Stories of Selling Human

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 TabLinkedINConnect with Us!LinkedIN: Website:

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 coach13:18 - 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 enthusiasm23:11 - 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 WaitleyConnect with LoyLinkedINConnect with Us!LinkedIN: Website:

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 us09:00 - Getting money until money doesn't matter14:47 - Attitude over skill, sales mindsets18:45 - Respect, transparency and having a giving attitude27:40 - The power of believing in each otherConnect with AprilLinkedINApril's WebsiteConnect with Us!LinkedIN: Website:

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 Giving3:49 - 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 pandemic17:05 - The difference between a passive giver and a go-giver.18:23 - Definition of value vs price. The desirability of a thing.Connect with BobLinkedINWebsiteConnect with Us!LinkedIN: Website:

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 emotions08:18 - How to quiet your brain to become more observant and come up with great ideas15:00 - From Wall Street banker to mentalist. Is mentalist a sales person?16:54 - What Oz is selling. How he defines his product. Creating memorable experiences20:00 - 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 OzOz's WebsiteLinkedINConnect with Us!LinkedIN: Website:

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 better33:47 - Power of complimenting someone to begin all interactions.Connect with Robert:LinkedINRobert's Website:Connect with Us!LinkedIN: Website:

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 person10:24 - Will's video: If all departments got treated like sales13:00 - getting people to reach answers themselves without telling them.17:10 - Will's framework when he thinks about creating Linkedin content20:50 -Will's Ice Lake video23:46 - How AI can augment what sellers do, not replace them26:03 - 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 scaleConnect with WillLinkedINConnect with Us!LinkedIN: Website: 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

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 teaching12:20 - The difference of a boring sommelier and an exciting sommelier15:30 - 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!LinkedINLaurie's Website - Book Laurie for en event. Your clients will tell you it will be one of the most memorable experiences and they'll really appreciate you for doing it!Connect with Us!LinkedIN: Website:

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 knowledge14:48 - The differences between teaching and learning in person and online20:54 - 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 MeganLinkedINConnect with Us!LinkedIN: Website:

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 having4:34 - 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 sales11:05 - 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 well14:55 - 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 email32:00 - Jen's strategy on Linked in with her content.Connect with JenLinkedINConnect with Us!LinkedIN: Website:

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 business14:20 - Asking meaningful questions instead of "grilling" someone22:15 - We are all in sales. Using your traits in a different context.Connect with JackieLinkedINAccelity MarketingConnect with Us!LinkedIN: Website:

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 connection22:35 - Eleven questions to break the ice. The "Gather, Ask, Do" MethodologyConnect with SusanLinkedINSusans WebsiteConnect with Us!LinkedIN: Website:

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 CROConnect with ChrisLinkedINConnect with Us!LinkedIN: Website:

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 teacher17:12 - How the pandemic shaped organizations and educational system20:52 - How to measure effectivenessConnect with AlisonLinkedINConnect with Us!LinkedIN: Website:

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 approach08:09 - Acting like a trusted advisor vs being a trusted advisor12:34 - Adding a personal touch to structured selling motions24:42 - Tips from top sales professionalsConnect with BradLinkedINConnect with Us!LinkedIN: Website: 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

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 sales06:56 - Bringing your whole self to the situation.11:44 - You don't need to be a "Yeller Screamer" to be a good sales person17:17 - The power of true leadership23:45 - "It's about them". Personal traits of leaders.37:05 - Receiving feedback, reverse mentoringConnect with ScotLinkedINConnect with Us!LinkedIN: Website:

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 context22:38: - How to produce engaging videos and boost your business success.37:20: - "Red, Yellow, Green System" for categorizing leads.Connect with ChrisLinkedINConnect with Us!LinkedIN: Website:

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 salesman21:05 - What is the "Shift Group" and how they're working with atheletes23:19 - Skills and traits for a successfull transition into a sales career37:47 - Key human skills and traits for professional growthConnect with JRLinkedINAre you an athelete and want to be an elite sales athelete?Check out JR's website: Connect with Us!LinkedIN: Website:

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 human9:44 - 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.K20:30 - The difference between being formal and being professionalConnect with RaviLinkedINWebsiteInfluential Communicator PodcastConnect with Us!LinkedIN: Website:

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!LinkedINKristin's WebsiteConnect with Us!LinkedIN: Website:

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 authenticity07:50 - How technology helps us understand people better.12:57 - Intuition, Dunning-Krueger effect, the role of AI25:35 - Why are human interactions becoming more transactionalConnect with AmarpreetLinkedINHumantic AI - try it out!Connect with Us!LinkedIN: Website:

