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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
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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
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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
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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
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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
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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
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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
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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
Selling by being human means developing a deep understanding of the problem you're solving and focusing on helping the customer make the best decision for themselves.Active listening is a crucial skill in sales, and it involves resisting the urge to be helpful and keeping the spotlight on the prospect.Making tough decisions in sales, such as walking away from deals that may not be the right fit, can lead to long-term benefits and build trust with customers.Observing skills in others, such as adaptability and giving credit to others, can inspire and inform your own approach to sales.Starting a sales consulting business offers the freedom to work on your own terms and with the type of people and companies you align with.Outbound sales, including cold calling and cold emailing, is a cornerstone of B2B revenue generation and should not be dismissed or renamed. Sales is a craft and profession that requires care and expertise.Unique experiences and perspectives can set sales professionals apart.Mindset and skill sets are both crucial for sales success.Using reader-centric language in outreach can improve response rates.Earning the right to sell is essential in every stage of the sales cycle.Authenticity and transparency are key on LinkedIn.Revenue Revelry events focus on mindfulness, movement, and sales content.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
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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
Authenticity and transparency are key in building connections and maintaining relationships.Leadership skills and confidence can be developed through experiences like the military.Creating a family culture and empowering others can lead to a strong and supportive community.Balancing growth and maintaining the core values of a business is essential for long-term success.Building connections and networking can open doors to new opportunities and collaborations.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
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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:
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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
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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
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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
Embrace self-acceptance and courage to live life to the fullest.Ask for help and build a strong support system.Share personal stories and use humor to connect with others.Focus on understanding and empathy to move sales forward.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
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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!
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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!
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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!
12:26 - Erica's strategy on networking and meeting people not focusing on what they can do for you.19:22 - Overview of book. 10 ways companies can create a more human workplace.27:04 - A study on the power of firefighters who built trust with one another.34:03 - Why COVID is a gift to salespeopleConnect with Erica!
LinkedINErica's WebsiteBring Your Human to Work bookRituals Roadmap bookConnect with Us!
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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
Sales is not just about closing deals, but about being human and connecting with others.Soft skills, such as empathy and curiosity, are essential in sales and are harder to obtain than hard skills.Sales professionals should focus on understanding and addressing the real issues of their clients, rather than selling them something they don't need.Being a decent human being and focusing on service rather than transactions is the best long-term strategy in sales.Regret can influence buying decisions, but it is important to focus on the big regrets in life, such as maintaining close connections and doing the right thing.The future of sales lies in being a problem solver, anticipating problems, and providing value beyond access to information.Sales professionals should strive to be moral and trustworthy, as this is more enduring and leads to long-term success.Dan Pink is known for wearing shorts year-round and owning a large collection of college t-shirts. Timing plays a crucial role in productivity and decision-making.Traditional reward systems may not always lead to optimal performance.Autonomy is essential for fostering creativity and engagement.Aligning work with a meaningful purpose can lead to greater fulfillment and success.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
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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
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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.
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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
LinkedINConnect with Us!
LinkedIN: Website:
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