Episodes
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Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions and build stronger relationships.
In this episode, John Crowder emphasizes the concept of listening to understand in sales, building trust with customers, adopting a problem-solving mindset, and empowering sales professionals to take ownership of their interactions with clients. John points out that to have better outcomes in sales, sales professionals must take the time to truly understand their customers' needs and concerns so they can offer more tailored solutions to them. By actively listening, asking the right questions, and building trust, sales professionals can better meet their customers' needs and achieve success in their sales endeavors.
In this episode, you’ll learn:
The importance of active listening in understanding customer needs and concerns to provide tailored solutions.
How adopting a problem-solving mindset enables sales professionals to identify and understand the specific pain points or challenges faced by their customers.
The need for balancing technology and human interaction in helping sales professionals leverage data insights while maintaining authenticity, empathy, and rapport with customers.
Jump into the conversation:
[00:00] Introduction to Mental Selling
[01:56] Moving Beyond the Tell-Sell Paradigm
[06:36] Value Trumps Access
[09:15] Listening To Understand
[13:44] The Neuroscience of Selling
[21:17] Mitigating Risk and Fear in Sales
[24:11] The Art of Consultative Selling
[28:05] Shifting Accountability
About the guest:
John Crowder is a former naval officer, football coach, and currently Vice President of the Healthcare Practice for Integrity Solutions, where he helps companies improve sales productivity, increase profitability, and create a culture that retains the best employees. John has over 25 years of experience in the medical sales industry. He worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development, and marketing.
Resources:
John on LinkedIn: https://www.linkedin.com/in/john-crowder/
Connect with the host:
Will Milano on LinkedIn: www.linkedin.com/in/willmilano/
Learn more about Integrity Solutions: www.integritysolutions.com/ -
Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks.
In this conversation, Meshell Baker discusses the fundamental principles of successful selling, including clarity in purpose, overcoming challenges, and connecting with customers. She elaborates on the concept of authentic selling, highlighting the significance of bringing one's genuine self into sales interactions. Meshell also shares insights on the power of listening, reflection, and visualization in enhancing sales performance and achieving exceptional results.
In this episode, you’ll learn:
- The significance of clarity in understanding one's purpose in sales, how it drives motivation and resilience, and strategies for handling rejection and maintaining confidence in the face of setbacks.
- The importance of active listening in sales to validate and uncover customer needs and how focusing on delivering value can lead to sales success.
- How authenticity in sales interactions builds trust and rapport with customers, leading to longer relationships and driving sales growth.
Jump into the conversation:
[03:03] Embracing No and Moving On
[05:13] The 5 P's of Excellence
[10:12] Value First, Money Follows
[12:55] Invest in Yourself
[19:10] What is Authentic Selling?
[22:10] How to be a Powerful Listener in Sales
[25:01] Reflection Amplifies Projections
[31:02] Clarity and Confidence
[31:48] How and Why Coaching Fuels Confidence
Meshell Baker is a transformative Keynote Speaker, Authentic Selling Alchemist, and Chief Confidence Igniter in sales, leadership, and personal development. With over two decades of experience spanning multiple countries and industries, Meshell brings a wealth of knowledge and expertise to her clients. As the founder of Meshell Baker Enterprises, she empowers individuals and organizations to unlock their full potential, capitalize on their strengths, and achieve sustainable growth.
Resources:
Follow Meshell on LinkedIn: https://www.linkedin.com/in/meshellrbaker/
Meshell on X: https://twitter.com/MeshellRBaker/
More about Meshell: https://meshellrbaker.com/ -
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Referrals are like golden tickets in the world of sales. They open doors to opportunities, build bridges of trust, and pave the way for lasting connections. However, many sales professionals fail to realize the full potential of referrals due to various misconceptions and challenges.
Joanne Black, founder of No More Cold Calling, joins this episode to discuss the critical importance and value of referral selling in sales prospecting. She talks about how many salespeople struggle with asking for referrals due to mindset barriers like feeling uncomfortable or fearing rejection. Joanne emphasizes the importance of building trust and credibility through referrals and the need for a systematic approach to referral generation. She also advocates for a culture shift within sales organizations where referrals are viewed as a cornerstone of the sales strategy rather than a peripheral tactic. Through her insights, Joanne underscores the transformative potential of referrals in boosting sales effectiveness and building stronger relationships with prospects.