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, Empathy16:43 - Doing the right things on LinkedIn. Making genuine connections on the platform.27:51 - What users do wrong on LinkedIn32:00 - Starting conversations the right wayConnect with LindsayLinkedINLindsay's WebsiteConnect with Us!LinkedIN: Website:

Jonathan Mahan is the Co-Founder of The Practice Lab - the first ever training community for sellers ready to develop their skills like athletes, performers, and musicians do theirs. The Practice Lab programs help sales people cut through the clutter of tips and tactics to learn the most impactful core sales behaviors that make selling feel good and net meaningful results and deliberately practice them in a community of people who recognize that experimentation, awkwardness and even failure are vital prerequisites to mastery.This was a fun episode where we dig into how anyone can practice soft skills in their personal life and also how salespeople can bridge the gap between knowing and doing. We make the point that sales isn't something that you only learn steps to and then can automatically succeed. There are key skills that must be constantly developed, practiced, and applied in order to find continued success. We talk about skills that are not commonly practiced. Things like how to practice curiosity or empathy and the difference between impactful curiosity and where curiosity can miss the mark. If you want to learn sales outside of typical sales steps and find ways to practice it more in casual personal situations, this episode is for you. And if you are in sales and want to really dive into practicing this stuff in a community of sellers, please visit - www.thepracticelab.coKey moments:05:05 - Patterns, puzzles and the game of human behavior. How Jonathan went from a shy kid to becoming someone who could meet new people easily and get them talking.24:07 - Practicing genuine curiosity and honing your human skills. How to practice things like curiosity and empathy in personal interactions.45:41 - What will the world of sales look like in the future bridging the gap btw knowing and doing.Connect with JonathanLinkedINThe Practice Lab - Apply Connect with Us!LinkedIN: Website:

Summary:Laurie Ruettimann has been telling work-life stories and building groundbreaking solutions to drive better employment experiences, increase retention rates, and improve job satisfaction for more than 20 years. Through her storytelling, she casts a spotlight on innovators who are advocating for driving better employment experiences that benefit everyone — individuals, managers, employers, and organizations. Her career began in 1995 as an HR assistant for Leaf Candy Company and since then, she has worked at Monsanto, Alberto-Culver, Kemper Insurance, and Pfizer. Laurie became a writer, speaker, and podcaster as a result of the heartbreak and outrage she's experienced throughout her corporate career. While I love calling out boorish behavior, I am dedicated to the revolutionary and long-overdue mission of fixing work by telling stories and teaching leaders how to create workplace cultures that support, empower, and engage workers meaningfully.Key Moments:09:38 - The heart of sales is finding a problem and help solve it20:35 - Coaching and consulting is a framework of asking the right questions31:00 - You are more than the work you do. Not taking criticism personally.36:04 - The right approach to gain influenceConnect with LaurieLinkedINLaurie's WebsitePurchase Laurie's Book Connect with Us!LinkedIN: Website:

Summary:Stephanie Rogers is the host and creator of Story Jam and Story Serenade, two acclaimed live lit, live music shows which feature diverse personal narrative storytellers and original songs which echo each story. Since 2018, Steph and a team of talented coaches, writers, performers, and producers have offered hundreds of workshops, classes, and retreats through Story Jam Studio. The Studio also provides the chance for companies and organizations to use storytelling to develop marketing and sales initiatives, team build, or improve corporate culture. It is Stephanie's goal to connect people from different backgrounds through the art personal narrative storytelling, and to build upon those connections by providing a safe, creative space for people to craft and share their life stories.Key Moments:03:10 - "The journey of events mixed with the journey of emotions"14:30 - Involve listeners in your story and spark their imagination17:05 - How to get people excited about what you do by being vulnerable and open28:37 - We are all driven by emotionsConnect with StephanieLinkedINSee What Story Jam is ALL AboutConnect with Us!LinkedIN: Website:

