Explore every episode of the podcast Sell By Being Human
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Practicing Uncommon Human Skills of Sales, Casey Jacox, Author - Win the Relationship Not the Deal | 26 févr. 2025 | 00:48:55 | |
Summary: Today we bring Casey Jacox, a former #1 seller turned consultant and speaker, who emphasizes the importance of human connection in sales. We dive into "uncommon human skills" in sales. We discuss how things like vulnerability, curiosity, and humility can transform the sales process into a more authentic and effective experience. Casey shares personal stories and insights from his journey, highlighting the power of asking great questions and building genuine relationships. Casey has a unique perspective being someone that excelled for over a decade as a top seller and shares how he stayed consistent for so long. Part of his approach he know consults and many of these skills are things we all have the capability to employ but we may be a little afraid of showing these skills to people without looking weak. Casey also shares a nice approach when people ask how are you different from your competition and just a little technique to think about without making stuff up. This was a good episode for anyone that's always tried to figure out what human skills can set you apart whenever you're selling anything in your personal life or in a business context! Key Moments: 00:00 Introduction to Human Connection in Sales 02:53 The Essence of Selling: Asking Great Questions 06:11 Vulnerability and Authenticity in Sales 08:49 The Power of Storytelling and Connection 12:10 Lessons from Sports: Humility and Teamwork 15:01 Curiosity as a Superpower in Sales 17:53 The Journey of Personal Growth and Learning 27:50 Mastering the Art of Inquiry 32:32 Differentiation in Sales: Unique, Comparative, and Holistic 40:15 Creating a Culture of Curiosity and Feedback 44:42 Personal Connections: The Human Element in Sales Connect with Casey Connect with Us! | |||
| A Mass Shooting Helped This Rep Find His Human Side of Sales - Brian Hicks, VP or Sales, Belkins | 19 févr. 2025 | 00:58:29 | |
Summary: Today we engage in a deep conversation with Brian Hicks, exploring the intersection of sales and human connection. Brian shares his journey from jewelry sales to B2B pipeline generation, emphasizing the importance of authenticity and genuine relationships in sales. Before you jump in, you should be warned that this episode can be triggering for some. Brian shares a deeply personal story of what he learned by being a witness to a mass shooting. It completely changed Brian's life but it also changes how he sells is a profound way. Our talk delves into Brian's story, the concept of human-centric selling, the power of storytelling, and the value of engaging in difficult conversations. B Brian also reflects on the influence of his mother in shaping his values and approach to life and sales. He also shares profound insights about the impact of his mother's love and values on his life, the transformative experience of surviving a mass shooting, and how these events reshaped his approach to sales and personal connections. He emphasizes the importance of authenticity, genuine relationships, and the need to focus on what truly matters in life and business. This episode is one not to miss and will teach you how a once robotic salesperson found his human side through realizing what really matters. Key Moments: 00:00 Introduction to Human Connection in Sales 02:01 The Journey of Brian Hicks: From Jewelry to B2B Sales 03:04 Defining Human-Centric Selling 06:14 The Essence of Being Human in Sales 09:49 Storytelling: The Power of Authenticity 12:14 Engaging in Difficult Conversations 15:15 The Value of Authentic Discovery 18:45 Lessons from Family: The Influence of Brian's Mother 19:32 The Influence of a Mother's Love 26:28 Transformative Experiences: From Sales to Survival 28:11 Life After Trauma: A New Perspective on Sales 44:09 Building Genuine Connections in Sale Connect with Brian Connect with Us! | |||
| How A Revenue Operations Guy Exhibits Genuine Care to the C Suite - CEO, Founder Midgame Consulting | 12 févr. 2025 | 00:46:13 | |
Summary: This episode I invite my good friend Rich Bishop to the mic. Rich has had a pretty extensive career in the world of sales and revenue operations. He's currently the CEO of Mind Game Consulting, where he works with venture capital and private equity companies to conslut around key operations strategies. Part of Rich's role is to come into organizations and uild trust quickly with the C-Suite. We discuss Rich's definition genuine care, and how you express that in sales. He expresses this through a story of his personal life and it's one that really anyone can relate to even if you don't have a quota for a living. Rich shares personal experiences that shaped his understanding of empathy and the significance of connecting with others. We emphasize the value of maintaining relationships and how these connections can lead to business opportunities, all while focusing on the human aspect of sales. We discuss the challenges of change management and the necessity of executive buy-in for successful projects. Rich shares insights on using evidence to influence decisions and highlights that everyone engages in some form of selling in their daily lives, whether in professional or personal contexts. It's not every day you get to open the curtain to how a an operations consultant approaches the executive suite and this is a good look into how genuione care shows up for him. Key Moments: 00:00 Introduction to Human Connection in Sales 06:07 Empathy and Genuine Care in Sales 12:06 Building Connections and Relationships 23:55 Nurturing Connections Without Expectations 30:51 Navigating Change Management and Executive Buy-In 40:19 Selling Beyond Sales: Influence in Everyday Life Connect with Rich Connect with Us! | |||