In this episode, you’ll learn:
The mindset barriers and fear of rejection that hinder sales professionals from asking for referrals
How to cultivate and expand your network of referral sources by leveraging existing connections
Why sales leaders fail to prioritize and coach their teams on effective referral strategies
Jump into the conversation:
[03:26] Referral Mindset Challenges
[05:49] Why Sales Teams Struggle with Referrals
[07:11] Referral Selling Is a System
[12:10] The Power of Trusted Introductions in Sales
[14:13] The Limitations in LinkedIn
[19:17] Practice Is the Key
[23:56] Referrals Build Trust
[28:01] External vs. Internal Referrals
[29:37] Keeping Focus on the Problem
Joanne is America’s leading authority on referral selling, the only business development strategy proven to convert prospects into clients more than 50% of the time. She is a captivating speaker, innovative seminar leader, and influential figure in sales and business development. Joanne has spent her career helping sales teams and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time.
Related Resources:
Joanne on LinkedIn: https://www.linkedin.com/in/joanneblackreferralsales/
Joanne on Twitter: https://twitter.com/ReferralSales
Learn more about Joanne: https://www.nomorecoldcalling.com/
Joanne’s Books: https://www.nomorecoldcalling.com/no-more-cold-calling-book/ -
In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and master with dedication and effort.
In this conversation, William Vanderbloemen, author, CEO and Founder of Vanderbloemen Search Group, discusses the importance of mastering these 12 unicorn habits for sales excellence. He shares personal anecdotes and examples to illustrate how each habit plays a crucial role in sales success. From being fast in responding to inquiries to cultivating authenticity and solving problems, William highlights the practicality and effectiveness of these habits in building trust and driving sales. Furthermore, William encourages salespeople to start with the habits that resonate most with them or come easiest, building momentum as they progress. Tune in to learn and take the first step towards becoming a sales unicorn today.
In this episode, you’ll learn:
- Why becoming irreplaceable in sales hinges not on self-promotion but in the art of attentive listening and genuine interest in others.
- The power of aligning sales efforts with a higher purpose to resonate with customers and drive growth and profitability toward the brand.
- How authenticity, purpose-driven selling, self-awareness, and integrity can revolutionize your approach to sales and will set you apart in a crowded marketplace.
- The importance of thorough hiring processes helps companies minimize the risk of hiring mistakes and ensure to building of high-performing teams that drive sales success.
- The power of deflecting conversations that creates space for customers to express themselves fully and make them feel heard.
Jump into the conversation:
[00:00] Introduction
[04:20] The Habit of Being Fast
[11:21] How to be Authentic in Sales
[18:24] Be Driven by a North Star
[25:25] Avoiding Hiring Mistakes
[31:42] Why Self-Awareness is Rare
[34:27] On Punctuality and Integrity
William Vanderbloemen is an entrepreneur, pastor, speaker, author, CEO, and Founder of Vanderbloemen Search Group, an executive search firm serving churches, ministries, and faith-based organizations. Before founding Vanderbloemen Search Group, William studied executive search under a mentor with over 25 years of executive search at the highest level. His learning taught him the best corporate practices, including the search strategies used by the internationally known firm Russell Reynolds. These experiences have come together with his pastoral work to form a unique gift for helping churches and ministries build great teams by finding their key staff.
Resources:
Follow William on LinkedIn: https://www.linkedin.com/in/williamvanderbloemen/
On X/Twitter: https://twitter.com/VanderbloemenSG
William's website: http://Vanderbloemen.com
William’s Books: Be the Unicorn, 12 Data-Driven Habits that Separate the Best Leaders from the Rest; Culture Wins -
Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful connections, and empowering individuals to unleash their full potential.
Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for part 4 of Mental Selling’s special series.
In this conversation, Mike and Derek shed light on the existing challenges and misconceptions surrounding coaching and how it enables sales leaders to inspire greatness in their teams. They emphasize the importance of shifting the mindset of sales leaders to one that views coaching as a means of unlocking individual potential and driving collective success. Mike and Derek believe that through effective coaching, sales leaders can create an environment where team members feel valued, supported, and empowered to achieve greatness.
In this episode, you’ll learn:
The role of coaching and how it provides a vantage point for salespeople to see aspects of their performance they may miss on their own.
Why effective coaching entails active listening, asking probing questions, and refraining from providing all the answers.
Why coaching should be provided to all team members as part of their growth and development rather than focusing on those who are struggling.
Resources:
LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/
Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/
Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ -
Without a steady stream of potential customers, keeping your sales going strong is hard. Pipeline growth and outbound lead generation are essential for success in sales. It's not always easy, but with the right mindset, strategy, and persistence, you can build a strong pipeline of potential customers and keep your sales flowing smoothly.
In this conversation, Jeff Winters, Founder of Sapper Consulting and Chief Revenue Officer at Abstrakt Marketing Group, joins to discuss how the mindset surrounding pipeline growth and outbound lead generation is crucial for success in sales. He emphasizes the importance of understanding that achieving success in these areas requires both an art and a science. Jeff touches on the role of sales leadership in supporting sales representatives during slumps, the concept of sales enablement, and its significance in empowering sales teams to perform at their best.
In this episode, you’ll learn:
The importance of mastering both the art and science of pipeline growth and outbound lead generation in sales.
The concept of building resilience and maintaining the right attitude for long-term success in sales.
The idea of setting micro-goals and embracing failure as essential components of the sales process.
Jeff Winters is a seasoned entrepreneur with a passion for driving business growth. His experience navigating the highs and lows of entrepreneurship leading sales & marketing teams has equipped him with invaluable lessons in sales, leadership, and operations. Jeff is also the co-host of "The Grow Show" podcast, where he shares genuine stories and practical insights from experienced leaders in the business world.
Resources:
Follow Jeff on LinkedIn: https://www.linkedin.com/in/jeffreyscottwinters/
Jeff's website: https://www.abstraktmg.com/
The Grow Show Podcast: https://thegrowshowpodcast.buzzsprout.com/ -
Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach.
Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for this part 3 of Mental Selling’s special series.
In this conversation, Mike and Derek discuss the importance of active listening, understanding, and building rapport in the sales process. They emphasize that professional selling is not about dominating the conversation with a scripted pitch but rather about genuinely understanding the customer's needs and concerns. Mike and Derek advocate for a sales approach grounded in attentive listening, keen observation of body language, and the ability to discern the unspoken cues that reveal the customer's true motivations. In essence, the exchange between Mike and Derek serves as a reminder that successful salesmanship hinges on the ability to listen, understand, and empathize with customers. By prioritizing these foundational principles over aggressive tactics, sales professionals can forge meaningful connections and address customer needs more effectively.
Resources:
LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance https://www.integritysolutions.com/listen-to-sell/
Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/
Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/
In this episode, you’ll learn:
The need for salespeople to prioritize listening attentively to customers, observing their body language, and discerning unspoken cues to understand their true motivations.
The importance of balancing confidence and humility allows sales professionals to establish credibility and trust with their customers.
The significance of approaching every sales interaction with a sincere intention to add value to customers.
Jump into the conversation:
[01:12] Listening People into Buying
[03:49] Selling Requires Discipline
[06:23] Navigating Complex Sales
[12:41] Adding Value vs. Values-Based Selling in Sales
[15:32] The Power of Confidence
[16:30] The Art of Pre-Call Planning -
Having clarity of purpose plays a crucial role in sales. Tapping into your purpose not only provides salespeople direction and motivation but also helps build stronger relationships with customers and colleagues. In this conversation, Lisa Earle McLeod (also our Ep 031 guest) returns to the show to discuss the transformative power of purpose-driven selling, the importance of reflection in sales, and how sales leaders can foster a culture of customer impact and employee significance. She emphasizes that sales isn't just about serving customers but about improving their lives and the lives of their customers. Lisa highlights the role of sales leaders in reframing the sales conversation to align with purpose. By asking the right questions and translating sales numbers and KPIs into customer impact, sales leaders can help their teams understand the significance of their work and drive better performance. Lisa believes that revenue and shareholder value naturally follow when companies prioritize customer satisfaction and well-being. In this episode, you’ll learn: - The transformative power of purpose-driven selling- Why sales isn't just about serving customers but about improving their lives- Questions for sales teams to reflect on to unpack both wins and losses. - The power of sharing how a team’s work made a difference in the lives of their customers helps employees feel a sense of significance and motivation.