, even when they may not believe in themselves. Authentic sales leaders also excel in explaining the "why" behind decisions, fostering buy-in and alignment within the team.
In terms of sales hiring, Max looks for candidates who demonstrate curiosity and tenacity. He values individuals who ask meaningful questions and have a genuine interest in the problems their organization is solving. During the hiring process, Max assesses candidates' research and preparation, ensuring that they have a solid understanding of the company and the industry. This attention to detail helps filter out candidates who are not genuinely interested, resulting in a more qualified pool of applicants.
When it comes to being a good leader, Max believes that energy and confidence are vital. Sales leaders should inspire their team members to believe in themselves and their ability to accomplish challenging goals. Additionally, explaining the "why" behind decisions and fostering authenticity within the team are key attributes of a great sales leader. Building mutual respect and trust allows the team to collaborate more effectively and achieve better outcomes.
Max also discusses the impact of artificial intelligence (AI) on the sales community. He highlights the benefits of AI tools such as Chat GPT and Bard in enhancing sales go-to-market strategies. These tools assist sales professionals in gathering data, analyzing trends, and optimizing their processes. Max envisions a future where organizations have their own AI solutions that tap into internal data and provide valuable insights for driving revenue.
Finally, Max addresses the challenge of knowing when to walk away from a deal. He emphasizes the importance of having a well-defined Ideal Customer Profile (ICP) and qualification criteria. By setting clear boundaries and understanding the cost of inaction for the customer, sales professionals can identify the right opportunities to pursue. It's crucial to avoid investing too much time and effort in deals that are unlikely to close, allowing salespeople to focus on high-potential opportunities instead.
Max Tipton's journey from AE to VP of Sales provides valuable lessons for anyone looking to pursue a career in sales leadership. His emphasis on curiosity, tenacity, authenticity, and effective leadership resonates with aspiring sales leaders. By embracing these qualities, seeking mentorship, and leveraging AI tools, sales professionals can navigate their careers successfully and achieve their goals.
Are you ready to embrace the journey and become an authentic sales leader? Take inspiration from Max Tipton and embark on your own path to success!
Join host Jeff Kirchick as he interviews Brian Lamanna, a senior mid market account executive at Gong. In this episode, Brian shares his story of how he built his personal brand as a sales professional through authentic storytelling and engagement on LinkedIn. He discusses the importance of adding value, staying consistent, and being genuine in his interactions with the sales community. Brian also offers insights on the future of Conversational and Revenue Intelligence, the role of AI in sales, and how to successfully leverage technology while maintaining a human touch.
Background and Journey into Sales
Brian Lamanna, originally from Chicago, attended Indiana University with a focus on business. Originally a marketing major, Brian made a pivot into sales after attending a sales workshop at his fraternity. Intrigued by the potential of sales, Brian interned at Anheuser-Busch and learned both the positive and negative aspects of sales. From there, he explored opportunities in the tech industry and eventually joined Gong two years ago.
Building a Personal Brand
One of the highlights of Brian's career is his ability to build a strong personal brand through his engaging content and social media presence. He started posting on LinkedIn roughly a year ago, initially sharing company-related content. However, he soon realized the potential of sharing his own experiences and insights in sales. Brian's goal was to post once a week, gradually increasing the frequency, and engaging with others' content to build a network. Over time, his posts gained more traction, opening doors to new connections and opportunities.
The Power of Authentic Storytelling
Brian emphasizes the importance of authenticity in storytelling, especially in the sales process. He believes that automation and mass messaging cannot replace the genuine connection between salespeople and their prospects. Brian cites a specific example where he used authentic storytelling to address objections related to call recording. Drawing from his own experience of initially questioning the value of Gong's technology, Brian shared his personal journey and the positive outcomes he experienced. By connecting with his prospects on a human level, he was able to gain their trust and address their concerns effectively.
The Future of Conversational Intelligence and AI in Sales
As a sales professional in the conversational intelligence space, Brian discusses the rapidly evolving landscape and the rise of new competitors. However, he sees this increased competition as a positive sign, indicating the importance and potential of the industry. Brian envisions a future where sales tech tools, such as conversation intelligence, forecasting, and sales engagement, become integrated into one holistic platform. By streamlining these processes, sales reps can work more efficiently and effectively, ultimately closing more deals.
Additionally, Brian explores the role of artificial intelligence (AI) in sales. While AI can enhance sales efficiency by automating tasks such as call follow-ups and CRM updates, he urges sellers to strike a balance. Leveraging AI should not replace the human element in sales but rather complement it. Crafting personalized emails, conducting research on prospects, and sharing genuine stories are still vital components of successful sales strategies.
Key Takeaways
Brian Lamanna's insights emphasize the importance of authenticity in sales and personal branding. By sharing genuine stories, sales professionals can establish trust, address objections, and differentiate themselves in a competitive market. Building a personal brand through engaging content and leveraging social media platforms can open doors to new connections and career opportunities. Looking toward the future, the integration of sales tech tools and the careful use of AI will enhance efficiency and productivity for sales teams while still valuing human interaction and storytelling.
In conclusion, the journey of Brian Lamanna showcases the power of authenticity, personal branding, and leveraging technology in the sales industry. By following his example, sales professionals can navigate the evolving sales landscape, build stronger connections with prospects, and achieve long-term success as authentic sales leaders.
LinkedIn: https://www.linkedin.com/in/brianlamanna/
Jeff's ebook: https://www.amazon.in/Authentic-Selling-Principles-Sales-Everyday/dp/1735956902
Richard Harris is the founder of The Harris Consulting Group and co-founder of Surf and Sales, a one of a kind micro sales conference. He is the author of the ebook "Owning Your Job Search: Your step by step guide from application, to interview, to salary".
He is also a 3x winner of the “Salesforce Sales Leader to Follow” award.
Richard Harris: On being Authentic and real
“I do think you need to be authentic to yourself and who you are. For me, you know me long enough to know, I've always been an advocate for mental health. I know where it comes from, which then makes it easier for me. A lot of people are just authentic, and they don't necessarily have the deeper personality challenges where I think it came from. Right.”
Richard Harris: On making content consistently
“I post because I think it's helpful for other people. And I don't go down that silly path of, well, if we just help one person, it's more like my intent is that if I put something out there, I hope it helps more than one person. I would think that it does. When I do certain topics, mental health in particular, those work really well when I talk about negotiation, severance pay, those kinds of things.”
Richard Harris: On diversity in the field of AI and sales
“I try to talk to different thought leaders. The other day, I was looking for women who know more about AI and sales because every time I see a panel, it's a bunch of guys. And so I'm kind of annoyed by that. And I'm like, well, who are these women? Where's the diversity? So I think one misconception is that it's male dominated. I don't even think people are conscious of it, although maybe the men aren't conscious of it. I would assume other people are of different backgrounds. So I think that's a misconception, that it's only smart men who know about it.”Linkedinhttps://www.linkedin.com/in/rharris415/
Ebook
https://www.amazon.com/Owning-Your-Job-Search-application-ebook/dp/B08TQHBVQF
Carson Heady is the Sales Director at Microsoft , an 8X CEO Award Winner, and a Best-Selling Author.
Being consistently ranked among the Top 20 Sales Gurus in the world is a testament to Carson's unrivaled expertise and influence in the sales industry. His impact extends to the realm of digital platforms as well, as he is ranked in the Top 50 Sales Authors on LinkedIn.
Carson Heady: On what does it mean to be an Authentic Sales Leader
'It's being human, it's meeting people where they are. It's really understanding how do I build this foundation of trust and transparency with my team? I think where I've been able to help teams is letting them know through wins and often losses how I've gotten the experience that can help them see around corners. So authentic leadership is really all about meeting people where they are staying at the pulse of your team, understanding what matters to them and what makes them tick, being human and not feeling this compulsion to be the hero. You're the hero maker now. And so I think those are the principles that are really key to me."
Carson Heady: On Social Selling
“You and I have talked many, many times about the value that I've gotten out of social selling, using all of the tools possible at your disposal. A lot of them being LinkedIn tools like Humantic AI, other tools that create and nurture relationships based on arming yourself with intel, but also helping, you know, who do I reach out to? Who are the influencers? Who are the movers and shakers, and also who influences them. Because I can't control who's going to respond to me. I got to figure out, okay, what matters to these people? How can I deliver value from my unique position? And then I'm very diligent, I'm very responsive, very communicative. And it's all about winning the business for them so that they see the value in what you bring.”
Carson Heady: On how selling has evolved
“The ecosystem looks so different. You are negligent if you're not evolving to incorporate and assimilate some of these new tools into your arsenal. Not all of them are going to work in every scenario. But I think that's why and this is going to be personal to you. You've got to go out and figure out what should be in your tool bag, what should be in your golf bag, what clubs are you taking out there to play. Those things are super important because it's all about intel. We have to arm ourselves with information.”
Linkedin
https://www.linkedin.com/in/carsonvheady/
@cvheady007