| How to Create Meaningful Experiences in Sales - Samantha Price, Senior Solutions Sales Exec, Workiva | 05 févr. 2025 | 00:47:17 | |
Summary: This week we're interviewing Samantha Price, a former kayak director turned global account director. Sam is a connection of a connection of a connection that I met through the Sales Success Community. Sam shares her journey from kayaking to sales, emphasizing the need for passion and creating meaningful experiences in her work. You might not think a tour guide needs to sell you when you're going out to see whales but Sam will tell you how she approached the job that's different from how most tour guides might operate. And how that love for the environment sparked a career in software sales We share personal stories like this that highlight the power of unexpected connections, exceptional customer service experiences, and the importance of community. You'll learn how to put "unreasonable hospitality" into your personal life, the importance of being a little more curious when someone tells you how they're doing, and create change by focusing on meaningful interactions with whomever you're selling. Key Moments: 00:00 Introduction to Authentic Selling 05:54 Personal Stories and Building Connections 11:50 Finding Passion in Sales 18:06 Learning from Family and Role Models 23:59 The Impact of Small Acts of Kindness 29:16 The Power of Human Connection in Sales 35:20 Sales Beyond Titles: Connecting on a Human Level 42:07 Embracing Serendipity: Life's Coincidences Connect with Sam Connect with Us! | |||
| What Does Reiki Have to Do with Sales? - Serin Sliva, Executive Coach, Reiki Master | 22 janv. 2025 | 00:45:15 | |
Summary: In this episode of the Sell By Being Human podcast, we bring on Seren Silva, an executive leadership coach, author, former ad sales executive, and Reiki practitioner. For those of you not familiar with Reiki, it's a healing technique based on the principle that the therapist can channel energy into the patient by means of touch, to activate the natural healing processes of the patient's body and restore physical and emotional well-being. I've never had a session but I think there's parallels to the transfer of energy in this practice and the transfer of energy in sales. We explore the importance of authenticity in sales, the cultural influences on personal identity, and the journey from corporate life to entrepreneurship. Seren shares insights on connecting with one's intuition, the power of energy in interactions, and the significance of self-love in overcoming judgment. The conversation emphasizes the need for genuine human connection in business and offers practical advice for navigating sales with integrity and authenticity. You'll also hear how Serin's parents came over from the Greek island of Cyprus with barely anything and how they instilled values and a work ethic that can apply to anything you do. Key Moments: 00:00 Introduction to Human Connection in Sales 02:50 The Essence of Selling by Being Human 08:33 Cultural Influences on Personal and Professional Identity. The story of Serin's family coming from Cyprus and what it taught her. 14:35 Navigating Career Transitions and Authenticity 17:15 Connecting with Intuition and Inner Knowing 24:23 Skepticism and the Power of Energy in Interactions 28:45 The Leap to Entrepreneurship and Coaching 34:41 Sales Strategies and Authenticity in Business 40:38 Key Takeaways for Authentic Selling Connect with Serin Connect with Us! | |||
| Why Coaching Skills Are Sales Skills, Helen Wada, CEO, The Human Advantage | 18 déc. 2024 | 00:44:53 | |
Summary: Helen Wada comes on the podcast from across the pond in the UK to share her journey from being a consultant to becoming an executive coach and the founder of The Human Advantage. She discusses the importance of coaching in understanding oneself and others, the need for long-term perspectives in business, and how coaching skills can enhance commercial success. She emphasizes the significance of building trust, practicing mindfulness, and engaging in reflective practices to improve personal and professional relationships. You'll learn to observe some of the best coaches in your life and how those same skills can apply to any situation where you have to create change. We also also touch on overcoming pushback in coaching and the role of emotional intelligence in sales and business interactions. Takeaways: Helen's journey into coaching began with her own experiences as a client. Coaching helps individuals understand their strengths and aspirations. Long-term perspectives can lead to more effective business strategies. The Human Advantage framework combines coaching skills with commercial focus. Building trust is essential for successful client relationships. Mindfulness and presence enhance coaching effectiveness. Reflective practice is crucial for continuous improvement. Overcoming pushback requires understanding client needs and values. Emotional intelligence is key in sales and business interactions. Self-knowledge is foundational for commercial success. Connect with Helen Connect with Us! | |||