- The value of translating numbers into customer impact helps employees understand the value of their work.- Why salespeople want to be part of something bigger than themselves and for their work to matter Additional Resources:Lisa on LinkedIn: https://www.linkedin.com/in/lisaearlemcleod/ Lisa on Twitter: https://twitter.com/lisaearlemcleod Learn more about Lisa: https://www.mcleodandmore.com/ Lisa’s Books: Selling with Noble Purpose; Leading with Noble PurposeLisa Earle Mcleod is a best-selling author, strategy consultant, keynote speaker, executive coach, and founder of McLeod & More, Inc. Recognized as the creator of the Noble Purpose business philosophy, Lisa helps leaders and organizations amplify purpose and meaning while driving financial performance. She is a popular keynote speaker and a prolific writer who has authored five books in five genres (leadership, sales, personal growth, conflict resolution, and humor), including the best seller Selling with Noble Purpose. Jump into the conversation:[00:01:18] Understanding Purpose and Its Importance in Sales[00:07:16] Playing the Long Game [00:12:21] Why Specificity (Depth of Knowledge) is Sexy[00:16:46] Metrics Beyond Revenue & Win Rates[00:22:43] How to Properly Ask for Referrals[00:25:11] Three Questions to Unpack Wins and Losses[00:34:58] Difference of Serving and Improving the Customers
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In sales, it's often said that success hinges more on who you are than what you know. Customers can easily tell if you're just trying to sell something or if you genuinely care about them, their problems, and how to help them.
Mike Esterday and Derek Roberts, co-authors of the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join Will for this part 2 of Mental Selling’s special series.
In this conversation, Mike & Derek discuss the importance of authenticity and integrity in sales and how these qualities can lead to long-term success. They explore the concept of emotional intelligence, which involves understanding and managing emotions to build better customer relationships. Mike and Derek also stress the importance of embracing the value of sales and understanding that success in sales is more about who you are than what you know. Mike and Derek emphasize a clear purpose and passion for helping others, as these qualities can drive motivation and enhance sales performance.
In this episode, you’ll learn:
- The crucial role of emotional intelligence, genuine empathy for customers' needs, and how both help build relationships with customers.
- Strategies to overcome self-limiting beliefs that hinder sales performance.
- Why salespeople should recognize the value they bring to customers' lives and embrace the role of problem solver
Resources:
LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance (ListentoSellBook.com)
Follow Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/
Follow Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/
Jump into the conversation:
[01:06] Integrity and Authenticity in Sales
[03:13] The Balance of Logic and Emotion
[04:04] A Clear Understanding of Your Sales Purpose
[08:19] Taking Ownership for Sales Success
[10:23] Sales Congruence -
While sales is acknowledged as vital, it is often not viewed as a strategic function. To unlock sustainable growth, leaders must champion a strategic approach that views sales not merely as a numbers game but as the execution of the company's broader strategy.
In this conversation Scott K. Edinger, author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, joins to discuss the dynamics of sustainable revenue growth and the intersection of strategy, leadership, and sales. He explores the pivotal role that leadership and motivation play in shaping the success of sales organizations. Scott uncovers the common pitfalls associated with viewing sales merely as a transactional function and advocates for a paradigm shift toward creating consultative relationships that align seamlessly with broader business strategies. This conversation with Scott provides a roadmap for leaders and sales professionals alike, guiding them on how to bridge the gap between sales & strategy to drive sustainable, more predictable and profitable revenue growth.
In this episode, you’ll learn:
- That growth is not merely a sales issue but a leadership and motivation challenge.
- The power of aligning strategy, leadership, and sales to achieve sustainable revenue growth.
- The importance of helping salespeople see the long-term benefits of investing in their professional development.
Scott is founder of Edinger Consulting and a bestselling author, keynote speaker, and regular contributor to both Forbes and Harvard Business Review. He is the author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, creating positive change for clients with expertise in the intersection of leadership, strategy, and sales. Scott has worked with CEOs and senior leaders to develop pragmatic strategies and execute approaches to drive top and bottom-line results.
Jump into the conversation:
[00:02:46] Challenges in Driving Sales Performance
[00:18:50] How to Make Sales Truly Strategic
[00:22:13] Three Ways to Design a Valuable Sales Experience
[00:27:31] The Importance of Consistency in Brand Promise
[00:29:32] Making Emotional Connection in Leadership
Additional Resources:
Scott on LinkedIn: https://www.linkedin.com/in/scott-edinger/
Follow Scott on Twitter: https://twitter.com/ScottKEdinger
Scott's website: https://www.scottedinger.com/
Scott’s Book: The Growth Leader: Strategies to Drive the Top and Bottom Lines -
Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those things well without listening- not just to the customer, but to yourself...
Mike Esterday and Derek Roberts are both sought-after coaches and leaders in sales performance improvement. Mike is CEO of the industry-leading sales training firm, Integrity Solutions. Derek is Chief Executive of Roberts Business Group and an Executive Partner of Integrity Solutions. Together, they have co-authored the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performance.
In this episode, part 1 of a special series, Mike and Derek speak about how acknowledging the importance of listening can significantly improve sales performance. They also discuss the role of self-awareness and emotional intelligence in sales and how one's confidence, attitudes and beliefs directly impact how a salesperson interacts with customers.
In this episode, you’ll learn:
- The importance of active listening, which includes hearing what the customer is saying and paying attention to their underlying needs.
- The significance of emotional intelligence in navigating difficult conversations, handling objections, and building rapport with customers.
- Effective sales is about creating value for customers by understanding their concerns and providing solutions that address their needs.
Resources:
LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/
Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/
Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/
Jump into the conversation:
[02:14] The Role of Today's Salespeople in the Buyer's Journey
[05:19] Why Selling Is More Than Just Listening to Customers
[07:33] The Impact of a Negative View of Selling
[11:25] The 3 Key Conversations To Be Successful in Sales
[14:57] Selling Is a Noble Profession -
The true mark of a leader in sales is revealed not during times of ease but in times of challenges. In these moments, effective sales leaders showcase their ability to adapt, communicate, and inspire their teams to overcome obstacles. The challenges become tests of the leader's skills and opportunities for growth and the forging of a more resilient and successful sales team.
In this Mental Selling conversation, John Baldoni discusses the critical aspects of effective leadership in sales and emphasizes the importance of aligning the team with the company's mission, vision, and values to build trust. John delves into the challenge of making these guiding principles more than words on a wall and highlights the need for leaders to live and breathe them into their actions. The conversation touches upon the role of leaders in promoting positive behavior change, enabling purposeful leadership, and coaching individuals to perform at their best. He also shares insights on how salespeople can focus on being better, learn from failures, and maintain composure in challenging situations.
In this episode, you’ll learn:
- The importance of striving for continuous improvement
- How to demonstrate grace under pressure
- The power of adversity
John Baldoni is an internationally recognized keynote speaker and author of 16 books that have been translated into ten languages. John provides performance-based coaching that leverages positive behavior change, enabling individuals to lead more purposefully and with greater grace under pressure. He focuses on what it takes to lead with compassion, commitment, and courage. John also provides executive advisory services related to vision, strategy, change, communications, and people development.
Resources:
Follow John on LinkedIn: https://www.linkedin.com/in/jbaldoni/
Follow John on X: https://twitter.com/JohnBaldoni
Learn more about John: https://www.johnbaldoni.com/
John’s Books: Grace Under Pressure: Leading Through Change and Crisis -
In sales, the commitment to continuous learning & personal development becomes not just a choice but a strategic necessity for those aspiring to thrive and succeed in the competitive landscape of sales.
In this conversation, Jason Grom, Vice President of National Sales Organization Development, Field Training and Coach Development at Ameriprise Financial, steps in to discuss the importance of continuous learning and development in sales and underscores the need for individuals to understand their core values and motivations. Jason emphasizes that regardless of tenure, industry, or background, committing to ongoing training and getting the right coaching is a substantial part of success in sales. The conversation touches on the significance of gaining clarity on personal values and strengths, the importance of translating theoretical concepts into practical applications, and how behavior change and skill development can significantly impact sales outcomes.
Jason is an accomplished facilitator and coach working with individuals, teams, and large groups. He's passionate and very knowledgeable about leading all segments of learning including analysis, design, delivery, and continuous improvement in partnership with cross-functional teams as well as gaining support and commitment from all levels of an organization.
Related Resources:
Jason on LinkedIn: https://www.linkedin.com/in/jason-grom-138a821/
Learn more about Jason: https://jgrom6.wixsite.com/learningintheflowo-1
Jason’s Blog: https://jgrom6.wixsite.com/learningintheflowo-1 -
In sales, leadership meant being the ultimate expert, the unquestioned "smartest person in the room." Consequently, leadership is no longer about having vast knowledge but about creating an environment where everyone can thrive and succeed together.
Wanda Wallace is an accomplished keynote speaker, author, and Managing Partner of Leadership Forum. She helps leaders and teams improve the quality of their conversations in every aspect of organizational life, from team debate to inclusivity, career goals, feedback cultures, and strategic insight. Wanda speaks, coaches, conducts seminars, and works with top teams in corporations worldwide. She is passionate about helping leaders recognize their choices, see the consequences, take control of their careers, and build more inclusive teams.
In this conversation, Wanda discusses the importance of conversations as the lifeblood of sales and highlights that while possessing knowledge is crucial, how this knowledge is communicated holds even greater importance. She further explains that successful sales rely not only on the salesperson's expertise but also on their ability to convey information in a compelling and relatable manner. Wanda urges sales professionals to hone their communication skills, confidence, and adaptability. In essence, she guides sales professionals looking to navigate the complexities of sales and advance their careers through strategic and empathetic communication.
Resources:
Wanda’s LinkedIn: https://www.linkedin.com/in/wanda-wallace-publicspeaker-author-podcasthost/
Follow Wanda on Twitter: https://twitter.com/AskWanda
Learn more about Wanda: https://www.leadership-forum.com/
Wanda’s Books: You Can't Know It All: Leading in the Age of Deep Expertise -
"Just because you're authentic doesn't necessarily mean you're going to be effective." Authenticity goes beyond mere self-expression. It is about bringing one's best self to each encounter, because when we embrace the power of authenticity, our stories create connections and inspire those around us.
Allison Shapira is a CEO and Founder of Global Public Speaking, a communication training firm that works with emerging and established leaders to help them speak clearly, concisely, and confidently. She is an entrepreneur, best-selling author, and leadership communication keynote speaker. Allison learned about commanding a stage and using your voice as a former opera singer. She now applies those same strategies to help leaders in the corporate world find the courage to speak.
In this conversation, Allison discusses the pivotal roles of authenticity, purpose, influence, confidence, empathy, and trust in effective communication and successful sales leadership. She explores the need for active listening and the impact of authenticity in building trust with clients. She also shares valuable insights into the nuances of virtual meetings and the art of building trust through competence, compassion, clarity, and consistency. Tune in and learn how to communicate with impact, credibility, and authenticity.
Resources:
Allison’s LinkedIn: https://www.linkedin.com/in/allisonshapira/
Follow Allison on Twitter: https://twitter.com/allisonshapira
Learn more about Allison: https://allisonshapira.com/
Allison’s book, Speak with Impact: https://allisonshapira.com/book/ -
In the world of sales, instead of just dreaming about the result, pay more attention to doing each step well. Success isn't just about reaching the goal. It's more about doing each part of the process the best you can.
In this special episode, host Will Milano takes a reflective journey through the standout moments and insights garnered from a year's worth of engaging discussions with different guests on the Mental Selling podcast. He revisits the episodes that have resonated most with the audience and highlights the key takeaways that amplify the essence of successful sales strategies, from the significance of embracing a mindset rooted in productivity and storytelling to unlocking the power of humor and mindfulness.
Resources:
Will on LinkedIn: https://www.linkedin.com/in/willmilano/
Integrity Solution’s New Book: https://www.integritysolutions.com/listen-to-sell/ -
When it comes to setting and pursuing your goals, the "why" behind it serves as the guiding compass on your journey. The greater your clarity of why and purpose, the more you can tap into what will help you meet moments of challenge head on and move through them.
In this episode, Jeanne Torre joins to discuss the need for goal setting to go well beyond just checklists and numbers, outcome-oriented goals vs. process-oriented goals, shifting to a growth mindset & more outcomes-oriented thinking and the importance of leaders leading by example. She explains the pivotal role of leadership in supporting individuals through the goal-setting process, addressing burnout within sales teams and how important it is for leaders to engage in conversations beyond the surface of goal-setting, encouraging them to explore the deeper “why” behind the goals and connecting them to a broader purpose.
Jeanne is a National Board Certified Health and Wellness Coach who has spent years coaching individuals toward achieving significant goals and helping burned-out high achievers master mindset, take command, and reclaim a life that energizes and aligns.
Setting goals provides a clear target, but the real magic happens when we unravel that why behind them. It’s not just about what you achieve but also who you become in the process.
Resources:
Jeanne on LinkedIn: https://www.linkedin.com/in/jeanne-torre-6a87a11b1
Follow Jeanne on Twitter: @JTorreCoaching
Learn more about Jeanne: https://highlandwellnessgroup.com/ -
Success in sales goes beyond numbers. It's about building genuine relationships through transparency, authenticity, and empathy. By prioritizing these pillars, sales professionals can create a foundation of trust to connect with clients on a deeper level. This customer-centric approach fosters long-lasting relationships and sets the stage for meaningful collaboration and continued success in the competitive world of sales.
Radhika Shukla is a seasoned professional with over 21 years of expertise in strategic sales and leadership. Currently serving as the Director of Enterprise Cloud Solution Sales at Oracle, Radhika has mentored and led high-performing sales teams across North America and Asia and garnered many accolades, including being ranked number one in the top 10 women in manufacturing. She has received multiple awards at Microsoft, such as Excellence for Customer Obsession and Top Sales Management, and has a remarkable track record.
In this conversation, Radhika discusses the transformative power of transparency and authenticity in sales, the importance of empathy when connecting with buyers, and the role of servant leadership in building high-performing sales teams. She further explains practical strategies for cutting through the noise in today's crowded marketplace, emphasizing the need for meaningful conversations that address prospects' pain points and provide tailored solutions. Radhika shares her leadership mantra—inspire, empower, appreciate—and explores how a growth-oriented mindset and continuous learning contribute to long-term success in sales.
Resources:
Radhika’s LinkedIn: https://www.linkedin.com/in/radhikashukla/
More about Oracle: https://www.oracle.com/ -
Mastering the art of sales isn't about pushing products but about creating value and building relationships. Yet so many organizations struggle to create brand conversations that get more customers to the table and actually convert. How can you align brand marketing and sales to drive more of these conversions?
To help us answer these questions, we speak to Kate DiLeo, CEO and Founder of The Brand Trifecta and bestselling author of Muting the Megaphone. Her innovative approach to branding simplifies the sales pitch, focusing on what the company does, how it can solve a problem, and what sets it apart from the competition. She has empowered countless organizations to create brands that not only attract prospects but also convert them into engaged users and loyal customers.
In this conversation, Kate discusses the crucial elements of successful branding and sales strategies, including the importance of focusing on a target audience and honing in on a clear, concise message to engage prospects effectively. Kate's insights shed light on the pitfalls of traditional sales approaches and highlight the need for a more human-centric, value-driven mindset in the sales world.
Resources:
Kate’s LinkedIn: https://www.linkedin.com/in/Katedileo
Follow Kate on Twitter: https://twitter.com/KateDiLeo
Learn more about Kate: https://katedileo.com/ -
Lack of alignment between your values and the decisions made by your company will most definitely cause demotivation and burnout. Prioritizing alignment, collaborative feedback, and self-awareness is crucial to establishing a culture of trust and integrity within any organization.In this conversation, Gregg Vanourek discusses the most integral concepts that inform his Triple Crown Leadership strategy - building excellent, ethical and enduring companies. He touches on the pivotal roles of purpose & values alignment, collaborative leadership, and a growth mindset that all serve as cornerstones of any successful organization. Gregg also provides insights into the often-overlooked power of feedback in building strong relationships and the mental traps we find ourselves in that inhibit fulfillment and happiness. He offers actionable strategies to enhance ethical leadership, fortify relationships, and prevent burnout to drive personal and professional growth. Gregg is an award-winning author specializing in personal development, life design, and leadership. His expertise lies in guiding individuals and teams towards purpose-driven success. Through his insightful teachings and transformative concepts, Gregg empowers others to align their values with their work, fostering authenticity and ethical excellence. Resources:Gregg’s LinkedIn: https://www.linkedin.com/in/gregg-vanourek-5347b11/Follow Gregg on Twitter: https://twitter.com/gvanourekLearn more about Gregg: https://greggvanourek.com/ Gregg’s Books: LIFE Entrepreneurs; Triple Crown Leadership: Building Excellent, Ethical, and Enduring Organizations.
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