POPULARITY
6 episodes with sales champions
4 episodes with sales champions
3 episodes with sales champions
4 episodes with sales champions
2 episodes with sales champions
3 episodes with sales champions
2 episodes with sales champions
2 episodes with sales champions
2 episodes with sales champions
In this short segment, John McMahon talks through what it means to get a Champion to actively sell on your behalf. Much of which comes down to Power and Influence. He and John Kaplan talk through the nuances of finding someone with Power and Influence. Check out the full episode here: https://revenue-builders.simplecast.com/episodes/a-closer-look-at-championsHere are additional episodes on Champions: Coaches vs. Champions: https://revenue-builders.simplecast.com/episodes/coaches-vs-champions-with-anne-garyChampions and a Bias for Action: https://revenue-builders.simplecast.com/episodes/champions-and-a-bias-for-action-with-richard-rivera
In this short segment of the Revenue Builders Podcast, we revisit the discussion with Marcello Gallo, CRO at Sigma Computing, tackling one of the most critical and misunderstood phases of complex enterprise sales: procurement. They dissect the challenges of "separation of church and state," the pitfalls of weak champions, and the importance of owning the final stretch of the sales cycle with confidence, conviction, and clarity of value.KEY TAKEAWAYS[00:00:25] Understand “Separation of Church and State”: Champions often step back during procurement. Plan for it, but don't surrender the deal.[00:01:33] “Participate in Your Own Rescue”: Teach champions to fight for the value they believe in—even through procurement.[00:03:15] Extreme Ownership is Non-Negotiable: Blaming procurement delays is a weak excuse. Elite sellers own the entire process.[00:04:00] Know the Negative Consequences: It's not just about the pain — it's about what happens if the problem doesn't get solved now.[00:05:54] True Champions Have Power and Influence: They actively sell on your behalf and are invested in your success. Anything less is not a real champion[00:06:38] Elite Sellers Multiply Champion Power: The best reps elevate their champions inside the account. It's not seller vs. buyer—it's a partnership.QUOTES[00:01:54] “You can't get alligator arms during procurement. If this is what you want delivered, you have to participate in your own rescue.”[00:03:35] “Extreme ownership means the deal is yours. No excuses. If procurement's dragging, you didn't plan it right.”[00:04:59] “Without understanding the negative consequences, you can't drive urgency — and urgency drives deals.”[00:05:54] “A true champion has power and influence, is actively selling on your behalf, and has a vested interest in your success.[00:07:02] “If a rep's saying, ‘It's us versus them,' you're in trouble. It means you never had a real champion to begin with.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/scaling-high-growth-companies-with-marcello-galloEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/
In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Anne Gary, Managing Director at Force Management, dive into the crucial topic of identifying and understanding champions in the sales process. They explore the differences between business champions and technical champions, the significance of the power chart, and the role of coaches. Discover how to distinguish between these key players, the indicators to look for when meeting potential champions, and the importance of aligning with individuals who have both authority and influence within an organization.KEY TAKEAWAYS[00:01:21] Start with an organization chart to understand the hierarchy, reporting structure, and positional authority within an organization.[00:02:33] Identify not only positional authority but also influence within the organization, as influence plays a crucial role in decision-making.[00:03:44] Just because someone holds a position in the organization doesn't guarantee their influence in the sales process, especially with the economic buyer.[00:04:30] Look for change agents on the "power chart" who have a track record of making a positive impact on the organization.[00:06:02] Influence and authority are independent of hierarchy; influential champions can be found at various organizational levels.[00:07:23] Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise.[00:10:10] Champions provide access to the economic buyer's power, which is essential for controlling the decision process.[00:12:26] Coaches offer valuable insights and guidance but may lack the authority and influence to access the economic buyer.[00:13:40] Continuously test conversations to identify whether you're developing a technical champion or a champion with the necessary business acumen.[00:15:11] Business champions address substantial business problems "above the noise" and speak in terms of business outcomes.HIGHLIGHT QUOTES[00:03:44] "Just because somebody has positional authority in a company, we can't automatically conclude that they have power in the organization over a potential decision to buy our software."[00:04:30] "Start by looking for change agents on the 'power chart,' individuals who have made a positive impact on the organization in the past."[00:07:23] "Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise."[00:10:10] "You really know you're in control when you have a champion that's selling on your behalf, helping you control the decision criteria in terms of influence."[00:15:11] "Business champions address substantial business problems 'above the noise' and speak in terms of business outcomes."Listen to the full episode with Anne Gary in this link:https://revenue-builders.simplecast.com/episodes/finding-your-champion-with-anne-garyListen to the episode we did with Anne Gary on Economic Buyers here: https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-garyCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender Platform: https://my.ascender.co/Ascender/
In this podcast we discuss the importance of nurturing Internal Sales Champions for your B2B Sales Business. If you sell B2B you need to be nurturing relationships with a network of internal Sales Champions - Sales Ambassadors to lubricate the hinges and nurture internal relationships. See how the R Factor can be used in your business or organisation to give you and your company a competitive edge. Want me to Coach You? Book an Obligation Free Strategy Session Schedule a free call here now: 15-Minute Strategy Meeting Limited spaces available. Want access to powerful online Coaching Resources? B2B Package - for B2B Sales Results Transformation https://book.colourzonesellingsystem.com/b2b_sales Retail Package - for Retail Sales Results Transformation https://book.colourzonesellingsystem.com/retail_offer1
In today's episode, we sit down with Richmond Taylor, a dynamic sales leader and former professional soccer player, to explore his fascinating journey from the soccer fields of Spain and Costa Rica to leading sales enablement at Conquer. Richmond brings a wealth of experience, blending the discipline of sports with the strategic mindset of sales leadership. Join us as Richmond shares his unique insights on: Parallels Between Sports and Sales: Learn how traits like discipline, competitiveness, and preparation translate into sales success. Coaching Reps for Cold Calls: Discover Richmond's approach to warm-ups, rebuttal flashcards, and role-plays that prepare reps for real-world scenarios. Building a Personal Brand: Understand the importance of creating authentic content and why Richmond believes videos are key to standing out in a crowded marketplace. AI in Sales: Gain Richmond's perspective on how AI is shaping the future of SDRs, from handling transactional tasks to making prospecting more effective. Lessons from a Diverse Career: Hear Richmond's advice for aspiring sales leaders, from navigating early BDR challenges to preparing for entrepreneurial ventures. If you're looking to up your sales game and gain actionable coaching tips, this video is a must-watch. Don't forget to like, comment, and subscribe for more expert insights and strategies.
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the pivotal role of champions in accelerating sales performance. John McMahon explains the necessity of earning trust, educating, and developing champions to effectively sell on your behalf. He emphasizes the importance of differentiating your product and preparing champions to handle objections in competitive scenarios. Additionally, the discussion highlights the distinctions between 'coaches' and 'champions' and the significance of understanding influence and authority within an organization. This episode is a comprehensive guide for sales professionals aiming to leverage internal champions to drive success.KEY TAKEAWAYS[00:00:22] The Role of Champions in Sales[00:00:43] Building Trust and Educating Your Champion[00:01:09] Preparing Champions for Objections[00:01:55] Role-Playing Scenarios with Champions[00:03:41] Defining Coaches vs. Champions[00:04:03] Understanding Influence and Authority[00:05:31] Real-World Example: Selling to the Right PersonHIGHLIGHT QUOTES[00:00:48] "First, you got to earn trust and you have to help educate and develop your champion."[00:01:09] "When that champion goes into a meeting to talk about you and your product, there's going to be a competitor's champion in that same room."[00:00:48] "You have to almost make them an internal salesperson because when you're not there, they have to basically sell on your behalf."[00:05:07] "Stay away from Nina and stay away from Annie. Nina is no influence and no authority and Annie is authority and no influence."[00:05:26] "What's the difference between an org chart and a power chart? Authority and influence."Listen to the full episode through this link: https://revenue-builders.simplecast.com/episodes/a-closer-look-at-champions/Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: ttps://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
“You can't scale dependency” Keith is named one of the Best Leadership Coaching organizations worldwide. Since 1989, Keith has coached over 3 million managers and salespeople on six continents in over 75 countries. He's the author of Coaching Salespeople into Sales Champions, the #1 best-selling sales management coaching book on Amazon and Sales Leadership, which was named Amazon's 2018 Sales Leadership Book of the Year. He was also named one of the most influential coaches by Inc. magazine and Fast Company. We discuss: – why sales managers prefer to deflect their own training by talking about their team instead of themselves – the top three attributes of highly successful sales managers – the importance of taking time to self-reflect to improve self-awareness – how to manage for accountability and under-performance – the vital need for conversations of care when coaching your rural sales team We were extremely fortunate to get Keith to come on show so buckle up for a sales management masterclass. This one was a cracker. Enjoy. +++ Download many of his generous free sales leadership and coaching resources here: https://keithrosen.com/ Connect personally with Keith on LinkedIn here: https://www.linkedin.com/in/keithrosen/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz
My guest today is a 4x President's Club Winner across companies like Tech Target and most notably at Gong where he hit the million dollar club. He is obsessed with positively impacting salespeople everyday and is now the founder of TA Sales and the Kaizen Collective where he helps sales reps build more pipeline and get 1% better everyday. Introducing, Tom Alaimo. Tom's Linkedin: https://www.linkedin.com/in/tomalaimo/
Today's Flash Back Friday episode originally aired on Oct. 27, 2014. Tom Hopkins is world-renowned as The Builder of Sales Champions. His selling skills and sales strategies have helped millions of real estate & sales professionals serve more clients, make more sales and earn millions in income. Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that made him the #1 real estate agent in the US within 7 years. Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, CDs and video. Millions have turned their cars into classrooms, listening to Tom's advice on the way to appointments with potential new clients. In this interview with Tom you're going to learn: § How having a mentor and coach was integral to his success in real estate § Why he feels that anyone can become a great salesperson if they learn the basic principles and apply them § Why you must continually work to increase your vocabulary and how he suggests you do this § What the most common traits found in top sales people are and how you can learn to adapt them § How to get passed the dreadful word "NO" and use it as a springboard to get you to the "YES" faster § Learn some of the top closing techniques which can be directly applied to your real estate business § How to properly handle and overcome objections ☑️ Recommended Resources: Check out our company and our investment opportunity by visiting www.SunriseCapitalInvestors.com Self DirectedIRA Investment Opportunity–Click Here: https://www.advantaira.com/partners/s... To Learn More About How You CanInvest With Us Through Your SDIRA Accredited Investors Click Here: https://sunrisecapitalinvestors.com/ to learn more about partnering with me and my team on Mobile Home Park deals! Grab a free copy of my latest book “The 21 Biggest Mistakes Investors Make When Purchasing their First Mobile Home Park...and how to avoid them MobileHomeParkAcademy.com Schedule your free 30 minute "no obligation" call directly with Kevin by clicking this link https://www.timetrade.com/book/KV2D2
This bonus episode is sponsored by the 2024 Sales Success Summit that will be here in Austin on October 6th and 7th, where the best of the best sales practitioners come together to learn from each other. I'll say more in a bit, but for now, just click over to Top1Summit.com. That's T-O-P the Number 1 Summit dot com. Today I've got the audio from Ian Koniak's presentation at last year's Summit. Two weeks ago I shared the third rated presentation from Brian Hicks and in two more weeks I'll share the audio from Jamal Reimer's #1 rated presentation and today you get to hear Ian and his #2 rated talk. We've also got a resource put together for you with all of the links mentioned at top1.fm/msc MSC for Mindset of Sales Champions. Here's Ian:
In this episode of The Revenue Builders Podcast, join hosts John McMahon and John Kaplan as they explore the multifaceted world of sales champions with veteran sales leader and author Richard Rivera. Discover the nuances of champion dynamics, including the often-overlooked aspect of bias for action. Rivera breaks down the four champion tendencies—Complacent, Teaser, Protector, and Transformer—revealing strategies to navigate each and ensure successful deals.KEY TAKEAWAYS[00:01:02] Understanding the Bias for Action: Richard Rivera introduces the concept of bias for action in champions, emphasizing its crucial role in sales success.[00:02:29] The Defining Characteristics of a Champion: The importance of champions not just having power and influence but actively taking action on behalf of the salesperson.[00:03:36] Dimensions of Champion Tendencies: Rivera introduces a framework with two dimensions—appreciation for innovation and bias for action—to categorize champions into four tendencies.[00:05:59] The Protector Tendency: Exploring champions who take action but lean towards risk-averse decisions, and how to navigate objections from such individuals.[00:06:38] The Transformer: Rivera's favorite tendency, champions who prioritize innovation and have a bias for action, but with potential pitfalls. Strategies for dealing with Transformers in the sales process.[00:08:44] Selling in a Collective Yes Environment: Acknowledging the shift towards collective decision-making and the challenge of navigating the intricacies of multiple decision-makers and influencers.[00:11:19] Becoming the Protector: When dealing with Transformers, the importance of assuming a protector role—anticipating risks and ensuring a smooth decision-making process.[00:12:48] Early Challenges with Transformers: Highlighting the risk of Transformers going too early to the economic buyer and losing the deal due to lack of preparation.[00:14:37] What We Heard Concept: Introducing a mature approach to address potential conflicts with Transformers by referring back to shared understandings and perspectives.HIGHLIGHT QUOTES[00:03:16] "If they're not taking action, they are not being a champion for us."[00:06:18] "Recognize who you have and then fill their gaps."[00:09:10] "If you can't be with the one you love, love the one you're with."[00:13:46] "What we heard is a mature way to address potential conflicts."Here are the links to our full episodes with Richard Rivera: Part 1: https://revenue-builders.simplecast.com/episodes/developing-buyer-champions-with-richard-rivera-part-1Part 2: https://revenue-builders.simplecast.com/episodes/developing-elite-sales-habits-with-richard-rivera-part-2Check out Richard Rivera's book here: https://www.amazon.com/CHAMPION-SELL-L-I-T-Building-Champions/dp/B0BV415V9M/ref=sr_1_1Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/