| How to Sell Through Community Building, Pablo Gonzales, CEO, Be the Stage, Chief Evangelist, Vendoroo | 10 déc. 2024 | 00:58:18 | |
Summary: Pablo Gonzalez shares his journey of building communities and driving business through community building. He emphasizes the power of human connection and the value of belonging in building relationships and communities. You'll learn the power of creating communities for your own business and how Pablo built them out of learning what worked in his own career. Pablo's personal experience with his brother's illness and the support of a community during that time inspired him to explore the potential of community building in business. He discovered the power of creating touch points and brokering relationships, which led him to start his own business focused on community building Pablo's approach involves creating stages and platforms for people to connect and share their expertise, ultimately creating value for others. In this conversation, we discuss the power of building strong communities that lead to revenue, and how to create value for people to get attracted to communities. We emphasize the importance of approaching networking with a mindset of how to be helpful and make connections, rather than focusing on personal gain. We also discuss the process of creating a compelling point of view and using content creation, such as podcasts and live events, to engage with and attract like-minded individuals. Pablo shares examples of how these strategies have helped him build communities and achieve business success. This was one I'm going back on myself to learn from! Enjoy! Key Moments: 03:02 The Power of Community Building 08:02 Selling by Being Human 13:08 Creating Value for Others 18:25 The Value of Belonging and Human Connection 22:12 Creating Touch Points and Brokering Relationships 29:01 Building Stages and Platforms for Connection 36:14 Creating a Compelling Point of View 41:19 Using Content Creation to Attract and Connect 44:20 Building Communities and Achieving Success 56:16 Memorable Experiences and Happy Coincidences Connect with Pablo Connect with Us! | |||
| Why You Don't Sell To People, People Sell Themselves - Chris Caldwell | 04 déc. 2024 | 00:44:53 | |
Summary: We welcome another former teacher turned sales trainer on the podcast. I'm always fascinated about why teachers can go from that profession and find absolute success in sales. This one is no different where we welcome Chris Caldwell. A former teacher, golf coach, and retreat leader who has now turned sales trainer and is CEO of Sell As You Are. We explore the importance of human connection in sales, the transition from teaching to sales training, and the art of enrollment in guiding prospects. Chris offers some interesting thoughts on how to guide people with data thats meaningful to them. Chris shares insights on bridging psychology with sales techniques, frameworks for effective sales calls, and transformative success stories from his brand of sales training. The conversation emphasizes the need for authenticity, understanding, and personal growth in the sales process. You'll pick up some subtle techniques of how teachers guide their students and how that can help you connect in a more human way in whatever you might be selling. Key Moments: 00:00 Introduction to Human-Centric Sales 02:21 From Teaching to Sales Training 06:16 Selling Through Human Connection 12:55 The Art of Enrollment in Sales 20:12 Bridging Psychology and Sales Techniques 24:52 Frameworks for Effective Sales Calls 35:17 Transformative Success Stories in Sales Training Connect with Chris Connect with Us! | |||
| How Salespeople Lose By Projecting Perfect - Coach Dan Gordon, Consultant | 20 nov. 2024 | 00:45:25 | |
