Explore every episode of the podcast Sell By Being Human
| Title | Pub. Date | Duration | |
|---|---|---|---|
| A Human Way to Approach Problem Solving - Mike Simmons, Founder - Catalyst A.C.T.S | 29 May 2024 | 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! | |||
| How Exceptional Leaders Transfer Belief, Lyndsay Dowd, Chief Heartbeat Officer, Heartbeat for Hire | 21 May 2024 | 00:53:19 | |
Summary: Lyndsay Dowd is a Speaker, Founder, Author, Coach, Podcast Host, and Disruptor. She was recognized as a Top 10 Business Coach by Apple News and was the recipient of the 2023 Award for Innovation and Excellence, also named Business Coach of the Year. Lyndsay was also a Featured Guest Lecturer at Harvard University. She is an accomplished leader, decorated seller and has successfully managed large, diverse, high-performing sales teams over the last 25 years. 23 of those years were spent climbing the ranks at IBM. In creating her company, Heartbeat for Hire, she has devoted her career to transforming leadership through building irresistible culture and modern leadership practices to get the best results from their teams. She is a thriving coach focused on sales, leadership, career, and culture. She has been featured in Fortune Magazine, HR.Com, Authority Magazine, Business Management Daily, Valiant CEO and many other publications. Lyndsay also hosts the top 5% globally ranked podcast, Heartbeat for Hire, and is a frequent guest speaker on live and recorded shows. This episode is about the sales skills of exceptional leaders. Specifically how important it is to practice the skills of transferring belief. She shares how exceptional leaders create cultures of mutual respect and understanding. Lindsay shares her experiences with inspiring leaders who empowered her and helped catapult her into an executive role with IBM. You can learn how to be more intentional with showing others you believe in them. Moments: 00:00 Introduction and Overview 03:07 The Power of Human Connection in Sales and Leadership 07:25 Creating Cultures of Mutual Respect and Understanding 12:49 Advocating for Your Team and Empowering Others 15:36 The Impact of Recognition and Appreciation 28:07 Building a Personal Brand and the Power of Testimonials 33:09 Modernizing Leadership and Creating a Positive Work Culture 36:00 The Importance of Trust, Feedback, and Inspiration in Leadership 46:29 Guest Lecturing at Harvard: Sharing Stories of Resilience and Leadership 51:56 The Role of Human Connection in Sales and Building Relationships Connect with Lyndsay Connect with Us! | |||
| Creating Human Connection with Short Videos at Scale - Bethany Stachenfeld, Co-Founder and & CEO, Sendspark | 31 Jan 2024 | 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! | |||
| How People Make Decisions - David Priemer, Chief Sales Scientist Cerebral Selling | 30 Sep 2020 | 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! | |||
| Mindfulness for Sales - Jay Abbasi, Founder Jay Abbasi Consulting | 23 Sep 2020 | 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! | |||
| Life Skills Are Sales Skills - Jules White, International Sales Consultant, Author, TedX Speaker | 16 Sep 2020 | 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! | |||
| Sell Like A Magician, Adam Wilber - Master Magician, TEDX Speaker, CEO | 02 Sep 2020 | 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! | |||
| The Sales Wizard of the Elementary School Cafeteria - Evan Carlton, Sales Development Coach | 26 Aug 2020 | 00:25:42 | |
Summary: This is a little shorter one this week but you get to meet Evan Carlton. His parents knew he'd be destined for a career in sales when he started a business up selling kids in his cafeteria for extra lunch tickets. So he's had to talk his way out of the principals office at times. That same skill has helped him develop a really successful career as a Sales Development rep in Silicon Valley. He's also grown sales development teams and now trains sales development reps. Key Takeaways by Time!
Connect with Evan Connect with Us! | |||
| Inspiration Through Acceptance - Erik Eklund, Founder of Connecting Humans, Leadership Speaker | 19 Aug 2020 | 00:49:22 | |
Have you ever wondered how to be inspiring? Why are we drawn to inspirational people and what about them makes us inspired to create change in our own lives. Erik isn't a trained sales person but people are drawn to him because of his inspiring story and I wanted to dig into the concept of inspiration and also accepting people and opportunities for who and what they are. Erik Eklund is a corporate leadership speaker and founder of Connecting Humans. He speaks to crowds to encourage them to do what they believe it and not to judge each other due to our differences. He looks different than most people from Sweden. That's because his parents adopted him from Columbia where he was found by a man on the doorstep of a church. He doesn't set out to be inspiring, he sets out to be honest and share what he believes in. He'll help you find the things in your life that might be inspiring to others. You'll also learn a mindset that will help you not only sell like a human but you'll find inspiration from your own story and connect with humans because of it. Key Takeaways by Time!
Connect with Erik: Connect with Us! | |||
| Sales is A We Thing. - Alison Edgar, The Entrepeneur's Godmother | 12 Aug 2020 | 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! | |||
| An Entrepeneur That Tamed A Shark - Meghan Reilly, Co-Owner Tippi Toes Shoes | 05 Aug 2020 | 00:40:34 | |
Summary: If you've ever caught even a few minutes of the award winning TV series "Shark Tank", where entrepreneurs are seeking investment from the likes of Mark Cuban, Daymon John, Barbara Corcoran, Kevin O'Leary, and Robert Herjavec, then you know how nerve racking it can be and you see how there's only a short amount of time to get people to buy in to you. Meghan Reilly and her sister Sarah Nuse pitched the Sharks on their franchise dance business and they did extensive research on them. In this episode, you'll learn from a business owner how she distinguishes her business on personal impact, how to get people to buy in to you quickly, and the definition of what action really means. All from the perspective of a successful entrepreneur. Key Takeaways by Time!
Connect with Meghan Connect with Us! | |||
| Why Sales Can Change The Course of Your Life - Rana Kordahi, Sales and Mindset Coach, TedX Speaker | 29 Jul 2020 | 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! | |||
| The Subtle Art of Influence - Taylor Howard, Operations Mgr., H & M | 22 Jul 2020 | 00:36:11 | |
Brief summary of show: Think back on great managers you've worked for. They were probably people that would influence you to follow them wherever they went or you kept in touch with them as you've moved jobs. That's Taylor Howard. She's a Retail Operations Manager for H and M and she will teach you subtle ways to build influence. We talk about how she intently tries to learn about people on her team and strategies on growing influence without specifically trying for it. Influence will sell people on you over the longterm and Taylor is a great example of how! She sure influenced me to ask her to come on! Key Takeaways by Time!
Connect with Taylor! Connect with Us! | |||
| Ways to Connect on a Personal Level - Keith Daw, Founder Be Kinetic | 24 Jan 2024 | 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! | |||
| The Buddha That Speaks to The C-Suite - Denis Champagne, Lotus Communications | 15 Jul 2020 | 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! | |||
| Unlocking Charisma - Joe Kwon, The Connection Counselor and Associate Director Global Privacy at KPMG | 08 Jul 2020 | 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! | |||
| The Power of Your Unique Story - Chris Watson, Coach at The Sales Rebellion | 01 Jul 2020 | 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! | |||
| Making People Feel That They Matter - Stephanie Kershner, RN | 24 Jun 2020 | 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! | |||
| What Does People Buy from People Mean? - Brian Sexton, Host of Intentional Encourager Podcast | 17 Jun 2020 | 00:52:44 | |
Brian has had a successful sales career that's spanned the food service distribution industry, heavy duty trucking parts, and pharmaceuticals. He's had numerous achievements and milestones throughout his career. He currently also hosts the Intentional Engourager podcast. We talk alot in this one about the meaning of the best pieces of advice his Dad ever taught him - People Buy from People. There's alot of great stories told throughout and practical ways to build deep connections with those you're seeking to know on a purely human level. We talk sports, the craziest thing a client ever said to him, my most fulfilling client sale (that didnt include money changing hands). And also how we both successfully connected and have failed at connecting with celebrities we've met. Find out how Brian got Coach K from the Duke Blue Devils to sign a book for him at the end! | |||
| Providing Value To EVERYONE Can Be Your Personal Brand - Sarah Marie Clarke | 10 Jun 2020 | 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! | |||
| Shifting Your Expectations of Sales - Dale Dupree, Leader of the Sales Rebellion | 02 Jun 2020 | 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! | |||
| Why Being Real Gets You Heard - Leslie Mizerak | 27 May 2020 | 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)
Connect with Leslie! Connect with Us! | |||
| The Importance of Your Intent - Jack Wilson | 20 May 2020 | 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!
Connect with Us! | |||
| Being A Catalyst For Yourself and Others - Cameron Schmidt - Human Catalyst | 13 May 2020 | 00:47:15 | |
Brief summary of show: Cameron Schmidt is our first non traditional salesperson I interview. He does a lot of things that most wouldn't consider sales. He's event manager and supervisor, he build basketball courts, he organizes online communities, and he's an endurance athlete. By endurance athlete, he's run 100 miles in one sitting!! He's also trained the Grammy nominated music artist, Mike Posner, to complete his walk across the United States! Mike walked from NJ to Colorado. This was fun. Cam has such an interesting story. He's ultra curious about people and we talk about ways to find that curiosity in people and what you can do to find it in yourself. We also talk about not only ways to convince yourself of things but how remaining curious can help convince others to do some really amazing things. Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it)
Resources Mentioned
Connect with Cam!
Connect with Us!
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| Bring Your Human To Work, It Sells - Erica Keswin, Best Selling Author, Workplace Strategist, Founder of the Spaghetti Project | 20 Dec 2023 | 00:49:18 | |
Summary: This is a re-release of episode 23 with one of my favorite guests, Erica Keswin. Since speaking to her Erica has published a book called Rituals Roadmap about how and why rituals at our workplaces can connect us and help us feel a sense of belonging. If you've always wondered how you can foster a greater sense of connection at your workplace internally and externally - this episode is for you! Some people may hear the term "Bring Your Human" to something and not clearly understand what it means and how can it applies to sales. Erica Keswin had this aha moment of someone being human with her when her local Starbucks was out of her daughters favorite, pumpkin scones. Because their barista Ashley created a longstanding relationship with them, she knew that was their favorite and sprinted down the road to hand her a gingerbread loaf instead to try. On the house. That sparked an idea and a mission. Erica Keswin sought to highlight stories like Ashley and published the book, Bring Your Human To Work, 10 Surefire Ways to Design a Workplace That Is Good for People, Great for Business, and Just Might Change the World. It went on to be a Wall Street Journal Best Seller. This episode we unpack what it means to honor relationships and how that will serve you so well in sales and in your life! Key Takeaways by Time!
Connect with Erica! Connect with Us! | |||
| The Power of a #StrongAssMindset - Tabitha Cavanagh - VP Talent Strategy Sales, Something New | 07 May 2020 | 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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| Intro Episode - Stories of Selling Human | 02 May 2020 | 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. | |||
| The Meaning of "To Sell is Human", Dan Pink, 5X NY Time NY Times Best Selling Author | 14 Dec 2023 | 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! | |||
| How to Hone Your Kindness Into A Sales Process - Suchi Mandal, VP, Business Unit Head, Corporate Learning | 06 Dec 2023 | 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! | |||
| The Traits of Being A Respected Salesperson - Arishma Singh, Keynote Speaker, Author, Edupreneur E | 29 Nov 2023 | 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! | |||
| Getting Buyers to Follow Your Journey By Understanding Theirs - Amy Hrehovcik, Sales Coach | 16 Nov 2023 | 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! | |||
| How to Really Lean In To Who You Are in Sales - Tabitha Cavenagh, VP of Recruiting and Talent Strategy, Sales Collective | 08 Nov 2023 | 00:42:56 | |
Summary: Tab is the Vice President of Recruiting & Talent Strategy at The Sales Collective - Company pioneering a new frontier in partnered selling and sales growth, whose customers and clients range from individuals who would like to improve their effectiveness and become true sales professionals to large corporations who would like to revamp, revitalize, or reimagine their entire sales operation from top to bottom. From Healthcare to Tech, Tabitha works to help teams recruit better while putting a strong emphasis on the candidate experience. She has been a recruiter for many great organizations in the realm of helping great sales people find their next great opportunity. In the first episode of the new podcast name, Sell By Being Human, Tab shares a little about how she puts real intention to leaning into her unique self. It's not enough to say, I'm authentic, you have to intentionally ask yourself questions and make a point to let yourself come out in the sales process. Tab shares her story of doing it as a recruiter so you can do these things in whatever you're selling. Key Moments: 04:03 - Show up as yourself to attract the right kind of people. Meaningful connection makes the world go round. Being ok with attracting and repelling the right people. 12:34 - Story of someone who actually sang her resume on Linkedin to get a job. Attracting and Repelling. 14:12 - The traits of a good recruiter. The dynamics of a career in recruitment. Tabs story of the last few yrs in accepting and leaving positions and what she learned along the way. 19:31 - Tans mindset - How Do I leave this person better off than when we first met? How she cultivates meaningful relationships. 23:13 - Tabs approach in Linkedin messages where she doesn't push but is genuinely seeking alignment. 25:42 - Elements of sales in recruitment. Being unique in your approach. Connect with Tab Connect with Us! | |||
| Defining What A Guide is In Sales - Loy Day, - CEO, The Guide Culture | 19 Jul 2023 | 00:49:58 | |
Summary: Loy Day is the founder an co-CEO of The Guide Culture. A sales training and consultancy business where he teaches people from all walks of life about a framework that's helped him throughout his entire sales career. Loy started his career as a school teacher and sports coach. He went on to insurance sales where he owned a very successful insurance agency in Georgia. Lloyd built his business on tried and true fundamentals of connecting with people and being authentic in the process. He teaches that framework now to salespeople, entrepreneurs, and even parents. This episode was great. We talk about how to build value as opposed to adding it, the key reasons why people buy, and how to get doubts into the open. If mothers take Lloyd training to be better moms and husbands take it to be better husbands, you want to listen to this one! Key Moments: 4:27 - What Loy learned about sales and inspiring others from his days as a teacher and a coach 13:18 - Why it’s so important to believe in what you’re selling and being authentic, highly spiritual, and on obligation. 15:10 - difference of bringing value and building value. 17:54 - Buyers need 3 or 4 things to make a decision - logic, emotional connection, credibility, transfer of enthusiasm 23:11 - His daughters story of how she got into sales training along with one of his most successful students who stared as a Dietician! 34:45 - Why someone took his sales training so she could be a better mom. What she learned along the way. 40:00 - Story of one of his attendees convincing her child who was wanting to quit football but how she uncovered the real why behind his decision. 46:24 - What only Loy does that no one else does. Hint - it involves Ketchup! Books Mentioned: The Psychology of Winning - Dennis Waitley Connect with Loy Connect with Us! | |||
| The Girl Who Used A Put Down to Blaze Her Career in Sales - April Shprintz | 28 Jun 2023 | 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! | |||
| The Magic of Human Connection - Brian Miller, Magician, TEDx Speaker, Author | 30 Apr 2024 | 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! | |||
| The Power of Shifting Your Focus in Sales to Giving, Bob Burg, Author, The Go-Giver | 21 Jun 2023 | 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! | |||
| How A Mentalist Reads People - Oz Pearlman, Mentalist, AGT Finalist, Entrepreneur | 07 Jun 2023 | 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! | |||
| Why Tapping Into Potential Relates To Sales - Robert Hamilton Owens, Speaker, Endurance Athelete | 31 May 2023 | 00:56:24 | |
Summary: Robert Hamilton Owens is an international corporate business consultant and inspirational speaker. For more than 25 years in over 30 nations, he’s been speaking before audiences on leadership and management topics, free enterprise, and democracy issues. Some of Robert’s past clients include the Navy SEALs, New York Jets, The Baltimore Ravens, the Philadelphia Eagles, and the Philippines Joint Chiefs of Staff. Robert was described by Triathlete Magazine as “The Most Interesting Ironman in the World.” He has completed the “300 of Sparta” 8 day 238 mile run-climb trek from Sparta to Thermopylae Greece, became the oldest finisher ever in SEALFIT’s Navy SEAL “Kokoro 50 Hour nonstop Hell Week Challenge” and has recently finished his 12th Ironman challenge. In this episode we talk about how one of the most important people you'll ever have to move is yourself. In sales we are tasked with changing others but how do we wrestle with moving ourselves? Robert gives little pieces of advice on how to reach your full potential, and how others helped him reach his. He'll make you look at potential in a different way and how tapping into your own potential and the potential of others is absolutely a sales skill worth mastering. Key Moments: 03:00 - Roberts story of personal transformation. Getting rid of limiting beliefs. 6:27 - We all have snakes in our head. Explaining our limiting beliefs. 13:07 - Hard work beats better talent. If you focus, you can do anything. 14:48 - Having faith in people's faith in you. 16:15 - How a water polo coach changed the trajectory of Roberts life. 17:57 - Bringing out potential in yourself and others. 26:22 - How to persuade and convince people to change for the better 33:47 - Power of complimenting someone to begin all interactions. Connect with Robert: Connect with Us! | |||
| The Salesperson in A Marketers Clothes - Will Aitken, Head of Social, Lavender | 17 May 2023 | 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 | |||
| Wine, Sales, and How to Make Exceptional Experiences - Laurie Forster, The Wine Coach | 03 May 2023 | 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!
Connect with Us! | |||
| Creating a Compelling Reason to Change - Megan Torrance, CEO, Torrance Learning | 19 Apr 2023 | 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! | |||
| Why Being Human in Sales is a Differentiator - Jen Allen-Knuth, Head of Community Growth, Lavender | 14 Apr 2023 | 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! | |||
| From Being Reluctant with Sales to CEO, Jackie Hermes, Founder + CEO, Accelity | 05 Apr 2023 | 00:45:02 | |
Summary: Jackie Hermes is the founder and CEO of Accelity - An agency born from software, whose team has years (and years) of hands-on experience working with high-growth B2B software companies. Accelity began as a one-woman consultancy blossomed into a kick-ass team of 20 and counting and a group of amazing, loyal clients all over the US. Jackie started her entrepreneurial journey with cookies. Really. A vegan cookie company… and she wasn’t vegan. She turned four cookie recipes into a business—designing packaging, finding a kitchen and making the cookies, eventually outsourcing production, then selling and establishing distribution to 12 grocery stores around Wisconsin. Outside her professional life, Jackie was a foster parent for two years and two of her three kids were adopted in Milwaukee. She enjoys travelling, fitness, exploring Milwaukee and playing a whole lot of Star Wars Trouble with her kids. This episode with Jackie packed alot of goodness on how Jackie moved from being someone that was really resistant with selling and networking to running her own company. She realized that most of the skills she was good at with connecting with people were actually some of most useful skills in selling anything. Learn how Jackie tapped into her strengths and used them to her advantage so you can too! Key moments: 04:58 - Start from an emotional place before doing business 14:20 - Asking meaningful questions instead of "grilling" someone 22:15 - We are all in sales. Using your traits in a different context. Connect with Jackie Connect with Us! | |||
| How Do We Really Build Human Connection?, Susan McPherson - CEO, author | 22 Mar 2023 | 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! | |||
| I Sold This Guy on Hiring Me, How He Sells As A CRO - Chris Bondarenko, CRO - MentorcliQ | 15 Mar 2023 | 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! | |||
| How Faith Has Influenced a Sales Career - John Alwinson, Author and Regional Sales Mgr - Boston Scientific | 25 Apr 2024 | 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 | |||
| Why Your L&D Department is Actually in Sales Too - Alison Shea, Global Learning Professional, Founder - The Learning Manifesto | 01 Mar 2023 | 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! | |||
| Acting Like A Trusted Advisor vs Being A Trusted Advisor - Brad Harmon, Industry Sales Executive, Oracle | 23 Feb 2023 | 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 | |||
| The Airforce Colonel Who Sold By Being Human, J. Scot Heathman, Former President 18th Airforce, CEO - Elevating Others | 08 Feb 2023 | 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! | |||
| Where Improv Meets Sales, Chris Bogue, Owner Chris Bogue Communications | 18 Jan 2023 | 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! | |||