The Influential Communicator

How To Make Magnetic Eye Contact with Ravi Rajani: Eye contact. Too much and you're considered creepy. Not enough and you're labelled as disinterested, nervous or rude. Tricky, right? Allan and Barbara Pease, authors of The Definitive Book of Body Language, believe holding eye contact for 60 to 70% of a conversation is critical for building trust. The question is, how do we do this without overthinking it? Don't worry, I've got your back. In today's episode, we're going to uncover one simple method for making better eye contact. Let's get it! USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Rewire your Story and Make Imposter Syndrome your Superpower with Amber Deibert; Imposter syndrome can be a pesky companion that holds you back from reaching your true potential. It can make you feel like a total fraud despite all your achievements… And as with a lot of things, there's no magic cure for it… But instead of letting it weigh you down, you can embrace it and turn it into your greatest superpower. Let's flip the script with Amber Deibert! I've pinned her down to talk about how to rewire your mindset and harness the power of imposter syndrome to fuel your success. Hit that play button now! WHAT WE DISCUSS: [1:17] - Who is Amber Deibert? [6:19] - When did Amber realize she had imposter syndrome? [8:04] - Amber's personal definition of imposter syndrome [15:53] - How to rewire a self-limiting belief into a positive one [20:23] - Focusing more on being intentional vs following the status quo [22:45] - How to make a quantum leap into the next version of you [25:27] - How to ensure you're climbing the right mountain [48:27] - An influential communicator Amber looks up to today NOTABLE QUOTES: [11:21] - “Imposter syndrome is a passing phase. It only lasts while you're in that growth phase, and then it just disappears.” - Amber Deibert [17:17] - “Your introversion is not interfering with your ability to be successful. Your introversion actually is your superpower.” - Amber Deibert USEFUL RESOURCES & LINKS: Mental Mastery website: https://mentalmastery.com/ Connect with Amber on LinkedIn: https://www.linkedin.com/in/amberdeibert Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ P.S. WANT SOME ADDITIONAL RESOURCES? Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

3 Ways to Instantly Measure Your Impact As a Storyteller with Ravi Rajani:  I'm sure we've all experienced that moment after telling a story… The lingering doubt that often surfaces: "Did it hit the mark? Did I make a lasting impression? Did my message resonate?" The array of potential outcomes leaves you wondering: which one prevailed? But fear not, my friend!  I'm here to uncover three ways to assess the impact of your story, so you can pivot toward crafting more compelling stories right now. Let's get it! NOTABLE QUOTES: [4:27] - “It's not just about motivation and inspiration, but also about educating your audience and sparking a long-lasting shift in behavior.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

One Way To Become A Charismatic Presenter with Ravi Rajani: Imperfection is in our DNA… We mess up, we make mistakes, we stumble, trip and fall… But we always get back up and carry on. And that is the beauty of being human. It's what adds color to our story - it's what tells us we're alive and we're here. And in the realm of presentations, it goes the same way. It's the nuances, the imperfections, that breathe authenticity into your story.  They are what make you relatable and real, setting the stage for a connection with your audience. Because let's face it: the pursuit of perfection is a one-way ticket to failure. So today, I'm giving you some of my tips to become a charismatic and magnetic speaker for your next presentation. Let's go! NOTABLE QUOTES: [2:49] - “Trying to be perceived as a flawless human being is just a perfect recipe for disaster as a presenter. The key lies in being seen as extraordinary.” - Ravi Rajani [12:02] - “Imperfection equals connection.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Ask Thought-Provoking Questions with Rachel Koblic: Everybody who wants to be great at sales needs to master one important skill: the art of asking pattern interrupting questions (and then listening of course!). But here's the thing, not all questions are created equal.  Some questions just scratch the surface, while others have the power to dig deep, uncover hidden needs, and inspire action.  That's where Rachel Koblic comes in.  Rachel is the ex-head of learning at Pavilion University and is here to show us how to get to the heart of the matter and ask the questions that matter most. Press that play button! WHAT WE DISCUSS: [1:17] - Who is Rachel Koblic? [9:39] - Rachel's perspective on why people tend to offer quick fixes instead of asking deeper questions [11:39] - The transformative power of thoughtful questions [14:25] - Impactful questions to ask in one-to-one meetings [17:13] - Rachel's internal processes for inspiring change [19:38] - A part of Rachel's life she wishes she had more opportunities to talk about  [25:44] - One question Ravi wishes his guests ask him during interviews [29:10] - Rachel's process for building rapport with someone new [32:47] - Identifying sincerity in questioning [34:35] - Rachel's biggest pet peeve when questioning [40:27] - An influential communicator Rachel looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to avoid the conventional 'quick fix' mentality and promote curiosity by asking more in-depth questions Realizing the power of asking thought-provoking questions to bring about significant change and motivate action The importance of tone in questioning and conveying genuine interest. NOTABLE QUOTES: [13:32] - “The more comfortable somebody is in their own skin, there's often less noise in their minds.” - Ravi Rajani USEFUL RESOURCES & LINKS: Rachel's Website: https://www.rachelkoblicportfolio.com/ Connect with Rachel on LinkedIn: https://www.linkedin.com/in/rkoblic Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Inspire Your People & Motivate Them To Take Action with Ashton Williams: Whether you're a leader or a team player… A shared vision is a guiding star that illuminates the path to success… And having confidence in your vision fuels your journey toward a grander horizon. But if your team isn't on board, the road ahead might seem longer than it needs to be. So how can you paint that vivid picture for them and inspire them to get moving? Enter Ashton Williams of Slack. She's joining us to teach us the art of leadership - a journey that ignites momentum and drives high-powered teams forward. Let's go! WHAT WE DISCUSS: [1:17] - Who is Ashton Williams? [6:32] - Ashton's go-to approach for diffusing conflict in the workplace [10:49] - Unlearning the belief that your value is determined by your career [16:31] - How stress and chaos can help you figure out what you want [24:46] - Why leaders need to stop feature-selling [30:33] - Ashton's TTL method: trust, transparency, lead [35:07] - How to tell stories that showcase vulnerability while still being professional [44:08] - An influential communicator Ashton looks up to today NOTABLE QUOTES: [9:18] - “When we don't assume people have good intentions, we make stories in our head that are ridiculous. We're not the center of anybody else's world.” - Ashton Williams [10:52] - “Your value isn't determined by your career.” - Ashton Williams [31:01] - “I really believe, especially as leaders, trust is first. You have to earn the trust of your team to listen to you, hear you, and follow you, but you also have to give trust very freely. You need to trust that people are adults who want to do their best work and are going to try their best, and you have to give them room to learn what their best is.” - Ashton Williams [36:29] - “Vulnerability is not oversharing.” - Ashton Williams USEFUL RESOURCES & LINKS: Slack Website: https://slack.com/ Connect with Ashton on LinkedIn: https://linkedin.com/in/williamsashton Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Explain What You Do in 13 Seconds with Ravi Rajani: We've all been there…  The dreaded moment when someone asks, “What does your company do?” It's a common question that often leads to a forgettable and long-winded response. But what if you could make your answer stand out, capture attention, and leave a lasting impact? The solution lies in learning how to craft a 13-second “Magnetic Message” that sparks intrigue and makes you truly memorable. No more run-of-the-mill responses - it's time to set yourself apart from the crowd.   Let's get it! 3 PRINCIPLES TO REMEMBER WHEN CRAFTING YOUR SCRIPT Use an analogy that is industry-specific or universally relatable. Ensure the link to what your company does is watertight. Less is more. USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

The Art of Transparent Negotiation with Todd Caponi: In the world of sales, “negotiation” is often taught using outdated, sleazy and trust breaking tactics.  The truth is, negotiation isn't just about crunching numbers and closing deals.  It's about focusing on the human being behind the prospect, transparency and creating a win-win scenario for both parties.  Enter the legendary Todd Caponi. In this week's episode, he's here to show you the way and reveal how transparency can be your secret weapon, not a vulnerability. It's time to shed the mask and embrace the power of transparent communication. Let's go! WHAT WE DISCUSS: [1:18] - Who is Todd Caponi? [8:46] - Todd's greatest mentor [11:58] - Why people struggle to discuss pricing with confidence and conviction [17:13] - The inner work that sellers should do early on in their career [20:29] - How Todd approached failures in his career [22:18] - The difference between sympathy and empathy [26:44] - The levers that drive the pricing models of every company [31:55] - How to overcome self-doubt from past failures [45:16] - Using references as a tool to effectively tell your story [51:38] - An influential communicator Todd looks up to today NOTABLE QUOTES:  [15:20] - “Confidence is contagious.” - Todd Caponi [16:40] - “The more inner work I've done to heal insecurities, overcome limiting beliefs, and really get comfortable in my own skin: the better speaker I've become, the better storyteller I've become, the better salesperson I've become.” - Ravi Rajani USEFUL RESOURCES & LINKS: Todd Caponi's Website: https://toddcaponi.com/ Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddcaponi Follow Todd on X: https://twitter.com/tcaponi Follow Todd on Instagram: https://www.instagram.com/tcaponi/ Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

Create Meaningful Relationships Without Being Self-Serving with Ravi Rajani: A lot of the time, people are hesitant to speak their minds. Why? Because they're often met with judgment, opinions, and worst of all, unsolicited advice. We've all been there - and it sucks. But hey, it's time to flip the script. In today's episode, we'll uncover the exact communication strategy I use to create a safe space for vulnerable conversations, so we can nurture relationships that last a lifetime! Let's get it! 3 TIPS FOR HAVING VULNERABLE & AUTHENTIC CONVERSATIONS: Reduce your pace, increase your warmth, and have a curious tone. Learn how to “sit in the mud” with people versus prescribing advice and trying to “fix” them.  Stimulate a resolution by asking pattern-interrupting questions. NOTABLE QUOTES:  [4:36] - “If we want to build trust and create a safe space for vulnerability, then we need to speak the same love language as the people we're communicating with.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