Summary: In this episode, I interview Coach Dan Gordon, an executive business coach and host of the podcast For Badass Entrepreneurs Only. We discuss the importance of selling authentically and the impact of human connection in sales. Miriam Webster's Dictionary rated authenticity the #`1 word last year so it goes without saying it's overused. We actually break down what it is and isn't in sales. Coach Dan emphasizes the need for salespeople to show up with authenticity and share their true thoughts and feelings. He believes that deeper connections and trust are formed when people drop their armor and have honest conversations. The conversation also touches on the relationship between sales and personal relationships, the power of unlimited possibilities, and the value of embracing failure as a path to success. We also explore the importance of understanding the buyer's perspective and demonstrating value in sales. We dive into the role of fear in sales and the importance of asking for what you want. Dan shares his insights on trauma and its impact on self-perception, as well as the four pillars that entrepreneurs often struggle with: sleep, stress, focus, and performance. Finally Dan offers a free week of a sleep improvement tool called New Calm. Key Moments: 00:00 Introduction to Coach Dan Gordon 02:50 Selling Authentically and Building Trust 07:05 The Relationship Between Sales and Personal Relationships 10:46 Embracing Unlimited Possibilities in Sales and Life 15:00 The Role of Personal Development in Success 23:42 Understanding the Buyer's Perspective and Demonstrating Value in Sales 26:44 Overcoming Fear and Asking for What You Want 27:29 The Impact of Trauma on Self-Perception and Personal Growth 32:06 The Four Pillars Entrepreneurs Struggle With: Sleep, Stress, Focus, and Performance 35:34 Recommendation: New Calm - A Sleep Improvement Tool Connect with Dan Connect with Us! | |||
| A Journey of Compassion from CNA to CEO - Sonnie Linebarger, CEO, Cadre Hospice | 13 nov. 2024 | 00:41:07 | |
Summary: Sonnie Linebarger comes on the podcast today to share her remarkable journey from a Certified Nursing Assistant (CNA), to Chief Operating Officer (COO), to entrepreneur, and now to CEO. One of toughest settings to connect with someone is in a hospice setting. These are patients at the end of their lives and can be emotionally grueling work. Sonnie shares how she's done it and has made an amazing career at it. Sunny emphasizes the importance of human connection in sales, particularly in healthcare, where empathy and compassion are crucial. She discusses her experiences in patient care, the emotional challenges of working in hospice, and how these experiences shaped her approach to business operations and consulting. Sonny also highlights the significance of storytelling in her consulting work and how she's been able to translate these traits to become a successful entrepreneur and CEO. Key Moments: 00:00 Introduction and Background 04:16 Making Patients Feel Cared For 09:23 Handling Emotions in a Healthcare Setting 21:48 Transitioning from Clinical to Business 26:36 Consulting and the Power of Storytelling 32:19 Selling and Connecting in Consulting and Speaking 36:41 Sunny's Unique Trait: Singing Everyday Conversations 39:21 Conclusion and Where to Connect with Sunny Connect with Sonnie Connect with Us! | |||
| The Power of Presence - Kim Nicol, Life & Leadership Coach, Host - New Manager Podcast | 30 oct. 2024 | 00:43:10 | |
Summary: Kim Nicol, a life coach specializing in mindfulness and leadership, shares her insights on helping people see different perspectives and creating a calm and safe environment. Kim coaches first time managers and part of her coaching is selling them on how they can reframe a different approach. She discusses reframing resistance in fitness and yoga, as well as the importance of presence and appreciation in everyday interactions. Kim also offers advice on having difficult conversations and advocating for professional development within organizations. You'll unlock tips like the power of the phrase "I'm Glad You're Here". You'll learn a way to move others through intentional acts of calmness. And you'll learn how a yoga teacher sells people who hate pushups! Key Moments: 00:00 Reframing Resistance and Overcoming Fears 06:56 Creating a Calm and Safe Environment 10:57 Mindfulness and Presence in Everyday Interactions 15:23 Having Difficult Conversations with Empathy and Transparency 22:08 Advocating for Professional Development and Growth Connect with Kim Connect with Us! | |||
| A Human Way to Approach Problem Solving - Mike Simmons, Founder - Catalyst A.C.T.S | 29 mai 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 mai 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! | |||
| The Magic of Human Connection - Brian Miller, Magician, TEDx Speaker, Author | 30 avr. 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! | |||
| How Faith Has Influenced a Sales Career - John Alwinson, Author and Regional Sales Mgr - Boston Scientific | 25 avr. 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 | |||
| Putting the Spotlight on Others As A Skill - Leslie Venetz, Founder, Sales Led GTM Agency | 18 avr. 2024 | 00:46:28 | |
Summary: In this episode, we talk with Leslie Venetz, a sales consultant and founder of the Sales-Led GTM agency. Leslie teaches salespeople about outbound strategies and has had a successful career as a top individual contributor and sales leader. Leslie shares her personal story about making tough decisions in sales and the long-term benefits of prioritizing the customer's needs. She also reflects on the skills she observed in others, such as adaptability and giving credit to others. Finally, Leslie explains her motivation for starting her own sales consulting business and emphasizes the importance of outbound sales in B2B revenue generation. She also shares her unique approach to sales training events, which includes mindfulness, movement, and unconventional topics. You'll learn techniques on how to put the spotlight on other people, how to resist the urge to help while still being helpful, and how to connect in a "non sleazy" way on Linkedin. Takeaways