Summary: Cyndi Bishop is an experienced client support specialist with a demonstrated history of working in the eLearning industry. Skilled and knowledgeable in K-8 Education, eLearning, Moodle, Training and Customer Service. She is a professional who's passionate about building client relationships and serving them with her all. Cyndi has a Master's degree focused in Educational Leadership and Policy Studies from The University of Texas at Arlington. In our conversation we talk about how Cyndi used to connect to her students as a teacher, how she like to think about creating human connection in every client interaction, and how she in't afraid to share her Christian faith with her clients on Zoom calls in a way that doesn't alienate folks. She's a Texas girl with a big smile and an even bigger heart. Key Moments: 05:35 - "Communicate the essence of You" 07:27 - Why Teachers Make Great Salespeople 19:25 - Tips on building rapport in the beginning of calls 28:38 - Strengthening the bonds with your clients Connect with Cyndi https://www.linkedin.com/in/matttenney/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Emet Ozar is a seasoned Program Manager with 15 years experience in technology and education sectors passionate about creating effective processes and programs, managing relationships and using data to drive informed decision making. She was born and raised in California. After graduating with a degree in Learning, Design, & Technology from Stanford University, Emet worked primarily in Technology, Education and Operations. Emet's passions include reading, hanging with family, creative problem solving, crossword construction and solving, and building and fixing things. Emet is married with three children. Key Moments: 03:16 - Trust based influence and deep empathy 14:20 - The importance of being transparent. Vulnerability opens people up. 27:07 - What is Program Managers job? Are there elements of sales in it? 32:42 - Quantitative approach vs human approach when requesting budget from executives for software projects. Connect with Emet https://www.linkedin.com/in/emet-ozar/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Constantine Johns is the Regional Sales Director at Workiva. Constantine is constantly a top performer and dedicated person of influence with a demonstrated history of overachieving and continuous development. He is passionate about serving his partners and leaving a long-lasting impact on everyone he interacts with. He is dedicated to his journey of self-awareness and self-development, working to be the best version of himself that he can possibly be. These are driving forces in his life and he aspires to make a positive impact in every interaction he has. With Constantine, it's always more than sales. It's about partnership and collaboration. Key Moments: 03:10 - Selling by being human. All sales are based on human to human relationships. 09:23 - Being more intentional about ways to care about people 14:56 - Asking difficult questions 20:07 - "The conscious community" 34:25 - Don't focus on the outcome, commit to being the person who achieves it. Connect with Constantine https://www.linkedin.com/in/constantine-johns/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Jason Wasser is a therapist and coach for professionals, entrepreneurs, family businesses & athletes. He has an interest in working with high performance individuals through his consulting and coaching practice. He utilizes integrative and alternative medicine modalities to amplify his successful outcomes with his clients. He enjoys working with clients who are looking for something different than the "more of the same" approach and uses a mind-body approach along with a collaborative partnership with his clients to make quick and effective change. Jason also works with individuals, children, couples and families with a wide variety of challenges that the client wants to get unstuck from. Jason owns The Family Room Wellness Associates, a Mind-Body therapeutic healing practice in Fort Lauderdale and also hosts his own podcast - You Winning Life Podcast. This episode we talk about the parallels between therapy and sales. The best therapists aren't giving advice, they're helping people see their challenges from a new perspective. We go over how Jason does that in a way that gets the most out of his clients. And how you can use these techniques the next time you're needing to create change. Key Moments: 02:15 - Understanding people and breaking down their walls 06:17 - Building relationships, importance of great mentors 17:45 - "The first sale is yourself" 28:40 - Asking the right questions. Reading between the lines to find correct answers. 36:50 - First rule of self-development - Having full accountability and responsibility for your actions Connect with Jason https://www.linkedin.com/in/jasonwasserlmft/ (LinkedIN) https://thefamilyroomsfl.com/ (Family Room Wellness) https://www.youtube.com/channel/UCbBij7FzuNBo0qWgmYxoGDQ/featured (Youtube - You Winning Life Podcast) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Vincent Pugliese is a conference speaker, leader of a mastermind group and an author. His journey takes him through being one of the greatest sports photographers in the country, working through the newspaper industry, to becoming an entrepreneur, starting his own photography business and writing two books - The Wealth Of Connection and Freelance to Freedom. Freelance to Freedom is full of inspirational and practical advice for anyone who wants to acheive financial freedom and live the American Dream. It's packed with real life examples and how-to's that will make a difference for those who apply it. Key moments: 06:50 - What Journalism Didn't Teach Vincent About Sales 16:00 - How Vincent utilised selling techniques to grow his photography business 23:33 - "Becoming the person someone wants to know" 36:30 - How Vincent helps people discover their power to make connections Connect with Vincent https://www.linkedin.com/in/vincent-pugliese-3955321a/ (LinkedIN) https://www.amazon.com/Wealth-Connection-Approach-Business-Personal-ebook/dp/B09YNZ2HMZ (The Wealth of Connection Book) https://totallifefreedom.com/ (Vincent's Website - Community and Newsletter) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Joseph Bennet Jacobi is an American former slalom canoeist who competed from the mid-1980s to the mid-2000s. He had a nineteen year career as an elite athlete with the US canoe and kayak, including ten national championship titles, two Olympic games appearances and has won an Olympic gold medal in the C2 event at Barcelona. Today Joe works as a performance coach, collaborating with leaders and teams by getting them outside of the rush of day to day life and bringing focus to what truly matters most. This episode we talk about how Joe learned to build connection and trust from his life as an Olympic athlete. We dive in to what makes great winning teams and how you can sell to people who may have completely different personalities than you. Key Moments: 03:45 - Joe's views on success after retiring from professional sport 11:06 - Setting up space and