The Sales Leadership Show – Details, episodes & analysis

The research on mentoring is clear. Those who are mentored, out-earn and outperform those who are not. They make higher salaries, get promoted more often, have greater job and career satisfaction and lower rates of burnout. For organisations that invest in mentoring their employees, they benefit from higher productivity and greater loyalty. Mentoring works as a great retention tool. But despite all this, only 76% of people understand the undisputed benefits of having a mentor, and only 37% of people actually have one.

But how do you do mentoring well, both as a mentor and in building a mentoring programme in your organisation? Join me for a conversation with Dr. Ruth Gotian, co-author of The Financial Times Guide to Mentoring.

This is a conversation between Lisa Haneberg, one of my favorite writers and thinkers, and yours truly. It’s a far from ordinary conversation, and I know you’ll be entertained if you listen to the whole thing.

Enjoy!Phil

Episode Highlights:

* Lisa discusses her new book, Far From Ordinary: Predicaments, Misadventures, and Eliminations, a collection of personal stories, fictional pieces, and reflections on life’s unpredictable moments.

* The conversation dives into Lisa’s philosophy on adventure, storytelling, and finding purpose through creative expression.

* Lisa shares memories from a life lived with intention, including a memorable cross-country motorcycle tour, her journey into fiction writing, and her connection to Albuquerque’s inspiring landscapes.

Key Quotes from Lisa Haneberg:

* On Living Adventurously"Happiness to me is living an adventurous life every day, in small and big ways."

* Embracing the Unknown"My secret to success from an adventure standpoint is to commit before I know if I can do it."

* Advice on Following Your Own Path"Make sure the context matches your intentions... Don’t follow someone else’s trail."

* Reflecting on Misadventures"It’s the misadventures in life that we overcome that often fuel our remembrances."

Topics Discussed:

* Commitment to Adventure: Lisa encourages listeners to dive into new experiences without knowing all the answers. Her commitment to a 9,400-mile motorcycle book tour is a testament to her adventurous spirit.

* Power of the ‘What If’ Question: Lisa suggests making time for “What if” questions daily to uncover paths that align with personal passions, challenging listeners to ask, "What if I took an hour just to do something I've always wanted to try?"

* The Value of Storytelling: Lisa’s book, Far From Ordinary, is a journey through life’s unusual twists, where the “almost disasters” often become the most memorable and cherished stories.

* Advice for Creating Personal Adventure: Lisa stresses the importance of aligning life choices with one’s core intentions and values, avoiding societal expectations or others’ definitions of success and excitement.

Where to Find Lisa’s Work:Listeners can dive into Lisa's world by picking up a copy of Far From Ordinary or exploring her fiction on LisaHaneberg.com. Whether it’s for adventurous insights or a dose of quirky mystery, Lisa’s stories offer an escape from the ordinary and a chance to reflect on the richness of life.

This episode is a reminder to embrace life’s unpredictability and to look for adventure in every day. Perfect for anyone seeking inspiration to make bold commitments and explore personal passions!

In a recent episode of the Sales Leadership Show, host Phil Gerbyshak sat down with Donald C. Kelly, founder of TSE Sales Training, author of Sell It Like a Mango, and host of The Sales Evangelist podcast. The episode, titled "Enabling Sales," delved into the nuances of effective sales leadership and how leaders can create environments where their teams thrive. Donald shared his journey, key lessons from both good and bad leadership experiences, and practical advice on how to stand out in a crowded sales landscape.

Learning from Good and Bad Leaders

Donald C. Kelly begins the conversation by sharing a piece of advice that has stuck with him throughout his career: "Look at the good leaders that you had, look at the bad leaders that you had, and you can learn from both of them." This simple yet profound idea underscores the importance of observing and learning from all experiences, both positive and negative.

Donald recounts an early experience with a bad leader who projected her anger and personal frustrations onto her team. This leader’s inability to separate her personal issues from her professional responsibilities created a toxic work environment, leading to poor team performance and high turnover. Reflecting on this, Donald notes, "You’re not going to stand up towards that level of performance if you feel that you’re not cared for or your efforts don’t matter."

"You’re not going to stand up towards that level of performance if you feel that you’re not cared for or your efforts don’t matter."

On the flip side, Donald highlights the impact of good leadership. Great leaders, he explains, are those who have "been through the jungle before," know the path, and understand the process. They provide guidance, support, and patience, helping their teams navigate challenges with confidence.

"Great leaders know the path, they have a system, and they encourage and guide you through it with patience."

The Importance of Process and Patience

A significant portion of the discussion centers around the idea that effective sales leadership is not just about pushing for results but about guiding the team through a proven process. Donald compares sales leadership to leading a group through a dense jungle. The leader’s job is to cut through the brush, find the best paths, and ensure the team stays on course. He emphasizes that different team members may progress at different speeds, and a great leader recognizes this and remains patient.

"A leader who doesn’t understand the process and gets impatient can create an unsuccessful environment," Donald warns. This is the crux of enabling sales: creating an environment where every team member, regardless of their pace, feels supported and knows that if they follow the process, they will eventually succeed.

"A leader who doesn’t understand the process and gets impatient can create an unsuccessful environment."

Standing Out in Sales: Sell It Like a Mango

Phil and Donald also explore the concepts in Donald’s book, Sell It Like a Mango. The title draws from Donald’s childhood experience of selling mangoes in Jamaica, where he learned that success in sales often comes down to how you position yourself, not just the quality of the product.

Donald shares a vivid memory of trying to sell mangoes from his front yard, only to find that he couldn’t sell a single one. The lesson? It wasn’t the mangoes that were the problem; it was the approach. "The mango that I had was the same exact mango that was probably the one downtown," he explains. The difference was in how and where he sold them. This experience taught Donald that in sales, it’s often the seller, not the product, that makes the difference.

"It’s often the seller, not the product, that makes the difference."

This principle applies to B2B sales as well. Donald emphasizes the importance of creativity, positioning, and understanding your audience. He advises salespeople to "sell it in a creative way, sell it in a unique way, stand out from the others." By doing so, salespeople can differentiate themselves in a crowded market.

Practical Tips for Sales Success

Throughout the conversation, Donald offers a variety of practical tips for sales professionals looking to stand out and enable their own success:

* Do the Opposite of What Everyone Else is Doing: Donald encourages salespeople to find creative ways to differentiate themselves. Whether it’s through personalized LinkedIn engagement, sending recap emails, or using video messages, small, thoughtful actions can make a big difference.

* Respect Time and Be Prepared: Being punctual and sending agendas before meetings are small but impactful ways to show respect for your client’s time and stand out as a professional.

* Leverage LinkedIn: Donald is a big proponent of using LinkedIn not just as a networking tool but as a platform for educating potential clients. He suggests posting relevant content regularly to establish authority and build connections with your ideal customer profile (ICP).

* Engage in Genuine Conversations: Whether on LinkedIn or in person, genuine engagement is key. Donald advises salespeople to focus on building real connections rather than just trying to sell.

* Be Patient and Trust the Process: Finally, Donald reiterates the importance of patience in the sales process. "If you continue to do the system, you’re going to get to the end goal," he assures. Great leaders understand this and create an environment where their team can thrive at their own pace.

Conclusion: Be an Educator, Not Just a Seller

As the episode wraps up, Phil and Donald discuss the importance of being an educator in sales. With 44% of executives discovering new products through social media, there is a huge opportunity for salespeople to stand out by providing valuable, educational content rather than just pushing for a sale.

Donald sums it up perfectly: "Be an educator, not a seller." This approach not only builds trust but also positions the salesperson as an authority in their field, making it easier to build relationships and close deals.

"Be an educator, not a seller."

For those looking to dive deeper into Donald’s insights, his book Sell It Like a Mango and his podcast The Sales Evangelist offer a wealth of knowledge for anyone in sales, whether you’re just starting out or looking to take your skills to the next level.

Have you been waiting for a permission slip for you to take care of yourself in a way that works for you? Join me for a conversation with Catherine Morgan, author of the new book “This Isn’t Working!"

Catherine will shine a light on the many things we try to ignore—overwork, dissatisfaction, and mental, emotional, and physical health problems— so we can keep up the facade that everything is just fine. Get your copy of This Isn't Working! 

Are you looking to be a more resilient leader - in just a few minutes at a time? Join me for a conversation with Trent Theroux, author of Eat Your Broccoli First, as he shares some tales of resiliency you'll have to hear to believe. 

When the world whispers in your ear, what do you hear? What about when your team whispers something is just a little off? Are you listening for those whispers? Are you doing anything about them?

Join me for a conversation with John Blumberg as we talk about these leadership whispers and what we can do about them. Learn more about John and sign up The Porch at https://blumbergroi.com

What is performance science? Is it too late for me to use it? How can today's high achieving leaders use performance science to achieve even more? Dr. Carla Fowler knows the secrets - and she's going to share them with us in a lively conversation.

Get to know Carla Fowler more.

What is cognitive fitness, and how can it help you lead better, sell better, and live better? Join me for a conversation with Wendy Swire, founder of the DC Neuroleadership Group, and co-author of Anytime Coaching and start your year off by getting your mindset right.

About Wendy Swire: Wendy has more than two decades of experience coaching thousands of leaders in the US and globally. A thought leader in the field of Neuroleadership and Mental Fitness, Wendy is known for teaching practices that slow down the brain to allow leaders to work more effectively with others. She co-authored the highly acclaimed book, Anytime Coaching: Unleashing Employee Performance.

Are you looking for a modern day primer on the foundational rules of financial success that aren’t taught in school or pushed by popular culture? Based on real characters and true stories, The Rice and Beans Millionaire is a modern day primer on the foundational rules of financial success that aren’t taught in school or pushed by popular culture. This a “Rule Breaker” book for those who don’t yet see themselves as rule breakers. A book for aspiring entrepreneurs who may well believe that entrepreneurship is too complex or difficult to start for “everyday people.”

Join me for a conversation with Bryan Eisenberg, co-author of The Rice and Beans Millionaire, as we discuss some of these foundational rules and how you can use them to go from "just over broke" to successful entrepreneur.

Selling to the customer is your most important metric - but how do you get there? How can you signal buyer safety so they feel comfortable enough with you to buy from you?

Join me for a conversation with St John Craner, author of How to Succeed in Rural Sales, as we talk about buyer safety, buyer psychology, and much more! Get a free copy of his book at https://www.ruralsalessuccess1.com/ebook Or buy the hard copy at Amazon: https://a.co/d/2z9ZvkS