Key Moments: 03:40 Selling by Being Human 06:17 Understanding the Problem 09:37 Making Tough Decisions 12:26 Observing Skills in Others 23:24 The Importance of Outbound Sales 24:13 Sales as a Craft and Unique Experience 26:05 Unique Approach to Sales Training 27:36 Mindset and Skill Sets in Sales 29:29 Reader-Centric Language in Outreach 31:04 Earning the Right to Sell 32:00 Misuse of Cold Calls 33:15 Optimizing Voicemail Strategy 34:12 Using Texting in Sales 37:15 Being Social vs. Being a Social Seller on LinkedIn 38:37 Making the Ask in Sales 41:28 Authenticity and Transparency on LinkedIn 43:21 Revenue Revelry Events Connect with Leslie Connect with Us! | |||
| Treating Your Customers and Team Like Family - Eddie Kopp and Lisa Hamilton, SugarShack | 10 avr. 2024 | 00:46:09 | |
Summary: The Sugar Shack is a unique music experience that started as a backyard project and has grown into a successful media company. Eddie Kopp, one of the co-founders, shares the journey of how the Sugar Shack evolved over the past 10 years. From humble beginnings to hosting well-known bands, the Sugar Shack has become a sought-after destination for musicians. The success of the Sugar Shack is attributed to the personal and authentic approach taken with artists, creating a comfortable and high-quality recording environment. The team's passion for music and dedication to building a community has been instrumental in their growth. In this conversation, Eddie Kopp and Lisa Hamilton discuss the journey of Sugar Shack, a music video production company that evolved into a unique live music experience. They share the challenges of getting the attention of well nown artists even when they were just starting out. They also talk about building connections and networking, creating a movement and community, and the role of creating an over the top experience for artists and guests ion their backyard. Yiou'll learn their story of building their business but you'll also learn how to treat the people you work with like family. This episode is good vibes mixed with good stories by two great people. Takeaways
Chapters 00:00 - Introduction to the Sugar Shack and its Origins 02:03 - The Evolution of the Sugar Shack Experience 07:04 - The Early Days and the Hustle 09:28 - Expanding the Reach and Building a Brand 13:00 - The Transition from Hobby to Career 20:21 - The Pressure and Comfort of the Sugar Shack Sessions 23:23 - Communicating with Artists and Building Relationships 25:45 - The Challenge of Being Absent 26:14 - Authenticity and Transparency in Communication 26:53 - Building Connections and Networking 27:19 - Creating a Movement and Community 27:58 - Building Relationships with Artists 28:26 - The Evolution of Sugar Shack 29:02 - The Role of Photography in Sugar Shack 29:34 - Empowering Others and Giving Opportunities 30:03 - Expanding the Sugar Shack Experience 30:38 - Maintaining the Sugar Shack Sessions 31:01 - The Impact of Sugar Shack on People's Lives 31:47 - Eddie's Leadership and Seeing the Best in Others 32:14 - The Influence of Entrepreneurial Parents 32:44 - The Impact of Military Experience 33:15 - Leadership Skills Developed in the Air Force 34:37 - Applying Military Skills to Sugar Shack 35:05 - Confidence and Risk-Taking 36:01 - Creating a Family Culture at Sugar Shack 37:00 - Future Plans for Sugar Shack 38:00 - Balancing Growth and Maintaining the Sugar Shack Sessions 39:26 - Crazy Stories and Band Culture at Sugar Shack 40:20 - Dream Artists to Collaborate With 41:00 - The Next Chapter for Sugar Shack 42:17 - Unique Qualities of Eddie and Lisa Connect with SugarShack | |||
| More About the Person, Less About the Sale - Lisa Henderson, Solutions Architect, Verizon Business | 03 avr. 2024 | 00:49:43 | |
Summary: In this episode of the Sell by Being Human podcast, I interview Lisa Henderson, a solutions architect at Verizon Business. I met Lisa at a sales networking event and I knew within a few mins, she was someone I wanted to talk to. Lisa shares her background in sales and the influence her father had on her sales career. Her Dad worked in an auto body shop but her Dad taught her the importance of building connections with customers and getting to know them as individuals. Lisa also discusses her role at Verizon and the skills that have served her well in her career. Overall, the conversation highlights the value of being human in sales and the impact it can have on building trust and relationships with customers. In this conversation, Lisa shares insights and advice on building relationships, setting expectations, and selling through the lens of human connection. She emphasizes the importance of asking questions, understanding different communication styles, and getting to know teammates on a personal level. Lisa also discusses the balance between work and personal life and offers advice for non-sales salespeople. She highlights the value of using data to build a compelling story, being open-minded and collaborative, and understanding stakeholders. Lisa's philosophy centers around treating people with kindness and being genuine in sales interactions. Key Moments: 01:00: Lisa Henderson's background and sales career 05:02: Influence of Lisa's father and early sales experiences 08:22: Lisa's father's transition to a non-sales role 09:21: Lisa's exposure to different types of people 12:21: Skills learned from Lisa's father's role as a CNC machinist 15:43: Lisa's experience in retail sales at The Buckle 20:34: Lisa's role as a Principal Connected Solutions Architect at Verizon 25:23: Importance of empathy and understanding in sales 26:00: Setting Expectations and Asking Questions 27:08: Different Communication Styles 28:05: Building Relationships and Getting to Know Teammates 29:04: Personal Conversations and Connecting on a Human Level 30:29: Balancing Work and Personal Life 31:22: Advice for Non-Sales Salespeople 32:05: Using Data and Building a Compelling Story 33:33: Being Open-Minded and Collaborative 34:32: Understanding Stakeholders and Speaking Their Language 36:11: Selling Through the Lens of Human Connection 40:53: Treating People with Kindness and Building Relationships 45:20: Being Genuine and Putting People First 46:18: Lisa's Childhood Sales Experience Connect with Lisa: Connect with Us! | |||
| What's it Mean to Be Authentic in Sales? - Dee Acosta, Sr Sales Mgr - Modigie | 20 mars 2024 | 00:38:54 | |
Summary: In this episode, host Alex Smith interviews Dee Acosta, a senior director of sales and strategic growth at Modigie. He's been a #1 seller at his company numerous times and very active in sales communities. We discuss the concept of selling by being human and the importance of authenticity in sales. Dee shares examples of authentic people in his life and how their authenticity has contributed to their success. We also talk about the challenges of being authentic and the importance of trying to let out your authenticity even when you're not feeling really positive. We emphasize the need for thoughtful and personalized conversations, rather than generic small talk. Pre-research should focus on understanding the buyer's initiatives and leadership, rather than individual details. Human skills, such as radical candor and domain expertise, play a crucial role in sales success. Key Moments: 00:00 Introduction and Background 01:26 Dee's Sales Journey 04:14 - Authenticity in Sales, How to exhibit it. 06:12 - Examples of Authentic People 08:40 - Sharing Personal Experiences 09:08 - Challenges of Authenticity 12:27 - Being Authentic on LinkedIn 22:16 - Domain Expertise in Sales Connect with Dee Connect with Us! | |||
| How to Become A Super Connector - Scott Macgregor, CEO Something New, Founder - The Outlier Project | 14 févr. 2024 | 00:51:11 | |
Summary: Scott MacGregor is the Founder & CEO of SomethingNew LLC - A unique talent strategy company that helps startups build the foundation for exceptional talent acquisition, onboarding and retention which gives them a massive competitive advantage. SomethingNew is a 8 time American Business Award winner for Innovation. Scott is also a founder of The Outlier Project - A community for everyone who believes that anyone can live an ordinary life, but we all have the power to choose to live an extraordinary life. The Outlier Project deliver unparalleled access to the most unique live and interactive events with some of the most incredible “Outliers” on the planet. This episode is all about becoming a Super Connector. There are some people with strong networks but Scott's is in a league of it's own. Scott is connected to best selling authors, billion dollar CEO's, NFL legends, Olympic athletes, TEDx speakers, and accomplished musicians. People marvel at who Scott knows personally. These people give him their time to teach people in his community how to become great. You will learn how Scott builds relationships with famous people and why they willingly pour back into him and his community with no money exchanging hands. You'll also learn about why the core of selling is all about alignment. Key Moments: 02:24 - Sales is all about alignment 11:33 - The accumulation of showing up differently 20:50 - We all have the power to choose to be extraordinary. Why Scott started "The outlier project" 25:34 - How to approach people and build a network 35:00 - Path to success is not a straight line Connect with Scott Connect with Us! | |||
| How to Make Asking for Help Your Superpower - Francisco Oller Garcia, Solutions Architect, Medidata | 07 févr. 2024 | 00:42:39 | |
Summary: Francisco Oller Garcia is the Solutions Architect at Metadata. B2B marketers use Metadata’s Marketing OS to drive more revenue without all the manual and repetitive work. From running paid campaigns to personalizing web experiences to optimizing everything to revenue – Metadata automates all of this. In this episode of the Sell By Being Human podcast, I interview Francisco Aller Garcia, a solutions architect at Metadata. Francisco shares his journey of living life with a disability and how he has learned to savor life by embracing self-acceptance and courage. He emphasizes the importance of asking for help and building a strong support system. Francisco also discusses the power of sharing personal stories and humor in connecting with others. He highlights the role of understanding and empathy in moving sales forward and provides advice for both non-sales professionals and experienced salespeople. Overall, Francisco's story is a testament to the power of being human in sales. Takeaways
Key Moments: 03:49: Living life and savoring it 05:34: The power of asking for help 09:40: The importance of self-acceptance and courage 10:30: Selling by being human 11:55: The impact of sharing personal stories 13:55: The power of humor and jokes 21:16: Creating a comfortable space for conversations 27:48: Moving a sale forward through understanding 30:31: Embracing sales in non-sales roles Connect with Francisco Connect with Us! | |||
| Creating Human Connection with Short Videos at Scale - Bethany Stachenfeld, Co-Founder and & CEO, Sendspark | 31 janv. 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! | |||
| Ways to Connect on a Personal Level - Keith Daw, Founder Be Kinetic | 24 janv. 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! | |||
| Bring Your Human To Work, It Sells - Erica Keswin, Best Selling Author, Workplace Strategist, Founder of the Spaghetti Project | 20 déc. 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 Meaning of "To Sell is Human", Dan Pink, 5X NY Time NY Times Best Selling Author | 14 déc. 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 déc. 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 juil. 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 juin 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 Power of Shifting Your Focus in Sales to Giving, Bob Burg, Author, The Go-Giver | 21 juin 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 juin 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 mai 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 mai 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 mai 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 avr. 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 avr. 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 avr. 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 mars 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 mars 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! | |||
| Why Your L&D Department is Actually in Sales Too - Alison Shea, Global Learning Professional, Founder - The Learning Manifesto | 01 mars 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 févr. 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 févr. 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 janv. 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! | |||
| A Star Hockey Player Helping Atheletes Become Stars in Sales, JR Butler, CEO Shift Group | 11 janv. 2023 | 00:48:15 | |
Summary: JR Butler is the CEO and founder of Shift Group - a company transitioning elite athletes to sales professionals with free foundational skills training and job placement in tech. A former athlete himself, JR understands the challenges that come with switching careers without losing your identity and succumbing to depression, substance abuse and other roadblocks preventing people from living in their truth. Athletes spend their lives engaging in team-based activities where they are rewarded for performance-based outcomes. Competitive drive, work ethic, and the desire to win are innate qualities of those performing at elite levels. Athletes at this level must have discipline, resilience, and grit. These are the intangible parts of any elite athlete’s identity. When combined with confidence, curiosity, and coachability, these traits separate great athletes – and great salespeople. Key Moments: 02:21 - "There are a lot of people who sell, but not a lot of sales people". To be a good salesman you need to care about both sides of the table. 14:59 - Who inspired JR to become a great salesman 21:05 - What is the "Shift Group" and how they're working with atheletes 23:19 - Skills and traits for a successfull transition into a sales career 37:47 - Key human skills and traits for professional growth Connect with JR Connect with Us! | |||
| Meaningful Stories That Lead to Meaningful Connections - Ravi Rajani | 21 déc. 2022 | 00:46:29 | |
Summary: Ravi Rajani is an author, speaker, and sales consultant. He's the founder of Ravi Rajani Consulting and host of The Influential Communicator Podcast. His mission is to help B2B SaaS sales teams present their story, solution and message in a way that gets attention, builds trust and wins new business without competing on price. I met Ravi through a mutual connection on LinkedIn and right away knew he was a fit for the podcast. In this episode, you'll learn how to communicate to people in a way that makes you magnetic, charasmatic, and personable through the skill of being interested not being interesting. You'll learn frameworks of asking really curious questions, how to tell really impactful stories, and how you can get to a level with people that most people don't ever get to in sales through connection. You'll learn great frameworks in the process. Key Moments: 03:10 - To sell by being human 9:44 - Who asks Ravi powerful questions and what they do successfully. 11:05 - Why the question - How are you can be a lazy question. 13:50 - How Ravi learned to tell his authentic story. The importance of context for asking questions. 17:34 - You never truly know what you want in life until you experience it. Dr. Zoe Chance. Ravi's story of coming up in tradking floor in the U.K 20:30 - The difference between being formal and being professional Connect with Ravi Connect with Us! | |||
| People First, Not Things First - Kristin Meekoff, Author, Media Consultant, MSW | 14 déc. 2022 | 00:54:57 | |
Summary: Kristin A. Meekhof is an author, life coach, writer and obtained her M.S.W. from the University of Michigan. She has more than 20 years of clinical experience. A nationally recognized expert on resiliency and gratitude, her best-selling book, A Widow’s Guide to Healing, was inspired by her own personal experience with widowhood, grief, and healing. When Kristin is not writing she enjoys traveling, training for half-marathons, and writing. She is a life- coach and therapist providing services online and in person. I first met Kristin in a community we're apart of where she lept off the screen with how she was able to connect to really well known people. She approached Jesse Itzler by offering to give something to him without asking for anything in return. I later found out her story goes from being a social worker, to tragically losing her husband to cancer, and picking up the peices to write a book about it. What's interesting is that Kristin had to sell herself in a time where she was at her lowest point. Her abilities got her in rooms with people like Deepak Chopra, Katie Couric, and Maria Shriver! Hear how Kristin did it and what you can learn for yourself. Key Moments: 07:09 - Selling in an authentic way. Developing compassion by going through grief. 14:40 - Helping people go through grief. The power of compassion and active listening. 27:40 - People First, Not Things First - How to make offers before asks. 32:45 - Share your story in an authentic way. Being clear about your intention. Connect with Kristin! Connect with Us! | |||
| Can AI Make Us More Human? Amarpreet Kalkat, Founder, HumanticAI | 07 déc. 2022 | 00:53:27 | |
Summary: Amarpreet Kalkat is the founder at Humantic AI and co-founder at Frrole AI - Companies he founded with the mission to humanize the internet. He founded Frrole AI in 2014. It was one of the first companies to bring AI to consumer intelligence. It led to Forrester naming Frrole AI as one of the only 7 products out of hundreds in its “AI In Consumer Intelligence” report in 2020. In 2021, he founded Humantic AI, with a goal to humanize the internet by building a layer of people intelligence. Amarpreet believes that people derive most happiness when they can really understand each other and technology, especially AI, is best used in a direction to support human connections. In this episode, we talk about how AI can help us understand each other better before our first meetings with someone new. We discuss the role of intuition and data and how the best people use both to inform their interactions. We answer the question how AI might be able to foster more human interactions. Key moments: 03:15 - Creating a persona vs. true authenticity 07:50 - How technology helps us understand people better. 12:57 - Intuition, Dunning-Krueger effect, the role of AI 25:35 - Why are human interactions becoming more transactional Connect with Amarpreet Connect with Us! | |||
| Being Human on Linkedin - Lindsay Mitrosilis, Mitrosilis Consulting | 30 nov. 2022 | 00:49:07 | |
Lindsay Mitrosilis is the Founder, Lead Strategist & Agency Owner at Mitrosilis Consulting. She supports entrepreneurs who are ready to take on the dark horse of social media and harness the most powerful business tool out there...LinkedIn! Lindsay has helped hundreds of people use LinkedIn to create a profile that attracts their ideal employer (aka ideal clients) and find opportunities (aka business) over the course of her 10-year career in staffing sales. She mentors her clients during every step of the way, including: Profile Optimization, Content Creation, Connections, Messages and Positioning yourself as the the person to hire. In this episode, Lindsay and I talk about how to be human on Linkedin and how to connect with authentic intention. We talk about how selling on Linkedin is done today and the subtle things that you may be doing that are turning people off. This is a good one for anyone curious on how to build really strong connections on Linkedin without just winging it. Lindsay consults with tons of business owners and entrepreneurs. She's got you covered. Key moments: 08:27 - Anticipating peoples needs, Empathy 16:43 - Doing the right things on LinkedIn. Making genuine connections on the platform. 27:51 - What users do wrong on LinkedIn 32:00 - Starting conversations the right way Connect with Lindsay Connect with Us! | |||