time for having important conversations 17:17 - The step that preceeds trust is connection 25:25 - Embracing uncertainty 35:45 -Asking the right questions Connect with Joe https://www.linkedin.com/in/jacobijoe/ (LinkedIN) http://joejacobi.com/ (Website) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary Jason Walker is described by his colleagues as a "Down to Earth Seller". He describes himself on LinkedIN as The Conscious Seller and an LMS Whisperer. He showed me how he is all these things and more in our conversation. So much of sales is making people feel that they have someone that cares about them and Jason goes even farther with an approach that says - his client's deserve someone that cares about their problems. His approach to sales is framed by his personal life and he translates that into what he does every day. This conversation we chat about how he uses experiences in his personal life to inform his sales approach, how he connects with people that may not always want to open up, and what he does to frame problems in a relatable way. Stay to the end and you'll meet Jason's family through a funny family picture that may or may not involve multiple middle fingers. Down to earth through and through! Key Moments: 03:33 - We're all human and want to be treated the same way. Framing and solving problems in a clear way. (Jason's only job) 8:59 - How Jason's experiences have lead him here and what characteristics have really informed how successful he is in sales. Jason's personal story of how he understands people. 15:12 - A fun line Jason uses to break the ice on calls 17:51 - When people don't connect with Jason what he does. Overwhelming with value so they can trust him a little. 20:00 - Jason's line about how he frames problems using a CD example 35:10 - Something that is so totally Jason. Connect with Jason https://www.linkedin.com/in/jason-walker1/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Creative outreach. Wacky prospecting ideas. Gimmicks! How do you separate out the difference between an out of the box prospecting idea that's effective and ones that are really just cute gimmicks in the moment? I brought on Jeremiah Griffin, Head of Sales at the Sales Rebellion to talk about this. Jeremiah describes himself as a professional attention getter and crafter of creative copy. In this episode we break down differences of creative outreach, and gimmicks. He shares out of the box ideas that take planning and creative campaigns that can be run in minutes. Everything from the "Unwritten Story" to the "Coffee Stained Letter" to a story of how he was able to get a meeting using a personalized cutting board and a BINGO card! This is some creative stuff and using his frameworks, it might spark some ideas to you the next time you want to get creative and send someone something good to get you remembered in a good way. Key Moments: 2:35 : Jermiah's definition of Selling by Being Human - remember the Golden Rule - treat others the way you want to be treated on the other end. 13:00 - Difference between gimicky outreach and effective creative outreach 19:00 - Measuring success on different outreach 21:07 - A personalized cutting board sent to VP of Sales Connect with Jeremiah: https://www.linkedin.com/in/conversational-ai/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Emily Davidson Dukes is an Account Executive at Docebo - a Cloud-based, Software-as-a-Service (SaaS) Enterprise Learning Management System. Before discovering her passion for sales, she worked as a high school English teacher for Madison County Board of Education. In this episode we explore the links between teaching and selling and how Emily utilized her teaching skills to become a better seller. What did she do to sell importance of reading to her students? Emily stays true to herself in her sales role and we discuss how to let more of the best of you come to the surface in service of your clients. Emily also works as a freelance photographer and hosts the Learning Elevated Podcast by Docebo. As a person she is always genuine, Passionate about education, learning, & development, Optimistic about the future and Focused on the deltas. Key Moments: 02.18 - Selling by being human, treating people with respect. Being herself. 11:08 - Connection between teaching and selling 19:13 - Asking the right questions and building trust Connect with Emily https://www.linkedin.com/in/emilyddukes/ (LinkedIN) https://www.emilydukes.com/ (Emily's Photgraphy) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Jack Wilson is the Senior Director of Enterprise Sales at Seismic - The industry leading enablement platform. Jack's superpower is the ability to guide complex organizations and individuals to discover unique super powers of their own. Traditionally he's done this through consulting and one to one coaching helping his clients and students to surface untapped potential, blow past their goals, and maximize revenue and earnings. In this episode we're finding out if becoming a parent has changed the way he views the process and the art of selling, how to develop the right interpersonal dynamics with buyers, and considering the uniqueness of each deal. Jack is our first repeat guest on the podcast, and it's for good reason! Key Moments: 01:57 - Jack meaning of to Sell by being human, sales as a responsibility 18:00 - Buyers do not set roadblocks, buyers and sellers want the same outcome, being transparent with buyers?? 27:00 - The importance of learning interpersonal dynamics inside an organization 31:30 - There is no keeping score, every deal is unique Connect with Jack https://www.linkedin.com/in/jackdwilson/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Tyler Meckes is an Account Manager at Dooly - a company focusing on winning more deals by improving Salesforce hygiene, running a winning sales process, and eliminating low-value work for salespeople. In college, he obtained both a Bachelor's and Master's Degree in Exercise Science from Bloomsburg University. Hi graduate studies allowed him to further hone his research/analysis, professional conference presentation, and teaching skills. He didn't realize it but all skills that he uses every day in his current sales role. Tyler is also the founder and host of The 20% Podcast, where he interviews professionals across all industries to discuss how they got to where they are, and tips/tricks to their success in their industry. He shares the 20% of information of what will teach listeners the most beneficial 80% of what you need to know about a subject. We had a great conversation about how Tylers saw his dad employ sales skills as a construction worker, how he learned sales from being a customer service person at Lowe's, and the importance of how he honed his human skills in life and how they serve him well in his current account manager role. Key Moments: 03:56 - Sales skills are life skills 20:00 - Is sales art or science? 28:30 - Listening, collecting information and asking the right questions Connect with US! https://www.linkedin.com/in/matttenney/ (LinkedIN) Connect with Tyler https://www.linkedin.com/in/tylermeckes/ (LinkedIN: )