In this episode of Pit Stops to Podium, we're excited to introduce Ian Koniak, President and Founder of Ian Koniak Sales Coaching and CEO of Untap Your Sales Potential. With a background in leading national training workshops for Fortune 500 companies and a career sales record exceeding $100 million, Ian's expertise is unmatched. As the former #1 Enterprise Account Executive at Salesforce.com and current Acting Dean at Pavilion's Enterprise Sales School, he brings a wealth of knowledge to our discussion. Today's episode revolves around Unlocking The Sales Champion Mindset. Ian will explore the defining traits and habits of Sales Champions, offering insights on effective coaching strategies for Account Executives to reach their peak performance. Chapters: 00:00 - Intro 00:44 - Who Untap Your Sales Potential Is + Ian's Background 05:47 - Who's Ian Outside Work 08:31 - Unleashing Sales Champion Mindset Dynamics 14:56 - Establishing Effective Sales Behavior Patterns 22:46 - Managerial Strategies for Prioritizing Sales Pipeline Development 30:08 - Engage with Ian //ENGAGE WITH IAN Ian's LinkedIn Ian's Website //MENTIONS Ricoh USA, Inc Salesforce John WoodenNick Saban Bill Walsh Kirby Smart Northrop Grumman //BOOKS Ruthless Elimination of Hurry by John Mark Comer //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Anne Gary, Managing Director at Force Management, dive into the crucial topic of identifying and understanding champions in the sales process. They explore the differences between business champions and technical champions, the significance of the power chart, and the role of coaches. Discover how to distinguish between these key players, the indicators to look for when meeting potential champions, and the importance of aligning with individuals who have both authority and influence within an organization.KEY TAKEAWAYS[00:01:21] Start with an organization chart to understand the hierarchy, reporting structure, and positional authority within an organization.[00:02:33] Identify not only positional authority but also influence within the organization, as influence plays a crucial role in decision-making.[00:03:44] Just because someone holds a position in the organization doesn't guarantee their influence in the sales process, especially with the economic buyer.[00:04:30] Look for change agents on the "power chart" who have a track record of making a positive impact on the organization.[00:06:02] Influence and authority are independent of hierarchy; influential champions can be found at various organizational levels.[00:07:23] Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise.[00:10:10] Champions provide access to the economic buyer's power, which is essential for controlling the decision process.[00:12:26] Coaches offer valuable insights and guidance but may lack the authority and influence to access the economic buyer.[00:13:40] Continuously test conversations to identify whether you're developing a technical champion or a champion with the necessary business acumen.[00:15:11] Business champions address substantial business problems "above the noise" and speak in terms of business outcomes.HIGHLIGHT QUOTES[00:03:44] "Just because somebody has positional authority in a company, we can't automatically conclude that they have power in the organization over a potential decision to buy our software."[00:04:30] "Start by looking for change agents on the 'power chart,' individuals who have made a positive impact on the organization in the past."[00:07:23] "Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise."[00:10:10] "You really know you're in control when you have a champion that's selling on your behalf, helping you control the decision criteria in terms of influence."[00:15:11] "Business champions address substantial business problems 'above the noise' and speak in terms of business outcomes."Listen to the full episode with Anne Gary in this link:https://revenue-builders.simplecast.com/episodes/finding-your-champion-with-anne-garyListen to the episode we did with Anne Gary on Economic Buyers here: https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-garyCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender Platform: https://my.ascender.co/Ascender/
Onze salesbaas van vandaag kan je gedachten lezen. Hij bemiddelt al meer dan 15 jaar salesprofessionals bij professionele organisaties. Hij kan jou als persoon goed doorgronden en daarmee weet hij steeds opnieuw de juiste man of vrouw op de juiste positie te plaatsen. Dat is natuurlijk precies wat een goede recruiter doet. Hij heeft een aantal indrukwekkende boeken geschreven, waaronder Sales Topper en Sales Champions. Daarnaast is hij coach voor salesorganisaties. Hij is de eigenaar en oprichter van recruitmentbureau Sales Legends. Onze gast: (99+) Bas Resink | LinkedIn Onze presentator: (99+) Josef Stevens | LinkedIn Sales Legends: www.saleslegends.nl Whatsapp Salesbazen Community 0687608311 Redactie: josef.stevens@salesbazen.com Onze adverteerders: Mediabureau Druktemaker: www.druktemaker.nl Hogeschool van Amsterdam: www.hva.nl Adverteren? Bel met 0687608311
EXTREME SALES LEADERSHIP - Live Sales Coaching and Sales Mastery Podcasts and Interviews
Keith was a guest on BeMobile's Subject Matter Expert Series. Here are some of the things they discuss during this interactive leadership event with the talented leaders at BeMobile. 1. How did you become a Subject Matter Expert in the field of Coaching Salespeople and Sales Leadership? 2. Many of the leaders in our company are in one of their first leadership positions and are having some of their first coaching sessions. What advice would you have for first time leaders? 3. What do you tell the person that is afraid that if they try a coaching process they will look fake or insincere? 4. I still struggle with sometimes trying to take on too many coaching objectives in one coaching conversation. What should I do if there are multiple gaps that I am trying to address? 5. What's one coaching strategy that managers can implement today?
Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:46] - Going out on her own after many years working in the corporate world as second in command with no decision-making power.[02:46] - Providing sales organizations with effective hiring strategies and a diagnostic tool to help them determine why their sales people don't perform well.[03:56] - How salespeople can fully tap into the sales skills they have to always perform at the best of their ability.[08:24] - Why it's important for sales leaders to understand the hidden mindsets of their salespeople.[09:56] - Fixing Problems You Can Measure: How data can help sales leaders solve challenges within their sales teams.[12:18] - Breaking down the Sales MRI and how it's a blueprint for sales leadership success.In this season 8 premiere of the Transformed Sales Podcast, I had a chat with Barbara Spector, the Founder and CEO of Smart Moves where she is an expert in sales force development and retention. Barbara's career spans over 3 decades. Trade associations, corporations, and non-profits have hired her to resolve issues related to Talent Management, Mindset, and Transformative Sales Strategies. These days, her specialty is helping executives understand and remove the roadblocks that affect their top-line revenue and bottom-line profits. Barbara Spector is a nationally recognized thought leader who helps optimize sales force development strategies for executives at leading brands throughout the country. She specializes in "inside-out ways of thinking" that move her audiences to drive growth in their organization.In our discussion, Barbara expresses her opposition to the downsizing of sales teams and instead underscores the indispensable role they play as an organization's revenue-generating core. She believes it's imperative to preserve their resilience, particularly during periods of uncertainty. She advocates for a retrenchment strategy that doesn't focus solely on revenue, but rather weighs individual performance metrics. By leveraging thorough evaluation tools, businesses can spot salespersons with considerable potential. To benefit from that and more that Barbara had to share, tune in to the episode.Quotes“A lot of salespeople would rather be liked than close business” - Barbara Spector“Having the need to be approved of gets in the way of salespeople all the time” - Barbara Spector“It's really important for sales leaders to understand what the hidden mindsets are of their salespeople” - Barbara Spector“You can't fix problems that you can't measure” - Barbara SpectorResources Mentioned:9 MINDSETS that can either be an asset or a liability to your sales growth and 4 TIPS to overcome any mindset weakness in your teamLearn More About Barbara Spector in the Links Below:LinkedIn - https://linkedin.com/in/barbaraspectorTwitter - https://twitter.com/barbaraspectorWebsite - https://www.smartmovesinc.comConnect with Wesleyne:Wesleyne's Website - https://transformedsales.com/Wesleyne on LinkedIn -...
Waste No Day: A Plumbing, HVAC, and Electrical Motivational Podcast
In today's show, we are re-releasing a great interview with special guest Tom Hopkins about fear words. World-renowned as THE Builder of Sales Champions, Tom Hopkins' practical, yet powerful selling strategies have made the careers of literally millions of sales professionals. Tom has been teaching via live and online events, recorded audios and videos, and through his books for over 40 years. His classic book, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today's top sales pros. Tom teaches simple strategies you can put to work in your very next sales presentation. Why have millions built their careers on Tom's training? Because they get the results they want—closed sales and happy clients! In this episode we investigate the power of the words we use and specifically the words we should avoid.
Today's episode is a little bit different. It is actually a recording of a live training I did months ago with Ian Koniak. I've had the pleasure of working with Ian on her personal brand in the sales space and he is no stranger to the She Sells Radio Podcast. Check out Episode 144, where he talks about the surprising truths of being a top sales performer. But now, Ian is a full fledged sales coach with an amazing company and a few months ago, we teamed up for a live training. This episode is a peek into that live training! This training was all about the mindset and habits of sales champions. You will get so much from this, both from the mindset piece as well as the masculine habits that can help you. It's all about balance and that abundance mindset! You will also hear real questions from real listeners like you who are doing the right work to reach their goals. Show Notes: [3:54] - Ian runs a coaching business and shares what he helps people with to succeed in sales. [4:55] - Listeners from the live session share some of their 2023 goals and many of them are targets. [5:53] - Your mindset determines your results. [7:03] - Ian works with more than 100 sales executives and he describes the work he does with them through his coaching. [9:09] - The trends in sales are leading to an increase in mental health challenges. [10:30] - Elyse shares her pain points before shifting her mindset. [11:41] - If you are experiencing these pain points, you are not alone. [13:27] - Focus on what you can control. You can't control economics. [14:40] - Your current results are a reflection of the past. [15:47] - You can't create abundance with lack. [16:49] - What is an abundance mindset? [18:13] - If you care about serving your clients, closing a sale will be a natural outcome. [19:39] - A viewer of the live session presents his struggle and questions what to work on first. [21:01] - In sales, you have to prioritize the pipeline. [23:45] - Having blind faith in the process is hard. [25:34] - Another viewer of the live session presents a situation and asks how to train herself to think bigger. [27:26] - After spending time with a mentor, Elyse saw the patterns and surrounded herself with people who challenged her thinking. [29:07] - Get the perspective from outside of your circle. [33:18] - Having doubts around your goal is a common problem especially when your company gives you a goal that doesn't seem attainable. [35:28] - Everyone has an internal thermostat and we can alter it. [37:50] - Once you trust the process and detach yourself from the outcome, results will come. [40:07] - Just because you have the negative thought, does not make it true. [41:06] - Habits change your mindset. [42:50] - Ian shares his morning habits and why they are important to him. [44:01] - One habit for Ian is affirmations and he shares a few of them that have the biggest impact. [46:11] - Elyse describes her morning routine as well. Everyone's will be different and they may change at different stages of your life. [48:09] - There are a lot of different approaches to meditation. [49:12] - Acknowledge yourself at the end of the day. This is so easy to forget. [51:31] - This activity is wonderful for your self image. [53:47] - Why are people unhappy? What is the source of misery in sales? [55:30] - The way you have a great day is to have a productive day. [57:17] - Ian uses a system called Priority Scorecard that eliminates decision fatigue. Connect with Ian: Untap Your Sales Potential Coaching Ian Koniak's Website Ian Koniak LinkedIn Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind
In today's bonus episode of the Sales Success Stories podcast, I've got the complete audio from Ian Koniak's presentation at the 2022 Sales Success Summit last October. This was the top-rated presentation at the last Summit and he's now done that back to back and is working towards doing it again in 2023 as he's already committed to present again at this year's Summit. 2 quick notes before we get started. One, there's a bit of language in this one, so fair warning and Two, there are definitely some visual elements, so I'd encourage you to check out the links at top1.fm/ian2022 where you can find links to the videos of both his 2022 and 2021 presentations. You'll also find links on that page to connect with Ian and learn more about his coaching and speaking. Top1.fm/ian2022. Here it is:
Fragt man Unternehmer nach den Themen, die sie am meisten beschäftigen, sagen 90 % der Leute: “Fachkräfte- und Mitarbeitermangel”. Das betrifft das gesamte Unternehmen - und auch den Vertrieb. Und mittlerweile gibt es sehr kreative Lösungsansätze für dieses Problem. Deswegen sprechen wir heute mit Dominic Blank, einem der Gründer von Hyrise. Dem Unternehmen, das in der HÖHLE DER LÖWEN den Millionen-Deal platzen ließ. Gemeinsam rücken sie dem Problem des Vertriebler-Mangels auf den Pelz: indem sie Quereinsteiger finden und in einem Online-Boot-Camp zu echten Sales-Champions ausbilden. Ein spannendes Thema. Ich frage Dominic heute: Warum habt ihr euch ausgerechnet für das Thema “Sales”, also "Vertrieb" entschieden? Wo findet ihr eure Talente? Wie funktioniert diese Ausbildung, sodass am Ende aus einem Rohdiamanten eine Spitzenkraft wird? Wer bezahlt das Ganze? Was ist überhaupt ein moderner, digitaler Vertrieb? Denn die Zeiten, in denen Herren mit schlechten Krawatten von Tür zu Tür laufen, sind im digitalen Zeitalter wohl eher passé. Wie funktioniert Vertrieb auf Augenhöhe? Ist jeder für diesen Job geeignet? Der Bedarf an guten Vertrieblern ist riesig, denn echte Vertriebsausbildungen gibt es nicht. Weder bei der IHK noch an irgendeiner Uni dieser Welt. Und nicht jedes Unternehmen kann es sich leisten, gleich eine eigene Academy ins Leben zu rufen, um neue Leute auszubilden. Auch deshalb konnte es sich Hyrise leisten, den Deal in der HÖHLE DER LÖWEN abzulehnen. Es läuft.
