Transformed Sales – Détails, épisodes et analyse

"Struggling in the beginning can lead to long-term success, while early success followed by struggles can be more challenging."-Kaivona Parker

Summary

Kaivona Parker shares her journey from wearing a hard hat in the industrial sector to being dubbed as the most un-boring in the tech sales industry.

She emphasizes the importance of authenticity and engaging sales techniques.

Kaivona Parker discusses the challenges she faced as a woman in a male-dominated field and how she overcame them by embracing her true self.

She also provides advice for those starting out in sales and highlights the significance of setting proper expectations and focusing on improving sales acumen.

The conversation explores the importance of understanding and supporting sales representatives in order to increase productivity and achieve sales goals.

It emphasizes the need for managers to listen to their reps, provide guidance, and create a positive work environment.

The conversation also highlights the significance of having a well-defined sales process that is not dependent on individual salespeople.

It emphasizes the need for documenting processes and focusing on incremental improvements.

The conversation concludes with a discussion on taking risks and trusting in one's abilities.

Takeaways

1. Authenticity and engaging sales techniques are crucial for success in the sales industry.
2. Embracing your true self and not compromising your identity is important, especially in male-dominated fields.
3. Setting proper expectations and focusing on improving sales acumen can lead to better results.
4. Taking time for self-reflection and listening to your own conversations can help identify areas for improvement.
5. Understanding and supporting sales representatives is crucial for increasing productivity and achieving sales goals.
6. Managers should listen to their reps, provide guidance, and create a positive work environment.
7. Having a well-defined sales process that is not dependent on individual salespeople is essential for long-term success.
8. Documenting processes and focusing on incremental improvements can lead to sustainable growth.
9. Taking risks and trusting in one's abilities is necessary for personal and professional growth.

Chapters

• 00:00 -Introduction and Background
• 03:19 -Challenges in a Male-Dominated Field
• 07:31 -Advice for Younger Self
• 11:23 -Balancing Generosity and Financial Gain
• 20:28 -Setting Proper Expectations and Improving Sales Acumen
• 23:43 -Understanding and Supporting Sales Representatives
• 27:45 -The Impact of Rejection and Lack of Understanding
• 29:59 -Struggling in the Beginning vs. Early Success
• 34:11 -Slowing Down to Speed Up
• 37:24 -Taking Risks and Trusting in One's Abilities

To Connect With Kaivona Parker

LinkedIn-linkedin.com/in/kaivona-parker

Website-calendly.com/kaipagency/virtual-hang 

Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.

For daily tips on sales and leadership connect with Wesleyne

LinkedIn- linkedin.com/in/wesleyne 

Instagram- 

"It's your job to understand what the customer's biggest issue is and connect them with the right resource."- Joseph Michelli

Joseph Michelli, an internationally sought-after speaker, author, and organizational consultant, shares his journey from working at a fish market to becoming a customer experience expert.

He emphasizes the importance of creating value for customers and delivering on promises made during the sales cycle.

Michelli discusses the significance of emotional connections in customer experiences and highlights the success of brands like Starbucks and Zappos in prioritizing customer care.

He also emphasizes the importance of building partnerships and relationships with other businesses to create a thriving ecosystem.

Takeaways

• Sales is about creating customer value and delivering on promises made during the sales cycle.
• Emotional connections play a crucial role in customer experiences and can lead to long-term relationships.
• Successful brands prioritize customer care and focus on creating positive experiences for customers.
• Building partnerships and relationships with other businesses can create a thriving ecosystem.

Chapters

• 00:00- Introduction and Joseph Michelli's Background
• 03:24- The Importance of Customer Experience in Sales
• 06:26- Lessons from Pike's Place Fish Market
• 09:22- The Role of Organizational Change and Development
• 12:19- Lessons for Small Businesses
• 15:46- Enveloping Products in an Emotional Context
• 21:24- Lessons from Working with Challenger Brands

Connect With Joseph Michelli

LinkedIn- linkedin.com/in/josephmichelli

Websites

• josephmichelli.com (Company)
• josephmichelli.com/blog/ (Blog)
• amzn.to/3iZvEeF (Stronger through Adversity)

Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.

For daily tips on sales and leadership connect with Wesleyne

LinkedIn- linkedin.com/in/wesleyne 

Instagram- @wesleynewhittaker

Tiktok- https://www.tiktok.com/@thewesleynewhittaker 

Facebook - https://www.facebook.com/transformedsales  

Youtube- www.youtube.com/@wesleynewhittaker 

Website- TransformedSales.com   

Email- podcast@transformedsales.com  

In this episode, Wesleyne interviews Harry Sims, an experienced account executive and leader in the sales industry.

They discuss the importance of networking and building connections, as well as the impact of good leadership.

Harry shares his journey and the struggles he faced in career building, emphasizing the need for an experimental mindset.

They also delve into the concept of finding efficiency in outbound sales and the transition to running and automation.

The conversation concludes with a discussion on the challenges of rapid iteration and turnover in early-stage sales.

In this conversation, Harry Sims and Wesleyne discuss various aspects of sales, including finding consistency in sales processes, the importance of sales skills, knowing your strengths in sales, the value of sales playlists, personal and professional impact, and cultural adaptation.

Takeaways

• Networking and building connections are crucial in the sales industry.
• Good leadership involves understanding and empathizing with the experiences of your team members.
• An experimental mindset is essential for overcoming challenges and finding success in career building.
• Efficiency is key in outbound sales, and a focus on targeting and measurable metrics can drive results. Finding a consistent and effective sales process takes time and iteration.
• Sales skills are crucial for success, and not all salespeople are suited for the same roles.
• Knowing your strengths and focusing on what you enjoy in sales can lead to greater fulfillment and success.
• Sales playlists, or living sales playbooks, can be a valuable tool for onboarding and ongoing sales training.
• Personal experiences, such as becoming a parent and adapting to new cultures, can have a significant impact on how we show up in the world.

Chapters

00:00- Introduction and Background

01:06- Meeting Wesleyne and the Impact

03:37- The Value of In-Person Events

04:58- Building Connections and Demonstrating Care

07:11- The Power of Good Leadership

09:18- Uncovering Challenges and Providing Solutions

10:18- Overcoming Struggles in Career Building

12:03- Embracing the Experimental Mindset

13:39- Finding Efficiency in Outbound Sales

17:25- Product-Led Growth and Automation

20:02- The Challenge of Rapid Iteration

20:45- Navigating Turnover in Early-Stage Sales

21:05- Finding Consistency in Sales Processes

23:04- The Importance of Sales Skills

25:19- Knowing Your Strengths in Sales

28:21- The Value of Sales Playlists

33:37- Personal and Professional Impact

36:06- Cultural Adaptation

38:17- Contact Information

Connect with Harry

LinkedIn- linkedin.com/in/harry-personal-prospecting

Website- personal-prospecting.com/ (Company)

Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.

For daily tips on sales and leadership connect with Wesleyne

LinkedIn- linkedin.com/in/wesleyne 

Instagram- 

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be talking to Kristin Shunk, the Senior Director of Sales at Hyperfine, a company whose mission is to make MRI accessible to every patient, regardless of income or resources. Their Swoop® Portable MR Imaging System™ addresses the limitations of current imaging technologies. Swoop wheels directly to a patient’s bedside, where it plugs into a standard electrical outlet and uses an Apple iPad® for control. Images display within minutes, enabling critical decision-making capabilities across various clinical settings such as neurointensive care units, emergency departments, pediatrics, and more. 

Kristin is a transformative leader whose career spans startup, midsized, and large medical device businesses that specialize in general neurosurgery, neurology, epilepsy, neuro-oncology, functional neurosurgery, spine, and neurocritical care management. She specializes in building high-performance teams and developing effective commercial strategies. She’s passionately committed to improving patients’ lives by offering game-changing, disruptive medical technologies. Kristin believes that transformative medical devices in the hands of physicians can change the lives of many and she certainly makes that happen in a big way. Stay tuned as she shares how she has built such an incredible sales career and the tips and strategies we can use to achieve the same.

And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE

On Today’s Episode of the Science of Selling STEM:

• Her leadership experiences working for startup, midsized, and large corporations (02:24)
• The core competencies to keep in place as a leader no matter the dynamic environment you’re working in (04:55)
• Finding the WHY: Making sure sales is about serving and helping people (08:28)
• Getting into medical device sales even before it was even a thing (09:48)
• Transitioning from the operating room into companies doing cutting-edge work (13:42)
• Challenges associated with learning new technologies and building sales teams around them (16:57)
• Why hiring salespeople who have grit and authenticity is important (18:22)
• Coaching salespeople to be the best according to their specific skill sets (21:41)
• Building a team of excellence and the excitement of scaling their business (25:02)
• Being proud of her accomplishments as a leader in the medical device industry (28:34)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at wesleyne@transformedsales.com

Connect with Kristin Shunk:

• Kristin on LinkedIn
• Hyperfine

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other...

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be flying solo to share some Thanksgiving wisdom with you. As a sales leader, you want every member of your team motivated, excited, and committed to hitting goals and bringing in revenue. Usually, the positive attitude you seek from each salesperson starts with you. Each person on your team looks to you for guidance, affirmation, and appreciation. There are a lot of salespeople out there who unfortunately do not feel appreciated by their managers or their company, I've seen it first-hand. 

Some salespeople are made to feel like a commodity, a simple tool used by the business. While salespeople are typically very self-motivated, recognition of their efforts is still important. It’s often that formal recognition that drives your sales team to go above and beyond. Beyond that, it’s also just a nice thing to do. And it helps cultivate a positive work environment. The same basic principle of thanks and giving also similarly applies to customers too. That’s why in this Thanksgiving episode, I’m going to tell you some of the great ways to show appreciation to your sales team and customers so you can keep sustainably growing your sales. Enjoy!

And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE

On Today’s Episode of the Science of Selling STEM:

• Remembering the human element of things in order to give thanks to your sales team (01:23)
• Using altruistic motivation to inspire your salespeople to perform at their best (03:26)
• The value of taking time in the next 30 days to have a human-to-human conversation with your salespeople (09:00)
• Appreciating the departments that are instrumental to the success of your sales team (10:45)
• Customer Appreciation: Recognizing a customer’s value, improving customer satisfaction, and fostering meaningful customer relationships (13:24)
• Being the glue that brings the business units in your company together (16:36)

Connect with Wesleyne:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at wesleyne@transformedsales.com

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be talking to Rick Barnett, The Founder and President of Rep-Lite, a company that helps medical manufacturers build qualified sales and service teams through a proven talent management model that revolutionizes healthcare. Rick is responsible for spearheading a strategic development process that allows manufacturers to experience maximized potential with limited resources. He has initiated and instituted his process to allow several manufacturers to experience exponential growth within the division that it was applied to. With over 30 years of experience, Rick serves a diverse range of clients seeking cost-effective solutions that increase efficiency, build customer loyalty, and improve operational models. 

He is experienced in minimally invasive surgical procedures, management, technology, manufacturing operations, quality, finance, customer support, and strategic planning. As a participative executive, he thrives on improving performance through innovative, strategic thinking and engaging individuals in the success of the business. Join us as Rick shares his wealth of experience on how every business can instill customer success, strengthen operational capabilities, and build strong, talented individuals and teams that contribute to long-term success.

On Today’s Episode of the Science of Selling STEM:

• A long journey in sales starting out with insurance sales (01:43)
• Building a growth-oriented team and succeeding in servant leadership (05:02)
• Why every business should define the WHY behind their daily activities (07:50)
• Balancing the tactical side of STEM sales with the human element side of it (10:30)
• The inspiration behind starting Rep-Lite (12:10)
• How having a minor league sales team helps their customers (16:01)
• The time it takes for a new technical sales rep to become autonomous (18:38)
• What to do to start developing a junior sales rep team internally (20:43)
• Fulfillment from helping junior sales reps to achieve long and successful sales careers (23:54)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at wesleyne@transformedsales.com

Connect with Rick Barnett:

• Rick on LinkedIn
• Visit Rep-Lite
• Email Him at info@Rep-Lite.com

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be talking to Yinka Ewuola, the Founder of Calla Success Systems and the creator of the FAB and FEARless BoostCamp. Yinka is also an international women's business coach, consultant, speaker, business and asset strategist, systems savant, a former investment banker, and founding member of UK Black Tech. She focuses on systems and leverage to ensure that the habits, environments, and processes in women’s lives and businesses support their deepest hopes, wildest dreams, and enable them to define success on their own terms.

Passionate about the holistic approach to improvement and success, she enjoys working with women looking to build businesses that play to their strengths, nourishes their souls, and also works around their busy and fulfilling lives, those not willing to settle for less. Yinka has a proven track record of developing bespoke solutions for women in leadership and has supported many through their journeys in business, education, and the charitable sectors. Join us as Yinka teaches us how combining our skills in sales with a strong mindset can help us thrive in our sales careers, and so much more.

On Today’s Episode of the Science of Selling STEM:

• How she discovered the challenges that women in business face and became passionate about changing the narrative (02:21)
• Going into investment banking to learn about money (04:49)
• Why money is a great way for salespeople to keep score (07:21)
• Choosing to leave the corporate world to jump into business (09:42)
• The importance of every business owner having the need to sell (11:28)
• Getting over her introverted nature so she could go out and start selling (12:31)
• Helping women overcome self-limiting beliefs so they can be confident enough to sell themselves and their products (18:41)
• Fearing less when you’re starting out in sales (23:04)
• Undercharging: One of the chronic problems that face women in business (25:00)

Connect with Yinka Ewuola:

• Yinka on LinkedIn
• hello@callasuccess.com 

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at wesleyne@transformedsales.com

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of The Science of Selling STEM, I’ll be sitting down with Greg Stadjuhar, Senior Vice President Of Sales and Marketing at The Harloff Company which offers a full line of medical carts and storage solutions and can customize orders to meet their customers’ specific needs. Harloff medical carts have become known in the medical industry for high quality and long life, innovative and flexible design features, strong factory support, and favorable turnaround times.

Greg is a senior sales and marketing executive with a proven track record of outstanding results in developing business, developing teams, and business development opportunities, recruiting dynamic team players, rebuilding organizations, and bottom line (P&L) performance. He specializes in sales, business development, and divestitures. Greg possesses outstanding leadership capabilities while being able to motivate all aspects of a growing organization to produce a goal of liquidity event. Tune in as he shares his valuable experience and teaches us how we can perform at our best in different industries and lead sales teams to consistent success.

On Today’s Episode of the Science of Selling STEM:

• His sales journey from when he started out to become the senior sales executive that he is today (01:37)
• How to take your sales career to the next level (03:35)
• Why you shouldn’t pigeonhole your sales career into one industry or product (08:00)
• Getting up to speed transitioning from a sales position in one industry into a completely different industry (11:54)
• Becoming a part of your client’s team instead of just being the salesperson (13:51)
• What to do to be successful in a new sales position (17:15)
• Effectively using storytelling in your sales process (21:46)
• The pride of seeing the success of salespeople he trained throughout his career (26:17)
• Developing and growing your team as a sales manager to facilitate the growth of your company (28:44)

Connect with Greg Stadjuhar:

• Greg on LinkedIn
• Email Greg at GregStadjuhar@gmail.com

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at wesleyne@transformedsales.com

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of The Science of Selling STEM, I’ll be sitting down with Kris Krustangel, Vice President of Business Development at Saluda Medical, a global neuromodulation company leading the development and commercialization of data-driven, personalized therapies for patients with chronic pain. The company’s first product, Evoke®, is a closed-loop spinal cord stimulator (SCS) system designed to treat chronic pain, a condition that affects more than 540 million people globally. He focuses on innovating strategies for success while increasing the capacity of his team’s performance along the way. 

Passion, authenticity, and results have been consistent themes in his career. Having started in pharma, he then took on a 20-year career in medical devices. He served in many roles from a clinical specialist to a frontline manager and everything in between. Kris joins us to share his journey and impart great lessons and insights from his sales experience for those who are in pharma and want to make that pivot to medical devices. He also tells us about his passion for helping and serving other people, showing us how true leaders work and how they inspire. Don’t miss out on this valuable 26-minute episode.

On Today’s Episode of the Science of Selling STEM:

• Starting out in pharmaceutical sales then pivots into medical device sales and ends up as the Vice-President of Business Development of a global neuromodulation company (01:46)
• The overall experience he had working in the operating room (03:05)
• Selling a solution while becoming the solution to the target customer’s need (05:06)
• Transitioning into leadership and his passion for helping and challenging others (06:12)
• Leaving an established company to join a startup (06:59)
• Being successful consistently by learning to prioritize and focus (08:09)
• How he helps his team manage their time so they can always stay on track (10:40) 
• Why it’s important for leaders to act early when it comes to performance conversations (13:49)
• Empathy + technical skills to work successfully in the neuromodulation space (15:57)
• Achieving clarity and focus when working for a startup (19:00)
• Having the wisdom and confidence to know what you know and the humility of what you don’t know (23:54)

Connect with Kris Krustangel:

• Kris on LinkedIn

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of The Science of Selling STEM, I’ll be sitting down with Alyssa Huffman, the Director of Marketing and Clinical Development at Fuse Medical, an emerging medical device company committed to the advancement of anatomical motion, preservation, and restoration by offering surgeons a fully comprehensive implant product selection for use in diverse areas. She is the CEO of her own company, Allumin8, a medical device company that combines historically significant orthopedic and spine technologies with the future of regenerative therapies. She also does consulting work in the private equity space for Neos Equity Group, LLC.

Alyssa has spent 2 decades in award-winning sales, contracting, distribution, marketing, product development, leadership, and team building. She focuses specifically on medical devices, biologics, capital equipment, robotics, and pharmaceuticals for growth strategy implementation. Her main passion lies in organically growing dynamic teams focused on uniting healthcare communities to develop medical devices, protocols, and techniques with the highest level of clinical evidence and innovation. Alyssa will share how we can apply strategy to consistently achieve sales goals and how more women can get into sales (Especially STEM sales) and grow into sales leadership roles. See you on the inside!

On Today’s Episode of the Science of Selling STEM:

• Working in advertising until she got a chance to get into technical sales via a sales position in medical devices (02:03)
• How she developed a passion for sales (05:14) 
• Why she applied resilience and perseverance in her sales career (07:29)
• The struggles of being an independent 1099 sales rep (09:34)
• What being a woman in sales working in the OR was like for her (12:10)
• Applying strategy to thrive in sales (13:28)
• Transitioning gradually from being an individual contributor into leadership (17:23)
• The small pipeline of women in STEM sales, current trends in the space, and what inspired her to start her own business (22:00)
• Developing a team of bright people who believe in your business and its core mission (25:05)
• Never Give Up: How more women can get into medical device sales (28:06)

Connect with Alyssa Huffman:

• Alyssa on LinkedIn
• Email her at Alyssa.Huffman@gmail.com

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content,...