The Influential Communicator

One Way to Crush your Next Virtual Presentation; Remember when the pandemic began? Zoom fatigue was (and still is) real. The worst thing was, all virtual presentations kinda sucked (and still do). Lighting - we looked like we were streaming live from our mom's basement. Audio - we sounded like we were speaking inside of a fish bowl. Video - we forgot nobody wants to see our dirty laundry in the ba...

One Influential Way to Receive More of What You Desire; Why do we shy away from asking for what we want? Often, it's the fear of rejection that holds us back. We're scared of hearing "no." But, what if I told you, there’s a communication framework which can support you in hearing “yes” more often? And guess what? This isn't just for the sales folks.  This is for anybody who wants to learn how to c...

How Oracle NetSuite Organized a Hybrid Sales Kickoff that Boosts Sales Performance with Lisa Bono; Ever been to a sales kickoff that felt more like a lullaby than an energy boost? Let's face it, a real sales kickoff is meant to do three things: Motivate... Inspire... Educate... This year, Oracle NetSuite turned up the heat with a thrilling theme that was right up my street: the magic of storytelli...

How to Engage a Customer with an Influential Analogy with Jennifer Ryan of BlackLine; Attention. That is the currency in today’s world. And when it comes to the arena of sales, if we aren’t able to get somebody’s attention and keep it… Then we can’t earn the opportunity to become their trusted guide. So, what’s one way to grab somebody’s attention in less than 10 seconds? An influential analogy. W...

How to Negotiate a Payrise with Confidence with Jacob Warwick of CORE Connect; Information… Timing...  Influence… These are the key ingredients to master the art of effective negotiation according to this week’s guest. But there's one secret weapon that can add a touch of warmth and connection to your negotiations… I’m talking about magnetic storytelling. Put them all together and you create a neg...

How to Create Unforgettable Client Experiences Using Storytelling with Maggie Callahan of OneTrust; When it comes to leaving a lasting impact, it's all about being human… True connections are forged in moments of authenticity, creating memories that linger… And when your client experiences are infused with the essence of being human, the impact is immeasurable. So, how do you infuse your client ex...

How to Nail your Buyer Persona and Deliver an Impactful Pitch with Thomas Boccard of GlobalData; Imagine being armed with a presentation that deeply connects with your buyer, positions you as a trusted advisor and makes you the only solution to their problem… That would be cool, right? You know exactly who your buyer persona is, what they want and more importantly… How to get and keep their attent...

How to Unlock the Power of Mindful Selling with Federico Presicci; In a fast-paced world where distractions and noise are in abundance… Learning how to slow down, get in touch with self and truly do the inner work is key for an intentional life. And when it comes to selling with intention, well…there’s no difference! The gold lies in being present, focused on your customer and engaging in active l...

The 5 Deadly Sins of Pitch Decks in 2023 with Gosia Holden of Samsara; We live in a world where buyers have more choice than ever before… And in the high-pressure world of sales, nailing your sales presentation or demo can be the difference between success and failure.  You've got one shot to captivate, influence and accelerate trust! That’s exactly why you need a pitch deck that’s contrarian, cap...

The 3 P's for Confidence and Communication Excellence with Bethanni Buikema; Confident communication… It’s the ultimate skill in business and life! But here’s the thing, knowing this is one thing and mastering it is another! So, where do we begin? Enter Bethanni Buikema, the sales enablement team lead at Mintel. I’ve pinned her down to unveil the 3P's for confident communication as a B2B seller. L...

5 Ugly Ways to Spot if You’re Working for a Toxic Sales Leader with Christina Brady; It's time to shine a light on the dark side of sales leadership… Toxic workplaces can wreak havoc on your confidence and performance as a seller, but it’s not always easy to spot them… So, how can you do so without hesitation? Enter Christina Brady, the SVP of Sales at Spekit. I’ve pinned her down to expose the un...

How to Change Your Story & Transform Your Life with Patricia McLaren of RevShoppe; Growing pains don't stop when we're kids…  Life is a journey filled with twists and turns, and with every major shift, there comes a certain level of discomfort… But that’s where we truly thrive - outside our comfort zone. Get ready to rewrite your story with Patricia McLaren, the mastermind behind RevShoppe. It’s t...

How to Build a Values Driven Sales Team with Drew Bickers of Reibus; Imagine stepping into a new company and immediately being hit with electric energy from the word “go”! I’m talking about a psychologically safe environment filled with positivity and collaboration. I’m talking about a world where sellers collaborate, help one another and understand they are more than their quota! A values driven...

How to Handle Objections through Storytelling with Ben Purton of RingCentral; Objections. Many sellers secretly fear them and struggle to face them head on without fear or anxiety. They can feel like an obstacle to your success, but what if they were the answer? Enter Ben Purton, Director of Sales Enablement at RingCentral, who has a secret weapon for handling objections: storytelling. Ben’s here...

How to Rewire your Story and Make Imposter Syndrome your Superpower with Amber Deibert; Imposter syndrome can be a pesky companion that holds you back from reaching your true potential. It can make you feel like a total fraud despite all your achievements… And as with a lot of things, there’s no magic cure for it… But instead of letting it weigh you down, you can embrace it and turn it into your g...

How to Create and Implement your own Sales Methodology with Laura Torres of Notion; A cookie-cutter approach may be perfect for baking star-shaped treats… But for producing star sales performers… It simply doesn't cut it! Enter Laura Torres, the Sales Enablement Manager at Notion. I’ve pinned her down to share her expertise and uncover the secrets of building a sales methodology that sets you apar...

How to Communicate Internally for Collaboration with Nicole Lusk of Oracle NetSuite; Here’s an important nugget about communication… It's not just about getting the message across - it's about making people feel seen, heard, and understood.  In the business world, effective internal communication is more important than ever and is the key to solving an organization’s most deadly problems! But wher...

How to Create True Behavioural Change as a Salesperson with Orla Pollard of Paddle; In the world of sales, hitting your numbers isn’t just about strategy… It’s about your mindset and creating a foundation of habits and behaviours that set you up for success! Enter Orla Pollard, the Head of Sales Enablement at Paddle! In today’s episode, she’ll be guiding us through the process of making sustainabl...

How to Negotiate Severance as a B2B Seller with Dan Goodman of TruCommish; Picture this… You've been working as a B2B salesperson for a company that you thought had your back for years… But now you're faced with the possibility of being laid off. It's a scary thought in today’s world, but it doesn't have to be a nightmare. Negotiating a severance can be a tricky process, especially if you're not f...

How to Present with Confidence in a Virtual Sales World with Stephanie Benavidez of Loadsmart; Virtual presentations are here to stay, but let’s be real…why do so many suck in the world of sales? Do you struggle to captivate your prospects, build rapport and close deals in a remote first world? If you’re nodding your head then have no fear, we’ve got your back! Introducing the one and only Stephan...

How to Create a World Class Sales Onboarding Program with Whitney Newman of Databricks; Alright, we need to talk about sales onboarding programs.  In some organizations they can feel like a cookie cutter box-ticking exercise, leaving new reps with the inability to truly make their mark once they have a quota attached to their name. On the other hand, we have high impact sales onboarding programs t...

Change Your Internal Story & Excel as an Introvert in Sales with Justin Stowers of MarketStar; Imagine shaking hands with a stereotypical salesperson… What comes to mind? A loud, extroverted and arrogant person who stinks of commission breath? The game has changed people…and so has the world of sales! Those who consider themselves as ‘introverts’ are actually primed for success! Just ask Justin St...

Break Your Mask, Own Your Story & Develop a World Class Culture with John Morris of Club Colors; We all do it - we hide our past, sweep tough experiences under the rug, and pretend we're living a perfect life. We put on these masks to project a certain image to the people around us, without realizing that it can hold us back from our true potential.  What I want you to take away from this episode...

How to Ask Powerful Questions that Inspire Action with Rachel Koblic; Everybody who wants to be great at sales needs to master one important skill: the art of asking pattern interrupting questions (and then listening of course!). But here’s the thing, not all questions are created equal.  Some questions just scratch the surface, while others have the power to dig deep, uncover hidden needs, and in...

How to Communicate and Create a Frictionless Buying Experience with Bobbi Jo Frazier of ActivTrak; Let's face it, the modern customer has high expectations…and rightly so! With more choice than ever before, they value personalization, convenience and ease… With that in mind, creating an intentional and frictionless buying experience is key! So, how do we create a buying experience that is unique,...