Sell By Being Human

Summary: When you meet James Buckley, you see his smile. He eminates joy, kindess, and curiosity. These traits have taken him from a Publix bag handler to software sales, to Director of Business Development at a leading sales training company, JB Sales Training. We discussed alot in this episode about James's threads in his sales career, what genuine curiosity really is, the power of learning from...

Summary: Do you think that there's a fine line between confidence and arrogance? How can you display confidence in a way that isn;t perceived as icky? It starts with realizing everyone is different and putting yourself in the mindset of the other person. Billy Saleeby is so good at this. His career has spanned making movies, to selling solar, to VP of sales and training, to leading Global Sales En...

Summary: Nick Capozzi knows rapport. Some people manufacture rapport with people by asking "hows the weather were you are". Or, man it's Friday, busy day! Nick takes it a step further and really tries to engage in meaningful conversation and get people to feel like the experience with him was worth their time. Nick did this successfully while selling duty free items on cruise ships and he now coac...

Summary: Michelle Hecht has been in professional sales for over 20 years and she's now found her calling as a sales coach and trainer. Her superpower is her ability to have a deep empathy for people and she strives to bring a human approach to her sales process. She calls it "humanizing the sales process". You'll learn what it means and also how you can break the fear of breaking patterns in your...

Summary: Is love a feeling or is it a skill? Maybe it's a bit of both. Love isn't normally a skill you're taught to develop in your professional life but this conversation will teach you how you can. Matt Tenney defines love as the deep concern for the well being of another. He develops highly effective leaders who serve and inspire greatness in others. We discussed things like how love can show u...

Summary: Bruce Marable is the CEO and Co-Founder of the HR Tech Company, Employee Cycle and also hosts the Employee Cycle podcast. In his words, he is literally selling all day. This was really interesting because we broke down all the different activities he's doing and how he finds success in his approach. The way he approaches sales in business, his personal life, and his podcast are very simil...

Summary: I knew I wanted to have Bryan Elsesser on as soon as someone told me, you gotta interview this guy. He's a former opera singer turned salesperson. If that isn't a more unique profile for a salesperson, I don't know what is. This is certainly a road that few people travel so I needed to talk to Bryan about how that happened. Bryan also happens to be a father of 3, a volunteer firefighter,...

Summary: Elena Valentine helps organizations capture more of the humanity of their workplaces through stories that matter. She runs a company with her co-founder Abby Cheesman that seeks to help companies sell their job opportunities. But they're not using standard things like bulleted requirements, responsibilities, and about us sections. They bring workplaces to life through the power of film an...

Summary: We sometimes think that you should always let other people talk about themselves and that's true but that doesn't mean it's at the expense of you not letting people know you. Amy Quick originally came from customer service and she made a living letting her clients new she was a real person trying to solve their very real problems. This episode we talk about how her parents influenced her...

Summary: Some people may hear the term "Bring Your Human" to something and not clearly understand what it means and how can it applies to sales. Erica Keswin had this aha moment of someone being human with her when her local Starbucks was out of her daughters favorite, pumpkin scones. Because their barista Ashley created a longstanding relationship with them, she knew that was their favorite and s...

Summary: The best way to describe Dejuan Brown's sales style is that he speaks fluent human, there's not a sales robot bone in his body. Dejuan has been in professional sales for 20 years most recently as a director of sales at the software company Seismic. He counts his first sales job at working at a restaurant. Not as a server but as a busboy. You can out what he learned about sales as working...

Summary: It seems pretty easy to do this but we usually don't take enough time with new people we meet. I had on Ramon Basie, who works in HR outsourcing for small businesses. He brings a great perspective of a sales acumen and a caring sales personality to his sales approach. If you really want to learn what separates the good from great salespeople, it's that the great salespeople come across to...

Summary: Jeff Bajorek is a consultant, author, and podcast host. He's taken his passion for how the human body works from a career as an athletic trainer turned medical device salesman turned business owner and sales trainer. He will say he stumbled into sales but as an athletic trainer he always had a heart for how he could help improve someone's life. When he sold surgical devices, he could lite...

Summary: So pleased to introduce you to my friend, Reagan Smoker. Reagan has been a retail and hospitality manager for over a decade. She's worked from brands like Jos A. Bank, Lacoste, Calypso St Barth. Noe she's the GM of a quaint inn and restaurant in Sturgeon Bay, Wisconsin. I wanted to bring Reagan on to talk about her perspective on being a great human and how that applies to selling people...

Summary: The art of sales requires deep thought and curiosity about how people reach decisions. We all hate pushy salespeople yet we all like buying certain things. You can probably think of a delightful experience buying something. Those delightful experiences and why we make those decisions is what we break down on this episode with David Premier. You'll learn simple frameworks in our business a...

Summary: Being present is an essential part of not only understanding ourselves better but it can actually help you in sales. Jay Abbasi has had an extremely vibrant career path. He was a sales training manager for Tesla supporting over 550 employees in 24 states. He realized that his calling was in going out on his own to help sales people and organizations become more productive. He uses mindful...

Summary: Jules White is an award winning international sales consultant with over 30 years of business and sales experience. Working in many different sectors selling everything from baby products to stainless steel to Yellow Pages she has also experienced every job role within sales, from telesales through to Sales Director and has a wonderful breadth of knowledge and experience to bring to her w...

Summary: Adam Wilber is a master magician, best selling author, entrepreneur, 3X time TedX speaker, and he's appeared on numerous TV shows to perform magic. His most famous appearance was on stage with the show Penn and Teller "Fool Us" where he successfully fooled magicians Penn and Teller. We talk about how great magicians are really leading their audience through a story much like salespeople a...

Summary: This is a little shorter one this week but you get to meet Evan Carlton. His parents knew he'd be destined for a career in sales when he started a business up selling kids in his cafeteria for extra lunch tickets. So he's had to talk his way out of the principals office at times. That same skill has helped him develop a really successful career as a Sales Development rep in Silicon Valley...

Have you ever wondered how to be inspiring? Why are we drawn to inspirational people and what about them makes us inspired to create change in our own lives. Erik isn't a trained sales person but people are drawn to him because of his inspiring story and I wanted to dig into the concept of inspiration and also accepting people and opportunities for who and what they are. Erik Eklund is a corporate...

Summary: Alison can always be spotted by her pink blazer and her truly effervescent personality. She's passionate about simplifying sales and trains entrepreneurs in the UK on the necessary sales skills of a business owner. She's an author and a TEDEX speaker that frequently teaches on sales concepts that can be universally applied. You'll find out how she overcame dyslexia to become successful in...

Summary: If you've ever caught even a few minutes of the award winning TV series "Shark Tank", where entrepreneurs are seeking investment from the likes of Mark Cuban, Daymon John, Barbara Corcoran, Kevin O'Leary, and Robert Herjavec, then you know how nerve racking it can be and you see how there's only a short amount of time to get people to buy in to you. Meghan Reilly and her sister Sarah Nuse...

Summary Have you sometimes wondered how people deploy an ability to sell really well throughout all aspects of their lives? In this episode, Rana Kordahi comes on to break down this concept. Rana runs a few different businesses teaching people sales skills. In Australia, she heads up a business to help unemployed people break into the workforce by selling themselves and teaches sales to people who...

Brief summary of show: Think back on great managers you've worked for. They were probably people that would influence you to follow them wherever they went or you kept in touch with them as you've moved jobs. That's Taylor Howard. She's a Retail Operations Manager for H and M and she will teach you subtle ways to build influence. We talk about how she intently tries to learn about people on her te...

Quick summary: Denis Champagne's bubbly last name describes him well. He's built a 35 year career in professional sales on a foundation of integrity, enthusiasm, and persistence. His journey in sales is also rooted in his faith in Buddhism. In this episode, you'll learn how his Buddhist practice has helped him connect on a human level with executives. You'll also hear how...