How to Say "No" and Set Boundaries in the Workplace with Jenn Glabicky of Fidel API: Boundaries.  It can be hard to set them as a people pleaser, especially when you're secretly crippled with the fear of letting others down. But you know what's worse than letting other people down? Experiencing the stress and overwhelm that comes with letting yourself down. Learning how to say “no” with warmth is a superpower that helps us protect our time, energy and resources so we can give it to the people and opportunities that matter the most. In this episode, Jenn Glabicky from Fidel API, teaches us how to be approachable, warm and inviting even when we say “no”. Without further wait, let's get into it. WHAT WE DISCUSS: [1:16] - Who is Jenn Glabicky? [2:05] - Jenn's journey as a recovering people pleaser [6:23] - How to set boundaries early in your career [20:20] - The art of being a leader that inspires openness [26:44] - Transformative experiences that shaped Jenn's current communication style [30:17] - An influential communicator Jenn looks up to today NOTABLE QUOTES:  [10:43] - “By actually setting boundaries with other people, it will tell a positive story about who you are versus just saying yes.” - Jenn Glabicky [27:13] - “I've always been brought up with the golden rule: treat others the way I would hope to be treated.” - Jenn Glabicky USEFUL RESOURCES & LINKS: Fidel API website: https://fidelapi.com/ Connect with Jenn on LinkedIn: https://www.linkedin.com/in/jglabicky Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

One Way to Crush your Next Virtual Presentation; Remember when the pandemic began? Zoom fatigue was (and still is) real. The worst thing was, all virtual presentations kinda sucked (and still do). Lighting - we looked like we were streaming live from our mom's basement. Audio - we sounded like we were speaking inside of a fish bowl. Video - we forgot nobody wants to see our dirty laundry in the background. Right? But as they say, you can't put lipstick on a pig. Meaning, you can have the most beautiful setup... But, if you can't get your audience's attention and keep it, you have no chance at earning the opportunity to become their trusted guide. Attention is the currency of the modern world. Want to learn how to ethically steal it in broad daylight? Then today's episode is for you my friend! WHAT WE DISCUSS: [4:25] - Step 1: Low-friction question, yes or no response [7:52] - Step 2: Medium-friction question, quantitative response [9:49] - Step 3: High-friction question, qualitative response [11:45] - 3 steps to contextualize and test the framework 3 STEPS TO TEST THE STACK-THE-MOMENTUM METHOD: Step 1: Write down your three questions before your next low stakes virtual presentation. Step 2: Use it in a low-risk scenario, possibly at the beginning of your presentation. Step 3: Use it in a high-stakes scenario and review the recording to see where you can improve. NOTABLE QUOTES:  [2:51] - “101% of the time, I start my presentations with a personal story because I want to connect with the audience on an emotional level.” - Ravi Rajani [12:45] - “A confident delivery is everything.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

One Influential Way to Receive More of What You Desire; Why do we shy away from asking for what we want? Often, it's the fear of rejection that holds us back. We're scared of hearing "no." But, what if I told you, there's a communication framework which can support you in hearing “yes” more often? And guess what? This isn't just for the sales folks.  This is for anybody who wants to learn how to communicate with influence and receive more of what they want without compromising their value system. As Gandhi once said, "Don't ask. Don't get."  The dude was right! Without further wait, let's get into it. WHAT WE DISCUSS: [1:17] - Why are humans afraid to ask for what they want? [8:24] - 3 tips to ensure you deliver your ask in an impactful way [11:01] - Action steps to craft your ask with intention HOW TO DELIVER YOUR ASK IN AN IMPACTFUL WAY: Slow down to display confidence and combat nerves. Don't underestimate the power of an authentic smile. Once you've asked for what you desire, just sit back and listen. NOTABLE QUOTES:  [13:28] - “You can't come out the gate asking things from people without really giving value and having a strong level of rapport.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

How Oracle NetSuite Organized a Hybrid Sales Kickoff that Boosts Sales Performance with Lisa Bono; Ever been to a sales kickoff that felt more like a lullaby than an energy boost? Let's face it, a real sales kickoff is meant to do three things: Motivate... Inspire... Educate... This year, Oracle NetSuite turned up the heat with a thrilling theme that was right up my street: the magic of storytelling.  And with their one and only Lisa Bono, we're diving into exactly what it takes to organize a world class sales kickoff. Without further wait, let's get it! WHAT WE DISCUSS: [1:17] - Who is Lisa Bono? [9:49] - What actually is a sales kickoff (SKO)? [10:45] - Why NetSuite chose storytelling as their SKO theme [14:21] - The power of customer stories [15:43] - Unlocking the power of “storyselling” [19:16] - High level steps to organize a hybrid sales kickoff [26:16] - Lisa's secret weapon to reinforce all learnings [31:09] - The KPIs which storyselling will have the most impact [33:43] - Trying to organize an SKO that pleases the masses [40:31] - One costly mistake Lisa and her team made in the runup to their SKO [43:18] - An influential communicator Lisa looks up to today LISA'S HIGH LEVEL STEPS TO ORGANIZE A HYBRID SALES KICKOFF: What theme are we trying to hit on and what message are we trying to deliver? How can we create learnings which are congruent with our theme? How can we ensure the learnings are applicable across departments? How can we reinforce the learnings for real behavioral change? Are we logistically setup for a hybrid experience? Are we acknowledging the emotional state of our audience and the current market? NOTABLE QUOTES: [10:00] - “ A sales kickoff is an event meant to bring (potentially) all employees together to do three things: motivate, inspire, and educate.” - Lisa Bono [16:41] - “As a seller, you really want to be succinct and concise with your words, and I think that's the hardest thing to teach about storytelling.” - Lisa Bono [37:23] - “I used to always think, as a seller, people buy from people they like. I think audience members appreciate enablement: facilitators that speak their language, that understand their perspective, that put themselves in the person on the other side's shoes, as opposed to kind of taking that teacher mentality.” - Lisa Bono USEFUL RESOURCES & LINKS: Oracle NetSuite website: https://www.netsuite.com Connect with Lisa on LinkedIn: https://www.linkedin.com/in/winwithbono Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

How to Engage a Customer with an Influential Analogy with Jennifer Ryan of BlackLine; Attention. That is the currency in today's world. And when it comes to the arena of sales, if we aren't able to get somebody's attention and keep it… Then we can't earn the opportunity to become their trusted guide. So, what's one way to grab somebody's attention in less than 10 seconds? An influential analogy. When done correctly, it sparks intrigue and gives you the chance to share your message or story. And when it comes to using analogies to explain what you do and break down complex subjects, Jennifer Ryan of Blackline is a pro! In this week's episode, Jennifer talks to us about how to construct and use analogies to captivate, inspire and motivate prospects to take action Are you ready? Hit play! WHAT WE DISCUSS: [1:17] - Who is Jennifer Ryan? [6:08] - A lesson Jennifer picked up from music therapy and how she embodies it as a salesperson and trainer [10:58] - One thing Jennifer took from her communications degree that she now teaches sellers [17:34] - Jennifer's advice for new sellers finding their identity in the workplace [23:36] - How to create fun yet professional and authentic analogies [34:15] - Tips for delivering analogies in a conversational manner [35:58] - An influential communicator Jennifer looks up to today NOTABLE QUOTES: [24:03] - “I find that analogies are the gateway to storytelling. [They're] very short stories that you use almost as morals to a story or something that will teach something and help someone take a concept that's new in and relate it to something they already know, increasing their ability to understand that new information much more quickly.” - Jennifer Ryan USEFUL RESOURCES & LINKS: BlackLine website: https://www.blackline.com/ Connect with Jennifer on LinkedIn: https://www.linkedin.com/in/jennifereryan Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Negotiate a Payrise with Confidence with Jacob Warwick of CORE Connect; Information… Timing...  Influence… These are the key ingredients to master the art of effective negotiation according to this week's guest. But there's one secret weapon that can add a touch of warmth and connection to your negotiations… I'm talking about magnetic storytelling. Put them all together and you create a negotiation strategy that is full of finesse and success. I've pinned down Jacob Warwick of CORE Connect to teach us how to negotiate your next payrise with bulletproof confidence. Intrigued? Good! Hit play and I'll see you on the other side! WHAT WE DISCUSS: [1:17] - Who is Jacob Warwick? [12:12] - How much does somebody need in their emergency fund? [23:46] - How to communicate with warmth and still create boundaries [31:42] - Does likability matter in negotiation? [37:57] - How to overcome internal doubt and negotiate a payrise [44:47] - Reading body language in a negotiation [55:07] - An influential communicator Jacob looks up to today NOTABLE QUOTES: [17:58] - “A negotiation is all about information, timing, and power.” - Jacob Warwick [25:40] - “It's not what you say, it's how you say it.” - Jacob Warwick [29:15] - “It's more important to find alignment than to be impressive.” - Jacob Warwick [57:04] - “Helping people negotiate fulfillment and happiness is more important than the money piece.” - Jacob Warwick USEFUL RESOURCES & LINKS: ThinkWarwick website: https://www.thinkwarwick.com/ CORE Connect website: https://www.thinkwarwick.com/core-connect/ Connect with Jacob on LinkedIn: https://www.linkedin.com/in/jacobwarwick Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Create Unforgettable Client Experiences Using Storytelling with Maggie Callahan of OneTrust; When it comes to leaving a lasting impact, it's all about being human… True connections are forged in moments of authenticity, creating memories that linger… And when your client experiences are infused with the essence of being human, the impact is immeasurable. So, how do you infuse your client experiences with the power of humanity? Enter Maggie Callahan, the Global Revenue Enablement leader at OneTrust. She's here to show us how to use storytelling to craft client experiences that resonate. Don't just tell a story - immerse them in it. Let's go! WHAT WE DISCUSS: [1:17] - Who is Maggie Callahan? [5:23] - Valuable life lessons Maggie gained from her meditation practice [12:49] - Maggie's memorable Dublin tour experience [20:06] - Pivotal lessons that Maggie learned from her tour which can be related to sales and tech [23:49] - How to effectively do prospect research for a personalized buying experience [26:59] - Passion in a customer experience [29:47] - Questions a seller can ask themselves before they take their prospect through their next journey [33:38] - An influential communicator Maggie looks up to today NOTABLE QUOTES: [6:39] - “Oftentimes we know the answer, we're just scared to gain the momentum to move forward with it.” - Maggie Callahan [8:37] - “Everything is happening at the right time for us to learn the lesson that we're meant to learn.” - Maggie Callahan USEFUL RESOURCES & LINKS: OneTrust website: https://www.onetrust.com/ Connect with Maggie on LinkedIn: https://www.linkedin.com/in/maggie-callahan-6254925a Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Nail your Buyer Persona and Deliver an Impactful Pitch with Thomas Boccard of GlobalData; Imagine being armed with a presentation that deeply connects with your buyer, positions you as a trusted advisor and makes you the only solution to their problem… That would be cool, right? You know exactly who your buyer persona is, what they want and more importantly… How to get and keep their attention! It's not a stroke of luck…it's the power of nailing your buyer persona. And today, we have the privilege of learning from the man himself, Thomas Boccard, the SVP of Healthcare Sales at GlobalData. He's here to show us how to deliver an impactful pitch that leaves a lasting impression by having a better understanding of who you're trying to serve.  Are you ready? Press play! WHAT WE DISCUSS: [1:17] - Who is Thomas Boccard? [6:22] - Thomas' personal inflection point and lessons learned from failure [11:35] - How sales reps can analyze their sales process for improved success [19:14] - Three things a seller can do to grab attention in today's climate [21:50] - How to cultivate a connection with your prospects and add value [26:39] - How to adapt your pitch to establish deeper connections with prospects [35:20] - How to tailor your communication style when engaging with sales leaders versus analytical CFOs [38:02] - An influential communicator Thomas looks up to today NOTABLE QUOTES: [9:34] - “Trust the process, but you need to inspect the process throughout the way. You gotta be able to pivot.” - Thomas Boccard [28:33] - “The more you can be an expert in your prospect's space, the more every conversation will be more connected and will go deeper and deeper.” - Thomas Boccard [30:47] - “Understanding the people you're speaking to allows you to speak to them in ways that's gonna help them. You want them to leave every conversation having learned something.” - Thomas Boccard USEFUL RESOURCES & LINKS: GlobalData website: https://www.globaldata.com/ Connect with Thomas on LinkedIn: https://www.linkedin.com/in/tboccard Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Unlock the Power of Mindful Selling with Federico Presicci; In a fast-paced world where distractions and noise are in abundance… Learning how to slow down, get in touch with self and truly do the inner work is key for an intentional life. And when it comes to selling with intention, well…there's no difference! The gold lies in being present, focused on your customer and engaging in active listening.  Easier said than done, right? Aggressive sales quotas… Expanding expectations from management … And constantly having to prove yourself can leave you feeling defined by your “number”. Enter the art of mindful selling and your guide, Federico Presicci of GoCardless.  Together, we'll unveil the secrets of harnessing mindfulness to elevate your sales game, foster deep connections, and drive meaningful results. Alright, enough talking… Hit that play button! WHAT WE DISCUSS: [1:17] - Who is Federico Presicci? [4:49] - What Federico would've done differently during his period of career depression [7:31] - How to communicate your emotional state to leadership [12:43] - Federico's definition of mindful selling [15:49] - Federico's top three impulses that sabotage working relationships [19:31] - Tips to reduce and acknowledge your internal dialogue before any sales calls [32:33] - An influential communicator Federico looks up to today NOTABLE QUOTES: [9:35] - “Conversations about how you're feeling will normally be pro-productive as long as you keep it neutral.” - Federico Presicci [12:54] - “Mindfulness is all about strengthening your presence, and presence is your ability to be there with the thing that is in front of you, so mindfulness selling is your ability to be there in the conversation from start to finish.” - Federico Presicci [31:44] - “The more introspective awareness I have, the more I'm able to notice them early on. And the faster I label them, the faster I reconnect to the present moment.” - Federico Presicci USEFUL RESOURCES & LINKS: GoCardless website: https://gocardless.com/ Connect with Federico on LinkedIn: https://uk.linkedin.com/in/federico-presicci Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