To let go of the mindset that everything is about you and focus on what your client's goals are Understand why hustling and doing more isn't always the answer to your sales problem Discover how you can shift your mindset and break free from the limiting beliefs that are holding you back from Resources/Links: Wanting to learn what are the top ten sales traits you should have? Click here: untapyoursalespotential.com/top-traits Summary Do you feel like you keep on hustling and grinding but just end up exhausted and getting nowhere? Are you tired of feeling like you're missing something in life to get you to that next step? Hustling isn't always the answer and way to grow your business and sales. Achieving your goals isn't just done through the snap of a finger. More activity doesn't necessarily mean more money and more about you means less of the client. Ian Koniak is a sales coach that helps account executives go from good to great by mastering the mindset, habits, and skills needed to perform at the highest level in sales. With over 100M sold in his career, Ian was the former #1 Enterprise Account Executive at Salesforce.com. Grab a seat and listen to what Ian has to say about the hustle culture and what it takes to develop the mindset of a sales champion without much of the grind! Check out these episode highlights: 02:14 - Ian's ideal client: My ideal client, there are, really, two ideal clients. The first one is just the person that wants to perform to their full potential. So typically, this is an account executive selling, you know, software or something that has the high ticket potential similar to Salesforce. 03:34 - The problem he helps solve: The problem I solve was really limiting beliefs. And a lot of times, people, fundamentally, they have that internal thermostat, if you will, that says, "You know, I'm used to playing at 70 degrees. I'm not at 80 or 93 degrees." 04:30 - The symptoms of the problem: They're beating themselves up! They're saying, "Why do I keep doing the same things over and over again? I know I need to be showing up differently.” A lot of the symptoms are they're frustrated, they're overwhelmed, they're stressed. 05:42 - Clients' common mistakes before consulting Ian: A big mistake is they think they can do more activity. "I'm going to just work harder. I'm just going to call more people. I'm going to just email more people. I'm just going to ramp up my activity and hustle." 06:20 - Ian's Valuable Free Action (VFA): I would say the number one thing they can do is, and this is easier said than done, it's not like just an overnight thing. But the reason people are struggling is because they're making it all about them, their inward focus. 07:39 - Ian's Valuable Free Resource (VFR): Wanting to learn what are the top ten sales traits you should have? Click here: untapyoursalespotential.com/top-traits 08:24 - Q: What's my favorite thing about Australia? A: I love the people in Australia! And my favorite place in Australia was the Whitsunday Islands. And I miss it and it was a wonderful year there! Tweetable Takeaways from this Episode: “Instead of worrying about your goals, make your focus to help understand your customers' goals and help them achieve it through the products, services, or solutions that you sell.” -Ian KoniakClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland 00:10 Hello, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland joined today by Ian Kodiak. Ian, a very warm g'day from Down Under. Sir, where are you hanging out? Ian Koniak 00:20 I'm in Los Angeles, California. Big fan of Australia so great to be here! Tom Poland 00:24 Yeah,
EXTREME SALES LEADERSHIP - Live Sales Coaching and Sales Mastery Podcasts and Interviews
5 MINDSETS TO MORE SALES - How Sales Champions THINK To Drive Awesome Results by Keith Rosen
Guest: Tom Hopkins Guest Bio: World-renowned as THE Builder of Sales Champions, Tom Hopkins' practical, yet powerful selling strategies have made the careers of literally millions of sales professionals. Tom has been teaching via live and online events, recorded audios and videos, and through his books for over 40 years. His classic book, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today's top sales pros. Tom teaches simple strategies you can put to work in your very next sales presentation. Why have millions built their careers on Tom's training? Because they get the results they want—closed sales and happy clients! Guest Links: Free trial of my online training at www.tomhopkinsvt.com/trial Books: How to Master the Art of Selling How to Master the Art of Selling Financial Services Selling For Dummies Selling in Tough Times: Secrets to Selling When No One Is Buying Book Marketing That Drives Up Book Sales: Sell via Bookstores, Book Tours, Radio, Exchanges & More Sell it Today, Sell it Now: Mastering the Art of the One-Call Close When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward The Official Guide to Success Fill Your Funnel: Selling with Social Media The Smart Start Up: Fundamental Strategies for Beating the Odds When Starting a Business Low Profile Selling Mastering the Art of Selling Real Estate: Fully Revised and Updated In It To Win It How to Master the Art of Selling by Tom Hopkins Sales Closing For Dummies Selling for Dummies, Second Edition A About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com
Today's Flash Back Friday Episode is from Episode #43, which originally aired on October 27, 2014. Tom Hopkins is world-renowned as The Builder of Sales Champions. His selling skills and sales strategies have helped millions of real estate & sales professionals serve more clients, make more sales and earn millions in income. Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that made him the #1 real estate agent in the US within 7 years. Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, CDs and video. Millions have turned their cars into classrooms, listening to Tom's advice on the way to appointments with potential new clients. Learn About Investment and Partnership Opportunities with Kevin and His Team Recommended Resources: Check out our company and our investment opportunity by visiting www.SunriseCapitalInvestors.com Self Directed IRA Investment Opportunity – Click Here To Learn More About How You Can Invest With Us Through Your SDIRA Accredited Investors Click Here to learn more about partnering with me and my team on Mobile Home Park deals! Grab a free copy of my latest book “The 21 Biggest Mistakes Investors Make When Purchasing their First Mobile Home Park…and how to avoid them MobileHomeParkAcademy.com Schedule your free 30 minute "no obligation" call directly with Kevin by clicking this link https://www.timetrade.com/book/KV2D2
Conscious Millionaire J V Crum III ~ Business Coaching Now 6 Days a Week
Welcome to the Conscious Millionaire Show for entrepreneurs, who want to create an abundant future for themselves and humanity. Heard by millions in 190 countries. Do you want to put more money in the bank, create a powerful impact, and enjoy a purposeful life? This is the podcast for you! Join host, JV Crum III, as he goes inside the minds of Millionaire Entrepreneurs and World-Class Business Experts. Today's featured episode... Tom Hopkins: The Art of Selling and How to Apply it to Your Life Tom Hopkins is world-renowned as THE Builder of Sales Champions. His practical, yet powerful selling strategies have made the careers of millions of sales professionals for decades. Author of 20 books, his classic, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today's top sales pros. Like this Podcast? Get every episode delivered to you free! Subscribe in iTunes Download Your Free Money-Making Gift Now... "Born to Make Millions" Hypnotic Audio - Click Here Now! Please help spread the word. Subscribing and leaving a review helps others find our podcast. Thanks so much! Inc Magazine "Top 13 Business Podcasts." Conscious Millionaire Network has over 3,000 episodes and millions of listeners in 190 countries. Join us as a regular listener to get money-making secrets on how you can grow your business and profits faster!
Welcome to the Conscious Millionaire Show for entrepreneurs, who want to create an abundant future for themselves and humanity. Heard by millions in 190 countries. Do you want to put more money in the bank, create a powerful impact, and enjoy a purposeful life? This is the podcast for you! Join host, JV Crum III, as he goes inside the minds of Millionaire Entrepreneurs and World-Class Business Experts. Today's featured episode... Tom Hopkins: The Art of Selling and How to Apply it to Your Life Tom Hopkins is world-renowned as THE Builder of Sales Champions. His practical, yet powerful selling strategies have made the careers of millions of sales professionals for decades. Author of 20 books, his classic, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today's top sales pros. Like this Podcast? Get every episode delivered to you free! Subscribe in iTunes Download Your Free Money-Making Gift Now... "Born to Make Millions" Hypnotic Audio - Click Here Now! Please help spread the word. Subscribing and leaving a review helps others find our podcast. Thanks so much! Inc Magazine "Top 13 Business Podcasts." Conscious Millionaire Network has over 3,000 episodes and millions of listeners in 190 countries. Join us as a regular listener to get money-making secrets on how you can grow your business and profits faster!
Welcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Espen Sjaavik, Senior Regional Vice President at zero trust cybersecurity leader, Zscaler. In episode 7, we ask Espen to share more with us on his chosen topic of Sales Champions and the power they have to shape and transform your career. “If you have a Champion from the beginning, it's like you're driving somewhere, and you have a co-pilot guiding you to where you need to go. It's a top priority. When you create a visible opportunity, you need to make sure that you understand who the Champion should be and then have a plan to build them.” Without a solid Sales Champion, understanding your client's pain and accessing the key decision makers becomes much more difficult. Great salespeople know this and actively look for allies within their prospects whom they can nurture to become Champions. However, the question is, how do you find a Champion, and, more importantly, how do you convince them to support you? Offering you unique access to his extraordinary experience and knowledge on this topic, Espen discusses his own strategies for finding and building Champions from the moment a lead turns into a visible opportunity and gives you the tools you need to proactively drive your deals forwards, beat your competitors, and lay foundations for your future career trajectory. Giving an in-depth explanation on how to identify, test and leverage Champions that can guide you through the buying process, Espen shares his multi-dimensional tactics for entering the sales process at various levels and explains the different modes of communication required to access key decision makers within an organisation and build a solid base for your deal. Listen to our story session to discover more on how to apply Espen's Champion-building strategies to real life scenarios and learn tips and best practices for identifying and developing Sales Champions that have the power and influence to drive change and help close deals.
Conscious Millionaire J V Crum III ~ Business Coaching Now 6 Days a Week
Welcome to the Conscious Millionaire Show for entrepreneurs, who want to create an abundant future for themselves and humanity. Heard by millions in 190 countries. Do you want to put more money in the bank, create a powerful impact, and enjoy a purposeful life? This is the podcast for you! Join host, JV Crum III, as he goes inside the minds of Millionaire Entrepreneurs and World-Class Business Experts. Today's featured episode... Tom Hopkins: How to Help Your Coaching Client Achieve Their Goals! Tom Hopkins is world-renowned as The Builder of Sales Champions. He has taught his proven-effective sales strategies to over 5 million sales pros and entrepreneurs around the world over the last 40 years. His books on the subjects of selling and success have sold in the millions. Like this Podcast? Get every episode delivered to you free! Subscribe in iTunes Download Your Free Money-Making Gift Now... "Born to Make Millions" Hypnotic Audio - Click Here Now! Please help spread the word. Subscribing and leaving a review helps others find our podcast. Thanks so much! Inc Magazine "Top 13 Business Podcasts." Conscious Millionaire Network has over 3,000 episodes and millions of listeners in 190 countries. Join us as a regular listener to get money-making secrets on how you can grow your business and profits faster!
Welcome to the Conscious Millionaire Show for entrepreneurs, who want to create an abundant future for themselves and humanity. Heard by millions in 190 countries. Do you want to put more money in the bank, create a powerful impact, and enjoy a purposeful life? This is the podcast for you! Join host, JV Crum III, as he goes inside the minds of Millionaire Entrepreneurs and World-Class Business Experts. Today's featured episode... Tom Hopkins: How to Help Your Coaching Client Achieve Their Goals! Tom Hopkins is world-renowned as The Builder of Sales Champions. He has taught his proven-effective sales strategies to over 5 million sales pros and entrepreneurs around the world over the last 40 years. His books on the subjects of selling and success have sold in the millions. Like this Podcast? Get every episode delivered to you free! Subscribe in iTunes Download Your Free Money-Making Gift Now... "Born to Make Millions" Hypnotic Audio - Click Here Now! Please help spread the word. Subscribing and leaving a review helps others find our podcast. Thanks so much! Inc Magazine "Top 13 Business Podcasts." Conscious Millionaire Network has over 3,000 episodes and millions of listeners in 190 countries. Join us as a regular listener to get money-making secrets on how you can grow your business and profits faster!
Nate is the Founder of Fluint, a platform helping Enterprise sales teams stop losing deals when they're not in the room, by selling with champions. He's a 3X sales leader, 2x founder, and loves his wife, dark chocolate, and the Rocky Mountains.We discussed the following topics:- Who are Champions, and why do they matter? - What are ways to figure out if someone's actually a champion in your deal? - How do you work with a champion to develop the business case? - What should you be doing when a deal stalls? How do you get it moving again? - What's something that most enterprise reps get wrong about champions? Nate on LinkedIn and link to Fluint Please share your feedback at Zia@sellingtoenterprises.com
Welcome to the Conscious Millionaire Show for entrepreneurs, who want to create an abundant future for themselves and humanity. Heard by millions in 190 countries. Do you want to put more money in the bank, create a powerful impact, and enjoy a purposeful life? This is the podcast for you! Join host, JV Crum III, as he goes inside the minds of Millionaire Entrepreneurs and World-Class Business Experts. Today's featured episode... Tom Hopkins: The Art of Selling Tom Hopkins is world-renowned as THE Builder of Sales Champions. His practical, yet powerful selling strategies have made the careers of millions of sales professionals for decades. Author of 20 books, his classic, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today's top sales pros. Like this Podcast? Get every episode delivered to you free! Subscribe in iTunes Download Your Free Money-Making Gift Now... "Born to Make Millions" Hypnotic Audio - Click Here Now! Please help spread the word. Subscribing and leaving a review helps others find our podcast. Thanks so much! Inc Magazine "Top 13 Business Podcasts." Conscious Millionaire Network has over 3,000 episodes and millions of listeners in 190 countries. Join us as a regular listener to get money-making secrets on how you can grow your business and profits faster!
Conscious Millionaire J V Crum III ~ Business Coaching Now 6 Days a Week
Welcome to the Conscious Millionaire Show for entrepreneurs, who want to create an abundant future for themselves and humanity. Heard by millions in 190 countries. Do you want to put more money in the bank, create a powerful impact, and enjoy a purposeful life? This is the podcast for you! Join host, JV Crum III, as he goes inside the minds of Millionaire Entrepreneurs and World-Class Business Experts. Today's featured episode... Tom Hopkins: The Art of Selling Tom Hopkins is world-renowned as THE Builder of Sales Champions. His practical, yet powerful selling strategies have made the careers of millions of sales professionals for decades. Author of 20 books, his classic, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today's top sales pros. Like this Podcast? Get every episode delivered to you free! Subscribe in iTunes Download Your Free Money-Making Gift Now... "Born to Make Millions" Hypnotic Audio - Click Here Now! Please help spread the word. Subscribing and leaving a review helps others find our podcast. Thanks so much! Inc Magazine "Top 13 Business Podcasts." Conscious Millionaire Network has over 3,000 episodes and millions of listeners in 190 countries. Join us as a regular listener to get money-making secrets on how you can grow your business and profits faster!
Was macht ein guter Sales Leader? Welche Skills müssen Seller mitbringen? Wie entwickelst du Sales Champions? Eryk auf LinkedIn: https://www.linkedin.com/in/eryk-kannmann-73530438/ DEAL Alerts: http://eepurl.com/g0DUUH Jiris Webseite: https://www.jirisiklar.com Kontakt: dealpodcast@jirisiklar.com
Waste No Day: A Plumbing, HVAC, and Electrical Motivational Podcast
In today's show, we interview special guest Tom Hopkins about fear words. World-renowned as THE Builder of Sales Champions, Tom Hopkins' practical, yet powerful selling strategies have made the careers of literally millions of sales professionals. Tom has been teaching via live and online events, recorded audios and videos, and through his books for over 40 years. His classic book, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today's top sales pros. Tom teaches simple strategies you can put to work in your very next sales presentation. Why have millions built their careers on Tom's training? Because they get the results they want—closed sales and happy clients! In this episode we investigate the power of the words we use and specifically the words we should avoid.
Join me as I sit down with Super Bowl and Sales Champions, Skylar Whitman and Jayme Floyd. The two Account Executives for the Tampa Bay Buccaneers talk to me about their new initiative which is making Sports Business TikToks, where they help young adults everywhere wanting to enter the sports world. The two talk about the importance of sharing their experience with everyone on the App. Skylar and Jayme also give us exclusive details about what it was like being a part of a Super Bowl winning team. This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
On this episode of the Working Without Pants podcast, Dan Morris, Managing Partner at Mindracer Consulting, sits down with me to share his experience of growing, training, and managing world-class sales teams. Dan discusses his journey in sales and why cultivating internal motivation and curiosity are key factors for the success of any salesperson. This curiosity paired with the right training and market research are what bring down the walls for clients and can position you to close more deals. Dan talks about finding the right outbound/inbound sales ratio in order to meet your clients where they’re at. If you’re not gathering data on this ratio, you’re shooting in the dark and won’t know what to expect from increasing outbound or inbound efforts. He also shares the importance of assessing who your best customers are and why they are closing. This allows you to refine who your company wants to work with, how to best serve them, and repeat the process with future clients. Dan closes the show by describing some of the strategies he uses when coaching sales teams, noting the benefits of talking through deals out-loud to figure out where a deal is stuck. Want to work with me as an advisor? Visit jake-jorgovan.com/coaching Resources: Coaching Salespeople into Sales Champions Mindracerconsulting.com https://www.linkedin.com/in/danmorrisprofile/
Keith is the CEO of Profit Builders, named one of the Best Sales Leadership Coaching organizations worldwide. Since 1989, Keithdelivered his programs to over 3 million sales leaders in practically every industry; on six continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He's been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith has written several best-sellers including, Own Your Day,Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon for the last 7 consecutive years. His latest book, Sales Leadership, was named the 2018 Sales Book of the Year.
I have often heard from people saying that, “Even after giving my very best I am not getting the results that I aspire.” This is a common phrase heard from people across the world including professionals, entrepreneurs sportspeople and etc. The secret to success lies in not just giving your very best but it is the very best and that little more in your actions that is the secret to becoming a champion. If you watch horse racing most of the times the champion horse edges past the others just by putting its nose in front. The victory is not decided in yards and inches but it is decided in millimetres and even less than that. That is what life is all about. Victory lies in those extra millimetres. It is about giving something more than what you think is enough. When a former Indian Coach was asked what was the secret behind the success of Rahul Dravid who did not possess the brutal hitting prowess of Sachin or Shewag or Kohli. John Wright answered that right after everyone leaves the practice sessions it would be Dravid who would spend that extra 30 minutes more than the mandatory practice timings. That few minutes would give that extra edge to succeed. It is that little more which Dravid gave to his vocation every day that brought him the greatness. In professional terms I call this as Power of Plus 1 which is going beyond one's call of duty, doing something beyond what is mentioned in your work responsibilities or SOP's or JD's. Let us take the situation in sales and distribution where a sales executive's responsibility would be to list new products. But I have seen champion salespeople giving that Plus 1 by ensuring that they get what I call as Strike Zone or Eye Level for their new products from the retailer by negotiating with them which results in better visibility for their new products resulting in more sales. In every field there is a Plus 1 which we can do and all the Plus 1 are those little more efforts like the winning horse putting its nose ahead of others which separates the winner from the losers by a millimetre. In your everyday life why do you think the food cooked by your Mom tastes so different than the one you have at the best 5 star hotel. It is the Mom's love which is the Plus 1 which goes into the food which gives that delicious taste which you can never get even at the best of hotels. This week ask yourself what is the Plus 1 you can do, what is that little more that you can add, what is that which would give you that edge in millimetre compared to the rest. That's why I say, “Give Your Very Best and a Little More in All your Actions . That Little More Makes you a Champion.” My dear Champion, wishing you an awesome week. Loving you.
Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I'm Olivia Fuller. Sales enablement is a constantly evolving space and we are here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today I’m so excited to have Keith Rosen join us. Keith is the CEO of Profit Builders named one of the best sales leadership coaching organizations worldwide. Since 1989, Keith delivered his programs to over 3 million sales leaders and practically every industry on six continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times, and The Wall Street Journal. Keith has written several bestsellers, including “Own Your Day,” “Coaching Salespeople into Sales Champions” and is the winner of five international best book awards and the number one bestselling sales management coaching book on Amazon for the last seven consecutive years. His latest book, “Sales Leadership”, was named the 2018 sales book of the year. Keith, could you please introduce yourself to our audience? Keith Rosen: Absolutely. Hello everyone, out there globally. My name is Keith Rosen and basically, I spent the last 30 years and had the privilege and the pleasure of working with hundreds of thousands of sales leaders and salespeople on six continents and in 75 countries helping sales leaders and salespeople transformed from manager or salesperson to exemplary coach. And it’s been an honor to be able to work with these companies. And these are the companies when they’re looking around and trying to figure out how to build a coaching culture, that’s me, I’m the person they call. OF: That’s fantastic. We’re so excited to have you on today. And as we were talking about, actually just before we started this interview, I personally am a massive fan of yours and have read all of your books and definitely have gleaned so many great insights from them. I’m so very excited to have you on today to dive deeper into those. But one of the key themes that you bring up in your books is that just because someone is a manager that doesn’t necessarily mean that they know how to coach. So why does coaching require a unique skill set and why is that coaching component so critical to being a successful sales leader? KR: I’m going to start off with that last part and backtrack. And I will say this as directly as I possibly can. If companies are not investing the time, the money, the energy, and have the stakeholders involved to make sure that a coaching foundation coordinate sustained, no company can continue to grow to the level they want set a different way. Coaching is the only way for managers to accelerate the sales growth, engagement, and trust amongst their team. Period. And I’ll give you a quick analogy, Olivia, on this one. I’ve heard it so many times when I’m speaking to senior leaders and they’re talking to me about wanting to either train their managers on how to be better coaches, because it’s not natural. And we’ll talk about that in a minute. They say to me, “Keith, we want our people to coach at least 50% of the time.” Once I hear that I know they have no clue what coaching is because coaching is not something you do to someone. It is not an event. It’s not like, Olivia, you’re my direct report. You’re coming to me with a problem. One second, let me get my coaching hat. I’m going to put it on right now. And now I’m going to coach you. I’m going to do this. In the most simplistic form, coaching is the language of leadership. Just like sales is a language, leadership is a language. When managers tell me, “Oh, we want to coach more, coach less, or coach more directly,” or, it’s every conversation is a coaching conversation. So, when we’re talking about developing skill, skill is one thing, mindset is another. And that really speaks to the other component of why managers struggle so much, especially today in a world of constant change and uncertainty, how are they building a team of sales champions? How are they building a remote team of sales champions? And again, going back to my point before every conversation being a coaching conversation, my job is to make manager’s jobs easier. You know, I don’t sit here and throw all this theory at them. If they learn the language of coaching and have a framework that they can follow, and this is the mind shift that every leader needs to make is leading with questions in every conversation, rather than leading with answers. And it’s an occupational hazard for managers because every organization I’ve ever worked with is result driven. Every organization has revenue goals and sales goals. So, unfortunately this becomes an occupational hazard for managers, senior leadership and frontline salespeople, because now everyone has a target on their back. So, if everyone has a target on their back, what are they focusing on? What’s the next deal, the next results? Everyone’s focused on the future. And especially now, fear lives in the future. Uncertainty lives in the future. Anxiety lives in the future. We need to bring ourselves back in the moment, because the last time I checked this is where life happens. This is where we engage with people. Every conversation you have is in the moment. And the definition of coaching is the art of creating new possibilities and you’re doing that in every conversation. In every conversation you’re either building people and you’re building their competence and you’re building their critical thinking as well as their critical questioning skills, because salespeople will need to coach their customers today, or you’re eroding them. OF: I love that answer. That was fantastic. And you touched on so many important aspects of why coaching is really critical to leadership and why they’re kind of interchangeable in so many ways. So, let’s dig into that a little bit further. What are some of the core characteristics of successful coaches? Maybe just beyond having the mindset, but what actually kind of leads someone to being a great coach? KR: Yeah. I could probably go through 80 characteristics and it’s interesting because when most people ask what makes a great coach or what makes a great salesperson, or even when they say what’s your profile of your ideal client, those lists are always about measurables. You know, about results. We work with clients that are from X million to X million dollars in revenue every year. That’s all great. But who do you want to work with? Are they the type of person that your company and you are aligned with in values and integrity and the way you like to work in collaborate? I learned a long time ago if you want to build a business you hate, just work with people you can’t stand. Okay, that’s it. And so, taking all that to your question today, it’s not just about what they need to do and learn the skill of coaching and a framework of coaching it’s about who they need to be. It’s about how you’re going to show up every day. You know, how do you show up every day? Every day we’re going to be challenged. Every person today on this planet is challenged. They wake up in the morning, what’s today going to bring? No other point in anyone’s life today has there been more fear and uncertainty, and this is the time when, more than ever, where companies are trying to streamline more and they’re trying to leverage technology more and do more things faster. I hate to disappoint all the companies and managers out there; you’re doing the wrong thing. Doing more of the wrong thing faster in a world where sales has changed and your buyer’s buying habits have changed, is not going to fit. Leaders, salespeople need to stop, take a step back and reconnect with their buyers in a way where, how would they like to buy so they can now align how they need to sell that. That’s what needs to change today and going back to the characteristics. So, what does that mean? Empathy. To me, the most important say skill or attribute today in sales is care. It’s about humanizing the experience that you have, whether you’re a manager or whether you’re a salesperson, we need to humanize the sales process. We need to humanize how we engage with people. After all you’re in my home right now. It doesn’t get more intimate than this. And if leaders are not taking the time to care deep enough, to build that trust with their people that, that, that transcends to customers as well. Again, top characteristics. My personal word of the year is a resilience. I think that to me, encapsulates everything that each person, if they can truly embrace and build their level of resilience that will allow each of us to adopt and align around changes rather than fighting. There's no going back, everyone keeps saying, “Oh, I want to get back, when it gets back to normal.” There’s no going back. This is only going forward. And that’s the part where bringing back to the characteristics, innovation, collaboration, care. I did a great Q&A VIP session with Salesforce a month ago. Again, talking about what are the characteristics leaders and salespeople need to leverage more than ever: creativity. So, what they did is they said, we want you to be a guest at our event with a small intimate group of our top customers, and we’re going to do a whiskey tasting So they sent out, you know, three small bottles of whiskey and who am I to say no. And then they brought these whiskey connoisseurs to the call and they spoke for a little while. And then afterwards I spoke a little. The point is, who’s doing that? Who else is doing that? Managing salespeople, keep cold calling. Your customers are just as desperate for human connection as you are. Humanize the sales process. That’s the most important thing. Finally, in this world of such uncertainty, the one thing that every single person has on this planet is the power of choice. And it’s the most underused power that we as human beings have. And we only have three things in life that we have absolute control. It’s our attitude. It’s our actions or reactions. It’s how we respond to things in the world. You know, I learned a long time ago, it’s not the events that surround you, but it’s how you respond to them that create the quality of your life. So, actions, reactions, attitude, and mindset, everything else is an illusion. Focus on the things we can control rather than the things we can. OF: Definitely. And speaking of things that you can control, and you touched on this a little bit as well, especially in the context of just where the world is at today, fear is absolutely something that is really driving a lot of negative behaviors that we’re seeing both in sales, as well as leadership. So, in your book “Sales Leadership”, you actually outlined 15 different toxic tactics that can make coaching ineffective. But I’m actually curious in the context of today, what are some of those toxic tactics or common mistakes that you’re seeing, and have they changed at all, or maybe shifted? What are some of the common mistakes that you really are seeing coaches make today? KR: I would say number one, I would say it’s getting worse hands down. Every tactic that I listed there is getting worse. I have so much evidence and of course, you and I have such a limited time I want to make sure we maximize the media value. But just as a point of reference, I was talking to a senior VP, global organization, two levels away from the CEO multi-billion-dollar company. It’s client of mine for years, and during a coaching session he said, “keep listening.” Like every leader here, it’s amazing CEO confidence is an all-time low. Gee, I wonder why? But that’s a whole other conversation. But he said to me with that sense of fear and concern in his voice, he said, “Keith, with all the uncertainty going on with all the furloughs, with all the layoffs, with our revenue down, maybe this is a time we stop coaching. And maybe this is a time we just be more directive and tell people what to do.” If I had a universal two-by-four, it would have reached them across the head and in a very loving and affectionate way, but that’s sad. This is when every single person’s character is tested. This is when your integrity, this is when your priorities, this is when the essence of who you are is put to the test. We don’t get tested on our good days. We get tested on our bad days. That’s one of the true essences of our character emerges. It’s really easy to go out and sell and manage when things are going great. Okay. Just like I said before, CEO confidence. CEO confidence can go great when everything’s going well. But what about now? Unfortunately, it's just bleeding back to the point I made earlier, companies are scrambling around trying to figure out what they can control when I just share with you the three things I can, and that's it. And I really love how you’ve been this whole conversation together, because now we’re moving into one of the things I mentioned before, the greatest toxic thing that people are doing right now, I could break it down to one thing is not being present in the moment. I will challenge any person who’s listening to this or watching this, and I’ll give you my mobile number. You can call me or email me to challenge me. 99% of every person’s waking hour they’re living either in the past or they’re living in the future. Cerebral conversation talks to the inner game. The greatest leaders and salespeople I know are masters at living in the present, being engaged in the moment. Because selling and coaching’s defined same way by me, the art of creating new possibilities in every conversation. If you’re living in the future and focused on your result, creation happens in the moment. New possibilities are created in the moment. Active listening happens in the moment. And if you’re worried about your result, “Am I going to get the sale? Am I going to hit my quota? Am I going to get fired or overload?” You’re no longer in the moment you cannot coach or be a sales professional. At that point, you’re focused on fear. Fear is driving you. And as I said before, because every single person, any organization has a target on their back because they have to achieve results. Results live in the future. So, this becomes a global conundrum and occupational hazard where managers or leaders are always focused on the next deal. The next, you know, the next pipeline review, the next business review the next meeting. But how much time are they really stopping to focus on now? And if you’re not focused on now, you’re not in the process and you don’t coach the result. You coach the process. OF: I love that advice. So, we’ve talked about some of the skills and characteristics that make an effective coach, but I’d love to dig in now to how people can really put that into action. And one way is through the leads coaching model that you’ve developed and talked about in some of your books to really help guide an effective coaching conversation. So, I’d love for you to just take a moment to kind of walk us through some of the core elements of that model and why that approach is so impactful. KR: Absolutely. Again, as I would love to go through the whole framework. This framework has been adopted I think at this point by 10,000. I think the last time my marketing director checked, 10,000 of the top global organizations today. So, I’m going to share with everyone right now what I call a 60 second coaching strategy. So, no manager can tell me they don’t have time to coach. No salesperson can tell me they don’t have time to coach. So here it is, Olivia. Let’s say it set the stage here. So, you’re one of my direct reports and you’re coming to me and saying, “Hey Keith, I’m working on this deal. I need your help. I really need to know what to do here” Now gee, why do you think you would come to me like that? Asking for an answer, I wonder who conditioned you. That you go to your manager every time you want an answer. I don’t suppose there are no cheap problem-solvers watching this or listening to this because last time I checked, most managers lead with answers. A direct or sale or peer or someone in another department follow up comes to them and says, “I need your help. Here’s my challenge.” First reaction, manager rewinds, searches through their database and in a nanosecond, they respond with, “here’s what I’ll do or here’s what you need to do.” I’ve never met a manager who didn’t want a team of independent, accountable salespeople. Here’s a paradox. Managers create the very problems they want to avoid. Every time you give an answer, you’re creating dependency. You’re not building their problem-solving skills. You want to team up confident people, you’re robbing them of their confidence because when they leave a conversation with you after you told them what to do, they’re thinking, “wow, my boss is doing my job for me,” but a lot of them thinking, “I guess my boss doesn’t trust me. I guess they don’t think I could do my job.” What do you think that’s going to do for engagement, especially in a world we are all remote right now? So, let’s stop that bad behavior and replace it with just one question. And here it is, someone comes to you, you’re a manager. I come to you, I’m your direct report with a problem. Suspend your innate response to give an answer because you think it’s quicker. No, it’s not. You give answers every time. Here’s the real irony. When you tell someone what to do and it doesn’t work, that salesperson gets to come back to you and say, “Hey boss, my hands are clean on this. You told me what to do. Not my idea, your idea.” Successfully robbing people, the very accountability, we want to instill. How’s that for insanity? So here we go. I promise you the 60 seconds set a coaching strategy, which will probably take me less. Here it is. Someone comes to you looking for help, here’s how you respond. “Hey, Olivia, thanks for coming to me. I’m happy to share my opinion with you. However, you’re a lot closer to the situation than I am, and I trust you and I trust your judgment. So, what’s your opinion on how to move forward and handle this so that you can achieve the results you want.” OF: I think that was 60 seconds. KR: Every manager can do that in every conversation, every conversation. Wow. Thanks for coming to me. I’m happy to share my opinion. However, you’re a lot closer to it than I am, which is true. And I respect you and I respect your judgment, building confidence. So, what’s your opinion on how to resolve this? Everyone listened to me. Coaching is a language, we talked about that, selling is a language. Why do you think I’m using the word opinion rather than what’s the solution? What’s the answer? Tell me what you’re going to do. Because solutions and answers can be right and wrong. Opinions are not right or wrong. They just are, and everyone has them. So, when you ask someone for their opinion, they can’t look back at you and say, “I don’t know.” You don’t know your own opinion. So, managers ask that question. You always can get an answer. And by the way, if you ever get to the other, “But the boss, I really don’t know.” Then you could add this other one of my other favorite questions. Well, if you did know what would it be? OF: I love that, that’s a fantastic way to approach those conversations without giving away the answers and helping to really build that confidence. Like you said, you’ve talked a lot about how coaching happens all the time, and it isn’t something that is necessarily just a scheduled part of your day but is more just organic and happens in the moment. So, given the kind of virtual environment that many sales teams are now, what are some challenges that sales leaders might encounter or that salespeople might encounter in trying to get effective coaching and for leaders to actually conduct effective coaching conversations that aren’t just a pipeline review? KR: Yeah. So, I mean, I’ll say very directly if managers are not coaching effectively, salespeople aren’t selling effectively. It’s that simple. Money and deals are being left on the table. Don’t tell me it’s tough out there. Don’t tell me the market is tough because I know a lot of my clients that are absolutely crushing. And I’m not just talking about the industries that better have a nice rebound because of the pandemic. I’m talking about every industry here, all right. Leaders of the nucleus, leaders you are the heartbeat of the company. How can the company grow if you’re not growing, your people can’t grow. If you’re not growing, they’re going to remain stagnant. So, when it comes to not only coaching, you know, now expound that to the fact that now, oh my gosh, I’m talking to a screen. Now how about this one? Olivia, I’m sure you haven’t heard this one. I’ve been hearing this a lot. So, Keith I got a promotion in February and I met my team once and then they went virtual and I’ve never seen them again. I've been hearing that a lot. These are caring managers. Most managers I know are caring people that want to help people succeed, and they’re struggling with the same issues because they’re not getting coaching from their managers. That’s not how you build a coaching culture. Everyone gets coached. So, with remote coaching, they struggle on a good day with regular coach. Remote coaching is a whole other level. So not only that, as I mentioned before, those managers who really hadn’t had an opportunity to build relationships with a new team, now they’re building relationships on a one-dimensional screen. Just like your salespeople are selling, trying to build relationships on a one-dimensional screen. So, the one thing that managers must have, and Olivia, I have some great resources I want to make sure that everyone gets their hands on. Number one, I want to make sure everyone gets a free copy of my new book, “The 60 Second Sales Coach”. I also have another document that I want to make sure everyone gets, which is exactly what you’re looking for. What’s the conversation as a manager that I need to have with my team that is now remote, that will allow me to reconnect with them, keep them motivated, keep them inspired, hold them accountable and make them still feel part of a team where so many people are feeling isolated and alone, which is leading to depression. Managers didn’t sign up for this, but the greatest leaders I know support people unconditionally. They are selfless. Those are two other characteristics. Okay. So, the conversation, I’m just going to give everyone here a few questions that you can ask. And by the way, managers, this is not just for you to ask your direct reports salespeople. This is the same conversation you could be having with your prospects and customers. As I said before, this is about humanizing the sales process. So, let me share a couple of questions. As a manager, talking to some of my employees having a one-on-one with each one and just asking, just being human and saying, “Hey, listen, I’m struggling. I know everyone’s struggling through this and I’d love to have a conversation to see how you're adapting to our new environment and how we’re doing business. And I’d love to share how I’m doing, and maybe we can learn from each other. Are you open to having this conversation?” What I just did right there is setting intention. Managers, especially today, if your intentions are not clear, people default to fear. You call up one of your salespeople and say, “Hey, got a minute. We need to call.” They’re going to run the other way. Why? Because they think what did I do wrong, am I getting fired? Am I in trouble? Might be put on an infamous pit. Your companies know what that pit is. Right? So, when people don’t know intentions, they default to fear. So, what I just did is set clear intention around the conversation. It’s called the audit enrollment, which Il talk about my book, so that people know what’s in it for them. Now that I’ve done that, I could ask some questions such as, Hey, you know what? Now that you’re working and you know, there’s no more line between personal life and work, how have you adopted what are some of the changes you’ve made that are working well for you? What are you doing every day to shut down? What are you doing every day to shut off? Because now our home is now our office. So, what are you doing way to just turn off and focus on your family and the people and the things that you love to do? How good are you being at taking care of yourself? Are you practicing self-care? How effective is your routine? Do you have a daily routine from the time you wake up until the time you end your day, that details the specific and measurable actions that not only move you forward to your business goals, but keep your life in balance and harmony? I can tell you’re right now on a good day, most people don’t have that. This is an opportunity to reinvent your lifestyle. Beyond that and again, this speaks to not only speaking to our employees, but also to our customers is, what are you struggling with? If I’m a manager talking to one of my direct reports, I’d want to know, “Hey, every conversation I’m here to support you. But I don’t know how much interaction you want with me, what type of cadence you want to develop so that you feel connected and part of a team?” Other questions, how are you honoring your priorities and your core values at home? How are you setting boundaries at home, so family knows you’re working, or significant others know you’re working? And finally, and this is that other part. You’re in my home right now. Okay. This is my home. This is my happy place in my man-cave in my office. But you’re in my home right now. Managers, when you’re speaking to your employees, salespeople, when you’re speaking to your customers and prospects, unless they have a green screen or something, you’re in their home. And as a manager, having a one-on-one or a team meeting, and you see one of you directs, clearly, they haven’t slept in days. They look stressed out. Maybe they’re wearing the same stain shirt they’ve been wearing for the last five meetings. Maybe as you’re having the meeting their head is down. Maybe during the meeting, children, dogs, cats, family, running around everywhere. Some people even told me their offices is their closet. Then what about the people that are sitting there and rather than having an organized workplace, all you just see is just clutter. As a human being, are you going to tell me as a manager say, “Okay everyone, I know it’s tough out there, but listen, I’m here to support you. You’re doing great. Just, just be like Teflon and get out there and keep selling. Okay. You’re doing a great job. Good job, everyone. You look great. I’ll see you next call.” Managers have no idea how to have these conversations and the reason a lot of times they don’t is because first of all, they’re thinking, do I need to have HR? Is this a compliant conversation that I gave him to have on such a personal level? Yes, you do. HR rules, guidelines need to change because everything’s changing now, and we need to adopt. Managers need to be comfortable having these personal conversations with their people. Again, I wrote an article, I’ll leave this last point here. I wrote an article a few months ago about the new top corporate value is low. And love doesn't mean, you know, interpersonal relationships. Love means care. Love means concern. Love means empathy. Love means being human. Love and just being authentic, it means caring enough to want to connect with another human being and who doesn't want that? OF: Absolutely. I’m so glad that you brought up that intentionality is really core there. And you also mentioned so many great characteristics, like authenticity, empathy, love, care, vulnerability, all of those are always important. But I think even more so right now, and you did touch on this a little bit, but you know, as kind of the lines between work and home for so many are being blurred right now, time management is something that’s becoming really difficult. And especially for sales leaders who already didn’t have a lot of time, they’re already stretched pretty thin. What often can happen in those situations is coaching kind of gets deprioritized, or maybe pushed to the back burner for folks that just have so many other things on their plate that they feel really take precedent. But as we talked about coaching is one of those core things that can really make or break sales success. So especially in this time where it’s so difficult to manage time effectively, how can sales leaders really kind of take their schedules into their own hands and get back on track to be able to make time for coaching? KR: You know, the first part in terms of salespeople and managers coaching, it’s interesting. Back in the day when I was traveling a lot. God, I miss those days. I was in Ireland and I remember it was the second day of my leadership coach training and we were going around the room. And one of the managers that keep us, and I’m so committed to coaching. Okay. I see the value. I know it’s the most important thing as a manager that I need to do every day, but I’m struggling with trying to fit coaching around all of my other responsibilities. Before I could respond, another manager jumped in and said, wait a second, you need to look at this in a different way. You can’t ask how are you going to fit coaching around all of your other responsibilities? You need to ask how you going to fit all of your other responsibilities around coaching. And that’s the fundamental mind shift that every leader needs to make today. Now keep in mind there’s every conversation being a coaching conversation, and there’s also scheduling the one-on-ones with each person on your team at least once a week. For those managers that are thinking, “But Keith, you’re doing the math. I have 20 direct reports. You want me to schedule a one-on-one with each of them once a week?” Tell me what’s more important. Tell me what’s more important than spending time with your people. Because the last time I checked it, when managers wake up in fear, they wake up and they say to themselves, they asked himself the wrong question, they ask themselves, “What do I need to do to hit my business objectives today?” That depersonalizes what leadership is all about. The best leaders I know, wake up and ask themselves, “What do I need to do today to make my people more valuable than they were yesterday.” This is the fundamental mind shift. And that belief is going to precede experience. How you think is what you get. Okay. And what you believe is what manifests in your life. Okay. So, your beliefs proceed your actions. So, everything that we’re just talking about here, you can’t be a great coach or a great salesperson if you haven’t embraced, not just the skillset, but if you notice how much we’re really talking about mindset today. And that’s always going to be more important. Who you are is always more important than what you do? I mentioned earlier about having a specific routine and a lot of people have told me if I can’t do that or Keith my business it really doesn’t allow me to have a routine like that, or, you know, I tried it and it didn’t work out. Let’s be clear. Anyone that’s tried a routine and it didn’t work out means one of two things. You didn’t build it the right way or you’re an adrenaline junkie. Okay. Because a routine is consistent action, consistent thinking, consistent results. Adrenaline is a rollercoaster. I don’t suppose, Olivia, you’ve ever ran into any managers that feel like they work really good under pressure, or they have a lot of incomplete tasks on their plate, or they thrive on solving problems. I’m sure none of those managers are listening or watching this, right? OF: Absolutely. KR: Adrenaline, you can’t have a routine if you’re an adrenaline junkie, you need to tap into another energy source called momentum. Consistent actions. So, when you wake up in the morning, I bet every single person has a routine, but it’s not conscious. We need to bring it to our conscious level. I’ve worked on the same routine for probably the last five years. Because I’m doing everything consistently. What am I doing? I’m taking care of myself. I’m practicing extreme self-care, I’m doing my yoga, I’m working out at the gym, I’m doing kickboxing, I’m playing golf, I'm mountain biking. Self-care okay. Taking care of me. Those are the things that you need to build into your routine. You know what else I built into my routine? Making sure I go out and see my parents. And I am so blessed they're only 15 minutes away. Making sure I call my mom every day and it’s so hard. Everyone knows that those are the things I forgot to do, and I’ll do it tomorrow. You won’t forget if it’s in your routine and I will leave two points. If you don’t have the appointment, you don’t have the commitment. So, if coaching is not scheduled, if prospecting is not scheduled, if self-care is not scheduled. If having putting time aside to spend with your loved ones is not scheduled. All that self-care is going to be overshadowed by your business and your career responsibilities. And I can tell you with great certainty this is the part where people struggle with most. I want everyone to hear what I’m saying. This is not a bad opportunity. This is a great opportunity for you to stop, look in the mirror and say, am I living my ideal life? And if I’m not, how do I want it to be? Most people can’t even answer that question. So, the reason why people fail at setting a routine, you know, all roads go back to time management, but you don’t build a routine. First, you have to start here, and really quickly personal navigation system is your North star and your guiding light. It’s your internal compass that pulls you towards your ideal life. When I asked people send me right now what your personal vision is, most people don’t even have one, let alone know what it is. when I ask people to send me what their goals are, either their goals are what I call should be goals, which is something they were told to do. Or it’s a lifestyle. You know, for example, a goal is I want to improve the relationships I have with my people, my family, my team, my coworkers. That’s not a goal because the goal has a finite end point. So, what are you going to do? You’re going to improve the relationships and then go back to making them toxic again? No, that’s a routine. Do you want to stay in shape? Well, do you lose weight and exercise for a month and then go back to eating poorly and not exercising. That’s lifetime, that’s lifestyle. A lot of people confuse tasks or goals with lifestyle. Most of the goals that people have are not goals. They’re part of the things they want to bring into their life always. So that’s the good news. And when you can identify your ideal life and you can pull out your core values, and what is most important to you, only then can you design your day around what the life you want to live. Otherwise, you’re always going to feel off. OF: So, I just have one final question for you. And this has been an awesome conversation and you’ve shared so much with our audience. So just to kind of wrap everything together, what are some of the key things that you’re seeing successful sales leaders do right now to really stand out and what is it that’s setting them apart? KR: What I’m seeing they’re doing, number one, they’re like I said before, they’re putting the people first. Number two, they’re realizing it isn't about you. It's never about the managers. It’s never about the coach. It’s about your people. I’m always behind the scenes. I’m on the front. I’m behind to make my people look great. My clients look great. Okay. You need to have a framework that you use in every conversation. Give yourself a roadmap of how to have a conversation. That’s the most important skill of leadership, because at the end of the day what makes a great leader? How they show up, their presence, their commitment to their people, and what’s the skill, how they communicate. OF: Fantastic. Well, Keith, thank you so much for sharing all of these fantastic insights with us and for taking the time. And we absolutely are so excited to share your resources that you mentioned with our audience. KR: Yeah. So just to make sure they know where to grab my stuff, I have some really new I decided over the last several months of every book, every resource I decided to put out for free because that’s what people need today. So, everyone can go to my website, KeithRosen.com and forget about how many podcasts on there, download my new book. “The 60 Second Sales Coach”. That’s not just for leaders. That’s for salespeople to have ever been in a situation where you wish you had the right question. How about I give you 600 of them in this book, grab it. And finally, what kind of coach would I that’d be if I didn’t honor the attributes and characteristics that I shared with you that make an exemplary leader. So, I want to give everyone out there my mobile number, and I want to give everyone out there my personal email address. My personal email address is KeithR@keithrosen.com. If you have a question, if you need me, you are not alone. Like it or not I’m your coach. You’re not bothering me. If you need someone to lean on, contact me. Lean on me. My mobile number (516) 233-9239. I know you’re probably thinking Keith are you crazy for giving your personal phone number out. As I said before, what kind of coach would I be if I didn't model unconditional leadership and that’s what I want for you. So, Olivia, thank you so much for the opportunity to work with you. Thank you for the opportunity to contribute to your global audience. I truly hope we make an impact in people’s lives that they really need today. OF: Thank you, Keith. And to our audience, thanks for listening. For more insights, tips and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about. Please let us know. We’d love to hear from you.
Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we are here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today I’m so excited to have Keith Rosen join us. Keith is the CEO of Profit Builders named one of the best sales leadership coaching organizations worldwide. Since 1989, Keith delivered his programs to over 3 million sales leaders and practically every industry on six continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times, and The Wall Street Journal. Keith has written several bestsellers, including “Own Your Day,” “Coaching Salespeople into Sales Champions” and is the winner of five international best book awards and the number one bestselling sales management coaching book on Amazon for the last seven consecutive years. His latest book, “Sales Leadership”, was named the 2018 sales book of the year. Keith, could you please introduce yourself to our audience? Keith Rosen: Absolutely. Hello everyone, out there globally. My name is Keith Rosen and basically, I spent the last 30 years and had the privilege and the pleasure of working with hundreds of thousands of sales leaders and salespeople on six continents and in 75 countries helping sales leaders and salespeople transformed from manager or salesperson to exemplary coach. And it’s been an honor to be able to work with these companies. And these are the companies when they’re looking around and trying to figure out how to build a coaching culture, that’s me, I’m the person they call. OF: That’s fantastic. We’re so excited to have you on today. And as we were talking about, actually just before we started this interview, I personally am a massive fan of yours and have read all of your books and definitely have gleaned so many great insights from them. I’m so very excited to have you on today to dive deeper into those. But one of the key themes that you bring up in your books is that just because someone is a manager that doesn’t necessarily mean that they know how to coach. So why does coaching require a unique skill set and why is that coaching component so critical to being a successful sales leader? KR: I’m going to start off with that last part and backtrack. And I will say this as directly as I possibly can. If companies are not investing the time, the money, the energy, and have the stakeholders involved to make sure that a coaching foundation coordinate sustained, no company can continue to grow to the level they want set a different way. Coaching is the only way for managers to accelerate the sales growth, engagement, and trust amongst their team. Period. And I’ll give you a quick analogy, Olivia, on this one. I’ve heard it so many times when I’m speaking to senior leaders and they’re talking to me about wanting to either train their managers on how to be better coaches, because it’s not natural. And we’ll talk about that in a minute. They say to me, “Keith, we want our people to coach at least 50% of the time.” Once I hear that I know they have no clue what coaching is because coaching is not something you do to someone. It is not an event. It’s not like, Olivia, you’re my direct report. You’re coming to me with a problem. One second, let me get my coaching hat. I’m going to put it on right now. And now I’m going to coach you. I’m going to do this. In the most simplistic form, coaching is the language of leadership. Just like sales is a language, leadership is a language. When managers tell me, “Oh, we want to coach more, coach less, or coach more directly,” or, it’s every conversation is a coaching conversation. So, when we’re talking about developing skill, skill is one thing, mindset is another. And that really speaks to the other component of why managers struggle so much, especially today in a world of constant change and uncertainty, how are they building a team of sales champions? How are they building a remote team of sales champions? And again, going back to my point before every conversation being a coaching conversation, my job is to make manager’s jobs easier. You know, I don’t sit here and throw all this theory at them. If they learn the language of coaching and have a framework that they can follow, and this is the mind shift that every leader needs to make is leading with questions in every conversation, rather than leading with answers. And it’s an occupational hazard for managers because every organization I’ve ever worked with is result driven. Every organization has revenue goals and sales goals. So, unfortunately this becomes an occupational hazard for managers, senior leadership and frontline salespeople, because now everyone has a target on their back. So, if everyone has a target on their back, what are they focusing on? What’s the next deal, the next results? Everyone’s focused on the future. And especially now, fear lives in the future. Uncertainty lives in the future. Anxiety lives in the future. We need to bring ourselves back in the moment, because the last time I checked this is where life happens. This is where we engage with people. Every conversation you have is in the moment. And the definition of coaching is the art of creating new possibilities and you’re doing that in every conversation. In every conversation you’re either building people and you’re building their competence and you’re building their critical thinking as well as their critical questioning skills, because salespeople will need to coach their customers today, or you’re eroding them. OF: I love that answer. That was fantastic. And you touched on so many important aspects of why coaching is really critical to leadership and why they’re kind of interchangeable in so many ways. So, let’s dig into that a little bit further. What are some of the core characteristics of successful coaches? Maybe just beyond having the mindset, but what actually kind of leads someone to being a great coach? KR: Yeah. I could probably go through 80 characteristics and it’s interesting because when most people ask what makes a great coach or what makes a great salesperson, or even when they say what’s your profile of your ideal client, those lists are always about measurables. You know, about results. We work with clients that are from X million to X million dollars in revenue every year. That’s all great. But who do you want to work with? Are they the type of person that your company and you are aligned with in values and integrity and the way you like to work in collaborate? I learned a long time ago if you want to build a business you hate, just work with people you can’t stand. Okay, that’s it. And so, taking all that to your question today, it’s not just about what they need to do and learn the skill of coaching and a framework of coaching it’s about who they need to be. It’s about how you’re going to show up every day. You know, how do you show up every day? Every day we’re going to be challenged. Every person today on this planet is challenged. They wake up in the morning, what’s today going to bring? No other point in anyone’s life today has there been more fear and uncertainty, and this is the time when, more than ever, where companies are trying to streamline more and they’re trying to leverage technology more and do more things faster. I hate to disappoint all the companies and managers out there; you’re doing the wrong thing. Doing more of the wrong thing faster in a world where sales has changed and your buyer’s buying habits have changed, is not going to fit. Leaders, salespeople need to stop, take a step back and reconnect with their buyers in a way where, how would they like to buy so they can now align how they need to sell that. That’s what needs to change today and going back to the characteristics. So, what does that mean? Empathy. To me, the most important say skill or attribute today in sales is care. It’s about humanizing the experience that you have, whether you’re a manager or whether you’re a salesperson, we need to humanize the sales process. We need to humanize how we engage with people. After all you’re in my home right now. It doesn’t get more intimate than this. And if leaders are not taking the time to care deep enough, to build that trust with their people that, that, that transcends to customers as well. Again, top characteristics. My personal word of the year is a resilience. I think that to me, encapsulates everything that each person, if they can truly embrace and build their level of resilience that will allow each of us to adopt and align around changes rather than fighting. There’s no going back, everyone keeps saying, “Oh, I want to get back, when it gets back to normal.” There’s no going back. This is only going forward. And that’s the part where bringing back to the characteristics, innovation, collaboration, care. I did a great Q&A VIP session with Salesforce a month ago. Again, talking about what are the characteristics leaders and salespeople need to leverage more than ever: creativity. So, what they did is they said, we want you to be a guest at our event with a small intimate group of our top customers, and we’re going to do a whiskey tasting So they sent out, you know, three small bottles of whiskey and who am I to say no. And then they brought these whiskey connoisseurs to the call and they spoke for a little while. And then afterwards I spoke a little. The point is, who’s doing that? Who else is doing that? Managing salespeople, keep cold calling. Your customers are just as desperate for human connection as you are. Humanize the sales process. That’s the most important thing. Finally, in this world of such uncertainty, the one thing that every single person has on this planet is the power of choice. And it’s the most underused power that we as human beings have. And we only have three things in life that we have absolute control. It’s our attitude. It’s our actions or reactions. It’s how we respond to things in the world. You know, I learned a long time ago, it’s not the events that surround you, but it’s how you respond to them that create the quality of your life. So, actions, reactions, attitude, and mindset, everything else is an illusion. Focus on the things we can control rather than the things we can. OF: Definitely. And speaking of things that you can control, and you touched on this a little bit as well, especially in the context of just where the world is at today, fear is absolutely something that is really driving a lot of negative behaviors that we’re seeing both in sales, as well as leadership. So, in your book “Sales Leadership”, you actually outlined 15 different toxic tactics that can make coaching ineffective. But I’m actually curious in the context of today, what are some of those toxic tactics or common mistakes that you’re seeing, and have they changed at all, or maybe shifted? What are some of the common mistakes that you really are seeing coaches make today? KR: I would say number one, I would say it’s getting worse hands down. Every tactic that I listed there is getting worse. I have so much evidence and of course, you and I have such a limited time I want to make sure we maximize the media value. But just as a point of reference, I was talking to a senior VP, global organization, two levels away from the CEO multi-billion-dollar company. It’s client of mine for years, and during a coaching session he said, “keep listening.” Like every leader here, it’s amazing CEO confidence is an all-time low. Gee, I wonder why? But that’s a whole other conversation. But he said to me with that sense of fear and concern in his voice, he said, “Keith, with all the uncertainty going on with all the furloughs, with all the layoffs, with our revenue down, maybe this is a time we stop coaching. And maybe this is a time we just be more directive and tell people what to do.” If I had a universal two-by-four, it would have reached them across the head and in a very loving and affectionate way, but that’s sad. This is when every single person’s character is tested. This is when your integrity, this is when your priorities, this is when the essence of who you are is put to the test. We don’t get tested on our good days. We get tested on our bad days. That’s one of the true essences of our character emerges. It’s really easy to go out and sell and manage when things are going great. Okay. Just like I said before, CEO confidence. CEO confidence can go great when everything’s going well. But what about now? Unfortunately, it’s just bleeding back to the point I made earlier, companies are scrambling around trying to figure out what they can control when I just share with you the three things I can, and that’s it. And I really love how you’ve been this whole conversation together, because now we’re moving into one of the things I mentioned before, the greatest toxic thing that people are doing right now, I could break it down to one thing is not being present in the moment. I will challenge any person who’s listening to this or watching this, and I’ll give you my mobile number. You can call me or email me to challenge me. 99% of every person’s waking hour they’re living either in the past or they’re living in the future. Cerebral conversation talks to the inner game. The greatest leaders and salespeople I know are masters at living in the present, being engaged in the moment. Because selling and coaching’s defined same way by me, the art of creating new possibilities in every conversation. If you’re living in the future and focused on your result, creation happens in the moment. New possibilities are created in the moment. Active listening happens in the moment. And if you’re worried about your result, “Am I going to get the sale? Am I going to hit my quota? Am I going to get fired or overload?” You’re no longer in the moment you cannot coach or be a sales professional. At that point, you’re focused on fear. Fear is driving you. And as I said before, because every single person, any organization has a target on their back because they have to achieve results. Results live in the future. So, this becomes a global conundrum and occupational hazard where managers or leaders are always focused on the next deal. The next, you know, the next pipeline review, the next business review the next meeting. But how much time are they really stopping to focus on now? And if you’re not focused on now, you’re not in the process and you don’t coach the result. You coach the process. OF: I love that advice. So, we’ve talked about some of the skills and characteristics that make an effective coach, but I’d love to dig in now to how people can really put that into action. And one way is through the leads coaching model that you’ve developed and talked about in some of your books to really help guide an effective coaching conversation. So, I’d love for you to just take a moment to kind of walk us through some of the core elements of that model and why that approach is so impactful. KR: Absolutely. Again, as I would love to go through the whole framework. This framework has been adopted I think at this point by 10,000. I think the last time my marketing director checked, 10,000 of the top global organizations today. So, I’m going to share with everyone right now what I call a 60 second coaching strategy. So, no manager can tell me they don’t have time to coach. No salesperson can tell me they don’t have time to coach. So here it is, Olivia. Let’s say it set the stage here. So, you’re one of my direct reports and you’re coming to me and saying, “Hey Keith, I’m working on this deal. I need your help. I really need to know what to do here” Now gee, why do you think you would come to me like that? Asking for an answer, I wonder who conditioned you. That you go to your manager every time you want an answer. I don’t suppose there are no cheap problem-solvers watching this or listening to this because last time I checked, most managers lead with answers. A direct or sale or peer or someone in another department follow up comes to them and says, “I need your help. Here’s my challenge.” First reaction, manager rewinds, searches through their database and in a nanosecond, they respond with, “here’s what I’ll do or here’s what you need to do.” I’ve never met a manager who didn’t want a team of independent, accountable salespeople. Here’s a paradox. Managers create the very problems they want to avoid. Every time you give an answer, you’re creating dependency. You’re not building their problem-solving skills. You want to team up confident people, you’re robbing them of their confidence because when they leave a conversation with you after you told them what to do, they’re thinking, “wow, my boss is doing my job for me,” but a lot of them thinking, “I guess my boss doesn’t trust me. I guess they don’t think I could do my job.” What do you think that’s going to do for engagement, especially in a world we are all remote right now? So, let’s stop that bad behavior and replace it with just one question. And here it is, someone comes to you, you’re a manager. I come to you, I’m your direct report with a problem. Suspend your innate response to give an answer because you think it’s quicker. No, it’s not. You give answers every time. Here’s the real irony. When you tell someone what to do and it doesn’t work, that salesperson gets to come back to you and say, “Hey boss, my hands are clean on this. You told me what to do. Not my idea, your idea.” Successfully robbing people, the very accountability, we want to instill. How’s that for insanity? So here we go. I promise you the 60 seconds set a coaching strategy, which will probably take me less. Here it is. Someone comes to you looking for help, here’s how you respond. “Hey, Olivia, thanks for coming to me. I’m happy to share my opinion with you. However, you’re a lot closer to the situation than I am, and I trust you and I trust your judgment. So, what’s your opinion on how to move forward and handle this so that you can achieve the results you want.” OF: I think that was 60 seconds. KR: Every manager can do that in every conversation, every conversation. Wow. Thanks for coming to me. I’m happy to share my opinion. However, you’re a lot closer to it than I am, which is true. And I respect you and I respect your judgment, building confidence. So, what’s your opinion on how to resolve this? Everyone listened to me. Coaching is a language, we talked about that, selling is a language. Why do you think I’m using the word opinion rather than what’s the solution? What’s the answer? Tell me what you’re going to do. Because solutions and answers can be right and wrong. Opinions are not right or wrong. They just are, and everyone has them. So, when you ask someone for their opinion, they can’t look back at you and say, “I don’t know.” You don’t know your own opinion. So, managers ask that question. You always can get an answer. And by the way, if you ever get to the other, “But the boss, I really don’t know.” Then you could add this other one of my other favorite questions. Well, if you did know what would it be? OF: I love that, that’s a fantastic way to approach those conversations without giving away the answers and helping to really build that confidence. Like you said, you’ve talked a lot about how coaching happens all the time, and it isn’t something that is necessarily just a scheduled part of your day but is more just organic and happens in the moment. So, given the kind of virtual environment that many sales teams are now, what are some challenges that sales leaders might encounter or that salespeople might encounter in trying to get effective coaching and for leaders to actually conduct effective coaching conversations that aren’t just a pipeline review? KR: Yeah. So, I mean, I’ll say very directly if managers are not coaching effectively, salespeople aren’t selling effectively. It’s that simple. Money and deals are being left on the table. Don’t tell me it’s tough out there. Don’t tell me the market is tough because I know a lot of my clients that are absolutely crushing. And I’m not just talking about the industries that better have a nice rebound because of the pandemic. I’m talking about every industry here, all right. Leaders of the nucleus, leaders you are the heartbeat of the company. How can the company grow if you’re not growing, your people can’t grow. If you’re not growing, they’re going to remain stagnant. So, when it comes to not only coaching, you know, now expound that to the fact that now, oh my gosh, I’m talking to a screen. Now how about this one? Olivia, I’m sure you haven’t heard this one. I’ve been hearing this a lot. So, Keith I got a promotion in February and I met my team once and then they went virtual and I’ve never seen them again. I’ve been hearing that a lot. These are caring managers. Most managers I know are caring people that want to help people succeed, and they’re struggling with the same issues because they’re not getting coaching from their managers. That’s not how you build a coaching culture. Everyone gets coached. So, with remote coaching, they struggle on a good day with regular coach. Remote coaching is a whole other level. So not only that, as I mentioned before, those managers who really hadn’t had an opportunity to build relationships with a new team, now they’re building relationships on a one-dimensional screen. Just like your salespeople are selling, trying to build relationships on a one-dimensional screen. So, the one thing that managers must have, and Olivia, I have some great resources I want to make sure that everyone gets their hands on. Number one, I want to make sure everyone gets a free copy of my new book, “The 60 Second Sales Coach”. I also have another document that I want to make sure everyone gets, which is exactly what you’re looking for. What’s the conversation as a manager that I need to have with my team that is now remote, that will allow me to reconnect with them, keep them motivated, keep them inspired, hold them accountable and make them still feel part of a team where so many people are feeling isolated and alone, which is leading to depression. Managers didn’t sign up for this, but the greatest leaders I know support people unconditionally. They are selfless. Those are two other characteristics. Okay. So, the conversation, I’m just going to give everyone here a few questions that you can ask. And by the way, managers, this is not just for you to ask your direct reports salespeople. This is the same conversation you could be having with your prospects and customers. As I said before, this is about humanizing the sales process. So, let me share a couple of questions. As a manager, talking to some of my employees having a one-on-one with each one and just asking, just being human and saying, “Hey, listen, I’m struggling. I know everyone’s struggling through this and I’d love to have a conversation to see how you’re adapting to our new environment and how we’re doing business. And I’d love to share how I’m doing, and maybe we can learn from each other. Are you open to having this conversation?” What I just did right there is setting intention. Managers, especially today, if your intentions are not clear, people default to fear. You call up one of your salespeople and say, “Hey, got a minute. We need to call.” They’re going to run the other way. Why? Because they think what did I do wrong, am I getting fired? Am I in trouble? Might be put on an infamous pit. Your companies know what that pit is. Right? So, when people don’t know intentions, they default to fear. So, what I just did is set clear intention around the conversation. It’s called the audit enrollment, which Il talk about my book, so that people know what’s in it for them. Now that I’ve done that, I could ask some questions such as, Hey, you know what? Now that you’re working and you know, there’s no more line between personal life and work, how have you adopted what are some of the changes you’ve made that are working well for you? What are you doing every day to shut down? What are you doing every day to shut off? Because now our home is now our office. So, what are you doing way to just turn off and focus on your family and the people and the things that you love to do? How good are you being at taking care of yourself? Are you practicing self-care? How effective is your routine? Do you have a daily routine from the time you wake up until the time you end your day, that details the specific and measurable actions that not only move you forward to your business goals, but keep your life in balance and harmony? I can tell you’re right now on a good day, most people don’t have that. This is an opportunity to reinvent your lifestyle. Beyond that and again, this speaks to not only speaking to our employees, but also to our customers is, what are you struggling with? If I’m a manager talking to one of my direct reports, I’d want to know, “Hey, every conversation I’m here to support you. But I don’t know how much interaction you want with me, what type of cadence you want to develop so that you feel connected and part of a team?” Other questions, how are you honoring your priorities and your core values at home? How are you setting boundaries at home, so family knows you’re working, or significant others know you’re working? And finally, and this is that other part. You’re in my home right now. Okay. This is my home. This is my happy place in my man-cave in my office. But you’re in my home right now. Managers, when you’re speaking to your employees, salespeople, when you’re speaking to your customers and prospects, unless they have a green screen or something, you’re in their home. And as a manager, having a one-on-one or a team meeting, and you see one of you directs, clearly, they haven’t slept in days. They look stressed out. Maybe they’re wearing the same stain shirt they’ve been wearing for the last five meetings. Maybe as you’re having the meeting their head is down. Maybe during the meeting, children, dogs, cats, family, running around everywhere. Some people even told me their offices is their closet. Then what about the people that are sitting there and rather than having an organized workplace, all you just see is just clutter. As a human being, are you going to tell me as a manager say, “Okay everyone, I know it’s tough out there, but listen, I’m here to support you. You’re doing great. Just, just be like Teflon and get out there and keep selling. Okay. You’re doing a great job. Good job, everyone. You look great. I’ll see you next call.” Managers have no idea how to have these conversations and the reason a lot of times they don’t is because first of all, they’re thinking, do I need to have HR? Is this a compliant conversation that I gave him to have on such a personal level? Yes, you do. HR rules, guidelines need to change because everything’s changing now, and we need to adopt. Managers need to be comfortable having these personal conversations with their people. Again, I wrote an article, I’ll leave this last point here. I wrote an article a few months ago about the new top corporate value is low. And love doesn’t mean, you know, interpersonal relationships. Love means care. Love means concern. Love means empathy. Love means being human. Love and just being authentic, it means caring enough to want to connect with another human being and who doesn’t want that? OF: Absolutely. I’m so glad that you brought up that intentionality is really core there. And you also mentioned so many great characteristics, like authenticity, empathy, love, care, vulnerability, all of those are always important. But I think even more so right now, and you did touch on this a little bit, but you know, as kind of the lines between work and home for so many are being blurred right now, time management is something that’s becoming really difficult. And especially for sales leaders who already didn’t have a lot of time, they’re already stretched pretty thin. What often can happen in those situations is coaching kind of gets deprioritized, or maybe pushed to the back burner for folks that just have so many other things on their plate that they feel really take precedent. But as we talked about coaching is one of those core things that can really make or break sales success. So especially in this time where it’s so difficult to manage time effectively, how can sales leaders really kind of take their schedules into their own hands and get back on track to be able to make time for coaching? KR: You know, the first part in terms of salespeople and managers coaching, it’s interesting. Back in the day when I was traveling a lot. God, I miss those days. I was in Ireland and I remember it was the second day of my leadership coach training and we were going around the room. And one of the managers that keep us, and I’m so committed to coaching. Okay. I see the value. I know it’s the most important thing as a manager that I need to do every day, but I’m struggling with trying to fit coaching around all of my other responsibilities. Before I could respond, another manager jumped in and said, wait a second, you need to look at this in a different way. You can’t ask how are you going to fit coaching around all of your other responsibilities? You need to ask how you going to fit all of your other responsibilities around coaching. And that’s the fundamental mind shift that every leader needs to make today. Now keep in mind there’s every conversation being a coaching conversation, and there’s also scheduling the one-on-ones with each person on your team at least once a week. For those managers that are thinking, “But Keith, you’re doing the math. I have 20 direct reports. You want me to schedule a one-on-one with each of them once a week?” Tell me what’s more important. Tell me what’s more important than spending time with your people. Because the last time I checked it, when managers wake up in fear, they wake up and they say to themselves, they asked himself the wrong question, they ask themselves, “What do I need to do to hit my business objectives today?” That depersonalizes what leadership is all about. The best leaders I know, wake up and ask themselves, “What do I need to do today to make my people more valuable than they were yesterday.” This is the fundamental mind shift. And that belief is going to precede experience. How you think is what you get. Okay. And what you believe is what manifests in your life. Okay. So, your beliefs proceed your actions. So, everything that we’re just talking about here, you can’t be a great coach or a great salesperson if you haven’t embraced, not just the skillset, but if you notice how much we’re really talking about mindset today. And that’s always going to be more important. Who you are is always more important than what you do? I mentioned earlier about having a specific routine and a lot of people have told me if I can’t do that or Keith my business it really doesn’t allow me to have a routine like that, or, you know, I tried it and it didn’t work out. Let’s be clear. Anyone that’s tried a routine and it didn’t work out means one of two things. You didn’t build it the right way or you’re an adrenaline junkie. Okay. Because a routine is consistent action, consistent thinking, consistent results. Adrenaline is a rollercoaster. I don’t suppose, Olivia, you’ve ever ran into any managers that feel like they work really good under pressure, or they have a lot of incomplete tasks on their plate, or they thrive on solving problems. I’m sure none of those managers are listening or watching this, right? OF: Absolutely. KR: Adrenaline, you can’t have a routine if you’re an adrenaline junkie, you need to tap into another energy source called momentum. Consistent actions. So, when you wake up in the morning, I bet every single person has a routine, but it’s not conscious. We need to bring it to our conscious level. I’ve worked on the same routine for probably the last five years. Because I’m doing everything consistently. What am I doing? I’m taking care of myself. I’m practicing extreme self-care, I’m doing my yoga, I’m working out at the gym, I’m doing kickboxing, I’m playing golf, I’m mountain biking. Self-care okay. Taking care of me. Those are the things that you need to build into your routine. You know what else I built into my routine? Making sure I go out and see my parents. And I am so blessed they’re only 15 minutes away. Making sure I call my mom every day and it’s so hard. Everyone knows that those are the things I forgot to do, and I’ll do it tomorrow. You won’t forget if it’s in your routine and I will leave two points. If you don’t have the appointment, you don’t have the commitment. So, if coaching is not scheduled, if prospecting is not scheduled, if self-care is not scheduled. If having putting time aside to spend with your loved ones is not scheduled. All that self-care is going to be overshadowed by your business and your career responsibilities. And I can tell you with great certainty this is the part where people struggle with most. I want everyone to hear what I’m saying. This is not a bad opportunity. This is a great opportunity for you to stop, look in the mirror and say, am I living my ideal life? And if I’m not, how do I want it to be? Most people can’t even answer that question. So, the reason why people fail at setting a routine, you know, all roads go back to time management, but you don’t build a routine. First, you have to start here, and really quickly personal navigation system is your North star and your guiding light. It’s your internal compass that pulls you towards your ideal life. When I asked people send me right now what your personal vision is, most people don’t even have one, let alone know what it is. when I ask people to send me what their goals are, either their goals are what I call should be goals, which is something they were told to do. Or it’s a lifestyle. You know, for example, a goal is I want to improve the relationships I have with my people, my family, my team, my coworkers. That’s not a goal because the goal has a finite end point. So, what are you going to do? You’re going to improve the relationships and then go back to making them toxic again? No, that’s a routine. Do you want to stay in shape? Well, do you lose weight and exercise for a month and then go back to eating poorly and not exercising. That’s lifetime, that’s lifestyle. A lot of people confuse tasks or goals with lifestyle. Most of the goals that people have are not goals. They’re part of the things they want to bring into their life always. So that’s the good news. And when you can identify your ideal life and you can pull out your core values, and what is most important to you, only then can you design your day around what the life you want to live. Otherwise, you’re always going to feel off. OF: So, I just have one final question for you. And this has been an awesome conversation and you’ve shared so much with our audience. So just to kind of wrap everything together, what are some of the key things that you’re seeing successful sales leaders do right now to really stand out and what is it that’s setting them apart? KR: What I’m seeing they’re doing, number one, they’re like I said before, they’re putting the people first. Number two, they’re realizing it isn’t about you. It’s never about the managers. It’s never about the coach. It’s about your people. I’m always behind the scenes. I’m on the front. I’m behind to make my people look great. My clients look great. Okay. You need to have a framework that you use in every conversation. Give yourself a roadmap of how to have a conversation. That’s the most important skill of leadership, because at the end of the day what makes a great leader? How they show up, their presence, their commitment to their people, and what’s the skill, how they communicate. OF: Fantastic. Well, Keith, thank you so much for sharing all of these fantastic insights with us and for taking the time. And we absolutely are so excited to share your resources that you mentioned with our audience. KR: Yeah. So just to make sure they know where to grab my stuff, I have some really new I decided over the last several months of every book, every resource I decided to put out for free because that’s what people need today. So, everyone can go to my website, KeithRosen.com and forget about how many podcasts on there, download my new book. “The 60 Second Sales Coach”. That’s not just for leaders. That’s for salespeople to have ever been in a situation where you wish you had the right question. How about I give you 600 of them in this book, grab it. And finally, what kind of coach would I that’d be if I didn’t honor the attributes and characteristics that I shared with you that make an exemplary leader. So, I want to give everyone out there my mobile number, and I want to give everyone out there my personal email address. My personal email address is KeithR@keithrosen.com. If you have a question, if you need me, you are not alone. Like it or not I’m your coach. You’re not bothering me. If you need someone to lean on, contact me. Lean on me. My mobile number (516) 233-9239. I know you’re probably thinking Keith are you crazy for giving your personal phone number out. As I said before, what kind of coach would I be if I didn’t model unconditional leadership and that’s what I want for you. So, Olivia, thank you so much for the opportunity to work with you. Thank you for the opportunity to contribute to your global audience. I truly hope we make an impact in people’s lives that they really need today. OF: Thank you, Keith. And to our audience, thanks for listening. For more insights, tips and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about. Please let us know. We’d love to hear from you.
Jo Hausman interviews world renowned Tom Hopkins who is the Builder of Sales Champions! Tom helps us understand The Art of Being a Master Asker! Don't Talk & Tell....Ask & Listen! Ask yourself this question....Of all of the people you have met who has influenced you the most? Powerful ! Come listen to this POWERFUL interview with this world renowned champion of sales builder! You won't be disappointed.
This is the Albuquerque Business Podcast with your host Jason Rigby. Each week we interview leading local business leaders to inspire the vision and the spirit that is in every entrepreneur. We discuss strengths, weakness, strategies, systems and the problems we can all solve together to fulfill a shared vision of a new future for Albuquerque. Special Guest Keith Rosen Keith is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies worldwide for the last four consecutive years. Over the last three decades, Keith has delivered his programs to hundreds of thousands of salespeople and managers in practically every industry worldwide; on five continents and in over 50 countries. Keith has written several best sellers including the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management book on Amazon.com for the last five years. As a leader in the coaching profession, Keith was inducted in the inaugural group of the Top Sales Hall of Fame and was also named The Sales Education Leader of the Year. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times, Selling Power, CBSNews.com, The Wall Street Journal. Keith is one of the first out of only a handful of coaches who earned the distinguished Master Certified Coach designation and Today we will be discussing his newest book Sales Leadership. Please go to www.abqpodcast.com where you can get show notes, resources, and links to everything we talked about today to help you navigate your journey as an entrepreneur and business owner in ABQ
Champions in professional sports and professional sales have one thing in common: great habits! This week you'll get coached by Dana Cavalea, former strength coach of the World Series Champion New York Yankees and author of Habits of a Champion. Nobody becomes a champion by accident. Coach will share his ideas on how you can perform at your peak to win.
Champions in professional sports and professional sales have one thing in common: great habits! This week you'll get coached by Dana Cavalea, former strength coach of the World Series Champion New York Yankees and author of Habits of a Champion. Nobody becomes a champion by accident. Coach will share his ideas on how you can perform at your peak to win.
Keith Rosen is the CEO of ‘Profit Builders’, an award-winning talent development organization focused on supporting and training salespeople and managers. With his proven methods, he is helping them transform into elite coaches and develop top performing cultures. He is also a keynote speaker and author of several books, including his latest one called “Sales Leadership”. In this episode, Keith shares tips on creating the best sales culture for your company. Here are some of the topics covered in this episode: How to turn managers & reps into coaches What is broken with coaching Learn to use field observation Why you should lead with questions Build a culture of coaches You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast! About the Guest: Keith Rosen is a globally recognized authority on sales and leadership and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. He has delivered his programs to hundreds of thousands of people in practically every industry in over 75 countries. Keith has written several best-sellers, including Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of five international best book awards and the #1 best-selling sales management book on Amazon since 2010. Inc. and Fast Company named Rosen one of the five most influential executive coaches. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos. Company Website: Coachquest.com Website: Keithrosen.com - Blogs, Templates, and Podcasts Email: keithr@keithrosen.com Listen to more episodes of the Outside Sales Talk here
Jo Hausman interviews world renowned Tom Hopkins who is the Builder of Sales Champions! Tom helps us understand The Art of Being a Master Asker! Don't Talk & Tell....Ask & Listen! Ask yourself this question....Of all of the people you have met who has influenced you the most? Powerful ! Come listen to this POWERFUL interview with this world renowned champion of sales builder! You won't be disappointed.
Tom is recognized as America’s #1 Sales Trainer and The Builder of Sales Champions. Over 5 million students on five continents have attended Tom Hopkins’ live seminars. His books on selling strategies and tactics have sold over 3 million copies and are considered must-have references for today’s top sales professionals. Tom Hopkins understands both sides of the selling equation. He understands the fears of both buyers and salespeople. Tom shares why it’s important for people to trust and like you and strategies to instantly connect with people you don’t know. Tom Hopkins wasn't born to wealth and privilege. He was a mediocre student and began his work life in construction carrying steel. At the age of 19, he was married with a child on the way and trying to find a better way to support his young family. Subscribe to Podcast in Apple Podcasts / iTunes: www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com
There are no shortcuts to success. Almost every one of us has to go through tough times and learn how to move forward. Tom Hopkins’ journey towards becoming the influential person that he is now proves just how important hard work is. Aptly called The Builder of Sales Champions, Tom is also the author of the book How to Master the Art of Selling. From being thrust into the world of real estate at such a young age, he took on the guidance of J. Douglas Edwards and started doing better, growing himself later on to impart what he learned to other people. Tom says mastering the art of selling is about loving what you do and having the passion for it. He shares some tips on how to find that passion and gives some inspirational advice about selling and closing deals that will give you the confidence to take on the tasks coming your way. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Your First Thousand Clients Community today: mitchrusso.com Mitch Russo LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices
There are no shortcuts to success. Almost every one of us has to go through tough times and learn how to move forward. Tom Hopkins’ journey towards becoming the influential person that he is now proves just how important hard work is. Aptly called The Builder of Sales Champions, Tom is also the author of the book How to Master the Art of Selling. From being thrust into the world of real estate at such a young age, he took on the guidance of J. Douglas Edwards and started doing better, growing himself later on to impart what he learned to other people. Tom says mastering the art of selling is about loving what you do and having the passion for it. He shares some tips on how to find that passion and gives some inspirational advice about selling and closing deals that will give you the confidence to take on the tasks coming your way. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Your First Thousand Clients Community today: mitchrusso.com Mitch Russo LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices
Jo Hausman interviews world renowned Tom Hopkins who is the Builder of Sales Champions! Tom helps us understand The Art of Being a Master Asker! Don't Talk & Tell....Ask & Listen! Ask yourself this question....Of all of the people you have met who has influenced you the most? Powerful ! Come listen to this POWERFUL interview with this world renowned champion of sales builder! You won't be disappointed.
Sales Paradise - Designing a Life of Excellence Through Sales
World-renowned as THE Builder of Sales Champions, Tom Hopkins’ practical, yet powerful selling strategies have made the careers of literally millions of sales professionals. Tom has been teaching via live events, recorded audios and videos, and through his books for over 40 years. His classic book, “How to Master the Art of Selling” is dog-eared…
Nobody embodies the spirit of selling from the heart more than Tom Hopkins. We're proud to have Tom as the guest of honor on as we celebrate the one year anniversary episode for the Selling From the Heart Podcast! You'll appreciate his sincerity as he shares nuggets of wisdom for today's sales professionals.Once you hear this episode, we trust you'll be inspired to visit Tom Hopkins International where you'll find all kinds of helpful resources and learn about the upcoming Sales Academy in New Jersey on May 18 and 19. Enjoy!
Nobody embodies the spirit of selling from the heart more than Tom Hopkins. We're proud to have Tom as the guest of honor on as we celebrate the one year anniversary episode for the Selling From the Heart Podcast! You'll appreciate his sincerity as he shares nuggets of wisdom for today's sales professionals. Once you hear this episode, we trust you'll be inspired to visit Tom Hopkins International where you'll find all kinds of helpful resources and learn about the upcoming Sales Academy in New Jersey on May 18 and 19. Enjoy!
Nobody embodies the spirit of selling from the heart more than Tom Hopkins. We're proud to have Tom as the guest of honor on as we celebrate the one-year anniversary episode of the Selling From the Heart Podcast! You'll appreciate his sincerity as he shares nuggets of wisdom for today's sales professionals. Once you hear this episode, we trust you'll be inspired to visit Tom Hopkins International where you'll find all kinds of helpful resources and learn about the upcoming Sales Academy in New Jersey on May 18 and 19. Enjoy!
Champions in professional sports and professional sales have one thing in common: great habits! This week you'll get coached by Dana Cavalea, former strength coach of the World Series Champion New York Yankees and author of Habits of a Champion. Nobody becomes a champion by accident. A coach will share his ideas on how you can perform at your peak to win.
Conscious Millionaire J V Crum III ~ Business Coaching Now 6 Days a Week
Tom Hopkins is world-renowned as The Builder of Sales Champions. He has taught his proven-effective sales strategies to over 5 million sales pros and entrepreneurs around the world over the last 40 years. His books on the subjects of selling and success have sold in the millions. Get the 5 proven steps to rapidly grow your business, make a bigger impact, and achieve your First Million. Attend the next LIVE First Million Webinar with international business coach JV Crum III. Like this Podcast? Then get every episode delivered to YOU! Subscribe in iTunes Please help spread the word. Subscribing and leaving a review helps other business owners and entrepreneurs find our podcast…and make their big difference. They will thank you for it. Conscious Millionaire Podcast: With over 500 episodes and 10 Million Listeners in 176 countries, this is the podcast for business owners and coaches who want to grow their businesses, make a bigger impact, and ultimately achieve their First Million! JV interviews the top entrepreneurs, experts, authors, and coaches on how to get the right mindset, develop your business systems, and execute to achieve bigger results, faster!
Tom Hopkins is world-renowned as The Builder of Sales Champions. He has taught his proven-effective sales strategies to over 5 million sales pros and entrepreneurs around the world over the last 40 years. His books on the subjects of selling and success have sold in the millions. Get the 5 proven steps to rapidly grow your business, make a bigger impact, and achieve your First Million. Attend the next LIVE First Million Webinar with international business coach JV Crum III. Like this Podcast? Then get every episode delivered to YOU! Subscribe in iTunes Please help spread the word. Subscribing and leaving a review helps other business owners and entrepreneurs find our podcast…and make their big difference. They will thank you for it. Conscious Millionaire Podcast: With over 500 episodes and 10 Million Listeners in 176 countries, this is the podcast for business owners and coaches who want to grow their businesses, make a bigger impact, and ultimately achieve their First Million! JV interviews the top entrepreneurs, experts, authors, and coaches on how to get the right mindset, develop your business systems, and execute to achieve bigger results, faster!
For our first show of 2017, it’s only fitting that we have one of the legends of the sales world – Tom Hopkins. Tom Hopkins is recognized as America’s #1 Sales Trainer and The Builder of Sales Champions. Topics covered in this episode include sales, law of positive expectancy, flexibility, adapting to change and Tom’s three power tools for successfully selling and closing deals.
Success is not about under-promising and over-delivering. It’s about boldly promising what you have to stretch to deliver. So here is my 6-step formula for making the promise that other people want to purchase. Sales Champions inspire their customers by the way they make their promise.
Success is not about under-promising and over-delivering. It’s about boldly promising what you have to stretch to deliver. So here is my 6-step formula for making the promise that other people want to purchase. Sales Champions inspire their customers by the way they make their promise.
Success is not about under-promising and over-delivering. It’s about boldly promising what you have to stretch to deliver. So here is my 6-step formula for making the promise that other people want to purchase. Sales Champions inspire their customers by the way they make their promise.
Success is not about under-promising and over-delivering. It’s about boldly promising what you have to stretch to deliver. So here is my 6-step formula for making the promise that other people want to purchase. Sales Champions inspire their customers by the way they make their promise.
Segment 1: Tom Hopkins is world-renowned as The Builder of Sales Champions. Over 5 million salespeople on five continents have attended Tom's sales training seminars. Tom Hopkins is the author of “How to Master the Art of Selling™,” which has sold over 1.7 million copies. He has authored 17 other books on the topics of selling and success. Segment 2: Marina Erulkar is an executive who acquires customers, grows margins, and achieves financial objectives with unique, integrated expertise: analytics, marketing, and technology. Segment 3: David Essel is the author of 9 books, a TV/Radio Host, and a Motivational Expert for Fox TV's Morning Blend. His newest book is called “Positive Thinking Will Never Change Your Life…But This Book Will! The Myth of Positive Thinking, The Reality of Success”. Segment 4: Barry Moltz shares how to get your business unstuck.Segment 5: Steve Rohr is a nationally recognized Communication Expert. He's the coauthor of the new book “Scared Speechless: 9 Ways to Overcome Your Fears and Captivate Your Audience”. Sponsored by Nextiva.
Segment 1: Tom Hopkins is world-renowned as The Builder of Sales Champions. He is the author of “How to Master the Art of Selling™".Segment 2: Daymond John is the creator of FUBU and star of Shark Tank. He partners with Miller Lite Tap the Future contest to help passionate entrepreneurs make their business dreams a reality. He is joined by last year's winners Bellhops. Segment 3: Peter Bregman is the author of Four Seconds: All the Time You Need to Stop Counter-Productive Habits and Get the Results You Want. Segment 4: Denise Bosler is the principal of the design firm Bosler and the author of the book Creative Anarchy.Segment 5: Jason Sanchez is the founder and owner of Pet Stuff with 7 neighborhood pet stores and an area-wide pet supply delivery service. Sponsored by Sage, Nextiva, and The UPS Store.
This week's Small Business with Steve Strauss powered by Greatland podcast is all about selling your business. Steve speaks with Tom Hopkins, the world reknowned "Builder of Sales Champions". Tom knows how to teach you to sell your product. Tom is also an author of many books, including How To Master The Art Of Selling.
Tom Hopkins is world-renowned as The Builder of Sales Champions. His selling skills and sales strategies have helped millions of real estate & sales professionals serve more clients, make more sales and earn millions in income. Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that made him the #1 real estate agent in the US within 7 years. Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, CDs and video. Millions have turned their cars into classrooms, listening to Tom's advice on the way to appointments with potential new clients. In this interview with Tom you’re going to learn: § How having a mentor and coach was integral to his success in real estate § Why he feels that anyone can become a great salesperson if they learn the basic principles and apply them § Why you must continually work to increase your vocabulary and how he suggests you do this § What the most common traits found in top sales people are and how you can learn to adapt them § How to get passed the dreadful word "NO" and use it as a springboard to get you to the "YES" faster § Learn some of the top closing techniques which can be directly applied to your real estate business § How to properly handle and overcome objections § and much more
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