Summary: Torin Ellis is a diversity strategist, Founder/CEO at the Torin Ellis Brand, Co-Host of the Crazy and the King Podcast, and a published author. As a tenured diversity practitioner, he leads a nimble diversity boutique consultancy with a focus on diversity, equity, inclusion and belonging (DEIB) strategy through the lens of recruiting Through his work he ensures teams effectively attract, nurture, and retain the most dynamic talent necessary to not only meet, but transcend business vision. Torin's HR consultancy is on the front lines of corporate diversity. He'e worked with clients including Nike, Redfin and ESPN find diverse executives, create DEI strategies and create programs to mentor and nurture young, diverse talent. In this episode we talk about how to come across as a great people person, how to move through life and lead with love, and how to Torin convinces companies of the importance of Diversity strategies. Torin's appraoch to humanity can be used by anyone to who wants to forms strong bonds with people that may not always look or think like you. Key moments: 13:35 - Learning respect, Service is sales 19:00 - Commanding A Frequency of Love 24:44 - Being human instead of being right 29:20 - How to be a good leader Connect with Torin https://www.linkedin.com/in/torinellis/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Rachel is on a mission to humanize the workplace by igniting resilience, connection, engagement and compassion in organizations, associations and their leaders and teams. Recognized by Forbes as a Next1000 honoree in 2021, the #1 Health Promotion Professional in the U.S. in 2015, a 40 Under 40 Game Changer in 2019, and one of The Daily Record's Leading Women of 2020, Rachel is a national thought leader in the field of employee engagement and wellbeing. In this episode we go through how important it is to do the work to understand what your strengths are and harnessing them to connect to others. Rachel offers powerful questions you can ask yourself to find your essence. We talk about how Rachel went from being a perfectionist to finding vulnerability, what Rachel learned through burnout, and how her personal story can help you create genuine trust and connection with people. Stay to the end to hear Rachel sing and give you some inspiration in your day! Key Moments: 3:00: How Rachel defines Selling By Being Human through finding your essence. 6:20: Rachel's personal story of connecting to herself through being very disconnected to herself. 9:05: How You Can Find Your Essence. The Two Questions You Can Ask Yourself to Find It: What Shows Up When I do? What Qualities Do I Bring in A Room? 19:12: A story of how a teacher made Rachel feel warmth and really safe. 20:37: How Rachel changed perspectives of her colleagues around what Wellness should actually be. Through sharing her own personal story. 37:53: How Rachel thinks about building a brand - being more of what you are at your your core to fill a need for someone else. 42:29: Rachel's approach to how she sells through offering to meet needs vs selling to someone. Connect with Rachel LinkedIn: https://www.linkedin.com/in/rachelbdruckenmiller/ (https://www.linkedin.com/in/rachelbdruckenmiller/) LinkedIn Newsletter: https://www.linkedin.com/newsletters/unmute-yourself-6862381507273605120/ (https://www.linkedin.com/newsletters/unmute-yourself-6862381507273605120/)  Instagram: https://www.instagram.com/unmutedlife/ (https://www.instagram.com/unmutedlife/) YouTube: https://www.youtube.com/user/racheldruckenmiller (https://www.youtube.com/user/racheldruckenmiller)  Facebook: http://facebook.com/unmutedllc (http://facebook.com/unmutedllc) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Priya Kumar is a heart centered entrepreneur. She's the founder of Pivot My Profit, a consultancy practice centered around helping business owners find freedom with their financial literacy. She's also a hospice volunteer, an entrepreneur, a transformation coach, a blogger, an author, and a marathon runner. She started out as a Tax Investigator and now coaches entrepreneurs on finance strategy. All the while doing it with a service mindset. Priya is East Indian and her family immigrated from Figi. She has had to reinvent herself through some incredibly tough life experiences but she has grown through the way she shows up for herself and others. This episode we chat about the meaning of Karma and how it relates to sales, how you learn from clients who may take advantage of you, and what you can do to help people in ways to get them to listen even if its about something difficult to hear. Key Moments: 6:30 - Priya's story of her Dad and Karma 9:55 - How Priya rebuilt her life after a divorce and decided how she wanted to show up for others. Defining her mission. 16:56 - Concept of Trust in sales even when people may want to take advantgage of your generosity 18:07 - Your mindset in sales of selling first, why that's not serving you. 20:00 - Flipping your approach of your vision as a business to your vision for your clients. Connect with Priya https://www.linkedin.com/in/priyadkumar/ (LinkedIN) https://www.pivotmyprofit.com/ (Website) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Scott Leese is the CEO/Founder of Scott Leese Consulting, LLC and one of the most sought after people to help startups scale their sales organizations. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Scott puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. He wrote an Amazon #1 best-selling book on sales called: Addicted to the Process- that was released in 2017, is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales and a highly sought-after consultant, advisor, leader, and sales trainer. This conversation is how you make your sales process focused on having more real conversations, how you can find your own way to connect, and how to shift the typical messaging you use to make people believe there's a real person on the other end. Summary: Is love a feeling or is it a skill? Maybe it's a bit of both. Love isn't normally a skill you're taught to develop in your professional life but this conversation will teach you how you can. Matt Tenney defines love as the deep concern for the well being of another. He develops highly effective leaders who serve and inspire greatness in others. We discussed things like how love can show up in business and in sales. We went over how servant leadership and sales are synonymous. And we talked about how your mindset of love can effect how you approach everything in sales. Key Moments: 2:30 - Why sales is about having a normal conversation. What that means. it's about the style and the skillsets required. 9:25 - Scott's story about how he first learned business and sales. How he started and learned sales on his own. 13:37 - A trick of coaching - Having reps give feedback to other reps and then how to get those people to admit to their weaknesses without being defensive. 23:30 - Why Scott's approach resonates with Founders and how he's had to say no to business at some points. 35:58 - How Scott thinks about deploying vulnerability to make it work Connect with Scott https://www.linkedin.com/in/scottleese/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Jeremy Torisk is the President of Torisk Pro Advisors, a company he founded to help people change their lives build around three basic principles:

Summary Andy Paul is the author of three award-winning sales books, "Zero-Time Selling" , "Amp Up Your Sales", and his latest book "Sell Without Selling Out" presenting fresh new perspectives on the sales processes that drive sales success. He specializes in teaching sales teams how to maximize the value and power of their individual selling styles, teaches on understanding what buyers want and delivering that, and how we can all leverage our innate capabilities to better collaborate with buyers. He has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today. Andy also hosts the host of the "Sales Enablement with Andy Paul" podcast, acquired by http://revenue.io/ (Revenue.io) in 2020. and he is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. In this episode you'll learn frameworks to go beyond surface level with people, questions to ask to to deliver insights, and why being friendly is distinctly different than "being a friend" to your buyer. Key moments: 08:40 - Has anything really changed in sales? What were the misses from the pandemic in sales? 15:25 - The importance collaboration. Dropping the sales persona. Selling to people. 22:50 - Trust instead of command and control 29:18 - Tips for sellers and buyers and stories of how our car buying experiences went well and how others fell off. Connect with Andy https://www.linkedin.com/in/realandypaul/ (LinkedIN) https://www.andypaul.com/ (Website) Connect with Us! https://www.linkedin.com/in/alexcsmith/ (LinkedIN) https://stories-of-selling-human.captivate.fm/ (Website)

Today's episode is a solo episode with your host, Alex Smith. We're approaching 2 years in May and by podcast standards that's a huge milestone. I thought I'd share a brief episode of why I started this journey and why I'm still doing it two years later. This is a wild story that began with an elevator, a mop, and a New York Times Besdt Selling author. Listen to the full episode, I promise it'll be interesting. Also, I'm committing to asking all of my guests - What Does Selling By Being Human Mean to you? I'd like to pose that question to you. Drop me a review to answer that question or send me a note! https://www.linkedin.com/in/alexcsmith/ (LinkedIN)

Summary: Jerome Deroy is the CEO of Narativ - a company seek to transform how people engage with their work by using the power of storytelling to provide organizations with programs that create ownership, empower, and engage employees. He joined the company after leaving his position at BNP Paribas, Hong Kong when the company founders - Murray Nossel and Paul Browde, handed him a shoebox full of notes and told him, “we think there's a company in here.” Jerome has since worked closely with clients as diverse as Prudential, Cigna, Boerhinger Ingelheim Pharmaceuticals, Kaiser Permanente, and Warby Parker. He also regularly lectures at Parsons New School of Design in New York City, where he teaches the Art of Storytelling. In this episode we discuss where people get caught up in telling stories, how to allow people to go on a journey with you, and how you can better listen to yourself and others when crafting the best way to tell stories. Key Moments: 02:25 - Selling by being human. What's that mean to you? 10:50 - Listening and storytelling method. Being a good story listener. 16:05 - How to craft a good story. Where do people get tripped up? 21:00 - What happened next in the story. Cardinal rule of story. 27:25 - Speaking with conviction. Importance of telling personal stories. Letting your audience go on a journey with you through the story. 41:08 - Selling is based on emotion Connect with Jerome https://www.linkedin.com/in/jeromederoy/ (LinkedIN) https://narativ.com/ (Website - Narativ) - Tell your own story with confidence! Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Notes: Larry Levine is the best-selling author of Selling from the Heart and the co-host of the Selling from the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional. He know coaches sales teams on what he taught himself on how to truly connect with buyers. In a post-trust sales world, Larry Levine helps sales teams leverage the power of authenticity to grow revenue, grow themselves and enhance the lives of their clients. In this episode, you'll learn how to build strong connections with people quickly, doing the work to discover yourself, and how to really build trust with people. Key Moments: 4:00 - How to do the work to find out whats in your heart 13:12 - Who taught Larry the power of caring for people. What it can teach you. 16:00 - The best advice Larry ever got from his mother in law. 21:00 - Reaching out to people to find self awareness and using that knowledge in sales. Connect with Larry (and please mention the LA Dodgers when you do) https://www.linkedin.com/in/larrylevine1992/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: Brent Keltner is the President at Winalytics - company using a unique software-enabled services model to help clients achieve their top growth potential by consistently positioning and qualifying around buyer at each phase of the buyer journey. Brent created Winalytics' value-driven growth methodology and has positioned the company as the market leader for repeatable revenue solutions. Winalytics works with growth-stage to enterprise customers in a range of industries, including the education, human capital, SaaS, business operations, retail and marketing communications sectors. Before starting Winalytics, Brent was a revenue leader in both early-stage and enterprise companies where he successfully scaled growth. He began his career as a Ph.D. social scientist and qualitative researcher at Stanford University and the RAND Corporation. Key moments: 01:51 - Authenticity and integrity in sales 10:50 - Buyers really close deals 12:30 - Authentic buyer journey 21:00 - Revenue acceleration framework 32:09 - Good selling is good questioning 28:37 - Experience is not a predictor of success Connect with Brent! https://www.linkedin.com/in/matttenney/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Brian G. Bachand is the Founder & CEO at evolution evolution - a Global Coaching Company working with individuals to evolve in career, executive leadership, personal evolution and more. He founded evolution evolution after over 20+ years of evolutionary growth from working with influential senior leaders, conscientious career change, international work, complex team management, the power of engaged networking and realizing true leadership is about being your authentic self. Before discovering his passion for sales, Brian was working as a parish priest in a historic, picturesque New England town. While passionate about the work - he began to have thoughts about a life beyond the priesthood. Recognizing his true desires as invitation for taking action, Brian decided to take his life in a different direction, by standing in his truth and embracing what was in his heart. This, he says, gives individuals freedom to do what they really need to in life. Key moments: 02:40 - Three key aspects of living a fulfilled life 13:38 - Desire as an invitation for taking action 23:30 - Tips for building personal and professional relationships 28:22 - How to be a successful leader or a CEO and how to positively influence your teams https://www.linkedin.com/in/briangbachand/ (Connect with Brian) https://stories-of-selling-human.captivate.fm/ (Connect with Us!)

Summary: Galem Girmay is a Revenue Enablement Manager for User Testing. User Testing helps brands get human insights about their customers to deliver exceptional products and experiences. She is also the host of the "What's Your Legacy Podcast" which dives deep into asking her guests the stories of what they want their legacy today. Galem has been recognized as a Top Sales Influencer to follow by Salesforce and she has been a primary force in building many sales communities. This episode we talk about how to really build deep human connections with people. Galem lives her life with alot of intention of how she wants to leave the world when she is no longer here. You'll. learn how to know yourself better, how to see others better, and how to set your intentions. Key Moments: 8:29 - Why you shouldn't focus on the goal of selling things in your interactions 11:39 - Galem's story growing up and how she learned to move forward in life as a foster child living in two foster families. What thats taught her. 13:55 - How she views showing up for other people. Being the firend people wished theyd had. 20:29 - How she coaches reps 29:37 - Galems' story in an Uber when an Uber driver told her a beautiful personal story. Connect with Galem https://www.linkedin.com/in/matttenney/ (LinkedIN) Connect with Us! https://www.linkedin.com/in/galemgirmay/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: http://www.cristabeck.com/ (Crista Beck) is a matchmaker, dating, love & relationship coach, speaker, co-creator of the Jumpstart Your Heart Process, creator of the Dating Compass and author of the Amazon best-selling book, Break The Glass Slipper: Free Yourself of Fairy Tale Fantasies and Find True Love in Real Life. For over 12+ years, Crista Beck has lead people in the area of love and relationships, being featured as a dating and love expert on ABC, NBC, FOX, and TEDx, and her message has reached over 1 million people around the world. Every relationship is an opportunity for someone to give you more of their time. Dating and meeting your soulmate are all sales situations and we talk about ways Crista coaches her clients to sell themselves online, in person, and even whats happening when people fall in love. Key Moments: 07:50 - Elements of sales in love and relationships. 12:00 - How Christa develops relationships with her clients? Tips for opening up to and developing new relationships. How to approach dating? 24:00 - Tips for individuals new to selling, building connections and relationships. 30:35 - What Crista learned about dating and matchmaking through her own relationships? What causes people to think they love somebody? Connect with Crista https://www.linkedin.com/in/cristabeck/ (LinkedIN) https://cristabeck.com/ (Her website) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Summary: AJ Bruno is an entrepreneur and SAAS startup founder with a blend of sales, business development, and leadership skills. He's founded two companies. He's built, and run the GTM methodology for sales, lead gen, and account management teams. His first company he took from 0-$25 million ARR. His second company company he co-founded is QuotaPath - SaaS sales company whose vision is to create a work where sales people and revenue teams ditch spreadsheets and have a much stronger visibility into commissions, quota, and their goals . AJ is also a father of three girls, commercial multi-engine pilot, and owner of a Beechcraft Baron 58. In this episode we talk about how a guy went from Shakespeare plays, to a call center, to founding his own company. How his approach to sales was a common thread throughout all these roles. Key moments: 07:47 - The importance of clarity and emotion in communication 12:00 - Learn sales through resilience. Setting goals and expectations. 18:30 - Choosing the right company to support you in your sales career 25:40 - AJ's approach to planning the future and living a fulfilled life Connect with AJ https://www.linkedin.com/in/ajbruno3/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Jaclyn Fidler is a Relationship Manager at LinkedIn, experienced in Fine Art, Adtech and B2B sales. She views the world through a creative lens and operates with a touch of gumption and humor. Jaclyn recently joined LinkedIn as a Relationship Manager where her primary focus is supporting her colleagues & their clients for all things Talent Solutions. In her free time, Jaclyn enjoys oil painting and a competitive game of Scrabble. This episode we talk about how someone goes from being an art major, to a successful career in sales. We break down what skills crossover between photography and sales. We chat about how to thoughtfully bring your personal life into your LinkedIN profile (and also how displaying her love of the band Phish, landed her a job at LinkedIN). We also break down what it means to be a pizza bagel from New York and still lead clients with empathy even though as a New Yorker her mode is to move fast! Key moments: 13:58 - The link between art and sales 21:45 - The importance of developing "human" skills and showing that you care. 25:24 - Jaclyn's advice to her younger self Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: ) Connect with Jaclyn https://www.linkedin.com/in/jaclynfidler/ (LinkedIN: )