The 5 Deadly Sins of Pitch Decks in 2023 with Gosia Holden of Samsara; We live in a world where buyers have more choice than ever before… And in the high-pressure world of sales, nailing your sales presentation or demo can be the difference between success and failure.  You've got one shot to captivate, influence and accelerate trust! That's exactly why you need a pitch deck that's contrarian, captivating and influential.  Enter Gosia Holden…she's the pitch deck whisperer over at Samsara! She's going to walk us through her 5 deadly sins of pitch decks in 2023 so you don't have to engage in them! Click play and let's dive in! WHAT WE DISCUSS: [1:17] - Who is Gosia Holden? [3:36] - What makes Samsara stand out as a company  [7:12] - Why traditional pitch decks are ineffective vs alternative approaches [9:14] - A prevalent issue in the sales community according to Gosia [12:23] - How to prepare a pitch deck within a limited timeframe [21:52] - Using solution-centric language upfront and jumping straight into the resolution versus painting a picture of the problem [23:57] - How to present a solution that avoids overwhelm and encourages engagement [25:51] - How to effectively diagnose and address the root cause of the problem [28:04] - Examples of ineffective and effective headlines or hooks [32:24] - An influential communicator Gosia looks up to today NOTABLE QUOTES: [27:27] - “If you don't spend enough time on your preparation and client discovery, then you won't be able to tell a good story that will resonate with them.” - Gosia Holden USEFUL RESOURCES & LINKS: Samsara Website: https://www.samsara.com/ Connect with Gosia on LinkedIn: https://uk.linkedin.com/in/gosia-dzik-holden-251b1b Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

The 3 P's for Confidence and Communication Excellence with Bethanni Buikema; Confident communication… It's the ultimate skill in business and life! But here's the thing, knowing this is one thing and mastering it is another! So, where do we begin? Enter Bethanni Buikema, the sales enablement team lead at Mintel. I've pinned her down to unveil the 3P's for confident communication as a B2B seller. Let's get into it! WHAT WE DISCUSS: [1:17] - Who is Bethanni Buikema? [4:30] - Bethanni's definition of confidence [6:17] - Why new sellers struggle with confidence and authenticity [8:45] - Why product-based knowledge comes first for Bethanni [10:57] - Bethanni's experience of sharing the right story with the wrong client [12:37] - How to communicate with different types of decision makers [15:13] - Bethanni's example of a great questioner  [19:59] - How to feel comfortable with silence [21:27] - How much does someone need to know about their product before going out in the field [28:48] - Bethanni's areas for personal growth and development [30:56] - An influential communicator Bethanni looks up to today NOTABLE QUOTES: [23:31] - “Selling is not about showing them all the cool, fun, crazy features…it's about how to solve their problem and what that impact is gonna be.” - Bethanni Buikema USEFUL RESOURCES & LINKS: Mintel Website: https://www.mintel.com/ Connect with Bethanni on LinkedIn: https://www.linkedin.com/in/bethanni-buikema Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

5 Ugly Ways to Spot if You're Working for a Toxic Sales Leader with Christina Brady; It's time to shine a light on the dark side of sales leadership… Toxic workplaces can wreak havoc on your confidence and performance as a seller, but it's not always easy to spot them… So, how can you do so without hesitation? Enter Christina Brady, the SVP of Sales at Spekit. I've pinned her down to expose the unspoken truth about toxic sales leaders and 5 unmistakable red flags to identify them in your professional life. Hit that play button! WHAT WE DISCUSS: [1:17] - Who is Christina Brady? [14:57] - Red flag #1: You develop feelings of self-doubt [21:32] - Red flag #2: You start feeling high levels of suspicion [25:41] - Red flag #3: You start to question everything around you [30:35] - Red flag #4: You don't feel psychologically safe [34:17] - Red flag #5: You armor up  [40:51] - An influential communicator Christina looks up to today NOTABLE QUOTES: [20:26] - “ Any extreme emotion brings out the realness in people.” - Christina Brady [24:00] - “Words are one thing, but your actions will tell people the true story.” - Ravi Rajani USEFUL RESOURCES & LINKS: Spekit Website: https://spekit.com/ Spekit on LinkedIn: https://www.linkedin.com/company/spekit Connect with Christina on LinkedIn: https://www.linkedin.com/in/christinapbrady Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Change Your Story & Transform Your Life with Patricia McLaren of RevShoppe; Growing pains don't stop when we're kids…  Life is a journey filled with twists and turns, and with every major shift, there comes a certain level of discomfort… But that's where we truly thrive - outside our comfort zone. Get ready to rewrite your story with Patricia McLaren, the mastermind behind RevShoppe. It's time to break free from the shackles that are holding you back. Let's get into it! WHAT WE DISCUSS: [1:17] - Who is Patricia McLaren? [10:14] - How to leave the past behind and step into the next version of yourself [15:26] - How to find comfort and fulfillment in solitude [19:02] - One story Patricia is actively working on to shift her internal narrative [26:04] - How to show up unapologetically and showcase who you are as a seller [32:31] - How to find your own truth and understand who you are [36:41] - How to get back to yourself in times of chaos [47:43] - An influential communicator Patricia looks up to today NOTABLE QUOTES: [15:01] - “It's the idea of getting comfortable with being uncomfortable, figuring out the nuances of what you love and what you like and following that energy so you can receive more of it on a daily basis and seeing where it takes you.” - Ravi Rajani [17:29] - “A huge component of really learning about yourself is to create those moments of solitude and space.” - Patricia McLaren [21:08] - “Don't forget to actually really savor the present moment and the chapter that you're in now, because you're not gonna get it again.” - Patricia McLaren [27:31] - “Fear is usually a signal of the thing that we need to step toward.” - Patricia McLaren USEFUL RESOURCES & LINKS: RevShoppe Website: https://www.revshoppe.com/ RevShoppe on LinkedIn: https://www.linkedin.com/company/revshoppe Connect with Patricia on LinkedIn: https://www.linkedin.com/in/patriciamclaren Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Build a Values Driven Sales Team with Drew Bickers of Reibus; Imagine stepping into a new company and immediately being hit with electric energy from the word “go”! I'm talking about a psychologically safe environment filled with positivity and collaboration. I'm talking about a world where sellers collaborate, help one another and understand they are more than their quota! A values driven sales team can feel like a unicorn, but it's possible… Just ask my next guest, Drew Bickers, who's the head of sales training and enablement over at Reibus International! This week, I've pinned him down to reveal his secrets of building a values-driven sales team that achieve high performance without compromising their core principles. Let's dive in! WHAT WE DISCUSS: [1:17] - Who is Drew Bickers? [6:45] - The impact of values when joining a new organization [22:46] - How to hire new employees that align with your values [32:06] - How to promote organizational values at scale [37:12] - An influential communicator Drew looks up to today USEFUL RESOURCES & LINKS: Connect with Drew on LinkedIn: https://www.linkedin.com/in/drewbickers Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Handle Objections through Storytelling with Ben Purton of RingCentral; Objections. Many sellers secretly fear them and struggle to face them head on without fear or anxiety. They can feel like an obstacle to your success, but what if they were the answer? Enter Ben Purton, Director of Sales Enablement at RingCentral, who has a secret weapon for handling objections: storytelling. Ben's here to teach us how to proactively and reactively handle objections through the power of story. Hit play! WHAT WE DISCUSS: [1:17] - Who is Ben Purton? [5:09] - How neurodivergence can give people unique strengths [6:54] - Finding similarities between chess and sales [8:47] - Approaching objections in high stake scenarios proactively vs reactively [20:04] - The difference between an objection and a rebuttal [22:21] - How to manage ego [26:45] - How to frame the cost of inaction [34:48] - An influential communicator Ben looks up to today NOTABLE QUOTES: [7:37] - “You can look at a hundred wins, but you're likely to learn more from one serious look at a loss.” - Ben Purton USEFUL RESOURCES & LINKS: Connect with Ben on LinkedIn: https://uk.linkedin.com/in/benpurton Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Rewire your Story and Make Imposter Syndrome your Superpower with Amber Deibert; Imposter syndrome can be a pesky companion that holds you back from reaching your true potential. It can make you feel like a total fraud despite all your achievements… And as with a lot of things, there's no magic cure for it… But instead of letting it weigh you down, you can embrace it and turn it into your greatest superpower. Let's flip the script with Amber Deibert! I've pinned her down to talk about how to rewire your mindset and harness the power of imposter syndrome to fuel your success. Hit that play button now! WHAT WE DISCUSS: [1:17] - Who is Amber Deibert? [6:19] - When did Amber realize she had imposter syndrome? [8:04] - Amber's personal definition of imposter syndrome [15:53] - How to rewire a self-limiting belief into a positive one [20:23] - Focusing more on being intentional vs following the status quo [22:45] - How to make a quantum leap into the next version of you [25:27] - How to ensure you're climbing the right mountain [48:27] - An influential communicator Amber looks up to today NOTABLE QUOTES: [11:21] - “Imposter syndrome is a passing phase. It only lasts while you're in that growth phase, and then it just disappears.” - Amber Deibert [17:17] - “Your introversion is not interfering with your ability to be successful. Your introversion actually is your superpower.” - Amber Deibert USEFUL RESOURCES & LINKS: Mental Mastery website: https://mentalmastery.com/ Connect with Amber on LinkedIn: https://www.linkedin.com/in/amberdeibert Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Create and Implement your own Sales Methodology with Laura Torres of Notion; A cookie-cutter approach may be perfect for baking star-shaped treats… But for producing star sales performers… It simply doesn't cut it! Enter Laura Torres, the Sales Enablement Manager at Notion. I've pinned her down to share her expertise and uncover the secrets of building a sales methodology that sets you apart from the rest while staying true to YOU. Buckle up and hit play! WHAT WE DISCUSS: [1:17] - Who is Laura Torres? [2:15] - One thing Laura took from her degree that she uses in sales enablement today [4:01] - The concept of Notion [6:43] - Is BANT dead or alive in modern sales? [8:30] - How to maintain alignment in organizations that prioritize the sales process over customer-centricity [11:37] - The drawbacks of a “one-size-fits-all” approach in sales [13:51] - Laura's advice on adapting a methodology for new sellers [17:03] - How to help seasoned sellers recognize the benefits of adopting new approaches [21:59] - How to develop a unique and effective sales methodology from scratch [26:35] - Distinguishing valuable feedback from those that don't connect [38:24] - How to assess the effectiveness of a new sales methodology [41:45] - An influential communicator Laura looks up to today NOTABLE QUOTES: [12:33] - “When you allow yourself to be more authentic in how you're speaking to things, it comes through and it also builds trust.” - Laura Torres [16:10] - “Don't be afraid to fail. It's okay. This means we're growing, we're learning, and we'll get better.” - Laura Torres USEFUL RESOURCES & LINKS: Notion Website: https://www.notion.so/ Connect with Laura on LinkedIn: https://www.linkedin.com/in/laura-torres1sf Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Communicate Internally for Collaboration with Nicole Lusk of Oracle NetSuite; Here's an important nugget about communication… It's not just about getting the message across - it's about making people feel seen, heard, and understood.  In the business world, effective internal communication is more important than ever and is the key to solving an organization's most deadly problems! But where do you start, you ask? That's where Nicole Lusk, Principle Sales Enablement Advisor of Oracle Netsuite, comes in. It's time to foster a culture of open communication so we can collaborate with perfection! Let's get into it! WHAT WE DISCUSS: [1:17] - Who is Nicole Lusk? [8:49] - The challenge of breaking down silos in the revenue world [9:49] - Nicole's superpower when it comes to effective communication [12:34] - How to effectively collaborate when ego and emotions are present [18:34] - How to communicate in high stress and high stakes scenarios [27:40] - How to communicate with an emotionally charged leader [32:44] - Nicole's go-to for taking a breather and disconnecting [37:37] - An influential communicator Nicole looks up to today NOTABLE QUOTES: [11:24] - “I would rather get myself into trouble from being transparent than be dishonest to myself by not being transparent.” - Nicole Lusk USEFUL RESOURCES & LINKS: NetSuite Website: https://www.netsuite.com/portal/home.shtml Connect with Nicole on LinkedIn: https://www.linkedin.com/in/nicole-lusk-m-ed-4ab454a4 Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Create True Behavioural Change as a Salesperson with Orla Pollard of Paddle; In the world of sales, hitting your numbers isn't just about strategy… It's about your mindset and creating a foundation of habits and behaviours that set you up for success! Enter Orla Pollard, the Head of Sales Enablement at Paddle! In today's episode, she'll be guiding us through the process of making sustainable changes that will boost your sales performance and transform your career. Let's dive in! WHAT WE DISCUSS: [1:17] - Who is Orla Pollard? [5:39] - How somebody can get to “the true problem” of a customer [6:58] - How to gain self awareness around what's blocking you from achieving your goals [9:09] - Orla's go-to process for identifying issues that prevent sales reps from achieving and beating quota [11:15] - How to handle and communicate with an ego-centric sales rep [14:20] - Core skills that many sales reps lack in today's market [22:26] - Orla's approach to positioning Paddle on sales calls [34:50] - Strategies for incentivizing positive sales behaviour and preventing the relapse of bad habits [42:51] - An influential communicator Orla looks up to today USEFUL RESOURCES & LINKS: Paddle Website: https://www.paddle.com/ Connect with Orla on LinkedIn: https://uk.linkedin.com/in/orlapollard Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Negotiate Severance as a B2B Seller with Dan Goodman of TruCommish; Picture this… You've been working as a B2B salesperson for a company that you thought had your back for years… But now you're faced with the possibility of being laid off. It's a scary thought in today's world, but it doesn't have to be a nightmare. Negotiating a severance can be a tricky process, especially if you're not familiar with the ins and outs of what “good looks like”. But with the right negotiation skills, you can secure a severance package that will help you land on your feet, take care of your family and even jump start your career! Who better to learn from than Dan Goodman, the mastermind behind TruCommish? What are you waiting for? Hit that play button now! WHAT WE DISCUSS: [1:17] - Who is Dan Goodman? [5:52] - Approaching severance packages when you're not sure what to expect [14:34] - Key ingredients for a good severance offer [27:10] - The mental and emotional consequences of working with toxic leaders [31:08] - Dan's support system for emotional conversations [33:12] - Tips for communicating with confidence and conviction when negotiating severance during a difficult time [35:47] - An influential communicator Dan looks up to today VALUABLE INSIGHTS AND KEY TOPICS: The importance of negotiating your severance package and advocating for fair compensation when leaving a job Why delaying the signing of a severance agreement can leave room for a better outcome and even increased compensation How toxic leadership can negatively affect company culture, employee morale, and overall success  NOTABLE QUOTES: [22:36] - “Review that employment contract, negotiate it and make sure that you set yourself up for success.” - Dan Goodman USEFUL RESOURCES & LINKS: TruCommish Website: https://trucommish.com/ Connect with Dan on LinkedIn: https://www.linkedin.com/in/daniel-goodman2001 Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Present with Confidence in a Virtual Sales World with Stephanie Benavidez of Loadsmart; Virtual presentations are here to stay, but let's be real…why do so many suck in the world of sales? Do you struggle to captivate your prospects, build rapport and close deals in a remote first world? If you're nodding your head then have no fear, we've got your back! Introducing the one and only Stephanie Benavidez, Senior Director of Sales at Loadsmart. Stephanie knows that confidence is key when it comes to virtual presentations, and she's here to teach us how to own that Zoom room like a boss. Get ready to take notes, hit that play button and let's get started! WHAT WE DISCUSS: [1:17] - Who is Stephanie Benavidez? [12:27] - Why sellers still struggle to show their true personality today [13:51] - How sellers can capture Stephanie's attention [17:42] - Stephanie's journey to becoming more comfortable in her own skin [19:52] - The difference between communicating on camera online versus offline [21:54] - Stephanie's process for being present on Zoom calls [26:25] - Strategies for building rapport virtually in the first few minutes [28:43] - Appropriate attire for virtual sales calls [33:38] - Strategies for captivating prospects using your voice [38:52] - How to ensure proactive follow-up after virtual sales conversations [40:21] - An influential communicator Stephanie looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to overcome camera shyness and present confidently in virtual meetings How to embrace authenticity and showcase your personality in sales presentations to stand out and capture your prospect's attention The importance of consciously taking steps to being more present and actively listening during virtual conversations NOTABLE QUOTES: [13:30] - “I actually think a lot of people struggle with authenticity, maybe because they don't have a great handle on who they are…and they don't know how to bring out their authentic self because they don't know what that is.” - Ravi Rajani USEFUL RESOURCES & LINKS: LoadSmart Website: https://loadsmart.com/ Connect with Stephanie on LinkedIn: https://www.linkedin.com/in/smbenavidez Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Create a World Class Sales Onboarding Program with Whitney Newman of Databricks; Alright, we need to talk about sales onboarding programs.  In some organizations they can feel like a cookie cutter box-ticking exercise, leaving new reps with the inability to truly make their mark once they have a quota attached to their name. On the other hand, we have high impact sales onboarding programs that actually work… I'm talking about the ones that ramp up reps in record time, create high engagement and generate a long lasting transformation. So, how can you see more of the latter in your company? Enter Whitney Newman, the Head of Sales Enablement at Databricks.  She's a rockstar when it comes to creating world-class onboarding programs, and she's here to let us in on the nitty gritty on how to do it right. Let's get it! WHAT WE DISCUSS: [1:17] - Who is Whitney Newman? [6:49] - Whitney's insights on creating a new sales onboarding program from scratch [8:20] - Essential skill sets for sales onboarding [15:20] - Whitney's metric for determining onboarding success [16:22] - Deciding on the length of an onboarding program [18:00] - Managing leadership's expectations for ramp time [19:41] - Determining who is responsible for creating the content and modules for the training [23:41] - Whitney's thoughts on recording training sessions and using an LMS [25:44] - How to create a training that serves both new and seasoned reps [29:41] - Whitney's methods for measuring the effectiveness of an onboarding program [36:41] - How often to revisit training to ensure ongoing success [36:48] - An influential communicator Whitney looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to design a tailored onboarding program that achieves success for both the individual sales rep and the company as a whole The significance of identifying the core sales skills required to onboard reps faster How to develop an effective training program that caters to the needs of both new and experienced sales representatives NOTABLE QUOTES: [28:37] - “The more that we learn and the more that we think we know, we end up realizing how little we know because there's so much depth in every topic.” - Ravi Rajani USEFUL RESOURCES & LINKS: Databricks Website: https://www.databricks.com/ Connect with Whitney on LinkedIn: https://www.linkedin.com/in/whitneynewman Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

Change Your Internal Story & Excel as an Introvert in Sales with Justin Stowers of MarketStar; Imagine shaking hands with a stereotypical salesperson… What comes to mind? A loud, extroverted and arrogant person who stinks of commission breath? The game has changed people…and so has the world of sales! Those who consider themselves as ‘introverts' are actually primed for success! Just ask Justin Stowers of MarketStar, the master of tapping into his introverted attributes and using them to build world class relationships.  Join us today as we unpack how he's been able to thrive in the world of sales, all while staying true to his introverted nature. Hit that play button and let's get started! WHAT WE DISCUSS: [1:17] - Who is Justin Stowers? [2:58] - Dispelling the professional sales profile stereotype [5:54] - Justin's perspective on what makes a person charismatic  [10:41] - Learning self-awareness from an introverted mentor [18:47] - A time Justin realized that being introverted could actually be an asset [33:28] - Three strategies that Justin believes could help extroverts on his team become even more successful [39:11] - An influential communicator Justin looks up to today VALUABLE INSIGHTS AND KEY TOPICS: Recognizing the value of introversion in sales and challenging the misconception that only extroverts can succeed in sales Redefining charisma as being a great listener and empathetic communicator, instead of just being the most attention-grabbing person in the room Adapting to different situations without compromising your authenticity as a key driver for sales success NOTABLE QUOTES: [18:00] - “The ones who truly make others feel seen, heard, and understood — they're the most charismatic in my eyes.” - Ravi Rajani [20:40] - “When we are who we are, and we work and execute our jobs in a true and authentic way, a vulnerable way, you know, people connect with that.” - Justin Stowers USEFUL RESOURCES & LINKS: MarketStar Website: https://marketstar.com Connect with Justin on LinkedIn: https://www.linkedin.com/in/justinstowers Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

Break Your Mask, Own Your Story & Develop a World Class Culture with John Morris of Club Colors; We all do it - we hide our past, sweep tough experiences under the rug, and pretend we're living a perfect life. We put on these masks to project a certain image to the people around us, without realizing that it can hold us back from our true potential.  What I want you to take away from this episode is that you HAVE a story, and owning it can inspire others to heal and take action! Enter John Morris of Club Colors.  He's here to talk about how he broke his mask, owned his story and used it as a vehicle to create an incredible culture at his company.  This is one of John's true superpowers…and I want to expose you to it today! Let's get it! WHAT WE DISCUSS: [1:17] - Who is John Morris and what is Club Colors? [10:40] - The importance of authenticity in company culture [17:38] - Identifying the values that need to be tactically ingrained into company culture [24:34] - Balancing outcome and behavior-based rewards [29:01] - How to ensure consistency in culture as you scale [39:37] - An influential communicator John looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to create an environment where vulnerability is encouraged and used to foster growth and success How to make sure that a company's values are maintained across the entire business and used as a filter for understanding ‘what good looks like'. The importance of acknowledging people for their superpower and how to reinforce that behaviour NOTABLE QUOTES: [3:29] - “If you're not figuring out who you are on a daily basis, then maybe you're not paying enough attention.” - John Morris USEFUL RESOURCES & LINKS: In the Club by Club Colors  On Apple Podcasts: https://podcasts.apple.com/us/podcast/in-the-club-by-club-colors/id1611056742 On Spotify: https://open.spotify.com/show/0vqZB7gPKLTlkDHI66XxN3 On YouTube: https://www.youtube.com/watch?v=gwnpu4QrUcc&list=PLANF8pdKpxfviEXMTTZWxVKU5hqyRimIA Connect with John on LinkedIn: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716 Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Ask Powerful Questions that Inspire Action with Rachel Koblic; Everybody who wants to be great at sales needs to master one important skill: the art of asking pattern interrupting questions (and then listening of course!). But here's the thing, not all questions are created equal.  Some questions just scratch the surface, while others have the power to dig deep, uncover hidden needs, and inspire action.  That's where Rachel Koblic comes in.  Rachel is the ex-head of learning at Pavilion University and is here to show us how to get to the heart of the matter and ask the questions that matter most. Press that play button! WHAT WE DISCUSS: [1:17] - Who is Rachel Koblic? [9:39] - Rachel's perspective on why people tend to offer quick fixes instead of asking deeper questions [11:39] - The transformative power of thoughtful questions [14:25] - Impactful questions to ask in one-to-one meetings [17:13] - Rachel's internal processes for inspiring change [19:38] - A part of Rachel's life she wishes she had more opportunities to talk about  [25:44] - One question Ravi wishes his guests ask him during interviews [29:10] - Rachel's process for building rapport with someone new [32:47] - Identifying sincerity in questioning [34:35] - Rachel's biggest pet peeve when questioning [40:27] - An influential communicator Rachel looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to avoid the conventional 'quick fix' mentality and promote curiosity by asking more in-depth questions Realizing the power of asking thought-provoking questions to bring about significant change and motivate action The importance of tone in questioning and conveying genuine interest. NOTABLE QUOTES: [13:32] - “The more comfortable somebody is in their own skin, there's often less noise in their minds.” - Ravi Rajani USEFUL RESOURCES & LINKS: Rachel's Website: https://starlinglx.com/ o Connect with Rachel on LinkedIn: https://www.linkedin.com/in/rkoblic Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Communicate and Create a Frictionless Buying Experience with Bobbi Jo Frazier of ActivTrak; Let's face it, the modern customer has high expectations…and rightly so! With more choice than ever before, they value personalization, convenience and ease… With that in mind, creating an intentional and frictionless buying experience is key! So, how do we create a buying experience that is unique, memorable and sticky? Enter Bobbi Jo Frazier, Head of Enablement over at ActivTrak!  She's a pro at identifying friction in the buying experience and finding unique ways to alleviate them… By the end of this episode, you'll learn how to create a customer centric buying experience that creates customers for life! So, what are you waiting for?  Hit that play button. WHAT WE DISCUSS: [1:17] - Who is Bobbi Jo Frazier? [3:47] - A bird's eye view of ActivTrak [4:50] - Why you shouldn't always base decisions on how you feel [8:05] - The missing link in the buyer's journey of today [13:01] - Achieving a collaborative user experience when your team isn't seeing eye-to-eye [16:30] - Identifying key touchpoints and areas of improvement [18:56] - Bobbi's approach to separating valuable data from noise [27:20] - The last online purchase that impressed Bobbi so much that she bought from them again.  [30:26] - One costly enablement mistake Bobbi once made [33:58] - An influential communicator Bobbi looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to deliver a smooth service experience to your prospects  Identifying effective vs ineffective touchpoints How to streamline the buying process and maintain positive relationships across all departments NOTABLE QUOTES: [5:31] - “We don't always want to base decisions, especially business decisions, on how we feel.” - Bobbi Jo Frazier USEFUL RESOURCES & LINKS: Connect with Bobbi on LinkedIn: https://www.linkedin.com/in/bobbijofrazier Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to make a Great First Impression; Whether we like it or not, first impressions are everything. It's human nature to make a judgment about someone when we first meet them, and that's why making a lasting first impression is so important! Your first encounter with someone can easily make or break an opportunity. In the modern world we live in, we spend so much time communicating online that we often forget how to make a strong impression in person… And that's exactly what I wanted to unpack in today's episode! Without further wait, push that play button! VALUABLE INSIGHTS AND KEY TOPICS: The importance of practicing mindfulness before meeting someone for the first time How to come across as trustworthy and approachable when meeting someone new Why a genuine smile, maintaining eye contact, and displaying open body language will create a favorable impression in any social encounter   USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Build Trust and Communicate with Empathy in Friendships; Here's my truth on friendships… There are two things you need to have on lock: trust and empathy. Trust is what makes your bond unbreakable and empathy is what helps you understand and connect on a deeper level. It's also crucial to know how to communicate effectively when supporting your friends in times of need. We all have our different love languages and different ways in which we feel most supported… But one thing's for sure, we all want to feel seen, heard, and understood. In today's episode, I wanted to unpack one communication strategy that's helped me foster healthy and meaningful connections in all areas of my life. Hit that play button! VALUABLE INSIGHTS AND KEY TOPICS: How to effectively demonstrate empathy and understanding towards others during conversations  The significance of understanding someone's love language to provide personalized support  The impact of unsolicited advice on individuals, and how it can be perceived differently based on how they want to be supported USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Deliver an Impactful "whiteboard" Sales Presentation; Sitting through a boring PowerPoint presentation can be a real snooze-fest… Endless slides, bullet points, and mind-numbing graphics that don't provide any new insights - who would even remember that? It's time to step up your game and bring some excitement to your prospects! With Keith Weightman, the guitar-playing sales superstar and VP of National Accounts over at Bullhorn, you can learn the art of whiteboard presentations and The One Big Thing framework. These two powerful tools will help you captivate your audience and deliver a unique storytelling experience they won't forget. Caught your attention yet? Let's rock! WHAT WE DISCUSS: [1:16] - Who is Keith Weightman? [7:59] - Why a whiteboard presentation is more memorable than PowerPoint [12:24] - How to transition team members into using whiteboard presentations [15:04] - T.O.B.T. aka The One Big Thing framework [23:52] - How to effectively guide prospects through a solution using whiteboard presentations [27:51] - Tips for smoothly implementing whiteboard presentations in demos [30:29] - Keith's final advice on visual selling [31:21] - An influential communicator Keith looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to avoid losing your audience's attention with death by PowerPoint and use whiteboard presentations to capture their full focus Why it is better to convey simplified messages rather than complex explanations How to effectively address major problems and tackle other challenges by focusing on “The One Big Thing” NOTABLE QUOTES: [28:54] - “The biggest challenge I see with decks is the reps are just focused on delivering the message that's on the deck versus having a conversation and getting feedback and actually listening to what their buyer's asking and saying.” - Keith Weightman USEFUL RESOURCES & LINKS: Sales from the Trenches: https://salesfromthetrenches.beehiiv.com/ Connect with Keith on LinkedIn: https://www.linkedin.com/in/kweightman Follow Keith on Twitter: https://twitter.com/keithweightman Keith's newsletter: https://serve2sell.beehiiv.com/ Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

The 3 Step Storyline For Your Next Discovery Call; The key to successful sales is authenticity. If you want to make a real impact and build lasting connections with your customers, you need to show up in a way that feels authentic to you… You need to sell from the heart. And lucky for you, today's guest is a true expert in this area.  Nate Nasralla, founder of Fluint.io and renowned enterprise sales pro, is here to share his three-step roadmap for mastering the art of effective discovery calls.  Nate's approach is all about communicating with intention, precision, and transparency.  He'll show you how to tell your story in a way that resonates with your customers, and how to connect with them on a deeper level.  Because, let's be real - facts tell, stories sell! Trust me, you won't want to miss this one! Tune in now and learn from one of the best in the biz! WHAT WE DISCUSS: [1:16] - Who is Nate Nasralla? [7:02] - Nate's past beliefs and how they benefit him as a Founder today [8:54] - How Nate manages his triggers [13:26] - Nate's approach to distinguishing real problems from drama and how he resolves them [17:54] - Nate's three stage roadmap for effective discovery calls [18:27] - Extracting high-priority problems during discovery calls and how to frame them correctly [28:19] - Nate's technique for dealing with resistance and objections [31:54] - Key questions to ask prospects to guide them towards their version of success. [41:19] - An influential communicator Nate looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to encourage your prospects to confront their problems head-on and emphasize the benefits of taking proactive steps to solve them How to illuminate the magnitude of a problem to your prospects without causing friction How to help your prospects prioritize their problems by identifying the ones that have the most significant impact on their goals and provide a clear roadmap for addressing them NOTABLE QUOTES: [7:44] - “Our flaws are the grooves that bind us together because grace, love – all of the elements of human relationships – can't stick to a perfect exterior.” - Nate Nasralla [9:31] - “Being a founder is just all about failing constantly, making the wrong decisions, and then realizing that you just have to continue.” - Nate Nasralla USEFUL RESOURCES & LINKS: Connect with Nate on LinkedIn: https://www.linkedin.com/in/natenasralla Follow Nate on Twitter: https://twitter.com/NNasrall Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

5 Character Traits Required to Land your next Sales Role; "A ship is safe in harbour, but that's not what ships are built for." That's the mantra that Kyle Petersen, a former US Navy serviceman, electronic technician, and now the VP of sales at Dandy, a digital dental lab, lives by. Life brings many challenges and change is hard...  Leaving us settling for what is within reach… But deep inside, we know that we're secretly meant for more! So how do we channel that and brave the vast, ever-changing ocean of sales? For this week's episode of the show, I've pinned Kyle down to share his five key attributes every successful seller must possess, if they want to land their next role in a recession! It's time to sail towards success… Hit that play button! WHAT WE DISCUSS: [1:17] - Who is Kyle Petersen? [8:36] - How Kyle manages his work-life balance with a new job [10:55] - The message behind Dandy [12:06] - Why some industries cling to old school practices [15:08] - The 5 key attributes an ideal seller should possess [16:34] - Portraying an ownership mentality and why it matters [30:35] - One question Kyle wishes a rep would ask in interviews [34:51] - Character traits that can help identify a collaborative person [37:26] - How to build energy and confidence before an interview [40:54] - An influential communicator Kyle looks up to today VALUABLE INSIGHTS AND KEY TOPICS: Why being real and honest is much more effective when building trust and rapport with your prospects How to demonstrate an "ownership mentality" to prospects and own your success The importance of cultivating a magnetizing energy and confidence to catch your prospects' attention NOTABLE QUOTES: [40:20] - “Confidence without competence is just arrogance and no one wants that.” - Kyle Petersen USEFUL RESOURCES & LINKS: Dandy Website: https://www.meetdandy.com/ Connect with Kyle on LinkedIn:https://www.linkedin.com/in/kylepetersenco/ Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to communicate during gut wrenching confrontation; Confrontation is without a doubt one of the hardest situations to communicate in… We've all been there…  It's absolutely gut wrenching, heart stopping, and amygdala triggering… And let's be real, most of us would do whatever it takes to avoid being in that situation… But avoiding it can only be damaging in the long run. So how can you express yourself during gut-wrenching confrontations, specifically with someone in your team? As a recovering people pleaser, I know how challenging it can be to engage during conflict and be fully transparent with whoever you're in conflict with. But I found a YouTube video a few years ago that helped me improve on this… It was a video from Simon Sinek where he answers a question on how to effectively communicate when facing confrontation, and I found his response fascinating… I've since dissected his FBI Framework and I wanted to bring that to you today! Alright my friend, push play and I'll see you on the other side! VALUABLE INSIGHTS AND KEY TOPICS: How to effectively communicate in highly confrontational situations by recognizing your own feelings and analyzing the behavior that goes along with it The importance of being highly empathetic and authentic during confrontation How to focus on the intention and the delivery of your message  Why it is crucial to find the right timing and scenario when holding sensitive discussions NOTABLE QUOTES: [7:40] - “It boils down to delivering it in a way that's highly empathetic, highly authentic, and also very, very timely.” - Ravi Rajani [8:57] - “Conflict resolution starts with authentic, honest, and open communication with yourself, then with the other person.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

1 Storytelling Lesson From Theatre; One thing you may not know about me…well, I was a theater kid growing up. Looking back at that whole experience - it taught me so much about storytelling! And all these things I've learned about public speaking, stage presence and effective communication…I now teach it to salespeople. For this week's episode, I wanted to hit you with one specific lesson I learned from theater which now serves me for life… Without giving away all of the juice, I'll let you in on one golden nugget… Imperfection = connection Intrigued? Tune in today so you can transform the way you present…for good! Hit that play button now! VALUABLE INSIGHTS AND KEY TOPICS: The importance of adhering to a framework, creating freedom within that framework and breaking it so you can create your own How embracing your imperfections can lead to a greater connection with your audience. Why ad-libbing can be a powerful tool for evoking a specific emotion in your audience and leaving them with a memorable experience NOTABLE QUOTES: [7:16] - “The truth is: imperfection equals connection.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Communicate the Cost of Inaction & Close More Deals; Alright people, let's get real about selling and dive into one of its most critical aspects…  Getting your prospects to focus on the risk of doing nothing.  It's a real problem and a major problem, and they might not even know it! But how can you show them this without being a pushy jerk? Let's face it, no one likes to be told they're doing something wrong, and you wouldn't want to be that annoying person who brings negativity. And who better to help us do that than my good pal Jen Allen?  Not only is Jen a great person and friend, she's also an expert in empathizing with buyers and building stronger relationships with them, plus, as the community growth manager at Lavender - the #1 AI sales email coach - she knows all the ins and outs of crafting effective constructive emails.  In this episode, we'll show you how to highlight the good things your prospects are already doing, validate their efforts, and gently guide them towards taking action.  And hey, we'll also talk about why being a good human being is the secret to truly crushing it in sales. So kick back, relax, and get ready to win more relationships with your prospects.  Let's go! WHAT WE DISCUSS: [1:17] - Who is Jen Allen? [5:22] - The repercussions for sellers when buyers are in “freeze mode” [9:31] - The cost of doing nothing and the regrets that may come with it [15:02] - How to make your prospects realize their cost of inaction without being rapport-breaking [20:18] - Jen's optimal time and framework for sharing a cost of inaction story [25:12] - How to construct your email to keep your prospects from misinterpreting it  [29:57] - A constructive approach to encourage someone to take action [31:31] - Working towards being a good person can make you a great salesperson  [32:31] - The best conversationalist according to Jen [38:19] - An influential communicator Jen looks up to today VALUABLE INSIGHTS AND KEY TOPICS: The importance of understanding and empathizing with your prospects to connect with them on a much deeper and impactful level Why mastering the art of tone and clarity in sales conversations is the key to avoid misinterpretation How to craft a persuasive message and offer constructive criticism to your prospects without coming across as pushy and aggressive How to encourage your prospects to take action by focusing on their strengths rather than their weaknesses Why being a great person is the first step to being a great salesperson NOTABLE QUOTES: [28:16] - “I have a lot of empathy for buyers. I can't imagine what it's like to constantly be hit all day long with ‘you're not doing this good…' and ‘you're bad, you're wrong and you should do…', like, that's gotta be so annoying. And so for me, I think tone is a differentiator.” - Jen Allen USEFUL RESOURCES & LINKS: Lavender Website: https://www.lavender.ai/ Get the Lavender app on the Apple Store: https://apps.apple.com/us/app/lavender/id1363510963 Get the Lavender app on Google Play: https://chrome.google.com/webstore/detail/lavender/necbalcggglceeioaehdbkpbldmoabii?hl=en Check out Lavender on LinkedIn: https://www.linkedin.com/company/itslavenderduh Connect with Jen on LinkedIn: https://www.linkedin.com/in/jenniferallen1121 Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

Unlock The Power of Storyselling In 2023; A good salesperson knows how to talk… But a great salesperson knows how to tell a story. That's right folks - the power of storytelling can unlock a whole new level of sales success.  In 2023, with the constantly evolving market and the rise of e-commerce, it's more important than ever to stand out and connect with your customers.  And there's no better way to do that than through the art of storyselling.  Storytelling is not just a way to entertain, it's a powerful tool that can help you build a deep emotional connection with your audience, convey complex ideas in a simple and memorable way, and ultimately, close more deals.  Recently, I was featured in the Sales Leadership podcast, where I discussed the many benefits of storyselling and shared tips on how to craft a compelling and effective sales narrative in the most authentic way possible.  And in this episode, I want to share that feature with you. So, are you ready to revolutionize your sales approach in 2023?  Are you ready to use the magic of storytelling to close more deals and build stronger relationships with your customers?  Then tune in to this episode and discover the power of storyselling.  Let's get it! WHAT WE DISCUSS: [1:22] - Introducing Ravi Rajani [4:19] - What made Ravi want to focus on storytelling [7:32] - The importance of storytelling in the sales world [12:21] - Why so many salespeople still don't utilize the power of storytelling [14:23] - How to fuel your prospects' excitement by sharing authentic experiences and craft them into shorter stories to prevent overwhelm [23:19] - How to practice telling reverse resistance stories [24:06] - Ravi's signature storyselling framework [28:24] - The PSA framework: Point, Story, Audience Impact [30:16] - Should brand new sales reps replicate company stories or create their own personal stories? [31:48] - How to predict if somebody's going to be a top rep [36:14] - Why building trust matters so much for salespeople [38:39] - How to connect with Ravi [40:12] - Ravi's final thoughts for sales leaders VALUABLE INSIGHTS AND KEY TOPICS: Why authentic storytelling is a critical skill for sales reps today  The importance of sharing your own personal experiences and using it as your unique method of taking your clients from pain to glory How to give your prospects a new perspective and motivate them to take action through effective storytelling The importance of thinking more long-term and using storytelling as a tool to focus on winning the relationship with your prospects rather than winning the deal How to construct your stories and tell them in a way that will be highly engaging and impactful to your prospects NOTABLE QUOTES: [10:57] - “A story allows you to elicit an emotion and that emotion should initiate or challenge a specific belief or initiate a new perspective.” - Ravi Rajani [30:57] - “One of the most impactful things you can do for a new seller is help them understand that they have a story to tell.” - Ravi Rajani [40:48] - “Focus on winning the relationship versus winning the deal.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Sell More In a Recession through the Power of Practice; There are no shortcuts to success. It will take a while, and it will take TONS of practice… But with a little persistence, discipline, drive, and resilience, you'll come a long way. The most successful people in the world know this, and they engage in relentless practice. And now, in the world of sales, it's more important than ever to stay sharp and adapt to the ever-changing market.  That's where The Practice Lab comes in. Jonathan Mahan and Jordana Zeldin are the masterminds behind The Practice Lab, a training company designed to help sales professionals become true masters at their craft.  They know that effective low-pressure practice is the key to success, and on today's episode of The Influential Communicator, I've pinned them down to share their insights with us. So, are you ready to up your practice game? Let's hear it from the experts themselves, Jonathan and Jordana, on how to achieve success and sell more in a recession through the power of practice. Hit that play button! WHAT WE DISCUSS: [1:47] - What is the Practice Lab and who are the founders? [5:42] - Do they ever get the performance bug? [7:30] - The distinction between training and practice according to Jonathan [10:25] - How to engage in effective practice with all the external noise [16:42] - Is it effective to simulate high-stake scenarios during practice? [22:50] - Dealing with mental block in high-stake scenarios [25:43] - The Practice Lab's approach to training inexperienced teams who struggle with internal beliefs that suppress their true potential [30:31] - One thing sellers can do to eradicate the pitch voice [34:09] - Influential communicators that Jonathan and Jordana look up to today VALUABLE INSIGHTS AND KEY TOPICS: The importance of having a constructive perspective of practice and be more open to making mistakes, receiving feedback and applying corrections as you go How to most effectively structure your practice to reduce pressure and boost results How to speak your truth and master the art of controlling your pitch voice to build stronger connections with prospects How to stay present in sales interactions by maintaining awareness of your body NOTABLE QUOTES: [11:13] - “The great thing about practice is it's free, not entirely complicated, and it doesn't take a lot of time.” - Jordana Zeldin [28:10] - “Practice can be that middle ground space to make [frameworks] sound more natural and kind of to adapt what they heard in the book to their own style.” - Jonathan Mahan USEFUL RESOURCES & LINKS: The Practice Lab's Website: https://www.thepracticelab.co/ Connect with The Practice Lab on LinkedIn: https://www.linkedin.com/company/the-practice-lab Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jtmahan Connect with Jordana on LinkedIn: https://www.linkedin.com/in/jordanazeldin Join The Practice Lab's new community: https://club.thepracticeclub.co Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to stop conforming and sell like you; Trying to fit into the mould of what's "normal" is a total recipe for disaster. Maybe you're doing it to try to please other people... Maybe you're afraid to go a different direction… So you follow, you conform, you suppress your true self. And suddenly you don't feel like yourself anymore. Let's face it, when you try to please everyone, you end up pleasing no one, especially yourself.  So, why not ditch the act and start selling like YOU? Don't be afraid to stand out from the rest and embrace your uniqueness. It's what makes you unforgettable. Join me on this episode of The Influential Communicator as I sit down with renowned sales coach and author Jeff Bajorek to discover how to break out of the conformity trap and unleash your unique sales style. Grab your favourite drink, put on your headphones, and get ready to learn how to sell like a boss by just being yourself! WHAT WE DISCUSS: [1:20] - Who is Jeff Bajorek? [4:32] - Jeff's 30-second definition of selling [6:03] - A time in Jeff's sales journey where he had to operate in a way that misaligned with his values [10:47] - One thing sellers can do in today's climate to listen to their inner voice and not suppress it [18:49] - How to sell like you when selling like you isn't championed up above [24:08] - Unapologetic self-expression vs doing what everyone else is doing [29:35] - The downsides of selling according to Jeff [36:00] - An influential communicator Jeff looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to unleash the power of your authenticity and create high-impact experiences for prospects by being unapologetically yourself How to stand out from the crowd and embrace your uniqueness to become unforgettable to your prospects How to find your own voice and ignite your sales by listening to your inner voice and refusing to limit yourself to what others are doing How to break free from the norm and why "going by the book" is holding you back in sales NOTABLE QUOTES: [10:58] - “Limit your exposure to voices that aren't yours.” - Jeff Bajorek [24:47] - “If you try to please everybody, you will thrill nobody, and no one spends a lot of money without being thrilled about doing it.” - Jeff Bajorek [29:04] - “The very thing you are hiding is the very thing that makes you.” - Ravi Rajani USEFUL RESOURCES & LINKS: Jeff's Website: https://www.jeffbajorek.com/ Grab a copy of Jeff's books: https://www.jeffbajorek.com/books Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffbajorek Subscribe to Jeff on YouTube: https://www.youtube.com/channel/UCtu4VsOzH6YfXsNGNKN96ew Follow Jeff on Twitter: https://twitter.com/jeffbajorek Follow Jeff on Instagram: https://www.instagram.com/jeffbajorek/ Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Break into Tech Sales & Boost your Charisma; Charisma is the secret sauce in the sales world… It's like the cherry on top of a sundae that adds an extra sparkle… It's what sets you apart from the rest and gives you the edge you need to shine. When you're confident in who you are and can radiate charisma, you become a force to be reckoned with. You're able to connect with people on a deeper level, build trust, and create lasting relationships.  And let's face it, people are more likely to do business with someone they like and trust, rather than someone who seems robotic or inauthentic. So, if you need a little pick-me-up to embrace your unique personality and let your charisma shine, this episode is for you! Today, we're chatting with Christine Rogers, the dynamic COO of Aspireship, and she's spilling all the beans on what it takes to succeed in tech sales and share her expertise on how to showcase your unique personality and charm to make a lasting impression and land your dream job in tech sales. Let's do this! WHAT WE DISCUSS: [0:54] - Who is Christine Rogers? [4:12] - What inspired Christine's shift from marketing to entrepreneurship [6:36] - Christine's vulnerability hangover experience [8:59] - All about Aspireship and the journey of a future seller [12:06] - Christine's definition of a charismatic person [15:06] - One thing Christine wishes sellers locked onto more: being a teamplayer [18:05] - How somebody with no track record can showcase that they're a team player [20:15] - How sellers can become better storytellers to position themselves as the right people for the job [24:18] - How to become a better listener while feeling anxious and nervous [26:43] - How to display authentic charisma after an interview  [30:04] - A charismatic communicator Christine looks up to today VALUABLE INSIGHTS AND KEY TOPICS: The realization that charisma is not necessarily about being extroverted but instead is about confidently and unapologetically showing up as yourself How to deal with a vulnerability hangover and remember that mistakes are part of being human How to make your mess your message and inspire prospects to take action The importance of being a team-player in the sales world How to boost your charisma and open doors to bigger and better job opportunities NOTABLE QUOTES: [13:10] - “When I'm thinking about charisma, it's not necessarily an extrovert or introvert, it's like how quickly can we align who they naturally are with the roles that they're doing and actually make that magic happen.” - Christine Rogers  USEFUL RESOURCES & LINKS: Aspireship: https://aspireship.com/ Connect with Christine on LinkedIn: https://www.linkedin.com/in/christinerogers2 Follow Christine on Twitter: https://twitter.com/aspirechrisrog Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Communicate your Solution & Sell it like a Mango; Let's be real, who likes being sold to?  Nobody, right?  We all hate that pushy salesperson trying to shove their product down our throats.  But what if I told you there's a way to sell your solution without making it feel like a sale?  Think of it like selling a mango... A mango is a delicious, juicy fruit that people love, but you don't go around shouting "BUY MY MANGO, IT'S THE BEST MANGO IN TOWN!"  No, you let the mango speak for itself. It's all about communicating the benefits, the taste, and letting people make the decision for themselves.  The same goes for your solution.  And on today's episode of the Influential Communicator, I bring in Donald Kelly, the Founder of The Sales Evangelist and author of “Sell It Like a Mango: A New Seller's Guide to Closing More Deals.” Donald is here to enlighten us on his Platinum Rule in sales, and share his own personal mango-selling story that we can all learn from. So, tune in to this episode as we dive into how you can communicate your solution and sell it like a mango, without all the pushiness. Let's get into it! WHAT WE DISCUSS: [0:54] - Who is Donald Kelly? [5:27] - Donald's Platinum Rule and how it contributes to the B2B sales space today [11:10] - Implementing personalization by using intent-based prospecting [14:21] - The concept of convincing versus influencing [20:48] - Using micro-commitments to inspire prospects to take action [24:50] - Donald's story of selling mangoes in Jamaica [30:37] - Where to get Donald's book, “Sell It Like a Mango: A New Seller's Guide to Closing More Deals” [31:49] - An influential communicator Donald looks up to today 3 WAYS TO EFFECTIVELY COMMUNICATE WITH PROSPECTS ACCORDING TO DONALD: Influence and educate your prospects rather than just convincing. Focus on quality versus quantity. Be very unique in your process, do it at scale, and build. VALUABLE INSIGHTS AND KEY TOPICS: The importance of focusing on what the prospect wants versus what you want for them Why intimacy and connection are crucial when it comes to scaling your business Why influencing is far more powerful than outright convincing prospects to buy your product or service How to stand out from the crowd as a seller by using authenticity to pull your buyers in  How to use micro-commitments to keep your buyers coming back for more NOTABLE QUOTES: [6:15] - “The golden rule states that, treat others the way that you would like to be treated.” - Donald Kelly [15:08] - “Convincing someone to buy your product is a bad idea. [...] What I've seen best is you've helped influence someone or help educate someone enough that they convince themself to make that investment.” - Donald Kelly [20:53] - “In order to impact somebody, you need to learn how to influence them first.” - Ravi Rajani USEFUL RESOURCES & LINKS: Read Donald's book, “Sell It Like a Mango: A New Seller's Guide to Closing More Deals”: https://www.amazon.com/Sell-Like-Mango-Sellers-Closing/dp/1640953906 The Sales Evangelist: https://thesalesevangelist.com/ Connect with Donald on LinkedIn: https://www.linkedin.com/in/donaldckelly Follow Donald on Twitter: https://twitter.com/DonaldCKelly Subscribe to Donald on YouTube: https://www.youtube.com/c/TheSalesEvangelistDK Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to become a magnetic communicator in your next sales presentation; Selling with style and authenticity is the name of the game. But let me tell you this… Being authentic doesn't mean you just get to talk about what you want 100% of the time. You also need to contextualize who you are, in accordance with the person you're trying to connect with. And so that's where style comes into play. When these two mix well together, you have yourself a high-impact message. So, how can you become a magnetic communicator and crush your next sales presentation? Buckle up because Nikki Ivey is here to give us the inside scoop! Nikki, currently a sales training director at JB Sales, has been in the world of sales and marketing for a while now, so it's no surprise that she's got the perfect formula for a punchy and memorable sales conversation.  You'll get what I mean when you tune in to this episode! Got your notes ready? Hit play! WHAT WE DISCUSS: [1:23] - What Nikki learned from being a mother at the age of 16 [3:50] - Who is Nikki Ivey? [4:50] - One thing Nikki's childhood hero taught her that she still does today [8:12] - Nikki's vehicle to create change: communication [10:40] - Nikki's intentional versus innate communication skills [12:28] - A speaker Nikki looked up to while growing up [17:26] - What Nikki does differently when communicating on video than in front of a live crowd [21:16] - Nikki's opinion on sellers' fear of showing up as themselves [25:21] - Nikki's definition of a sales presentation [28:53] - Nikki's routine for a magnetic presentation [31:49] - How to rely less on slides and more on conversation [35:29] - Nikki's way of handling out-of-nowhere questions during presentations [37:43] - How to end a presentation in a way that will make you stand out as a seller [41:52] - How Nikki follows up with her audience after a presentation [44:52] - An influential communicator Nikki looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to deliver a memorable sales presentation with high frequency and high energy all throughout  The power of eye contact and non-verbal communication The importance of contextualizing yourself based on your audience How to decondition yourself from “death by PowerPoint” by relying less on slides and more on conversation How to engage your audience and craft a compelling message with more substance NOTABLE QUOTES: [1:40] - “My success, specifically my confidence, cannot be based entirely or even too much on other people's validation.” - Nikki Ivey USEFUL RESOURCES & LINKS: Connect with Nikki on LinkedIn: https://www.linkedin.com/in/nikki-ivey Follow Nikki on Twitter: https://www.twitter.com/knownikkiivey Follow Nikki on Instagram: https://www.instagram.com/knownikkiivey Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Structure A World Class Presentation; In the business world, presentations are inevitable. But it takes skill to get your point across effectively, clearly, and most importantly, remarkably.  When you want to leave a lasting impact on your audience, you need to catch their attention. And how can you do that? You need to be unique… You need to be different… And you need to be captivating.  Really ask yourself: what sets you apart from the rest? In today's episode of the Influential Communicator Podcast, I teach you my specific six-step approach to map out a high-impact, world-class presentation. Tune in and let's get it! WHAT WE DISCUSS: [2:40] - Why you should cut your presentation length by 10% [5:01] - Module 1: Start with a personal story [7:12] - Module 2: Use the movie trailer method [10:30] - Module 3: Illuminate the villain [12:25] - Module 4: Present your unique method [15:30] - Module 5: Use a call-to-action [18:40] - Module 6: Tell a micro-story that creates movement around your message VALUABLE INSIGHTS AND KEY TOPICS: How to craft a framework fit for a world-class presentation and leave a lasting impact on your audience The importance of shedding light on the main problem rather than going straight to the solution How to end your presentation with a powerful call-to-action and successfully embed a memorable core message NOTABLE QUOTES: [4:17] - “I'm not about formulas, I'm about frameworks, then creating freedom within the framework and then breaking it and creating your own.” - Ravi Rajani [19:33] - “People like to buy from people who believe in something.” - Ravi Rajani [21:07] - “You need to speak to one person and not everybody, because when you try and help everybody, you help nobody.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Create Evangelists & Explode Your Brand; Authenticity, consistency, and intention.  These are some of the most important characteristics we look for in people…  Even more so when it comes to building a community. Today, evangelism has been quite a big buzzword in the business world. But what is evangelism, really? Long story short — it's all about problem-solving.  It's about building a community around the solution to your business problem and allowing people to become part of the solution, while making sure that it is all intentional. In this episode of The Influential Communicator, I am joined by Leslie Greenwood, a trailblazer, seasoned evangelist, and today, a founder and CEO of Chief Evangelist Consulting. I've pinned her down to talk about all things evangelism and how to explode your brand in the most genuine way, through your own evangelists. If you own a brand or business, this is your wake up call to start evangelizing. Press that play button! WHAT WE DISCUSS: [0:54] - Who is Leslie Greenwood? [2:47] - Leslie's experience with starting her own business in today's market [4:47] - How Leslie prevents burnout [7:47] - The definition of an evangelist according to Leslie [10:45] - Why evangelism promotes connection and intimacy [12:34] - How to find evangelists for your business [14:55] - How to spark an authentic connection in customers and make them talk about your business [16:25] - Leslie's superpower: deep listening [18:42] - The difference between being icky and being intentional [19:47] - What problem-solving community Leslie would build for Ravi [22:30] - Leslie's tips to building a new community without feeling burnout [26:08] - The pros and cons of capping the number of people in your community [28:17] - How to create consistency in your community [30:25] - How to prevent the shift of focus or “shiny object syndome” [32:49] - Leslie's thoughts on hiring a chief evangelist in your company [36:28] - Where Leslie hopes evangelism would be in after a year [38:23] - An influential communicator Leslie looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to build a community of evangelists who are authentically invested in your brand How to become more intentional with the community you are building for your brand  The importance of taking it one step at a time to avoid burnout when it comes to creating a new community How to inspire a deeper connection and intimacy with people in your company through evangelism NOTABLE QUOTES: [5:09] - “I am a 110% or nothing kind of person. 99% kind of feels like failure.” - Leslie Greenwood  USEFUL RESOURCES & LINKS: Chief Evangelist Consulting: https://thechiefevangelist.com/ Connect with Leslie on LinkedIn: https://www.linkedin.com/in/leslie-greenwood Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp