Sell By Being Human (Alex Smith)
Explorez tous les épisodes de Sell By Being Human
| Date | Titre | Durée | |
|---|---|---|---|
| 30 Apr 2024 | The Magic of Human Connection - Brian Miller, Magician, TEDx Speaker, Author | 00:53:34 | |
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 Connect with Us! | |||
| 04 Aug 2021 | The Meaning of "To Sell is Human" - Dan Pink, 2X NY Times Best Selling Author | 00:42:56 | |
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 Connect with Us! Key moments: | |||
| 08 Jul 2020 | Unlocking Charisma - Joe Kwon, The Connection Counselor and Associate Director Global Privacy at KPMG | 00:50:01 | |
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!
Resources: YouTube channel: https://www.youtube.com/channel/UCmSC7_veHdshx5Y8ukZHQgQ Learn Forbes article on Charisma
Unlock Your Charisma: Unlock Your Charisma available on Audible
Unlock Your Executive Presence: Listen “Why It Works” podcast: www.patreon.com/whyitworks "The BIG LIE" podcast: www.joekwonjoe.com/biglie Connect with Joe! Email: joe@connectioncounselor.com Twitter: @cnxcounselor LinkedIn: linkedin.com/in/joekwonjoe Website: www.connectioncounselor.com Free guides: www.connectioncounser.com/freestuff Connect with Us! | |||
| 14 Apr 2023 | Why Being Human in Sales is a Differentiator - Jen Allen-Knuth, Head of Community Growth, Lavender | 00:40:30 | |
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. Connect with Jen Connect with Us! | |||
| 23 Feb 2022 | Ditching Buzzwords, What is Selling with Your Authentic Self? - Brent Keltner, CEO, WinAnalytics | 00:46:02 | |
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! Connect with Us! | |||
| 07 Jun 2023 | How A Mentalist Reads People - Oz Pearlman, Mentalist, AGT Finalist, Entrepreneur | 00:37:07 | |
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 Connect with Us! | |||
| 04 Dec 2024 | Why You Don't Sell To People, People Sell Themselves - Chris Caldwell | 00:44:53 | |
Summary: We welcome another former teacher turned sales trainer on the podcast. I'm always fascinated about why teachers can go from that profession and find absolute success in sales. This one is no different where we welcome Chris Caldwell. A former teacher, golf coach, and retreat leader who has now turned sales trainer and is CEO of Sell As You Are. We explore the importance of human connection in sales, the transition from teaching to sales training, and the art of enrollment in guiding prospects. Chris offers some interesting thoughts on how to guide people with data thats meaningful to them. Chris shares insights on bridging psychology with sales techniques, frameworks for effective sales calls, and transformative success stories from his brand of sales training. The conversation emphasizes the need for authenticity, understanding, and personal growth in the sales process. You'll pick up some subtle techniques of how teachers guide their students and how that can help you connect in a more human way in whatever you might be selling. Key Moments: 00:00 Introduction to Human-Centric Sales 02:21 From Teaching to Sales Training 06:16 Selling Through Human Connection 12:55 The Art of Enrollment in Sales 20:12 Bridging Psychology and Sales Techniques 24:52 Frameworks for Effective Sales Calls 35:17 Transformative Success Stories in Sales Training Connect with Chris Connect with Us! | |||
| 17 Mar 2021 | Tell Buyers What No One Else Will - Nicole Miceli, Top 1% Sales Person, Solution Sales, Pulse Technology | 00:41:03 | |
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 (Mention You Heard About It From the Stories of Selling Human Podcast) Connect with Nicole Connect with Us! | |||
| 14 Dec 2023 | The Meaning of "To Sell is Human", Dan Pink, 5X NY Time NY Times Best Selling Author | 00:42:49 | |
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
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 Connect with Us! | |||
| 04 Feb 2022 | How Your Legacy Connects You to Others, Galem Girmay, Revenue Enablement Manager, User Testing | 00:51:04 | |
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 Connect with Us! | |||
| 01 Dec 2021 | Gratitude Story + Sales, Alex Smith, Your Host | 00:09:56 | |
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! | |||
| 08 Feb 2023 | The Airforce Colonel Who Sold By Being Human, J. Scot Heathman, Former President 18th Airforce, CEO - Elevating Others | 00:57:06 | |
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 Connect with Scot Connect with Us! | |||
| 23 Nov 2022 | How Anyone Can Practice Skills to Be Better At Sales - Jonathan Mahan, Co-Founder, The Practice Lab | 00:53:18 | |
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 Connect with Us! | |||
| 27 Jan 2021 | Humanizing Your Sales Process - Michelle Hecht, Coach and Sales Trainer, The Sales Rebellion | 00:51:04 | |
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! Connect with Us! | |||
| 02 Jun 2020 | Shifting Your Expectations of Sales - Dale Dupree, Leader of the Sales Rebellion | 00:37:05 | |
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)
Resources: TED - Nancy Byers. How to Heal By Carrying Your Grief https://optionb.org/build-resilience/video/beyond-closure Connect with Dale! Connect with Us! | |||
| 22 Jan 2025 | What Does Reiki Have to Do with Sales? - Serin Sliva, Executive Coach, Reiki Master | 00:45:15 | |
Summary: In this episode of the Sell By Being Human podcast, we bring on Seren Silva, an executive leadership coach, author, former ad sales executive, and Reiki practitioner. For those of you not familiar with Reiki, it's a healing technique based on the principle that the therapist can channel energy into the patient by means of touch, to activate the natural healing processes of the patient's body and restore physical and emotional well-being. I've never had a session but I think there's parallels to the transfer of energy in this practice and the transfer of energy in sales. We explore the importance of authenticity in sales, the cultural influences on personal identity, and the journey from corporate life to entrepreneurship. Seren shares insights on connecting with one's intuition, the power of energy in interactions, and the significance of self-love in overcoming judgment. The conversation emphasizes the need for genuine human connection in business and offers practical advice for navigating sales with integrity and authenticity. You'll also hear how Serin's parents came over from the Greek island of Cyprus with barely anything and how they instilled values and a work ethic that can apply to anything you do. Key Moments: 00:00 Introduction to Human Connection in Sales 02:50 The Essence of Selling by Being Human 08:33 Cultural Influences on Personal and Professional Identity. The story of Serin's family coming from Cyprus and what it taught her. 14:35 Navigating Career Transitions and Authenticity 17:15 Connecting with Intuition and Inner Knowing 24:23 Skepticism and the Power of Energy in Interactions 28:45 The Leap to Entrepreneurship and Coaching 34:41 Sales Strategies and Authenticity in Business 40:38 Key Takeaways for Authentic Selling Connect with Serin Connect with Us! | |||
| 17 May 2023 | The Salesperson in A Marketers Clothes - Will Aitken, Head of Social, Lavender | 00:47:37 | |
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 Connect with Will Connect with Us! 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 | |||
| 15 Dec 2021 | A New York Seller, An Artist's Creativity, Mixed with Exceptional Empathy - Jaclyn Fidler, Relationship Manager, LinkedIN | 00:41:19 | |
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! Connect with Jaclyn | |||
| 07 Feb 2024 | How to Make Asking for Help Your Superpower - Francisco Oller Garcia, Solutions Architect, Medidata | 00:42:39 | |
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
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 Connect with Us! | |||
| 10 Dec 2024 | How to Sell Through Community Building, Pablo Gonzales, CEO, Be the Stage, Chief Evangelist, Vendoroo | 00:58:18 | |
Summary: Pablo Gonzalez shares his journey of building communities and driving business through community building. He emphasizes the power of human connection and the value of belonging in building relationships and communities. You'll learn the power of creating communities for your own business and how Pablo built them out of learning what worked in his own career. Pablo's personal experience with his brother's illness and the support of a community during that time inspired him to explore the potential of community building in business. He discovered the power of creating touch points and brokering relationships, which led him to start his own business focused on community building Pablo's approach involves creating stages and platforms for people to connect and share their expertise, ultimately creating value for others. In this conversation, we discuss the power of building strong communities that lead to revenue, and how to create value for people to get attracted to communities. We emphasize the importance of approaching networking with a mindset of how to be helpful and make connections, rather than focusing on personal gain. We also discuss the process of creating a compelling point of view and using content creation, such as podcasts and live events, to engage with and attract like-minded individuals. Pablo shares examples of how these strategies have helped him build communities and achieve business success. This was one I'm going back on myself to learn from! Enjoy! Key Moments: 03:02 The Power of Community Building 08:02 Selling by Being Human 13:08 Creating Value for Others 18:25 The Value of Belonging and Human Connection 22:12 Creating Touch Points and Brokering Relationships 29:01 Building Stages and Platforms for Connection 36:14 Creating a Compelling Point of View 41:19 Using Content Creation to Attract and Connect 44:20 Building Communities and Achieving Success 56:16 Memorable Experiences and Happy Coincidences Connect with Pablo Connect with Us! | |||
| 20 Mar 2024 | What's it Mean to Be Authentic in Sales? - Dee Acosta, Sr Sales Mgr - Modigie | 00:38:54 | |
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 Connect with Us! | |||
| 31 Jan 2024 | Creating Human Connection with Short Videos at Scale - Bethany Stachenfeld, Co-Founder and & CEO, Sendspark | 00:42:50 | |
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! Connect with Us! | |||
| 30 Sep 2020 | How People Make Decisions - David Priemer, Chief Sales Scientist Cerebral Selling | 00:37:13 | |
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, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University. Key Takeaways by Time!
Connect with David Connect with Us! | |||
| 16 Nov 2022 | Selling the Value of Fixing Our Workplaces - Laurie Ruettiman, Enterpeneur, Author, Keynote Speaker | 00:50:35 | |
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. Laurie says, 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. In this episode, we talk about how you lean on your humanness in any workplace sales scenario, how to connect to executives to create change, and how you can even sell an idea to redeem an employee when everyone in the org says that person should be fired. Laurie has seen some things in the workplace and created change even when she had strong forces pushing against her. 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 Connect with Us! | |||
| 21 Jul 2021 | Being A Great Communicator - Tara Horstmeyer, Writer, Editor, Ghostwriter | 00:42:26 | |
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 Connect with Us! | |||
| 01 Mar 2023 | Why Your L&D Department is Actually in Sales Too - Alison Shea, Global Learning Professional, Founder - The Learning Manifesto | 00:49:58 | |
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 Connect with Alison Connect with Us! | |||
| 03 Feb 2021 | Building Effective Rapport - Nick Capozzi, CEO, Sales Pitching | 00:48:49 | |
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! Connect with Us! | |||
| 13 Oct 2021 | Gifting to Relate To A Persons 5 to 9 - Nina Butler, Director Event Experience, Alyce | 00:46:51 | |
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 Connect with Us! | |||
| 22 Jun 2022 | Former Teacher, Photographer, and Connector That's Herself in Sales - Emily Dukes, AE @ Docebo, Host of the Learning Elevated PodcastAE | 00:47:06 | |
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 Connect with Us! | |||
| 23 Sep 2020 | Mindfulness for Sales - Jay Abbasi, Founder Jay Abbasi Consulting | 00:45:22 | |
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!
Connect with Jay: Connect with Us! | |||
| 16 Nov 2023 | Getting Buyers to Follow Your Journey By Understanding Theirs - Amy Hrehovcik, Sales Coach | 00:33:21 | |
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 Connect with Us! | |||
| 18 Jan 2023 | Where Improv Meets Sales, Chris Bogue, Owner Chris Bogue Communications | 00:55:34 | |
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 Connect with Us! | |||
| 27 Oct 2022 | How A Program Manager in Tech Infuses Sales Into Her Role - Emet Ozar, Senior Program Mgr, Mongo DB | 00:51:46 | |
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 Connect with Us! | |||
| 23 Mar 2022 | How to Not "Sell Out" and the Meaning of "Selling In" - Andy Paul, Author - Sell Without Selling Out | 00:50:40 | |
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 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 Connect with Us! | |||
| 30 Oct 2024 | The Power of Presence - Kim Nicol, Life & Leadership Coach, Host - New Manager Podcast | 00:43:10 | |
Summary: Kim Nicol, a life coach specializing in mindfulness and leadership, shares her insights on helping people see different perspectives and creating a calm and safe environment. Kim coaches first time managers and part of her coaching is selling them on how they can reframe a different approach. She discusses reframing resistance in fitness and yoga, as well as the importance of presence and appreciation in everyday interactions. Kim also offers advice on having difficult conversations and advocating for professional development within organizations. You'll unlock tips like the power of the phrase "I'm Glad You're Here". You'll learn a way to move others through intentional acts of calmness. And you'll learn how a yoga teacher sells people who hate pushups! Key Moments: 00:00 Reframing Resistance and Overcoming Fears 06:56 Creating a Calm and Safe Environment 10:57 Mindfulness and Presence in Everyday Interactions 15:23 Having Difficult Conversations with Empathy and Transparency 22:08 Advocating for Professional Development and Growth Connect with Kim Connect with Us! | |||
| 27 Jul 2022 | The Photojournalist That Found Out He Could Sell - Vincent Pugliese, | 00:55:55 | |
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 Connect with Us! | |||
| 25 Apr 2024 | How Faith Has Influenced a Sales Career - John Alwinson, Author and Regional Sales Mgr - Boston Scientific | 00:43:19 | |
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 | |||
| 07 Jul 2021 | How to Sell Without Convincing - Catherine Brown, Author, Speaker, Entrepeneur | 00:47:39 | |
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 Connect with Us! | |||
| 07 May 2020 | The Power of a #StrongAssMindset - Tabitha Cavanagh - VP Talent Strategy Sales, Something New | 00:41:45 | |
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)
Media Resources Mentioned Connect with Tabitha! Connect with Us!
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| 04 May 2022 | Defining Your Karma in Sales - Prya Kumar, Founder of Pivot My Profit | 00:51:02 | |
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 Connect with Us! | |||
| 24 Jan 2024 | Ways to Connect on a Personal Level - Keith Daw, Founder Be Kinetic | 00:52:43 | |
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 Connect with Us! Connect with Keith! | |||
| 24 Jun 2020 | Making People Feel That They Matter - Stephanie Kershner, RN | 00:32:31 | |
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
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/ Connect with Stephanie! Connect with Us! | |||
| 12 Aug 2020 | Sales is A We Thing. - Alison Edgar, The Entrepeneur's Godmother | 00:40:27 | |
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!
Resources The Chimp Paradox - Dr. Steve Peters Connect with Alison Connect with Us! | |||
| 09 Sep 2021 | Staying Grounded in Sales Selling Tens of Millions - Brandon Fluharty, VP of Strategic Account Solutions, LivePerson | 00:48:48 | |
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 Connect with Us! | |||
| 13 Nov 2024 | A Journey of Compassion from CNA to CEO - Sonnie Linebarger, CEO, Cadre Hospice | 00:41:07 | |
Summary: Sonnie Linebarger comes on the podcast today to share her remarkable journey from a Certified Nursing Assistant (CNA), to Chief Operating Officer (COO), to entrepreneur, and now to CEO. One of toughest settings to connect with someone is in a hospice setting. These are patients at the end of their lives and can be emotionally grueling work. Sonnie shares how she's done it and has made an amazing career at it. Sunny emphasizes the importance of human connection in sales, particularly in healthcare, where empathy and compassion are crucial. She discusses her experiences in patient care, the emotional challenges of working in hospice, and how these experiences shaped her approach to business operations and consulting. Sonny also highlights the significance of storytelling in her consulting work and how she's been able to translate these traits to become a successful entrepreneur and CEO. Key Moments: 00:00 Introduction and Background 04:16 Making Patients Feel Cared For 09:23 Handling Emotions in a Healthcare Setting 21:48 Transitioning from Clinical to Business 26:36 Consulting and the Power of Storytelling 32:19 Selling and Connecting in Consulting and Speaking 36:41 Sunny's Unique Trait: Singing Everyday Conversations 39:21 Conclusion and Where to Connect with Sunny Connect with Sonnie Connect with Us! | |||
| 01 Jun 2022 | Creating Impact In All Walks of Life - Tyler Meckes, Account Manager, Dooly, Host 20% Podcast | 00:48:41 | |
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! Connect with Tyler | |||
| 21 Oct 2020 | Lead with Love - Reagan Smoker, GM of The Inn at Cedar Crossing | 00:48:48 | |
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!
Connect with Reagan (Show her some love)! Connect with Us! | |||
| 25 May 2022 | Commanding A Frequency of Love - Torin Ellis, Diversity Strategist, | 00:50:59 | |
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 Connect with Us! | |||
| 02 Nov 2022 | Connecting to Your Essence in Sales - Cyndi Bishop, Account Manager, Docebo | 00:38:34 | |
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 Connect with Us! | |||
| 16 Sep 2020 | Life Skills Are Sales Skills - Jules White, International Sales Consultant, Author, TedX Speaker | 00:42:19 | |
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!
Connect with Jules: Connect with Us! | |||
| 28 Jun 2023 | The Girl Who Used A Put Down to Blaze Her Career in Sales - April Shprintz | 00:51:24 | |
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 Connect with Us! | |||
| 22 Sep 2021 | Power of Communities, Relationships, and Understanding - Amy Volas - CEO, Avenue Talent Partners, Co-Host Thursday Night Sales | 00:45:22 | |
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: Thursday Night Sales Community - (free to join) Jeffrey Gitomer - Little Red Book of Selling Connect with Amy Connect with Us! | |||
| 20 Jan 2021 | Love As A Skill, Matt Tenney - CEO of The Generous Group, Author | 00:56:30 | |
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 Connect with Us! | |||
| 29 May 2024 | A Human Way to Approach Problem Solving - Mike Simmons, Founder - Catalyst A.C.T.S | 00:50:59 | |
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 Connect with Us! | |||
| 22 Mar 2023 | How Do We Really Build Human Connection?, Susan McPherson - CEO, author | 00:42:45 | |
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 Connect with Us! | |||
| 03 Apr 2024 | More About the Person, Less About the Sale - Lisa Henderson, Solutions Architect, Verizon Business | 00:49:43 | |
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: Connect with Us! | |||
| 20 Nov 2024 | How Salespeople Lose By Projecting Perfect - Coach Dan Gordon, Consultant | 00:45:25 | |
Summary: In this episode, I interview Coach Dan Gordon, an executive business coach and host of the podcast For Badass Entrepreneurs Only. We discuss the importance of selling authentically and the impact of human connection in sales. Miriam Webster's Dictionary rated authenticity the #`1 word last year so it goes without saying it's overused. We actually break down what it is and isn't in sales. Coach Dan emphasizes the need for salespeople to show up with authenticity and share their true thoughts and feelings. He believes that deeper connections and trust are formed when people drop their armor and have honest conversations. The conversation also touches on the relationship between sales and personal relationships, the power of unlimited possibilities, and the value of embracing failure as a path to success. We also explore the importance of understanding the buyer's perspective and demonstrating value in sales. We dive into the role of fear in sales and the importance of asking for what you want. Dan shares his insights on trauma and its impact on self-perception, as well as the four pillars that entrepreneurs often struggle with: sleep, stress, focus, and performance. Finally Dan offers a free week of a sleep improvement tool called New Calm. Key Moments: 00:00 Introduction to Coach Dan Gordon 02:50 Selling Authentically and Building Trust 07:05 The Relationship Between Sales and Personal Relationships 10:46 Embracing Unlimited Possibilities in Sales and Life 15:00 The Role of Personal Development in Success 23:42 Understanding the Buyer's Perspective and Demonstrating Value in Sales 26:44 Overcoming Fear and Asking for What You Want 27:29 The Impact of Trauma on Self-Perception and Personal Growth 32:06 The Four Pillars Entrepreneurs Struggle With: Sleep, Stress, Focus, and Performance 35:34 Recommendation: New Calm - A Sleep Improvement Tool Connect with Dan Connect with Us! | |||
| 03 Aug 2022 | You Can Learn Alot About Sales From A Therapist - Jason Wasser, LMFT, Certified Neuro Emotional Technique Practitioner | 00:59:31 | |
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 Connect with Us! | |||
| 02 Sep 2020 | Sell Like A Magician, Adam Wilber - Master Magician, TEDX Speaker, CEO | 00:42:51 | |
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!
Connect with Adam Connect with Us! | |||
| 21 Jul 2022 | Building Trust to Win An Olympic Gold Medal, Joe Jacobi, Olympic Gold Medalist, Performance Coach | 00:54:21 | |
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 Connect with Us! | |||
| 19 Apr 2023 | Creating a Compelling Reason to Change - Megan Torrance, CEO, Torrance Learning | 00:47:15 | |
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. Connect with Megan Connect with Us! | |||
| 15 Jul 2020 | The Buddha That Speaks to The C-Suite - Denis Champagne, Lotus Communications | 00:45:23 | |
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! Connect with Us! | |||
| 05 Feb 2025 | How to Create Meaningful Experiences in Sales - Samantha Price, Senior Solutions Sales Exec, Workiva | 00:47:17 | |
Summary: This week we're interviewing Samantha Price, a former kayak director turned global account director. Sam is a connection of a connection of a connection that I met through the Sales Success Community. Sam shares her journey from kayaking to sales, emphasizing the need for passion and creating meaningful experiences in her work. You might not think a tour guide needs to sell you when you're going out to see whales but Sam will tell you how she approached the job that's different from how most tour guides might operate. And how that love for the environment sparked a career in software sales We share personal stories like this that highlight the power of unexpected connections, exceptional customer service experiences, and the importance of community. You'll learn how to put "unreasonable hospitality" into your personal life, the importance of being a little more curious when someone tells you how they're doing, and create change by focusing on meaningful interactions with whomever you're selling. Key Moments: 00:00 Introduction to Authentic Selling 05:54 Personal Stories and Building Connections 11:50 Finding Passion in Sales 18:06 Learning from Family and Role Models 23:59 The Impact of Small Acts of Kindness 29:16 The Power of Human Connection in Sales 35:20 Sales Beyond Titles: Connecting on a Human Level 42:07 Embracing Serendipity: Life's Coincidences Connect with Sam Connect with Us! | |||
| 06 Apr 2022 | Why We Should Try Harder for "Normal Conversations" - Scott Leese | 00:48:53 | |
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 Connect with Us! | |||
| 21 Jun 2023 | The Power of Shifting Your Focus in Sales to Giving, Bob Burg, Author, The Go-Giver | 00:30:39 | |
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 Connect with Us! | |||
| 06 Jan 2021 | How An HR Tech CEO Sells - Bruce Marable, CEO and Co-Founder, Empoloyee Cycle | 00:46:15 | |
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!
Connect with Bruce Connect with Us! | |||
| 23 Feb 2023 | Acting Like A Trusted Advisor vs Being A Trusted Advisor - Brad Harmon, Industry Sales Executive, Oracle | 00:46:09 | |
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 Connect with Brad Connect with Us! 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 | |||
| 29 Nov 2023 | The Traits of Being A Respected Salesperson - Arishma Singh, Keynote Speaker, Author, Edupreneur E | 00:48:15 | |
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 Connect with Us! | |||
| 09 Mar 2022 | Connecting to Your Own Personal Story in Sales - Jerome Deroy, CEO Narativ. | 00:51:05 | |
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
Connect with Us! | |||
| 11 Nov 2020 | Having Humility and Confidence in Sales - Dejuan Brown, Senior Director Global Sales, Seismic | 00:59:20 | |
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!
Connect with Dejuan! Resources: My Disrupt HR presentation (Using My Drake Slides) Connect with Us! | |||
| 02 Dec 2020 | Salespeople, Don't Be Afraid To Talk About Yourself - Amy Quick, Territory Account Manager, Fortinet | 00:58:23 | |
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!
Connect with Amy! Connect with Us! | |||
| 29 Jul 2020 | Why Sales Can Change The Course of Your Life - Rana Kordahi, Sales and Mindset Coach, TedX Speaker | 00:46:08 | |
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!
Resources: 6 Tips on Dealing With Rejection in Selling, Medium - 2018 Connect with Rana! Connect with Us! | |||
| 15 Jun 2022 | What Parenting Teaches You About Sales - Jack Wilson, Senior Director Enterprise Sales, Seismic | 00:42:26 | |
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 Connect with Us! | |||
| 21 Dec 2022 | Meaningful Stories That Lead to Meaningful Connections - Ravi Rajani | 00:46:29 | |
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 Connect with Us! | |||
| 29 Jun 2022 | Creative Outreach Ideas from a Real Human - Jeremiah Griffin | 00:54:23 | |
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: Connect with Us! | |||
| 16 Dec 2020 | Passion is the Truest Sense of Enthusiasm in Sales - Bryan Elsesser, Senior SDR Director, Aircall | 00:40:17 | |
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!
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| 01 Jul 2020 | The Power of Your Unique Story - Chris Watson, Coach at The Sales Rebellion | 00:52:54 | |
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!
Resources: "Culture Code" by Dan Coyle Earn Your Story - Chris Watson - Amazon Connect with Chris! Connect with Us! | |||
| 27 May 2020 | Why Being Real Gets You Heard - Leslie Mizerak | 00:40:18 | |
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)
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| 12 Feb 2025 | How A Revenue Operations Guy Exhibits Genuine Care to the C Suite - CEO, Founder Midgame Consulting | 00:46:13 | |
Summary: This episode I invite my good friend Rich Bishop to the mic. Rich has had a pretty extensive career in the world of sales and revenue operations. He's currently the CEO of Mind Game Consulting, where he works with venture capital and private equity companies to conslut around key operations strategies. Part of Rich's role is to come into organizations and uild trust quickly with the C-Suite. We discuss Rich's definition genuine care, and how you express that in sales. He expresses this through a story of his personal life and it's one that really anyone can relate to even if you don't have a quota for a living. Rich shares personal experiences that shaped his understanding of empathy and the significance of connecting with others. We emphasize the value of maintaining relationships and how these connections can lead to business opportunities, all while focusing on the human aspect of sales. We discuss the challenges of change management and the necessity of executive buy-in for successful projects. Rich shares insights on using evidence to influence decisions and highlights that everyone engages in some form of selling in their daily lives, whether in professional or personal contexts. It's not every day you get to open the curtain to how a an operations consultant approaches the executive suite and this is a good look into how genuione care shows up for him. Key Moments: 00:00 Introduction to Human Connection in Sales 06:07 Empathy and Genuine Care in Sales 12:06 Building Connections and Relationships 23:55 Nurturing Connections Without Expectations 30:51 Navigating Change Management and Executive Buy-In 40:19 Selling Beyond Sales: Influence in Everyday Life Connect with Rich Connect with Us! | |||
| 13 Apr 2021 | Creating Clarity to Communicate and Connect.- Amy Blaschka, Social Media Ghostwriter | 00:47:21 | |
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: Love What You're Listening To?
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| 17 Feb 2021 | Humans With Kindness Can Sell - James Buckley, Director of Business Development, JB Sales Training | 00:51:35 | |
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 Connect with Us! | |||
| 18 Apr 2024 | Putting the Spotlight on Others As A Skill - Leslie Venetz, Founder, Sales Led GTM Agency | 00:46:28 | |
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
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 Connect with Us! | |||
| 28 Oct 2020 | The Mountain Has No Top - Jeff Bajorek, Consultant, Author, Podcast Host - Parabola Consulting | 00:47:33 | |
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!
Connect with Jeff! Connect with Us! | |||
| 07 Dec 2022 | Can AI Make Us More Human? Amarpreet Kalkat, Founder, HumanticAI | 00:53:27 | |
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 Connect with Us! | |||
| 02 May 2020 | Intro Episode - Stories of Selling Human | 00:06:09 | |
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. | |||
| 03 May 2023 | Wine, Sales, and How to Make Exceptional Experiences - Laurie Forster, The Wine Coach | 00:47:38 | |
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!
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| 27 Oct 2021 | Why It's Better to Be Transparent, Not Perfect - Todd Caponi, Author, The Transparency Sale | 00:53:55 | |
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 Connect with Us! | |||
| 03 Mar 2021 | Igniting A Light In People - Joy Hewitt Carvajal, Coach, The Sales Rebellion | 00:50:15 | |
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: Connect with Us! | |||
| 11 Jan 2023 | A Star Hockey Player Helping Atheletes Become Stars in Sales, JR Butler, CEO Shift Group | 00:48:15 | |
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 Connect with Us! | |||
| 18 Nov 2020 | Bring Your Human To Work, It Sells - Erica Keswin, Best Selling Author, Workplace Strategist, Founder of the Spaghetti Project | 00:49:33 | |
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!
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| 04 Nov 2020 | Care About Everyone You Meet, That's Sales. - Ramon Basie, Business Performance Advisor, Insperity | 00:47:09 | |
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!
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| 10 Jun 2020 | Providing Value To EVERYONE Can Be Your Personal Brand - Sarah Marie Clarke | 00:32:23 | |
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
Resources: Raquel Burress - True to You Personal Branding Connect with Sarah! Connect with Us! | |||
| 15 Mar 2023 | I Sold This Guy on Hiring Me, How He Sells As A CRO - Chris Bondarenko, CRO - MentorcliQ | 00:43:56 | |
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 Connect with Chris Connect with Us! | |||
| 31 Mar 2021 | Emotionally Connecting in Sales Using Gratitude - Chris Schembra, Founder of the 7:47 Gratitude Experience | 00:48:27 | |
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: Chris's Bio: Connect with Us! | |||
| 09 Dec 2020 | Being A Better Story Listener - Elena Valentine, CEO and Co-Founder, SkillScout | 00:41:34 | |
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!
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| 10 Nov 2021 | Developing A Confidence Mindset - Meshell Baker, Sales Consultant, Keynote Speaker | 00:58:17 | |
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 Connect with Us! | |||
| 06 Dec 2023 | How to Hone Your Kindness Into A Sales Process - Suchi Mandal, VP, Business Unit Head, Corporate Learning | 00:42:58 | |
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 Connect with Us! | |||
| 20 May 2020 | The Importance of Your Intent - Jack Wilson | 00:42:39 | |
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)
Connect with Jack!
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| 14 Feb 2024 | How to Become A Super Connector - Scott Macgregor, CEO Something New, Founder - The Outlier Project | 00:51:11 | |
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 Connect with Us! | |||
| 14 Dec 2022 | People First, Not Things First - Kristin Meekoff, Author, Media Consultant, MSW | 00:54:57 | |
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! Connect with Us! | |||