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:

Summary:Have you ever had someone make a profound impact on your life but you can't really name them? We all have had people that made lasting impacts on us but only for a brief moment in time. We bought into their selflessness so much we even forgot to ask their names.Maybe it's your barista. Maybe its a flight attendant. For Dan, it was the nurses and doctors who saved is life. To make a point that we're all in sales, this episode reminds us how these people don't do what they do for recognition. They do it because it's the right thing to do.Dan Vasquenza is an entrepreneur and nonprofit advocate. He's on the board of Kulture City, a nonprofit that helps venues cater to individuals with sensory inclusive needs. He's also worked for the Atlanta Hawks in corporate partnerships and he's had a long career in sales.We explore Dan's journey from a challenging childhood accident to a successful career in sales, emphasizing the role of empathy, listening, and personal experiences in building relationships. Dan shares insights on the traits of successful salespeople, the impact of role models, and his transition to working with Kulture City, a nonprofit focused on supporting individuals with sensory needs. In this conversation, Dan Vasquez shares his journey of self-discovery and the challenges he faced while building purpose-driven businesses. He discusses the importance of understanding the human side of sales and philanthropy, learning from mistakes, and the value of experiences over material possessions. Dan emphasizes the significance of relationships in both personal and professional settings, and how they contribute to success.You can learn how Dan has brought his unique style of connecting into securing donations for his non-profit and how he's been able to develop close relationships with high profile people.Key Moments:00:00 Introduction to Human Connection in Sales07:15 Learning from Role Models in Sales13:25 Personal Journey and Overcoming Adversity21:30 Transitioning to Nonprofit and New Beginnings29:46 The Journey of Self-Discovery36:00 The Art of Philanthropy and Sales49:32 The Value of Experiences and Personal Connection Connect with DanLinkedINConnect with Us!LinkedIN: Website:

Summary:Today's I talked to Robert Timmons, a successful sales coach and painter known for his unique project of painting millionaires. Robert has this unique way he connects over giving what he's talented at (painting) and we connect the docts on how that applies to sales. He has made unlikely connections with well know people over giving them paintings.The conversation explores the importance of human connection in sales, the role of mentorship in Robert's life, and how art can serve as a powerful medium for change. Robert shares his journey from being an artist focused on ocean conservation to painting influential figures who have impacted his life. We emphasizs the value of understanding others, the impact of giving back, and the transformative power of personal growth through connection and creativity. He talks about the shift from a lack mindset to one of abundance, illustrating how giving can lead to unexpected returns and deeper connections. He also touches on the art of sales as a service, highlighting the significance of listening and understanding others' needs. This is a really good one that might inspire you to think of a creative ways you can give something without any expectations on getting it back and how that sometimes comes back to you in ways you'd never expect.Key Moments:Chapters00:00 Introduction to Human Connection in Sales03:05 The Journey of Robert Timmons05:57 Selling by Being Human09:13 Mentorship and Early Influences11:58 The Power of Connection14:53 Art as a Medium for Change18:11 The Impact of Giving Back21:07 The Evolution of Robert's Art Journey24:03 Connecting with Millionaires through Art29:54 Embracing the Journey: A New Beginning30:52 The Power of Connection: Art and Influence32:55 Giving Without Agenda: The True Value of Generosity34:01 Cross-Pollination: Building a Network Through Art37:39 Unexpected Returns: The Gifts of Giving41:44 Shifting Mindsets: From Lack to Abundance44:55 Sales as Service: The Art of Listening46:48 Tireless Passion: The Essence of Robert TimmonsConnect with RobertWebsiteLinkedINConnect with Us!LinkedIN: Website:

Summary:Do you think it's possible to meet 10,000 people for a 1 hour conversation? Before you answer that question, as yourself another on - what could you learn about connection if you did take on such a monumental journey? I'm going to answer both questions for you with my guest today, Rob Lawless. Rob was disillusioned in corporate American back in 2015 when he set out on a quest. He wanted to meet 10,000 people for 1-1 conversations for an hour. Almost 9 yrs later, he's got nearly 2,000 to go! He's since been featured on The Kelly Clarkson show, The Today Show, and ABC News top share what he's learned and now this podcast!Rob shares his experiences, insights, and the lessons learned from his unique project, emphasizing the importance of building relationships without transactional motives. He highlights the value of being seen and heard, the unexpected outcomes of connection, and the universal insecurities that bind us all together. He introduces the 'Friend Framework' for deeper conversations and emphasizes the significance of understanding one's identity through personal stories. If you've ever struggled with the concept for being a friend while also selling, this is an episode for you!Key Moments:00:00 The Journey of Connection10:01 Building Bridges, Not Transactions20:11 The Power of Human Connection29:59 Unexpected Outcomes and Life Lessons26:32 The Friend Framework for Deeper Conversations29:56 Understanding Identity Through Pie Charts33:51 Authenticity in Building Relationships38:17 Beyond Career: Valuing Life Connections41:43 Calculated Risks and Consistency in LifeConnect with RobInstagramLinkedINConnect with Us!LinkedIN: Website:

Summary:This is a conversation with a woman who found her authentic side of sales by becoming a mom. I interviewed Kelsey Neibel, a successful SaaS sales executive who shares her journey from management consulting to becoming a top seller. If you've ever wanted to know how someone found elite levels of success through finding their authenticity, this is the episode for you. I've interviewed alot of people around the topic of authenticity but Kelsie approached this through the lens of how she wanted to show up for her new daughter.Kelsey discusses the importance of authenticity in sales, the mindset shifts she made after becoming a mother, and how her family background influenced her beliefs about work and success. She emphasizes the need to challenge limiting beliefs and the role of coaching in her personal growth. Kelsie shares her journey of personal and professional growth, emphasizing the importance of coaching, understanding one's purpose, and maintaining a resilient mindset. She discusses the significance of knowing your 'why' behind goals, the impact of mindset shifts on performance, and her desire to empower others through her experiences and insights. Kelsie is a woman who visualized becoming the #1 rep in her company and was able to make her reality come true. Not because of an ego driven mindset but by finding her purpose for others. Enjoy!Key Moments:00:00 Introduction to Kelsey Neibel's Journey02:46 Selling by Being Human: Authenticity in Sales04:40 The Shift: From Consulting to Sales06:59 Becoming a Mom: A Catalyst for Change10:59 Influence of Family: Lessons from Dad14:14 Challenging Limiting Beliefs18:16 Mindset Shifts: From Fear to Love21:59 Investing in Personal Growth: The Role of Coaches22:52 Uncovering Personal Strategies for Success25:45 The Importance of Knowing Your 'Why'27:10 Aligning Goals with Purpose30:52 Resilience in the Face of Challenges32:50 Mindset Shifts for Top Performers40:52 Empowering Others Through TransformationConnect with KelsieLinkedINConnect with Us!LinkedIN: Website:

Summary:This was a 2022 episode of Stories of Selling Human with one of my favorite guests, Rachel Druckenmiller. We're releasing all the goodness again for you on Sell By Being Human!Rachel is on a mission to humanize the workplace by igniting resilience, connection, engagement and compassion in organizations, associations and their leaders and teams. Recognized by Forbes as a Next1000 honoree in 2021, the #1 Health Promotion Professional in the U.S. in 2015, a 40 Under 40 Game Changer in 2019, and one of The Daily Record’s Leading Women of 2020, Rachel is a national thought leader in the field of employee engagement and wellbeing.In this episode we go through how important it is to do the work to understand what your strengths are and harnessing them to connect to others. Rachel offers powerful questions you can ask yourself to find your essence. We talk about how Rachel went from being a perfectionist to finding vulnerability, what Rachel learned through burnout, and how her personal story can help you create genuine trust and connection with people.Stay to the end to hear Rachel sing and give you some inspiration in your day!Key Moments:3:00: How Rachel defines Selling By Being Human through finding your essence.6:20: Rachel's personal story of connecting to herself through being very disconnected to herself.9:05: How You Can Find Your Essence. The Two Questions You Can Ask Yourself to Find It: What Shows Up When I do? What Qualities Do I Bring in A Room?19:12: A story of how a teacher made Rachel feel warmth and really safe.20:37: How Rachel changed perspectives of her colleagues around what Wellness should actually be. Through sharing her own personal story.37:53: How Rachel thinks about building a brand - being more of what you are at your your core to fill a need for someone else.42:29: Rachel's approach to how she sells through offering to meet needs vs selling to someone.Connect with RachelLinkedIn: https://www.linkedin.com/in/rachelbdruckenmiller/LinkedIn Newsletter: https://www.linkedin.com/newsletters/unmute-yourself-6862381507273605120/ Instagram: https://www.instagram.com/unmutedlife/YouTube: https://www.youtube.com/user/racheldruckenmiller Facebook: http://facebook.com/unmutedllcConnect with Us!LinkedIN:Website:

Summary:Today we bring Casey Jacox, a former #1 seller turned consultant and speaker, who emphasizes the importance of human connection in sales. We dive into "uncommon human skills" in sales.We discuss how things like vulnerability, curiosity, and humility can transform the sales process into a more authentic and effective experience. Casey shares personal stories and insights from his journey, highlighting the power of asking great questions and building genuine relationships. Casey has a unique perspective being someone that excelled for over a decade as a top seller and shares how he stayed consistent for so long. Part of his approach he know consults and many of these skills are things we all have the capability to employ but we may be a little afraid of showing these skills to people without looking weak.Casey also shares a nice approach when people ask how are you different from your competition and just a little technique to think about without making stuff up. This was a good episode for anyone that's always tried to figure out what human skills can set you apart whenever you're selling anything in your personal life or in a business context!Key Moments:00:00 Introduction to Human Connection in Sales02:53 The Essence of Selling: Asking Great Questions06:11 Vulnerability and Authenticity in Sales08:49 The Power of Storytelling and Connection12:10 Lessons from Sports: Humility and Teamwork15:01 Curiosity as a Superpower in Sales17:53 The Journey of Personal Growth and Learning27:50 Mastering the Art of Inquiry32:32 Differentiation in Sales: Unique, Comparative, and Holistic40:15 Creating a Culture of Curiosity and Feedback44:42 Personal Connections: The Human Element in SalesConnect with CaseyLinkedINConnect with Us!LinkedIN: Website:

Summary:Today we engage in a deep conversation with Brian Hicks, exploring the intersection of sales and human connection. Brian shares his journey from jewelry sales to B2B pipeline generation, emphasizing the importance of authenticity and genuine relationships in sales.Before you jump in, you should be warned that this episode can be triggering for some. Brian shares a deeply personal story of what he learned by being a witness to a mass shooting. It completely changed Brian's life but it also changes how he sells is a profound way.Our talk delves into Brian's story, the concept of human-centric selling, the power of storytelling, and the value of engaging in difficult conversations. BBrian also reflects on the influence of his mother in shaping his values and approach to life and sales. He also shares profound insights about the impact of his mother's love and values on his life, the transformative experience of surviving a mass shooting, and how these events reshaped his approach to sales and personal connections. He emphasizes the importance of authenticity, genuine relationships, and the need to focus on what truly matters in life and business. This episode is one not to miss and will teach you how a once robotic salesperson found his human side through realizing what really matters.Key Moments:00:00 Introduction to Human Connection in Sales02:01 The Journey of Brian Hicks: From Jewelry to B2B Sales03:04 Defining Human-Centric Selling06:14 The Essence of Being Human in Sales09:49 Storytelling: The Power of Authenticity12:14 Engaging in Difficult Conversations15:15 The Value of Authentic Discovery18:45 Lessons from Family: The Influence of Brian's Mother19:32 The Influence of a Mother's Love26:28 Transformative Experiences: From Sales to Survival28:11 Life After Trauma: A New Perspective on Sales44:09 Building Genuine Connections in SaleConnect with BrianLinkedINConnect with Us!LinkedIN: Website:

Summary:This episode I invite my good friend Rich Bishop to the mic. Rich has had a pretty extensive career in the world of sales and revenue operations. He's currently the CEO of Mind Game Consulting, where he works with venture capital and private equity companies to conslut around key operations strategies.Part of Rich's role is to come into organizations and uild trust quickly with the C-Suite.We discuss Rich's definition genuine care, and how you express that in sales. He expresses this through a story of his personal life and it's one that really anyone can relate to even if you don't have a quota for a living.Rich shares personal experiences that shaped his understanding of empathy and the significance of connecting with others. We emphasize the value of maintaining relationships and how these connections can lead to business opportunities, all while focusing on the human aspect of sales. We discuss the challenges of change management and the necessity of executive buy-in for successful projects. Rich shares insights on using evidence to influence decisions and highlights that everyone engages in some form of selling in their daily lives, whether in professional or personal contexts. It's not every day you get to open the curtain to how a an operations consultant approaches the executive suite and this is a good look into how genuione care shows up for him.Key Moments:00:00 Introduction to Human Connection in Sales06:07 Empathy and Genuine Care in Sales12:06 Building Connections and Relationships23:55 Nurturing Connections Without Expectations30:51 Navigating Change Management and Executive Buy-In40:19 Selling Beyond Sales: Influence in Everyday LifeConnect with RichLinkedINWebsite - Mindgame ConsultingConnect with Us!LinkedIN: Website:

Summary:This week we're interviewing Samantha Price, a former kayak director turned global account director. Sam is a connection of a connection of a connection that I met through the Sales Success Community.Sam shares her journey from kayaking to sales, emphasizing the need for passion and creating meaningful experiences in her work. You might not think a tour guide needs to sell you when you're going out to see whales but Sam will tell you how she approached the job that's different from how most tour guides might operate. And how that love for the environment sparked a career in software salesWe share personal stories like this that highlight the power of unexpected connections, exceptional customer service experiences, and the importance of community. You'll learn how to put "unreasonable hospitality" into your personal life, the importance of being a little more curious when someone tells you how they're doing, and create change by focusing on meaningful interactions with whomever you're selling.Key Moments:00:00 Introduction to Authentic Selling05:54 Personal Stories and Building Connections11:50 Finding Passion in Sales18:06 Learning from Family and Role Models23:59 The Impact of Small Acts of Kindness29:16 The Power of Human Connection in Sales35:20 Sales Beyond Titles: Connecting on a Human Level42:07 Embracing Serendipity: Life's CoincidencesConnect with SamLinkedINConnect with Us!LinkedIN: Website: Youtube

Summary:In this episode of the Sell By Being Human podcast, we bring on Seren Silva, an executive leadership coach, author, former ad sales executive, and Reiki practitioner. For those of you not familiar with Reiki, it's a healing technique based on the principle that the therapist can channel energy into the patient by means of touch, to activate the natural healing processes of the patient's body and restore physical and emotional well-being. I've never had a session but I think there's parallels to the transfer of energy in this practice and the transfer of energy in sales.We explore the importance of authenticity in sales, the cultural influences on personal identity, and the journey from corporate life to entrepreneurship. Seren shares insights on connecting with one's intuition, the power of energy in interactions, and the significance of self-love in overcoming judgment. The conversation emphasizes the need for genuine human connection in business and offers practical advice for navigating sales with integrity and authenticity.You'll also hear how Serin's parents came over from the Greek island of Cyprus with barely anything and how they instilled values and a work ethic that can apply to anything you do.Key Moments:00:00 Introduction to Human Connection in Sales02:50 The Essence of Selling by Being Human08:33 Cultural Influences on Personal and Professional Identity. The story of Serin's family coming from Cyprus and what it taught her.14:35 Navigating Career Transitions and Authenticity17:15 Connecting with Intuition and Inner Knowing24:23 Skepticism and the Power of Energy in Interactions28:45 The Leap to Entrepreneurship and Coaching34:41 Sales Strategies and Authenticity in Business40:38 Key Takeaways for Authentic SellingConnect with SerinSerin's WebsiteLinkedINConnect with Us!LinkedIN: YoutubeWebsite:

Summary:Helen Wada comes on the podcast from across the pond in the UK to share her journey from being a consultant to becoming an executive coach and the founder of The Human Advantage. She discusses the importance of coaching in understanding oneself and others, the need for long-term perspectives in business, and how coaching skills can enhance commercial success. She emphasizes the significance of building trust, practicing mindfulness, and engaging in reflective practices to improve personal and professional relationships. You'll learn to observe some of the best coaches in your life and how those same skills can apply to any situation where you have to create change. We also also touch on overcoming pushback in coaching and the role of emotional intelligence in sales and business interactions.Takeaways:Helen's journey into coaching began with her own experiences as a client.Coaching helps individuals understand their strengths and aspirations.Long-term perspectives can lead to more effective business strategies.The Human Advantage framework combines coaching skills with commercial focus.Building trust is essential for successful client relationships.Mindfulness and presence enhance coaching effectiveness.Reflective practice is crucial for continuous improvement.Overcoming pushback requires understanding client needs and values.Emotional intelligence is key in sales and business interactions.Self-knowledge is foundational for commercial success.Connect with HelenLinkedINConnect with Us!LinkedIN: Website:

Summary:Pablo Gonzalez shares his journey of building communities and driving business through community building. He emphasizes the power of human connection and the value of belonging in building relationships and communities. You'll learn the power of creating communities for your own business and how Pablo built them out of learning what worked in his own career.Pablo's personal experience with his brother's illness and the support of a community during that time inspired him to explore the potential of community building in business. He discovered the power of creating touch points and brokering relationships, which led him to start his own business focused on community buildingPablo's approach involves creating stages and platforms for people to connect and share their expertise, ultimately creating value for others. In this conversation, we discuss the power of building strong communities that lead to revenue, and how to create value for people to get attracted to communities. We emphasize the importance of approaching networking with a mindset of how to be helpful and make connections, rather than focusing on personal gain. We also discuss the process of creating a compelling point of view and using content creation, such as podcasts and live events, to engage with and attract like-minded individuals. Pablo shares examples of how these strategies have helped him build communities and achieve business success. This was one I'm going back on myself to learn from! Enjoy!Key Moments:03:02 The Power of Community Building08:02 Selling by Being Human13:08 Creating Value for Others18:25 The Value of Belonging and Human Connection22:12 Creating Touch Points and Brokering Relationships29:01 Building Stages and Platforms for Connection36:14 Creating a Compelling Point of View41:19 Using Content Creation to Attract and Connect44:20 Building Communities and Achieving Success56:16 Memorable Experiences and Happy CoincidencesConnect with PabloLinkedINConnect with Us!LinkedIN: Website:

Summary:We welcome another former teacher turned sales trainer on the podcast. I'm always fascinated about why teachers can go from that profession and find absolute success in sales. This one is no different where we welcome Chris Caldwell. A former teacher, golf coach, and retreat leader who has now turned sales trainer and is CEO of Sell As You Are. We explore the importance of human connection in sales, the transition from teaching to sales training, and the art of enrollment in guiding prospects. Chris offers some interesting thoughts on how to guide people with data thats meaningful to them. Chris shares insights on bridging psychology with sales techniques, frameworks for effective sales calls, and transformative success stories from his brand of sales training. The conversation emphasizes the need for authenticity, understanding, and personal growth in the sales process. You'll pick up some subtle techniques of how teachers guide their students and how that can help you connect in a more human way in whatever you might be selling.Key Moments:00:00 Introduction to Human-Centric Sales02:21 From Teaching to Sales Training06:16 Selling Through Human Connection12:55 The Art of Enrollment in Sales20:12 Bridging Psychology and Sales Techniques24:52 Frameworks for Effective Sales Calls35:17 Transformative Success Stories in Sales TrainingConnect with ChrisLinkedINConnect with Us!YoutubeWebsite:

Summary:In this episode, I interview Coach Dan Gordon, an executive business coach and host of the podcast For Badass Entrepreneurs Only. We discuss the importance of selling authentically and the impact of human connection in sales. Miriam Webster's Dictionary rated authenticity the #`1 word last year so it goes without saying it's overused. We actually break down what it is and isn't in sales.Coach Dan emphasizes the need for salespeople to show up with authenticity and share their true thoughts and feelings. He believes that deeper connections and trust are formed when people drop their armor and have honest conversations. The conversation also touches on the relationship between sales and personal relationships, the power of unlimited possibilities, and the value of embracing failure as a path to success. We also explore the importance of understanding the buyer's perspective and demonstrating value in sales. We dive into the role of fear in sales and the importance of asking for what you want. Dan shares his insights on trauma and its impact on self-perception, as well as the four pillars that entrepreneurs often struggle with: sleep, stress, focus, and performance. Finally Dan offers a free week of a sleep improvement tool called New Calm.Key Moments:00:00 Introduction to Coach Dan Gordon02:50 Selling Authentically and Building Trust07:05 The Relationship Between Sales and Personal Relationships10:46 Embracing Unlimited Possibilities in Sales and Life15:00 The Role of Personal Development in Success23:42 Understanding the Buyer's Perspective and Demonstrating Value in Sales26:44 Overcoming Fear and Asking for What You Want27:29 The Impact of Trauma on Self-Perception and Personal Growth32:06 The Four Pillars Entrepreneurs Struggle With: Sleep, Stress, Focus, and Performance35:34 Recommendation: New Calm - A Sleep Improvement ToolConnect with DanLinkedINBadass Entrepeneurs PodcastConnect with Us!LinkedIN: Website:

Summary:Sonnie Linebarger comes on the podcast today to share her remarkable journey from a Certified Nursing Assistant (CNA), to Chief Operating Officer (COO), to entrepreneur, and now to CEO. One of toughest settings to connect with someone is in a hospice setting. These are patients at the end of their lives and can be emotionally grueling work. Sonnie shares how she's done it and has made an amazing career at it.Sunny emphasizes the importance of human connection in sales, particularly in healthcare, where empathy and compassion are crucial. She discusses her experiences in patient care, the emotional challenges of working in hospice, and how these experiences shaped her approach to business operations and consulting. Sonny also highlights the significance of storytelling in her consulting work and how she's been able to translate these traits to become a successful entrepreneur and CEO. Key Moments:00:00 Introduction and Background04:16 Making Patients Feel Cared For09:23 Handling Emotions in a Healthcare Setting21:48 Transitioning from Clinical to Business26:36 Consulting and the Power of Storytelling32:19 Selling and Connecting in Consulting and Speaking36:41 Sunny's Unique Trait: Singing Everyday Conversations39:21 Conclusion and Where to Connect with SunnyConnect with SonnieLinkedINConnect with Us!LinkedIN: Website:

Summary:Kim Nicol, a life coach specializing in mindfulness and leadership, shares her insights on helping people see different perspectives and creating a calm and safe environment. Kim coaches first time managers and part of her coaching is selling them on how they can reframe a different approach. She discusses reframing resistance in fitness and yoga, as well as the importance of presence and appreciation in everyday interactions. Kim also offers advice on having difficult conversations and advocating for professional development within organizations.You'll unlock tips like the power of the phrase "I'm Glad You're Here". You'll learn a way to move others through intentional acts of calmness. And you'll learn how a yoga teacher sells people who hate pushups! Key Moments:00:00 Reframing Resistance and Overcoming Fears06:56 Creating a Calm and Safe Environment10:57 Mindfulness and Presence in Everyday Interactions15:23 Having Difficult Conversations with Empathy and Transparency22:08 Advocating for Professional Development and GrowthConnect with KimLinkedINConnect with Us!LinkedIN: Website:

Summary:Mike Simmons has risen through professional sales roles for the past 25 years as an individual contributor, VP of sales, and CRO. He founded his company Catalyst, A.C.T.S to help SaaS founders and team leaders scale their organizations from $2M - $80M ARR. He coaches sales people, speakes an ed tech conferences, and also runs a podcast.I this episode, we talk through the concept of selling by being human and how sales is about connecting the dots between problems and solutions. Mike emphasizes the importance of serving others and asking the right questions to help people discover answers on their own. We explore the misconception of sales and the negative stereotypes associated with it. Mike shares his personal journey in sales and how he learned from observing and working with experienced sales professionals.Mike shares practical tools like the hexagon framework to problem solving and how to ask subtle but powerful questions to get anyone to reach decisions on their own and address problem solving from a more productive perspective. You'll learn how to sell ideas internally, how to move others with high indecision, and to practice different ways of asking good questions on your own.Key Moments:00:00 Introduction and Background03:01 Selling by Being Human: Connecting Problems and Solutions10:00 Serving Others: The Key to Successful Sales24:08 Learning from the Best: Observing and Emulating Experienced Sales Professionals27:06 The Importance of Alignment and Perspective32:47 Being Comfortable with Imperfect Decisions39:19 The Power of Asking Questions46:21 Documenting the Decision-Making ProcessConnect with MikeWebsite - Find My CatalystConnect with Us!LinkedIN: Website:

Summary:Lyndsay Dowd is a Speaker, Founder, Author, Coach, Podcast Host, and Disruptor.  She was recognized as a Top 10 Business Coach by Apple News and was the recipient of the 2023 Award for Innovation and Excellence, also named Business Coach of the Year. Lyndsay was also a Featured Guest Lecturer at Harvard University.  She is an accomplished leader, decorated seller and has successfully managed large, diverse, high-performing sales teams over the last 25 years. 23 of those years were spent climbing the ranks at IBM.  In creating her company, Heartbeat for Hire, she has devoted her career to transforming leadership through building irresistible culture and modern leadership practices to get the best results from their teams.  She is a thriving coach focused on sales, leadership, career, and culture. She has been featured in Fortune Magazine, HR.Com, Authority Magazine, Business Management Daily, Valiant CEO and many other publications. Lyndsay also hosts the top 5% globally ranked podcast, Heartbeat for Hire, and is a frequent guest speaker on live and recorded shows. This episode is about the sales skills of exceptional leaders. Specifically how important it is to practice the skills of transferring belief. She shares how exceptional leaders create cultures of mutual respect and understanding. Lindsay shares her experiences with inspiring leaders who empowered her and helped catapult her into an executive role with IBM. You can learn how to be more intentional with showing others you believe in them.Moments:00:00 Introduction and Overview03:07 The Power of Human Connection in Sales and Leadership07:25 Creating Cultures of Mutual Respect and Understanding12:49 Advocating for Your Team and Empowering Others15:36 The Impact of Recognition and Appreciation28:07 Building a Personal Brand and the Power of Testimonials33:09 Modernizing Leadership and Creating a Positive Work Culture36:00 The Importance of Trust, Feedback, and Inspiration in Leadership46:29 Guest Lecturing at Harvard: Sharing Stories of Resilience and Leadership51:56 The Role of Human Connection in Sales and Building RelationshipsConnect with LyndsayWebsiteLinkedINConnect with Us!LinkedIN: Website:

SummaryBrian Miller believes everyone deserves to feel heard, understood, and valued. He is a former magician turned author, speaker, and consultant on human connection. Today, Brian works with organizations and educators who want to build connected cultures.  He is the author of Three New People, a manifesto on human connection that Publishers Weekly said, “Brilliantly outlines a system for deepening relationships.” Brian’s podcast Beyond Networking cracked the Top 200 under ‘careers’ on Apple. And his TEDx talk “How to Magically Connect with Anyone” has been viewed 3.5 million times.After meeting Brian, audiences are not just inspired to join the human connection revolution - they’re ready to lead it.Brian shares his personal journey with magic and how it helped him overcome social anxiety. We explore the importance of understanding others' perspectives and beliefs in sales and communication. Some people don't realize the idea that despite our differences, we all want the same things in life and can find common ground. Takeaways you'll get - the power of asking meaningful questions to deepen conversations, techniques for remembering names, and emphasizes the importance of making people feel understood and valued. The conversation concludes with Brian sharing a personal story that taught him the power of perspective taking and understanding others.Key Moments:00:00 Introduction to the Sell By Being Human podcast01:25 The Power of Human Connection07:03 The Emotional Impact of Magic14:04 Brian's Journey with Magic23:02 Understanding Perspectives in Sales27:52 Connecting Beyond Agreement29:09 Finding Common Ground: Connecting Despite Differences31:24 The Power of Meaningful Questions34:48 Remembering Names: Making People Feel Valued40:46 Perspective Taking: Understanding and Connecting with Others43:36 Beyond Empathy: Making People Feel UnderstoodConnect with BrianLinkedINWebsiteConnect with Us!LinkedIN: Website:

SummaryIn this episode, host we interview John Alwinson, a regional sales manager at Boston Scientific and author of the book 'Relentless Sales.' John is a guy who led a successful career in sales and also brings his faith as a key role of what he does and who he is.We go through alot in this episode - the importance of being genuine and authentic in sales, the role of mentors and identity in the sales process, and the influence of John's father, who was a pastor, on his sales skills. Jon discusses the importance of bringing faith into business and creating an environment where people can be their genuine selves. He shares a personal story about gathering people in his neighborhood and building community.Enjoy the episode!Chapters00:00 Introduction and Background02:03 The Meaning of 'Sell by Being Human'03:00 Chapter 1: Mentors and Identity04:19 The Influence of John's Father06:18 The Skills of a Pastor in Sales08:32 Early Sales Experiences and Lessons Learned12:05 Advice for Younger Self and Overcoming Fear14:06 The Concept of Relentlessness15:01 Dealing with Fear in Sales19:16 Selling Without Fear and Pre-Call Planning20:37 Writing 'Relentless Sales'21:53 The Power of Encouragement22:40 Believing in Yourself23:23 Key Skills in Sales24:30 The Importance of a Sales Process25:31 Curiosity and Asking Good Questions26:53 Mental Toughness and Relentlessness27:16 The Role of Faith28:36 Living from Your Identity29:49 Blending Sales, Mentality, and Faith30:21 The Power of Connection32:24 Bringing Faith into Business33:40 Finding Inspiration from Church34:41 Talking About Faith in Business36:25 Being Genuine and Authentic37:20 Being Your Genuine Self38:19 Gathering People and Building Community41:36 Being a Hype Man for Others42:29 Where to Find John Alwinson

Summary:In this episode, we talk with Leslie Venetz, a sales consultant and founder of the Sales-Led GTM agency. Leslie teaches salespeople about outbound strategies and has had a successful career as a top individual contributor and sales leader.Leslie shares her personal story about making tough decisions in sales and the long-term benefits of prioritizing the customer's needs. She also reflects on the skills she observed in others, such as adaptability and giving credit to others. Finally, Leslie explains her motivation for starting her own sales consulting business and emphasizes the importance of outbound sales in B2B revenue generation. She also shares her unique approach to sales training events, which includes mindfulness, movement, and unconventional topics. You'll learn techniques on how to put the spotlight on other people, how to resist the urge to help while still being helpful, and how to connect in a "non sleazy" way on Linkedin.TakeawaysSelling by being human means developing a deep understanding of the problem you're solving and focusing on helping the customer make the best decision for themselves.Active listening is a crucial skill in sales, and it involves resisting the urge to be helpful and keeping the spotlight on the prospect.Making tough decisions in sales, such as walking away from deals that may not be the right fit, can lead to long-term benefits and build trust with customers.Observing skills in others, such as adaptability and giving credit to others, can inspire and inform your own approach to sales.Starting a sales consulting business offers the freedom to work on your own terms and with the type of people and companies you align with.Outbound sales, including cold calling and cold emailing, is a cornerstone of B2B revenue generation and should not be dismissed or renamed. Sales is a craft and profession that requires care and expertise.Unique experiences and perspectives can set sales professionals apart.Mindset and skill sets are both crucial for sales success.Using reader-centric language in outreach can improve response rates.Earning the right to sell is essential in every stage of the sales cycle.Authenticity and transparency are key on LinkedIn.Revenue Revelry events focus on mindfulness, movement, and sales content.Key Moments:03:40 Selling by Being Human06:17 Understanding the Problem09:37 Making Tough Decisions12:26 Observing Skills in Others23:24 The Importance of Outbound Sales24:13 Sales as a Craft and Unique Experience26:05 Unique Approach to Sales Training27:36 Mindset and Skill Sets in Sales29:29 Reader-Centric Language in Outreach31:04 Earning the Right to Sell32:00 Misuse of Cold Calls33:15 Optimizing Voicemail Strategy34:12 Using Texting in Sales37:15 Being Social vs. Being a Social Seller on LinkedIn38:37 Making the Ask in Sales41:28 Authenticity and Transparency on LinkedIn43:21 Revenue Revelry EventsConnect with LeslieLinkedINConnect with Us!YoutubeWebsite:

Summary:The Sugar Shack is a unique music experience that started as a backyard project and has grown into a successful media company. Eddie Kopp, one of the co-founders, shares the journey of how the Sugar Shack evolved over the past 10 years. From humble beginnings to hosting well-known bands, the Sugar Shack has become a sought-after destination for musicians. The success of the Sugar Shack is attributed to the personal and authentic approach taken with artists, creating a comfortable and high-quality recording environment. The team's passion for music and dedication to building a community has been instrumental in their growth. In this conversation, Eddie Kopp and Lisa Hamilton discuss the journey of Sugar Shack, a music video production company that evolved into a unique live music experience. They share the challenges of getting the attention of well nown artists even when they were just starting out. They also talk about building connections and networking, creating a movement and community, and the role of creating an over the top experience for artists and guests ion their backyard. Yiou'll learn their story of building their business but you'll also learn how to treat the people you work with like family. This episode is good vibes mixed with good stories by two great people.TakeawaysAuthenticity and transparency are key in building connections and maintaining relationships.Leadership skills and confidence can be developed through experiences like the military.Creating a family culture and empowering others can lead to a strong and supportive community.Balancing growth and maintaining the core values of a business is essential for long-term success.Building connections and networking can open doors to new opportunities and collaborations.Chapters00:00 - Introduction to the Sugar Shack and its Origins02:03 - The Evolution of the Sugar Shack Experience07:04 - The Early Days and the Hustle09:28 - Expanding the Reach and Building a Brand13:00 - The Transition from Hobby to Career20:21 - The Pressure and Comfort of the Sugar Shack Sessions23:23 - Communicating with Artists and Building Relationships25:45 - The Challenge of Being Absent26:14 - Authenticity and Transparency in Communication26:53 - Building Connections and Networking27:19 - Creating a Movement and Community27:58 - Building Relationships with Artists28:26 - The Evolution of Sugar Shack29:02 - The Role of Photography in Sugar Shack29:34 - Empowering Others and Giving Opportunities30:03 - Expanding the Sugar Shack Experience30:38 - Maintaining the Sugar Shack Sessions31:01 - The Impact of Sugar Shack on People's Lives31:47 - Eddie's Leadership and Seeing the Best in Others32:14 - The Influence of Entrepreneurial Parents32:44 - The Impact of Military Experience33:15 - Leadership Skills Developed in the Air Force34:37 - Applying Military Skills to Sugar Shack35:05 - Confidence and Risk-Taking36:01 - Creating a Family Culture at Sugar Shack37:00 - Future Plans for Sugar Shack38:00 - Balancing Growth and Maintaining the Sugar Shack Sessions39:26 - Crazy Stories and Band Culture at Sugar Shack40:20 - Dream Artists to Collaborate With41:00 - The Next Chapter for Sugar Shack42:17 - Unique Qualities of Eddie and LisaConnect with SugarShackSugarshack Music Channel - YoutubeSugarShack WebsiteSugarShack SpotifyConnect with Us!LinkedIN: Website:

Summary:In this episode of the Sell by Being Human podcast, I interview Lisa Henderson, a solutions architect at Verizon Business. I met Lisa at a sales networking event and I knew within a few mins, she was someone I wanted to talk to.Lisa shares her background in sales and the influence her father had on her sales career. Her Dad worked in an auto body shop but her Dad taught her the importance of building connections with customers and getting to know them as individuals. Lisa also discusses her role at Verizon and the skills that have served her well in her career. Overall, the conversation highlights the value of being human in sales and the impact it can have on building trust and relationships with customers. In this conversation, Lisa shares insights and advice on building relationships, setting expectations, and selling through the lens of human connection. She emphasizes the importance of asking questions, understanding different communication styles, and getting to know teammates on a personal level. Lisa also discusses the balance between work and personal life and offers advice for non-sales salespeople. She highlights the value of using data to build a compelling story, being open-minded and collaborative, and understanding stakeholders. Lisa's philosophy centers around treating people with kindness and being genuine in sales interactions.Key Moments:01:00: Lisa Henderson's background and sales career05:02: Influence of Lisa's father and early sales experiences08:22: Lisa's father's transition to a non-sales role09:21: Lisa's exposure to different types of people12:21: Skills learned from Lisa's father's role as a CNC machinist15:43: Lisa's experience in retail sales at The Buckle20:34: Lisa's role as a Principal Connected Solutions Architect at Verizon25:23: Importance of empathy and understanding in sales26:00: Setting Expectations and Asking Questions27:08: Different Communication Styles28:05: Building Relationships and Getting to Know Teammates29:04: Personal Conversations and Connecting on a Human Level30:29: Balancing Work and Personal Life31:22: Advice for Non-Sales Salespeople32:05: Using Data and Building a Compelling Story33:33: Being Open-Minded and Collaborative34:32: Understanding Stakeholders and Speaking Their Language36:11: Selling Through the Lens of Human Connection40:53: Treating People with Kindness and Building Relationships45:20: Being Genuine and Putting People First46:18: Lisa's Childhood Sales ExperienceConnect with Lisa:LinkedINConnect with Us!LinkedIN: Website:

Summary:In this episode, host Alex Smith interviews Dee Acosta, a senior director of sales and strategic growth at Modigie. He's been a #1 seller at his company numerous times and very active in sales communities. We discuss the concept of selling by being human and the importance of authenticity in sales. Dee shares examples of authentic people in his life and how their authenticity has contributed to their success. We also talk about the challenges of being authentic and the importance of trying to let out your authenticity even when you're not feeling really positive.We emphasize the need for thoughtful and personalized conversations, rather than generic small talk. Pre-research should focus on understanding the buyer's initiatives and leadership, rather than individual details. Human skills, such as radical candor and domain expertise, play a crucial role in sales success. Key Moments:00:00Introduction and Background01:26 Dee's Sales Journey04:14 - Authenticity in Sales, How to exhibit it.06:12 - Examples of Authentic People08:40 - Sharing Personal Experiences09:08 - Challenges of Authenticity12:27 - Being Authentic on LinkedIn22:16 - Domain Expertise in SalesConnect with DeeLinkedINConnect with Us!LinkedIN: Website:

Summary:Scott MacGregor is the Founder & CEO of SomethingNew LLC - A unique talent strategy company that helps startups build the foundation for exceptional talent acquisition, onboarding and retention which gives them a massive competitive advantage. SomethingNew is a 8 time American Business Award winner for Innovation.Scott is also a founder of The Outlier Project - A community for everyone who believes that anyone can live an ordinary life, but we all have the power to choose to live an extraordinary life. The Outlier Project deliver unparalleled access to the most unique live and interactive events with some of the most incredible “Outliers” on the planet.This episode is all about becoming a Super Connector. There are some people with strong networks but Scott's is in a league of it's own. Scott is connected to best selling authors, billion dollar CEO's, NFL legends, Olympic athletes, TEDx speakers, and accomplished musicians. People marvel at who Scott knows personally. These people give him their time to teach people in his community how to become great. You will learn how Scott builds relationships with famous people and why they willingly pour back into him and his community with no money exchanging hands. You'll also learn about why the core of selling is all about alignment.Key Moments:02:24 - Sales is all about alignment11:33 - The accumulation of showing up differently20:50 - We all have the power to choose to be extraordinary. Why Scott started "The outlier project"25:34 - How to approach people and build a network35:00 - Path to success is not a straight lineConnect with ScottLinkedINConnect with Us!LinkedIN: Website:

Summary:Francisco Oller Garcia is the Solutions Architect at Metadata. B2B marketers use Metadata’s Marketing OS to drive more revenue without all the manual and repetitive work. From running paid campaigns to personalizing web experiences to optimizing everything to revenue – Metadata automates all of this.In this episode of the Sell By Being Human podcast, I interview Francisco Aller Garcia, a solutions architect at Metadata. Francisco shares his journey of living life with a disability and how he has learned to savor life by embracing self-acceptance and courage. He emphasizes the importance of asking for help and building a strong support system. Francisco also discusses the power of sharing personal stories and humor in connecting with others. He highlights the role of understanding and empathy in moving sales forward and provides advice for both non-sales professionals and experienced salespeople. Overall, Francisco's story is a testament to the power of being human in sales.TakeawaysEmbrace self-acceptance and courage to live life to the fullest.Ask for help and build a strong support system.Share personal stories and use humor to connect with others.Focus on understanding and empathy to move sales forward.Key Moments:03:49: Living life and savoring it05:34: The power of asking for help09:40: The importance of self-acceptance and courage10:30: Selling by being human11:55: The impact of sharing personal stories13:55: The power of humor and jokes21:16: Creating a comfortable space for conversations27:48: Moving a sale forward through understanding30:31: Embracing sales in non-sales rolesConnect with FranciscoLinkedINConnect with Us!LinkedIN: Website:

Summary:Bethany Stachenfeld is the Co-founder & CEO at Sendspark - a video platform for sales teams to connect with customers, helping sales professionals generate up to 400% more email engagement. Her company makes it really easy for any business to create personalized video messages at scale to connect with people in a human way.Prior to founding Sendspark, Bethany was Head of Marketing for two B2B SaaS Startups: Filestack and VidGrid. Bethany is deeply involved in the startup community, and has been part of Venture for America, 500 Startups, OnDeck, and the Stage2 Accelerator (Catalyst).I met Bethany at a B2B networking event in Tampa and she instantly impressed me. This episode you will learned the skills Bethany used as a marketer and how they differ from whats reqwuired of her as a startup co-founder. You'll also learn how to send brief video messages in your business workflow and why 1-1 video communication is not only a necessary skill now but a skill we'll all need in the future of work. Even if youve never recorded yourself, Bethany van give you the tools to get started.Press play and glad to have you here!Key Moments: 06:11 - The importance of personalized video as a medium in sales15:10 - How does a marketer use human connection in how they sell20:44 - Recruiting in start-ups. Finding alignment instead of convincing people to join.Connect with Bethany!LinkedINConnect with Us!LinkedIN: Website:

Keith Daw is the founder and candidate concierge at Be Kinetic. Keith helps people in transition maximize their job search and land their next opportunity. He comes from a background in Sandler Sales training and also in hospitality with Ruby Tuesday's. Keith's specialties are Career Transition Coaching, Performance Coaching, Communication Coaching, DISC methodology and Executive Coaching.This episode starts our 3rd year and talks about a topic we can all get behind. How can you create moments where individuals feel like you're connecting on a personal level. Keith walks through strategies he used in hospitality and also what he uses in Career Coaching to make people feel a personal connection quickly.Key moments:04:10 - Sell to people, not things15:36 - Paying attention and picking up cues. People and feelings or tasks and things.19:31 - Training entrepreneurs and sales people using the DISC model.31:15 - Shift your focus to giving instead of gettingConnect with Us!LinkedIN: Website: Connect with Keith!LinkedIN:

Summary:This is a re-release of episode 23 with one of my favorite guests, Erica Keswin. Since speaking to her Erica has published a book called Rituals Roadmap about how and why rituals at our workplaces can connect us and help us feel a sense of belonging.If you've always wondered how you can foster a greater sense of connection at your workplace internally and externally - this episode is for you!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 sprinted down the road to hand her a gingerbread loaf instead to try. On the house. That sparked an idea and a mission.Erica Keswin sought to highlight stories like Ashley and published the book, Bring Your Human To Work, 10 Surefire Ways to Design a Workplace That Is Good for People, Great for Business, and Just Might Change the World.It went on to be a Wall Street Journal Best Seller.This episode we unpack what it means to honor relationships and how that will serve you so well in sales and in your life!Key Takeaways by Time! 12:26 - Erica's strategy on networking and meeting people not focusing on what they can do for you.19:22 - Overview of book. 10 ways companies can create a more human workplace.27:04 - A study on the power of firefighters who built trust with one another.34:03 - Why COVID is a gift to salespeopleConnect with Erica!LinkedINErica's WebsiteBring Your Human to Work bookRituals Roadmap bookConnect with Us!LinkedIN: Website:

Summary:This is a re-release of episode 46 with the guest who inspired the podcast, author, Dan Pink. I started this because of Dan and after a cold email, a few back and forths, he agreed to talk to me.Daniel H. Pink is the author of seven books, including the forthcoming The Power of Regret: How Looking Backward Moves Us Forward. His other books include the New York Times bestsellers When and A Whole New Mind — as well as the #1 New York Times bestsellers Drive and To Sell is Human. Dan’s books have won multiple awards, have been translated into 42 languages, and have sold millions of copies around the world. This conversation is a seminal moment in the history of this podcast and Dan's book To Sell is Human was one of the main inspirations for starting this podcast.This epsidoe will teach you about the new ABC's of sales - Attunement, Buyancy, Clarity. It will teach you subtle things to do to understand someone's perspective. This episode is for the people who've never thought of themselves in sales and the seasoned saleperson alike. Dan brings so much wisdom around why selling skills are truly human skills. Key Moments:TakeawaysSales is not just about closing deals, but about being human and connecting with others.Soft skills, such as empathy and curiosity, are essential in sales and are harder to obtain than hard skills.Sales professionals should focus on understanding and addressing the real issues of their clients, rather than selling them something they don't need.Being a decent human being and focusing on service rather than transactions is the best long-term strategy in sales.Regret can influence buying decisions, but it is important to focus on the big regrets in life, such as maintaining close connections and doing the right thing.The future of sales lies in being a problem solver, anticipating problems, and providing value beyond access to information.Sales professionals should strive to be moral and trustworthy, as this is more enduring and leads to long-term success.Dan Pink is known for wearing shorts year-round and owning a large collection of college t-shirts. Timing plays a crucial role in productivity and decision-making.Traditional reward systems may not always lead to optimal performance.Autonomy is essential for fostering creativity and engagement.Aligning work with a meaningful purpose can lead to greater fulfillment and success.Chapters01:26 -Dan Pink's background and inspiration for writing 'To Sell as Human'07:00 - The importance of creativity in sales and personal development08:25 - The concept of 'useful delusions' and its application in sales09:53 - The value of soft skills in sales, why they're really human skillsand their importance in the future14:10 - The connection between sales and morality17:12 - The impact of regret on buying decisions and sales28:33 - Unlocking sales skills in non-salespeople and developing a more human approach in sales professionals37:27 - The connection between sales and empathy and the difference with attunement45:00 - The future of sales and the importance of being a decent human being46:56 - A fun question about something unique to Dan Pink49:42 - How to learn more about Dan Pink's workConnect with DanWebsiteConnect with Us!LinkedIN: Website: