Sell By Being Human

Did you know the idea of closing might be the single worst thing to ever happen to sales? In this episode of Sell by Being Human, host Alex Smith sits down with Steve Heroux, founder of The Sales Collective, author of The Sales Contrarian, and former #1 Cutco salesperson in the country, to dismantle everything you thought you knew about selling.Steve’s journey started exactly where you might expect. He was a quiet kid who didn’t speak for the first 17 years of his life, needed to buy $1,600 worth of textbooks, and took the only job that would hire him, selling knives door to door. What happened next defied every sales script, every closing technique, and every “proven methodology” his training threw at him.With raw honesty and zero filter, think Larry David in the sales world, Steve explains why the desperate need to be liked is killing your deals, why assessments matter more than tactics, and how he went from ripping up his training script on his first demo to becoming the national sales leader, all by treating people like humans.You’ll also hear about his Million Veteran Mission, why Bob Ross is a better sales teacher than any guru, and the one mindset shift that separates the top 14% of performers from everyone else.If you’ve ever felt icky about sales, struggled with pricing conversations, or wondered why the “proven techniques” don’t feel right, this conversation is your permission slip to do it differently.Key TakeawaysWhy “closing” is unnecessary when selling is done wellHow detachment from outcomes improves trust and resultsThe real reason most sales scripts failWhy the need to be liked is one of the biggest sales blockersHow authenticity outperforms pressure and persuasionWhy sales training without self-awareness doesn’t workThe difference between selling hope and creating changeWhy mastery in sales is a long-term practice, not a quick fixIn This Episode:[00:00] Why “closing” is the worst thing in sales[00:46] Meet Steve Heroux[02:46] What "Sell by Being Human" means to Steve[04:53] Steve’s view of success in sales then vs now[08:11] The first demo that changed everything [09:28] Why Steve ripped up the script and never looked back[11:45] Simple themes: Authenticity, detachment, and loving what you sell[13:22] Shohei Ohtani and the power of process over outcomes[15:22] Teachers who shaped Steve's approach[16:09] What Bob Ross teaches us about sales[18:54] Sales Collective Today[19:34] Always Be Connecting: The new ABCs[20:14] Why frameworks fail without mindset[21:08] Discovering Sales DNA and the will to sell[23:06] The will to sell and the need to be liked[27:35] Fear of Failure Is Really Fear of Judgment (Daniel Pink Story)[30:33] The "hope dealers" and why quick fixes don't work[33:56] Why Steve doesn't prospect (and what he does instead)[34:57] The Million Veteran Mission[37:29] Legacy, impact, and what really matters[39:08] Why human-centered sales training is rare[43:17] Steve's Larry David moments[45:05] Where to find SteveNotable Quotes[00:00] “The single worst thing to ever happen to humanity is closing.” — Steve[03:08] “ There's a reason, right, that salespeople are hated. There's a reason that salespeople don't even want to call themselves what their vocation is.”— Steve[04:01] ”The three least trusted professions on the planet: Salesperson, Politician, Attorney.— Steve[07:39] ”Success to me was like someone actually another human talking to me.”— Steve[09:06] “If you do a good job, people will ask you what the next step is.” — Steve[12:23] “You have to detach from outcomes or you’ll never be satisfied.” — Steve[16:05] “ It's not what you teach, it's how you teach.” — Steve[17:52] “There are no bad students, only bad teachers.” — Steve[23:16] “The need to be liked will destroy your ability to sell.” — Steve[27:10] ” The second you stop giving a crap what strangers think about you, that's when you'll start to live.”— SteveOur GuestSteve Heroux is the founder of The Sales Collective, author of The Sales Contrarian, and a sales leader who spent 14 years at Aflac after starting his career as the #1 Cutco salesperson in the country. He's on a mission to elevate the sales profession through authenticity, human connection, and evidence-based assessment. His Million Veteran Mission aims to train one million veterans in sales for free.Resources and LinksSell by Being HumanLinkSteve HerouxThe Sales CollectiveLinkedInMillion Veteran MissionBook: The Sales ContrarianAlex SmithWebsiteLinkedIn

What if I told you you’re struggling in sales because you’ve been approaching it the wrong way? In this episode of the Sell by Being Human podcast, Alex Smith sits down with sales coach and entrepreneur Natasha Hemmingway to flip the script on everything you think you know about selling. Her message is simple but powerful. Sales is serving. And hustle? It might actually be pushing your dream clients away.Natasha shares how growing up with a servant leader mom shaped her philosophy of heart over hustle, and why mindset, not strategy, is usually what holds entrepreneurs back. They unpack fear of rejection, fear of pricing too high, burnout, and the sneaky subconscious patterns that sabotage growth.You’ll also hear her practical fear-to-faith framework, why most entrepreneurs are undercharging, and how being crystal clear in conversations builds trust fast.If you want to grow your business without feeling pushy, awkward, or salesy, this conversation will change how you show up and how you close.Key Takeaways Why hustle energy can secretly sabotage your sales The “Fear to Faith” cycle that breaks limiting beliefs How your subconscious affects pricing, confidence, and closing Why most entrepreneurs are undercharging The truth about “not all money being good money” How to qualify clients with clarity and integrity Why connection always beats persuasionIn This Episode:[00:00] Introduction & guest welcome[01:04] Personal connection & authenticity in sales[03:17] Natasha’s take on Sell by Being Human[05:06] Mindset and self-relationship in sales[06:14] Role models: Servant leadership & early influences[09:14] Sales beyond traditional roles[11:01] Defining hustle (and why it backfires)[13:31] Balancing hustle and heart: Client challenges[14:35] Strategy vs. mindset in sales success[18:38] Practicing what you preach: Natasha’s own journey[19:41] Faith, surrender, and decision-making[21:13] Qualifying clients & setting boundaries[22:03] Authenticity and invitation in sales calls[26:13] Sales as a universal skill[27:12] Sales in family & daily life[29:43] Mindset, fear, and the subconscious[30:20] Breaking through fear: The fear-to-faith cycle[36:13] Pricing, value, and worth in sales[38:06] What makes Natasha... Natasha[40:10] Family support & self-care[42:02] Where to find Natasha[42:19] Closing & gratitudeNotable Quotes[01:49] "At the end of the day, we aren't what we do; we are who we are" — Natasha[03:24] “Selling with heart, not hustle, is selling by being human." — Natasha[03:48] "I always say sales equals serving; you are serving a person." — Natasha[12:01] "Hustle can lead to burnout, and hustle can actually push people away from you." — Natasha[34:12] "If you don’t ask, you don’t know, and if somebody says no, what do you lose? Nothing." — Natasha[36:36] "General rule of thumb for most entrepreneurs: you are not charging enough. Period." — Natasha[39:09] “No matter the time or day, I’m always going to be there; I show up for people.” — NatashaOur GuestNatasha Hemmingway is a sales coach, consultant, and pricing profitability expert helping entrepreneurs and corporate sales teams grow revenue without sacrificing authenticity. Her philosophy Heart, Not Hustle empowers professionals to sell with integrity, confidence, and sustainable strategy.

Summary:Today I bring on executive communications coach Amos Balongo, who shares insights on the importance of human connection in sales. I'm always interested when people come from completely different cultures to sell themselves and what they do. They are corced to learn how to see people as individuals and Amos will share how to do that in your own life. It seems unlikely that a boy from Africa that knew no English could go on to being a successful keynote speaker and executive consultant but Amos will explain how he used sales and human connection to do it.Amos discusses his journey from Africa to becoming a keynote speaker, emphasizing the need for authenticity, understanding audience needs, and the power of storytelling.He highlights the significance of personal growth, the impact of philanthropy, and the necessity of building trust with clients. The conversation concludes with a rethinking of sales as a service rather than a transaction, encouraging listeners to focus on improving others' lives.Key Moments:02:13 The Essence of Selling by Being Human06:00 Amos's Journey: From Africa to Keynote Speaker11:50 Understanding People: The Key to Connection17:50 The Art of Speaking: Motivating and Inspiring Audiences23:48 Storytelling as a Tool for Connection29:44 Finding the Right Fit: Coaching and Client Relationships35:19 Disruption and Growth: Personal Development Insights38:29 Final Thoughts on Sales and Human ConnectionConnect with AmosLinkedINConnect with Us!LinkedIN:Website:

Summary:This episode I speak with Mark McDougall, a web designer and developer, about the importance of human connection in sales as a product designer. In Mark's line of work. he has to connect to business owners, marketers, and entrepeneurs on ways to make their websites more effective.Notice I didn't say, he has to tell people their baby looks ugly?We talk about how empathy and understanding client needs are crucial for successful selling, especially for solopreneurs. He shares tips on how he consults with people to understand their motivations for their websites. Mark shares his journey from corporate life to freelancing, emphasizing the lessons learned through experience. The conversation also covers effective cold emailing strategies, the significance of crafting engaging subject lines, and the value of vulnerability in sales interactions. You'll also learn Mark's funny but logical metaphor on how strawberries apply to understanding concepts of value.Mark provides insights into managing sales conversations and offers advice for those starting their own businesses, highlighting the need to embrace the unique aspects of one's personality in the sales process.TakeawaysEmpathy is essential for effective selling.Understanding client motivations leads to better sales outcomes.Cultural background can influence sales techniques.Trial and error is a key part of learning sales.Cold emailing should focus on genuine interest in the recipient.Crafting personalized subject lines increases email open rates.Building rapport is crucial in sales conversations.Vulnerability can foster deeper connections with clients.Sales is about mutual value exchange, not just transactions.Being comfortable with awkwardness can enhance sales interactions.Key Moments:00:00 Introduction to Human-Centric Selling02:58 The Importance of Empathy in Sales06:09 Cultural Shifts and Personal Background09:00 Lessons from Corporate Experience11:59 The Shift to Solopreneurship15:10 Understanding Client Needs17:41 Cold Email Strategies21:00 Crafting Engaging Subject Lines24:08 Creating a Human Connection26:59 Managing Sales Conversations29:54 Being Vulnerable in Sales32:51 Advice for Solopreneurs35:55 Embracing the Weirdness in Sales38:38 Conclusion and ResourcesConnect with Marc, and learn about strawberries and valueLinkedINWhy selling is like strawberriesConnect with Us!LinkedIN:Website:

Summary:I'm kicking off 2026 with a conversation with Rick DeLisi, a thought leader in customer service and AI. Rick co-authored "Digital Customer Service: Transforming Customer Experience for An On-Screen World and is a leading researcher on providing world class customer experiences.If you have ever had to contact any company for a customer service issue - you know what it feels like to get poor customer service versus good customer service. The problem is that most if not all of those companies you've worked with will call themselves "customer centric". This conversation explores what it means to sell customer service through the lens of being human. We explore the evolving landscape of customer interactions, emphasizing the importance of human connection, the psychology behind customer loyalty, and the role of AI in creating effortless experiences. Rick shares insights from his research, highlighting the need for companies to understand their customers' emotions and the significance of reducing effort in service interactions. We also delve into the balance between efficiency and empathy, the future of customer service, and practical examples of how companies can enhance their customer experience. If you want to understand the pysychology of a customer at a deep level, this episode is for you!Sound bites"People don't mind being wowed.""You don't need a person for that.""It's about knowing which is which."Key Moments:00:00 Introduction to Human Connection in Sales03:03 The Psychology of Customer Interactions05:50 Understanding Customer Loyalty and Experience09:13 Effortless Customer Service: The Key to Loyalty11:54 The Role of AI in Customer Interactions15:02 Seamless Transitions Between Digital and Human Support18:00 The Importance of Context in Customer Service20:56 Surprising Insights from Customer Research25:17 Harnessing AI for Enhanced Customer Interactions28:34 The Future of Customer Service: A 2026 Vision30:52 Balancing Efficiency and Empathy in Customer Service35:58 Real-Life Customer Experience: Lessons Learned41:48 Understanding Customer Needs: The Key to RetentionConnect with RickLinkedINConnect with Us!LinkedIN:Website:

Summary:What can you learn about sales and connections from a guy on a mission to connect housands of people via cocktail parties?Today I bring on Eric Melchor, a channel manager at Honeywell, and a Texan at heart living in Bucharest. Those two things may not go together but Eric followed his wife to Europe and he's connected hundreds of people over conversations at local cocktail parties.We explore the significance of human connection in sales, the power of storytelling, and the importance of authenticity in building trust. Eric shares his unique approach to networking through cocktail parties, emphasizing the value of personal connections over traditional networking methods. The conversation highlights the role of icebreakers in fostering meaningful conversations and offers practical strategies for engaging with others, both online and in person. I'm a big believer in people buying into the human side of you and Eric gives you tools to do this yourself through the way he connects one time guests.Key Moments:00:00 Introduction to Human Connection in Sales03:08 The Power of Storytelling in Sales06:06 Personal Background and Influences08:59 Creating Comfortable Environments for Connection11:59 The Cocktail Party Concept15:07 Unexpected Outcomes from Networking Events18:01 Building Relationships Beyond Job Titles21:02 Curating Connections for Events23:47 Practical Tips for Strengthening Connections27:09 Conclusion and Final ThoughtsConnect with EricLinkedINHeading to Bucharest? Reach out to Eric for a Cocktail PartyConnect with Us!LinkedIN: Website:

Summary:Today we bring on Jen Mueller, a seasoned sports broadcaster and communication expert.Jen Mueller is a business communication expert and the founder of Talk Sporty to Me, where she helps companies level up their communication skills with actionable strategies inspired by her 25-year career as a sports broadcaster.An Emmy-award-winning producer, Jen is in her 16th season as the Seattle Seahawks sideline radio reporter and has spent 18 years with the Seattle Mariners on ROOT SPORTS. She’s known for building strong relationships, delivering meaningful content in short bursts, and expertly handling post-game interviews (while dodging Gatorade baths!).She’s also the author of three books on communication and the creator and host of “I Cook, You Measure”—a YouTube cooking show that blends instruction with connection over food and wine.Our conversations explores the nuances of human connection in sales and broadcasting, emphasizing the importance of empathy, consistency, and effective questioning. Jen shares her experiences interacting with professional athletes, particularly in challenging situations and losses. She tells stories of the significance of small gestures, like thank you notes, in building relationships. We talk about practical strategies for asking better questions and creating safe spaces for honest dialogue, ultimately showcasing how personal connections can enhance professional interactions.Key Moments:00:00 Introduction to Human Connection in Sales02:47 The Art of Meeting Athletes Where They Are06:01 Building Relationships Through Consistency08:48 The Importance of Intentional Communication12:08 Navigating Tough Conversations After Losses14:51 Learning from Experience and Trial17:56 Asking Better Questions in Interviews21:00 Handling Difficult Post-Game Interviews24:10 The Impact of Losses on Athletes and Reporters28:01 Navigating Tough Conversations30:21 The Importance of Clear Communication32:00 Creating a Comfortable Interview Environment34:07 Crafting Effective Questions37:51 Understanding Client Needs39:51 The Impact of Small Interactions42:50 Memorable Moments in Sports Journalism51:26 Personal Insights and QuirksConnect with Jen!LinkedINConnect with Us!LinkedIN: Website: Youtube

Summary:Today I speak to Jared Cook, a seasoned expert in customer success and sales. Jared has most recently been a SR VP of Customer Experience at Docebo and has held senior roles in Customer Success at companies like Domo and Adobe. He is the founder of Crush Churn Consulting where he helps companies reduce churn by 30%.Our conversation explores the importance of human connection in sales, the role of customer success in driving retention, and the need for genuine relationships with customers.Jared shares insights from his childhood about sales, emphasizing the importance of confidence, connecting on a human level as a leader, and a seller, and understanding customer needs.There are so many useful approaches that Jared shares on having difficult interactions with clients to creating a personal connection with a new team that you can take into what you do.If you want practical strategies for improving customer retention and preventing churn, and implementing curiosity and empathy in your sales interactions. You'll walk aways with foundational skills to integrate your personal and professional lives to foster deeper connections with the people your work with and the clients you serve. This was a fun one to learn from an executive is customer success and how those skills can help you in sales!Sound Bytes:"It's about helping a human solve a problem.""You can create human connection at scale.""I'm always up for an adventure."Key Moments:00:00 Introduction to Human Connection in Sales02:41 Defining Selling by Being Human05:01 Lessons from Childhood: Sales and Confidence10:47 Integrating Personal and Professional Life17:24 The Role of Customer Success in Sales21:28 Curiosity as a Sales Tool28:09 Improving Customer Retention Strategies33:18 Identifying and Preventing Customer Churn39:36 Building Genuine Connections with CustomersConnect with JaredLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:Today I bring on Kevin Yates, known as the L&D Detective, to explore the intersection of authenticity, resilience, and effective learning and development practices. I knew that I needed to talk to Kevin after seeing him present at our conference. He was able to connect with the crowd in a unique way with his engaging talk and also shared inisghts of how he sold big ideas in previous roles by focusing on business performance and human performance.Kevin shares insights on how to he sells by being human as a speaker, emphasizing the importance of authenticity in engagement. His. method of speaking is to really immerse his audience within a problem and take them on a journey. You'll learn how Kevin crafts his speaking frameworks to take people on a journey and you'll also get insights on how he would get really big initiatives done by focusing on business outcomes.Kevin has had to gain influene with business leaders, executives, and now with audiences. You'll leave with takeaways on how he's done that in his career and how you can apply it to your own situations where influence needs to be built.Key Moments:00:00 Introduction to the Podcast and Guest02:33 The Essence of Selling by Being Human07:23 Authenticity in Sales and Learning Development11:19 The Responsibility of Sharing Knowledge15:37 Lessons from Ella Yates: Resilience19:48 Understanding the L&D Detective Brand26:23 The Essence of Collaborative Selling29:33 Creating Experiential Learning Opportunities32:59 Democratizing Access to Learning Resources35:56 Defining Impact in Learning and Development40:17 Shifting Mindsets in L&D42:42 Performance Consulting vs. Traditional Training ConversationsConnect with KevinLinkedINConnect with Us!LinkedIN: YoutubeWebsite:

Summary:Today I sit down with Dr. Miriam Kirmayer, a renowned expert on friendship and human connection, to discuss the importance of building meaningful relationships in the workplace and how we underestimate principles of friendship. As she likes to say, "We overestimate the amount of both energy and discomfort that can come from reaching out, initiating plans, And we underestimate the amount of pleasure, joy, meaning, and impact that can come from both deep conversations and also frankly, casual moments of chit chat, whether that's with strangers or a quick reconnect with an old or long lost friend.Sometimes people compartmentalize their "work friends" or business friends with their personal friends and Miriam teaches us how principles of friendship can help you in sales.Key Discussion Points:The role of friendships in enhancing workplace productivity and engagement. Overcoming myths about workplace friendships and their impact on professional success. Practical strategies for fostering genuine connections with colleagues and clients. The balance between professional boundaries and personal connections.Guest Bio: Dr. Miriam Kirmayer is a clinical psychologist and leading voice on the science of friendship. Her work has been featured in major publications like The Atlantic, BBC, and Psychology Today.Key Moments:[00:02:15] - Introduction to Dr. Miriam Kirmayer and her expertise in friendship and human connection.[00:10:30] - Discussion on the importance of building friendships at work and their impact on productivity.[00:18:45] - Overcoming common myths about workplace friendships.[00:25:00] - Practical strategies for fostering genuine connections with colleagues.[00:35:20] - The balance between maintaining professional boundaries and personal connections.[00:45:10] - Dr. Kirmayer shares personal stories and insights from her research.[00:55:30] - Closing thoughts on the value of human connection in professional settings.Resources:Visit Miriam's website for more insights and resources on building connections. Connect with Miriam on LinkedIn and Instagram for personal updates and tips.Subscribe to the "Sell By Being Human" podcast for more episodes on leveraging human connection in sales and business.#WorkplaceWellbeing #HumanConnection #FriendshipAtWorkConnect with MiriamWebsiteLinkedINConnect with Us!Website: Youtube

Summary:Today's episode is with Stephen Steers, a sales consultant, keynote speaker and author. We explore the art of storytelling in sales. Not how to tell your story but how to help people tell a better version of their own story. When you can help someone better understand themselves and through your interaction you better understand them., that's where magic happens.Stephen has come through the ranks of sales as a business development rep an account executive, and now owns his own sales consultancy business around how to tell effective stories as part of a sales process.We discuss how human connection, story telling, and emotional intelligence can transform the sales process, moving away from traditional pushy sales tactics to a more empathetic approach. Stephen shares his personal journey with storytelling, the importance of understanding client needs, and effective questioning techniques to foster genuine conversations. The episode emphasizes the significance of emotional responses in decision-making and how to leverage personal stories to build trust and rapport with clients.You'll learn how to ask questions to help people tell a better story of their problems. You'll help tell stories in a way that gets people to reframe their own stories, and you'll learn how to build trust through understanding whKey Moments:02:19 Redefining Sales: From Selling to Problem Solving11:43 The Power of Storytelling in Sales - Helpin People Tell Their Stories Better16:49 Learning from Experience: The Journey of a Salesperson21:07 Emotional Connection: The Key to Effective Selling26:02 Building Rapport in Sales Conversations28:52 Effective Questioning Techniques33:51 How to Craft A Better Story in Sales40:50 Humanizing Customer Stories45:51 Finding Authentic ConnectionsConnect with StephenLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:Alot of people reach out to me to inquire about being a guest but this one stood out amongst almost 150 episodes. Dre Baldwin was the first to make me a personalized video and it landed with me.Dre Baldwin is a former professional athlete turned entrepreneur and performance coach. Dre shares his unique framework for success, emphasizing the importance of discipline, mental toughness, and authentic communication in both personal and professional settings. He discusses his transition from basketball to business, the significance of understanding one's audience, and the common pitfalls that many face in sales and performance. Dre really dove into discipline in his sport and he realized a lot of his skills translated to business professionals once his playing days were over. It takes a talent to sell your skills on the court to people in a boardroom and Dre does that every day with his consulting practice, his online presence, and his speaking business.Throughout the conversation, Dre highlights the role of mental conditioning and decision-making in achieving success, while also sharing insights on how to effectively coach others by asking the right questions.You'll also learn how to reframe what discipline means to make it easier for you to continue at whatever you're working towards. You'll learn mindset techniques that will serve you when you're inevitably faced with a no or a failure to help you keep getting back up. Dre has got you with this one.Books Mentioned:"The 48 Laws of Power" by Robert Greene"The Art of Seduction" by Robert Greene"10X is Easier Than 2X" by Dan Kennedy and Ben HardyKey Moments:03:00 Dres Framework of Selling by Being Human05:48 Transitioning from Athlete to Entrepreneur08:58 The Importance of Authentic Communication12:02 Techniques for Effective Selling15:03 Infusing Authenticity in Personal Life17:58 Understanding Your Audience20:57 The Work on Your Game Framework24:01 Common Pitfalls in Sales and Discipline26:43 The Challenges of Entrepreneurship and Parenthood29:19 Understanding Mental Conditioning32:01 The Role of Discipline in Achieving Freedom36:17 The Importance of Decision-Making and Discipline39:07 Influences of Family on Discipline and Work Ethic41:34 Coaching: Asking the Right Questions47:01 The Unique Traits of Dre BaldwinConnect with DreLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:Have you ever wondered if or how human connection happens in the military? For someone that's never been in the military like myself, I've often thought the military is about a chain of command and an order structure. That's it. You follow orders or else. Human connection and order seem to be opposing forces. But today's guest says that's not always the case. People get sold on staying or leaving the military by the people they report to. Today I interviewed Enrique Acosta Gonzalez, a leadership expert and former Navy veteran. We discuss the importance of human connection in leadership, the transition from military to civilian leadership, and the significance of building trust and relationships. Enrique shares his experiences in the military, the impact of different leadership styles of his commanding officers, and how authenticity plays a crucial role in effective leadership. We touch on the concept of 'selling by being human' in the military and in his current practice of coaching his clients. This is for you if you've ever wondered how these skills show up in any of these places!Key Moments:00:00 Introduction to Leadership and Human Connection02:56 The Military's Human Element in Leadership06:06 Building Trust and Relationships in Leadership09:07 The Impact of Leadership Styles11:59 Lessons from Military Leadership Experiences15:05 Transitioning from Military to Civilian Leadership20:07 The Importance of Authenticity in Leadership24:00: Selling by Being Human in his current role26:54 Nurturing Relationships for Long-Term Success31:59 Working with Strong-Willed Leaders36:44 Final Thoughts on Leadership and LegacyConnect with Enrique:LinkedINConnect with Us!LinkedIN: Website:

Summary:Have you ever wondered what the best people do to build high quality business relationships? Today I talk to a guy that devoted seven years of his lif studying just that. And the insights he's gained from asking exdecutives one simple question."Can you think of the best person you've ever worked with from a vendor/partner perspective and what made the so great?"Today, Dr. Ryan O'Sullivan comes on the podcast. He's originally from Brittain but lives in Spain. His work you can find in the book, "Building B2B Relationships". We dive into significance of human connection in sales, emphasizing authenticity, and the importance of investing time in relationships.We also talk about the role of humor and banter in building rapport. What is banter and how he's seen people use it feectively.Dr. O'Sullivan shares insights from his extensive research on business relationships, highlighting the distinction between personal friendships and professional connections, And the key components that contribute to successful business interactions. You'll leave understanding how to leverage strong lifelong business relationships by doing the little things for others that can have a profound impact on them. Ryan will also show you how when he's done that, how it's come back to him. Key Moments:00:00 Introduction to Human Connection in Sales03:08 The Importance of Authenticity and Being Human06:03 Learning Relationship Skills from Early Life08:57 The Role of Banter in Building Relationships in the UK11:54 The Value of Initiating Conversations14:55 Understanding the Dynamics of Business Relationships18:07 The Distinction Between Personal and Business Relationships20:58 Insights from CXO Interviews on Relationship Building24:06 Key Components of Successful Business Relationships29:04 The Art of Intelligence Gathering32:04 Building Trust in Business Relationships36:00 Navigating Different Personalities40:08 Cognitive Capital and Relationship Building43:50 The Dynamics of Social Exchange Theory46:09 Creating Lasting Connections52:08 The Personal Side of Professional RelationshipsConnect with Dr. RyanLinkedINConnect with Us!LinkedIN: YoutubeWebsite:

Summary:We've got a force of nature on the program today. She is a 16 year professional athelete. One of only 270 women in history to wear the jersey of the US Womens National Team. She was the first woman in Washingto Spirit history to have her jersey retired. Joanna Lohman played at the pinnacle of her sport and now owns stages where she speaks on leadership, performance, courage and resilience. We speak. Joanna shares her journey from sports to business, emphasizing the importance of authenticity, storytelling, and teamwork. Joanna has a unique perspective on how the art of selling through human connection showed up for her as an athelete and on her teams. ItThose lessons also go to explaining how creating a culture of safety and belonging can build influence on those around you. . Joanna also introduces her concept of 'refiring' after retirement, focusing on the idea of continuing to contribute and impact in new ways. The episode concludes with practical advice on how to connect with others authentically and the importance of self-awareness in building relationships. If you never thought a soccer player was ever in sales, this episode might just prove you wrong. Her value is in how she creates spaces for people to let people be more of themselves and how that skill can some back to you in ways you may never realize.Key Moments:00:00 Introduction to JoAnna Lohman04:09 The Power of Storytelling in Selling07:35 Teamwork and Individual Contributions11:46 Celebrating Uniqueness in Teams20:09 Transitioning from Sports to Business26:18 Harnessing Resilience and Leadership30:15 Chasing Feelings Over Strategies33:52 Authenticity in Leadership and Sales39:57 Creating Safe Spaces for Authenticity42:02 The Three Steps to Authentic ImpactConnect with JoannaLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:In this episode, I chat with Francie Jain, founder of Terrawatt, to explore the intersection of sales, human connection, and entrepreneurship. Francie shares her journey from the hedge fund industry to founding a company that connects individuals with executive coaches. The conversation delves into the importance of relationships in sales, the challenges of career changes, and the role of coaching in personal development. Whenever people make big career shifts, it always amazes me how well their sales skills can transfer from one role to the next. Francie will show you what that looks like as an entrepeneur.Francie emphasizes the need for authenticity and respect in sales, and discusses the key questions that can lead to personal growth. Things as simple as "What Do You Want?She emphasizes the need for effective communication of the benefits of coaching, overcoming common objections, and the significant return on investment (ROI) that comes from employee development. Francie shares success stories that highlight the impact of coaching on reducing turnover and improving organizational performance. She also reflects on personal growth and the importance of self-awareness as a founder, encouraging others to embrace their strengths and remain curious.Key Moments:00:00 Introduction to Human Connection in Sales03:00 The Role of Relationships in Sales05:57 Navigating Career Changes and Entrepreneurship08:55 The Origin Story of Terrawatt12:02 The Importance of Coaching and Mentorship14:54 Defining Success and Overcoming Fear18:02 Key Questions for Personal Growth21:11 Evaluating Coaches and Personal Development25:22 The Value of Executive Coaching27:03 Communicating the Why Behind Coaching29:44 Overcoming Objections to Coaching30:41 The ROI of Employee Development35:22 Success Stories in Coaching39:27 Self-Discovery and Personal Growth44:35 Connecting with TerawattConnect with FrancieLinkedINConnect with Us!LinkedIN: Website:

Summary:John Barrows is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He’s been in Sales his entire life and held every position from making 400 cold calls a week to being the VP of Sales at one of the fastest growing companies in Massachusetts that they eventually sold to Staples and is now the CEO of his own company where he still actively sells every day.John came on the podcast to talk about how to stand out as a human in sales despite the world of AI that we live in. He dives deep on ways to use AI to augment your sales process over automating your sales process. While AI can write some uncanny human like emials, it still can't replace your soul. Or being the "last mile" in how you can humanize your process. We discuss the importance of maximizing meeting efficiency, doing AI research to show someone you respect their time, the human element that will never die in sales, and the impact of AI on the sales process. John also covers common questions that sales people ask that we should remove from our vocabulary completely in the world of AI that we live in. This is a good one gang!Key Takeaways: (using AI)Sales has always been a human-human interaction.AI can enhance sales processes but should not replace human connection.People buy based on emotions and justify with facts.The essence of sales is helping people solve problems.Empathy and curiosity are crucial traits for sales professionals.AI can personalize content but lacks the human touch.Sales is not about convincing but about understanding needs.The 'give a shit' factor is something AI cannot replicate.Automation in sales can lead to a loss of personal connection.Successful sales depend on how you sell, not just what you sell. Maximizing meeting efficiency is crucial for productive conversations.Focus on the client's needs rather than your own agenda.AI can enhance sales processes but cannot replace human empathy.Avoid asking generic questions that waste clients' time.Research is essential before engaging with potential clients.Sales professionals must adapt to AI or risk becoming irrelevant.Custom AI solutions can enhance personal and professional productivity.Authenticity in communication builds trust with clients.Curiosity drives engagement and effective sales conversations.Investing in AI tools is necessary for modern sales success.Connect with JohnLinkedINWebsite:Connect with Us!LinkedIN: Website: Youtube

Summary:This conversation, I invite someone who got to intentionally know me and who I've worked a little harder for because of how he's made an impact on me. In sales, we sometimes overthink the experience we need to give to people and Sean has found ways to simplify that.Sean met me at a company event and we've developed a great friendship. What I love about how Sean sells is he is constantly thinking about how we can "over index" on his gives. He tells a story about how a tattoed pizza owner taught him everything he needed to know about sales and networking.You'll learn how to emphasize the importance of understanding others' needs and being thoughtful in interactions, whether in sales or your personal life. We also cover networking strategies and the value of making genuine connections, highlighting how small gestures can have a profound impact on relationships. If you can think of a person in your life that just sells you on them as a person and people enjoy being around because of that, this is the episode for you!Key Moments:00:00 Introduction to Human Connection in Sales02:46 The Importance of Genuine Relationships06:12 Sean's Unconventional Career Path08:59 Influential Figures in Sean's Journey11:55 Deepening Conversations for Meaningful Connections14:52 The Power of Networking and Introductions18:01 Skills for Connecting on a Human Level21:45 The Importance of Preparation in Conversations27:29 Proactive Relationship Building32:38 Networking with Intent37:54 Unique Personal ConnectionsConnect with SeanLinkedINConnect with Us!YoutubeWebsite: