Sell By Being Human

Summary:Galem Girmay is a Revenue Enablement Manager for User Testing. User Testing helps brands get human insights about their customers to deliver exceptional products and experiences. She is also the host of the "What's Your Legacy Podcast" which dives deep into asking her guests the stories of what they want their legacy today. Galem has been recognized as a Top Sales Influencer to follow by Salesforce and she has been a primary force in building many sales communities.This episode we talk about how to really build deep human connections with people. Galem lives her life with alot of intention of how she wants to leave the world when she is no longer here. You'll. learn how to know yourself better, how to see others better, and how to set your intentions.Key Moments:8:29 - Why you shouldn't focus on the goal of selling things in your interactions11:39 - Galem's story growing up and how she learned to move forward in life as a foster child living in two foster families. What thats taught her.13:55 - How she views showing up for other people. Being the firend people wished theyd had.20:29 - How she coaches reps29:37 - Galems' story in an Uber when an Uber driver told her a beautiful personal story.Connect with GalemLinkedINConnect with Us!LinkedIN: Website:

Summary:Crista Beck is a matchmaker, dating, love & relationship coach, speaker, co-creator of the Jumpstart Your Heart Process, creator of the Dating Compass and author of the Amazon best-selling book, Break The Glass Slipper: Free Yourself of Fairy Tale Fantasies and Find True Love in Real Life. For over 12+ years, Crista Beck has lead people in the area of love and relationships, being featured as a dating and love expert on ABC, NBC, FOX, and TEDx, and her message has reached over 1 million people around the world.Every relationship is an opportunity for someone to give you more of their time. Dating and meeting your soulmate are all sales situations and we talk about ways Crista coaches her clients to sell themselves online, in person, and even whats happening when people fall in love. Key Moments:07:50 - Elements of sales in love and relationships.12:00 - How Christa develops relationships with her clients? Tips for opening up to and developing new relationships. How to approach dating?24:00 - Tips for individuals new to selling, building connections and relationships.30:35 - What Crista learned about dating and matchmaking through her own relationships? What causes people to think they love somebody?Connect with CristaLinkedINHer websiteConnect with Us!LinkedIN: Website:

Summary:AJ Bruno is an entrepreneur and SAAS startup founder with a blend of sales, business development, and leadership skills. He's founded two companies. He's built, and run the GTM methodology for sales, lead gen, and account management teams. His first company he took from 0-$25 million ARR.His second company company he co-founded is QuotaPath - SaaS sales company whose vision is to create a work where sales people and revenue teams ditch spreadsheets and have a much stronger visibility into commissions, quota, and their goals . AJ is also a father of three girls, commercial multi-engine pilot, and owner of a Beechcraft Baron 58.In this episode we talk about how a guy went from Shakespeare plays, to a call center, to founding his own company. How his approach to sales was a common thread throughout all these roles.Key moments:07:47 - The importance of clarity and emotion in communication12:00 - Learn sales through resilience. Setting goals and expectations.18:30 - Choosing the right company to support you in your sales career25:40 - AJ's approach to planning the future and living a fulfilled lifeConnect with AJLinkedINConnect with Us!LinkedIN: Website:

Jaclyn Fidler is a Relationship Manager at LinkedIn, experienced in Fine Art, Adtech and B2B sales. She views the world through a creative lens and operates with a touch of gumption and humor. Jaclyn recently joined LinkedIn as a Relationship Manager where her primary focus is supporting her colleagues & their clients for all things Talent Solutions. In her free time, Jaclyn enjoys oil painting and a competitive game of Scrabble.This episode we talk about how someone goes from being an art major, to a successful career in sales. We break down what skills crossover between photography and sales. We chat about how to thoughtfully bring your personal life into your LinkedIN profile (and also how displaying her love of the band Phish, landed her a job at LinkedIN).We also break down what it means to be a pizza bagel from New York and still lead clients with empathy even though as a New Yorker her mode is to move fast!Key moments:13:58 - The link between art and sales21:45 - The importance of developing "human" skills and showing that you care.25:24 - Jaclyn's advice to her younger selfConnect with Us!LinkedIN: Website: Connect with JaclynLinkedIN:

Summary:This episode I'm sharing a personal story about me about gratitude. I thought with Thanksgiving this past week, it made me think of how I view gratitude and how powerful it is to help get hyou out of some really hard times. You can actually use it to create joy, not the other way around.I share a really personal glimpse about working through a layoff, cancer, and how it only got worse from there. It was gratitude that helped me not get defeated. It's something that isn't practiced always but it can help bring you joy and also connect with others in powerful ways.Connect with Us!LinkedIN: Website:

Meshell R Baker is a DEI certified sales confidence igniter and an accomplished, high-energy sales leader with over 20 years of proven success. She teaches business owners and sales leaders how to tap into the unlimited human potential to create diverse and inclusive culture change and disrupt the sales training status quo. After 25+ years of successful sales and leadership career and entrepreneurial expertise working with companies that include Johnson & Johnson, Thermo Fisher, Merck, Sharpe & Dohme, Dell, Microsoft, YMCA, she is on a mission to change the way Selling is perceived. She believes when sales training is delivered by incorporating confidence, diversity, equity, and inclusion as part of their core tenets, it becomes transformative for organizations, sellers, and buyers.In this episode you'll learn how to strengthen your purpose mindset, strengthen confidence, and the differences between goals, visions, purpose.Key moments:08:30 - It didn't happen to you, it happened for you16:00 - Building confidence in sales28:00 - Frameworks for building an optimistic mindset34:50 - Meshell's favorite transformation stories41:15 - What is sales all about?Connect with MeshellLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:Todd Caponi fell into sales, then fell in love with the decision science surrounding it. He turned that into a career encompassing multiple sales leadership roles. He's building the revenue capacity of one tech company from the ground-up into Chicago’s fastest-growing, another where his efforts helped drive the organization to a successful IPO followed by an acquisition worth almost $3B, and another where his turnaround efforts were rewarded with the American Business “Stevie” Award for Worldwide Vice President of Sales of the Year. He left his role as the Chief Revenue Officer to write his first book, The Transparency Sale; which has since earned 2019’s “Best Book Award” in the “Business: Sales” category at the American Book Awards, while also earning International Best-Seller status. Todd also hosts The Sales History Podcast, bringing the incredible (and sometimes strange) brains from the earliest days of sales' past into the present. Much of the sales wisdom from the past hasn't changed.Key Moments:03:00 - Is saying "yes" always the way to go?09:15 - Expectation inflation25:00 - "How are they better than us?". How Todd turned the question of tell me why your better than your competitor into a transparent conversation and disarmed a meeting.27:00 - Lead with your strengths and reveal your weaknessConnect with ToddLinkedINConnect with Us!LinkedIN: Website:

For this very special, 50th episode of The Stories Of Selling Human podcast we are joined by Nina Butler. She is the Director of Event Experience at Alyce - the AI-powered B2B gifting platform that’s redefining direct mail, swag and gifts with its scalable, sustainable, hyper-personalized approach to account-based marketing. Nina is an experienced Director with a demonstrated history of working in the event and hospitality industry and start ups. She is skilled in Event Management, Marketing, and really understands personalized gifting. We talk about gifting in your personal life, what to look for to be thoughtful with gifting, wyas to approach gifting in different stages of the buyer journey and so much more!Key moments:08:55 - The concept of "Emotional Resonance" and the mindset shift of thinking of your sales interactions as a "Touch"13:15 - Tactical tips for gifting. The connection between gifting and sales.17:58 - The art of personalized gifting with some examples27:00 - Adding a personal touch when communicating at scaleConnect with NinaLinkedINConnect with Us!LinkedIN: Website:

Summary:Amy Volas is the CEO and founder of Avenue Talent Partners, a recruiting firm focusing on sales leadership recruiting for SaaS startups, helping it's clients build the right team with the right leaders and drive growth for the long haul. With sales being her first business love and startups her second, she cares deeply about improving the hiring process. During her 20+ year long career in enterprise sales she has closed more than $100MM in revenue and keeps counting. Amy is also a co-host of Thursday Night Sales, the #1 weekly virtual sales happy hour and networking group, where she answers most pressing sales questions and helps listeners connect with other sales leaders.This was so fun because Amy has meant so much to me personally in helping me network in to the company I now work for. We talk about the power of seeking to understand, selfless giving, and the surprising gifts she's found starting her community and so much more!Key moments:03:45 - Whats kept her growing her community. The abundance mindset and the power of the concept of getting better together.6:00 - Story of how Amy introduced me and helped me get a job12:00 - How sales found Amy. How she shifted from protecting herself in sales to playing a long game mindset.13:51 - Lessons from Amys grandparents and stories of her growing up.23:10 - Tactical tips for sales professionals. Being human in sales. How you open up yourself to new ideas. 25:14 - The power of being seen, heard, and understood in sales. 28:40 - Hiring sales leaders without the cringeCool resources from the episode:Thursday Night Sales Community - (free to join)Jeffrey Gitomer - Little Red Book of SellingConnect with AmyLinkedINHer websiteConnect with Us!LinkedIN: Website:

Summary:Brandon Fluharty is the VP of Strategic Account Solutions at LivePerson. He is a senior individual contributor for the organization focused on acquiring top tier, strategic enterprise accounts by enabling a major digital transformation centered around helping brands more easily communicate with their customers and employees at scale. He also uses his active role as a Strategic SaaS Seller to create a personal brand and content that helps elite sales professionals learn from successes and failures. In his work he puts focus on avoiding burnout to achieve optimal results consistently, because, as he says, he fell into the trap of needing to hustle and grind to get to the top like many others in Enterprise SaaS sales. This episode, you'll learn how someone selling over $10M in revenue a year stays grounded, how the money doesn't effect his approach, and how to structure your philosophy of sales to sustain you for the long term.Key Moments:4:00 - Why should kids look up to sales as much as professions like teachers, doctors, lawyers?6:15 - Brandon's first conscious sale as a kid15:05 - Human qualities in sales21:05 - Developing an "Operating System" for consistent success. Avoiding burnout.33:20 - Staying grounded, how to handle stress and sales tips for sales people and non-sales individualsConnect with BrandonLinkedINConnect with Us!LinkedIN: Website:

Malvina EL-Sayegh is a Head of Sales Enablement at Silverfin - a high growth cloud-first SaaS post-accounting solution focused on providing software for accounts preparation and adjacent workflows such as statutory accounts and tax. She is an experienced Relationship Manager & Training Consultant with a 10-year history of working in the Financial Services Industry and has achieved outstanding success in sales and closing new business as well as assisting clients to see the value in Fintech solutions. Malvina also hosts the #STAYHUMAN podcast, which she started with a purpose of demystifying sales and exploring what it means to be a "great" salesperson.Summary:Key Moments:04:05 - How sales changed over the years. Active listening and problem solving.13:35 - Natural curiosity. Asking meaningful questions.21:44 - What is "Sales Enablement"?25:26 - Tips for sales professionals and a "non-sales sales person".37:38 - Self-reflection and salesConnect with MalvinaLinkedINConnect with Us!LinkedIN: Website:

Summary: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.Key Moments:01:53 - The new ABC's of selling 15:40 - Sales and persuasion done by groups24:20 - Unlocking your selling potential. Tips for non-sales people and professionals37:53 - Dehumanising salesConnect with DanWebsiteConnect with Us!LinkedIN: Website: Key moments:

Tara Horstmeyer is a ghostwriter, award-winning editor and a LinkedIn Top 100 Sales star. As a "friendly neighborhood ghostwriter" she helps her clients bring the real them to the surface by writing with or for them. She also offers social media consulting, communication coaching, newsletter writing and sales and marketing resourcing services. In this conversation, we talk about the differences between being corporate vs. being professional, tips for becoming a great communicator, right ways for reaching out to people, sales tips and more...Key moments:03:35 - Being serious about what you do without being serious about who you are14:00 - How to be a great communicator20:15 - How to reach out to people and draw them into you31:15 - Sales tips for professionals and every human Connect with TaraLinkedINConnect with Us!LinkedIN: Website:

Catherine Brown is a corporate sales trainer teaching people B2B sales "with no sleaze or cheese" She is the author of the book "How Good Humans Sell" and she specializes in Hi-Tech & high-end professional services. In her work she puts an emphasis on the framework, which she believes every good sales person always has in the back of their mind, while utilizing their creativity, spontaneity and the ability to listen. In this episode, you'll learn how human make decisions, how to approach sales without needing to convince, how to deploy emotional intelligence, and how to unlock your own flavor of a human focused approach to sales.Key moments:03:11 - Do people "fall into sales"?11:24 - The link between sales and music15:36 - About Catherine's book "How Good Humans Sell"27:35 - Whats important to the prospect. The difference between asking and convincing.31:17 - Meaning produces wellbeing.Connect with CatherineLinkedINExtraBold SalesRead Catherine's BookConnect with Us!LinkedIN: Website:

Summary:Jason Bay is a Chief Prospecting Officer at Blissful Prospecting. He specialises in cold calling and cold emails and runs programs and boot camps for individuals and sales teams to help boost their cold calling confidence and e-mail reply rates. He uses a proven structure he used to train successful reps at companies like Zoom, CBRE, Databricks, Bolton & Company, Fortinet, and many more. His accelerator program provides sales teams with hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through cold outreach. He also hosts a podcast called Blissful Prospecting which we are big fans of too...11:16 - What lessons Jason learned doing door-to-door sales16:30 - Conversation vs. Conversion19:39 - "The three shifts" to boost your sales results, conversations and relationships.30:30 - "You-centric approach" for conversations and conversions. How ti lead up to the close.Connect with JasonLinkedINConnect with Us!LinkedIN: Website:

Summary:Sarah Brazier is an educator, an actress, and she's in sales. She is a nationally awarded speaker and works as an Account Executive at Gong, Sales Coach at SDR Nation and Instructor at Sales Impact Academy. We talk about soft skills that translate from acting and public speaking to sales and how to develop them. Sarah shares a bunch of practical tips for both trained sellers and non-sales people. We also share some advice when using your unigue voice to build a personal brand while also building a human connection with our prospects.Key moments:03:42 - Lessons from the book "To Sell Is Human" by Daniel H. Pink10:30 - Which soft skills translate from acting and public speaking to sales?18:45 - Personal brands and sales personas. How to think about using your voice25:32 - Practical advice for a non-sales person and trained sellers. LinkedIn messaging tips. Connect with SarahLinkedINConnect with Us!LinkedIN: Website:

In this special episode of The Stories Of Selling Human Podcast we are for the very first time joined by two guests, introducing a new dynamic to the show.Blake Hudson is a Brand Manager at Victory Lap. Victory Lap trains future and current sales leaders through our virtual bootcamps, corporate training programs, and partnerships with educational institutions. They also team up with businesses to make sure that they are hiring and retaining the best people for their sales teams. Terry Arbaugh is the Vice President of Sales & Marketing at SEACOMP, a company specializing in electronics manufacturing, design engineering, and electronic components for products in consumer, industrial, and medical industries. Together they co-host a Clubhouse event "Emotional In$ELLigence", discussing EQ related topics combined with practical and tactical sales advice.We focus on emotional intelligence as the ability to recognize one’s emotions and the emotions of others and to manage those emotions to achieve more effective results. Developing and utilizing it allows us to promote and share the spirit of change, leadership and compassion. Knowing how to approach and connect with people aids understanding and builds respect. The ability to demonstrate emotional and social intelligence helps strengthen relationships, reduce stress and anxiety and increase understanding in a time where meeting goals and expectations is often valued more than people.Key moments:03:10 - Emotional and social intelligence. How to develop and apply it?12:52 - Universal human traits and the language of love. Are we all driven by the same things?17:50 - Utilizing your human skills in your sales career.27:00 - Tips and advice for developing self-awareness, sympathy and emotional intelligence.Connect with Blake and Terry:Blake Hudson LinkedINTerry Arbaugh LinkedINConnect with Us!LinkedIN: Website:

Megan Bowen is a Chief Customer Officer at Refine Labs, a demand gen accelerator for B2B SaaS companies. Refine Labs help companies increase marketing’s contribution to qualified pipeline and revenue while lowering customer acquisition costs. Embracing a human-first leadership approach, her style is to focus on achieving excellence through empowerment and accountability while leading with empathy, kindness, and vulnerability. This approach, she says, creates trust and fosters a collaborative culture which is the foundation of all high performing teams. Finding success is creating the conditions for others to do the same. We discuss how to create conditions for others to be successful and what it means to meet people where they are in sales and in human connections.Key moments:03:17 - Rejecting the Status Quo in human connection.09:10 - Creating the conditions for personal and professional success.15:50 - Playbooks and guidelines. Concept of creating intersections at work vs "round abouts".20:05 - How to deliver bad news effectively26:00 - The difference between customer support and customer success.

Amy Blaschka is a master storyteller and an amazing listener. She is a social media ghostwriter who helps leaders craft their stories and she has made a career offering “stories as a service.”. She is also a leading contributor for Forbes where she covers personal transformation and it's impact on career growth. She runs a newsletter called Illuminate me where she Illuminates nuggets of wisdom on all her favorite topics: communication, storytelling, writing, creativity, emotional intelligence, soft skills, leadership, and human behavior. Join us for this episode where we talk about how to craft your story to attract the right people into your life and take the steps towards clarity and inspiration...Key moments:05:00 - Steps towards clarity and inspiration. Helping people discover what they already know.9:58 - concisely introducing yourself.10:44 - Where the best ideas come from.21:00 - asking questions to help people align to their "why".22:00 - How to tell your story concisely and creatively to attract the right people36:14 - Connecting with relationship based instead of transaction based peopleConnect with Amy:LinkedINWebsite: Love What You're Listening To?Please write a quick 5 Star review. It's a virtual gratitude thing to do and please let me know if you do. I have gratitude to send back!Contact me here:LinkedIN: Website:

In this episode of Stories of Selling Human podcast we put focus on the concept of giving and receiving gratitude. A concept that is sometimes considered a weakness in the world of business and sales. However, the lack of reciprocal gratitude in our lives makes us feel lonely, disconnected and insecure - certainly not the traits of successful sales people. We often forget and underestimate the benefits that gratitude can have for us an others and we have to remind ourselves that profit is aligned with dreams, passions and purpose. People don't buy what you do, they buy why you do it...Our very special guest is Chris Schembra, USA Today's “Gratitude Guru” and the bestselling author of "Gratitude and Pasta: The Secret Sauce for Human Connection". He is founder of the 7:47 Gratitude Experience: An evidence based framework used to strengthen client and team relationships in profound ways. He's worked with Fortune 50 CEO's, Olympians, Academy Award Winners, SuperBowl Champions, and so many more!Key moments:00:00 - Introduction04:11 - What does gratitude mean and how has Chris seen in it change our emotional well being07:08 - The importance and benefits of intentional gratitude. False metrics of success.15:13 - How the concepts of gratitude and emotional connection translate to sales and business.23:37 - Caring for people before business. Client appreciation.29:50 - If you could give credit or thanks to one person in your life, that you don't give enough credit or thanks to, who would that be? How that question brings people togetherConnect with Chris:LinkedINWebsite: Chris's Bio:Short BioConnect with Us!LinkedIN: Website:

Summary:Nicole Miceli was so fun to talk to. She made a round a bout way into office technology sales. She rose up to being a top salesperson by working in her parents warehouse before moving into sales.Her approach is always to approach buyers as letting them decide whats best and never projecting what she thinks they need. She'll help you build your perspective of putting buyers decisions first. You'll learn how you can bring this approach into your own interactions.Key Moments13:08 - What are the traits of successful sales people?18:54 - Importance of transparency and building trust.22:20 - It is a buyers decision. Help the buyer decide what's beneficial for them.31:08 - Do job titles and hierarchies create fake narratives? Seeing through them to builld trust.34:50 - Stigma around sales. Helping people better understand the profession of sales.CHECK OUT THIS EVENT! Oct 11th-12thThe 2021 Sales Success Summit(Mention You Heard About It From the Stories of Selling Human Podcast)Connect with NicoleLinkedINConnect with Us!LinkedIN: Website:

Summary:Our guests name perfectly describes how talking to her and listening to her speak makes us feel. Joy Hewitt Carvajal is a coach with Sales Rebellion born in New Zealand. She discovered her passion for sales at an early age and has sold everything from batteries, lightbulbs to sales coaching. Her positive attitude and motivational talks have helped thousands of people improve their sales experience and changed their views on life for the better in general.In this episode we talk about developing the right attitude to help us genuinely care about all people and establish meaningful connections with our clients, how we all sell ideas every day, elements of sales in personal relationships and much more..Key moments:10:05 - How Joy leveraged donation based work to make more money than naming a fixed price as a teenager washing windshields at a local gas station.15:24 - What does it mean to be "the light" for other people.25:50 - How our imperfections make us more relatable.31:24 - If something matters, everything matters. Genuinely caring about all people.37:55 - Joy's advice for salespeople and people from any walk of life. How we all sell ideas.Connect with Joy:LinkedINConnect with Us!Website:

Summary:When you meet James Buckley, you see his smile. He eminates joy, kindess, and curiosity. These traits have taken him from a Publix bag handler to software sales, to Director of Business Development at a leading sales training company, JB Sales Training.We discussed alot in this episode about James's threads in his sales career, what genuine curiosity really is, the power of learning from different generations, and most importantly why kindess is the common characteristic in all the worlds salespeople.Key Moments:7:00 - How James used his personal skills throughout his entire career. And what got him a $250 tip at Publix as a bag handler.14:53 - You have to be willing to grow personally if you want to be able to grow professionally.20:15 - Difference of genuine curiosity vs selective genuine curiosity.30:00 - What James learned in his sales career that most sales trainers dont teach.Connect with JamesLinkedINJB Sales On DemandConnect with Us!LinkedIN: Website:

Summary:Do you think that there's a fine line between confidence and arrogance? How can you display confidence in a way that isn;t perceived as icky? It starts with realizing everyone is different and putting yourself in the mindset of the other person.Billy Saleeby is so good at this. His career has spanned making movies, to selling solar, to VP of sales and training, to leading Global Sales Enablement for Tesla. And now as a CEO and podcast host.His approach has always been about honesty over the sale, empathy over relentlessness, and knowing how to frame things differently for different people.This episode you'll learn about how he viewed how to sell in any career, balancing confidence with selling, gaining self awareness and so much more!Key Moments:4:00 - What Billy loves about podcasting and how it creates a human connection.7:00 - The through line of his career is creating experiences and how he's don't that throughout his career.11:00 - His path from selling solar door to door to Heading Globals Sales Enablement at Tesla.14:30 - His selling style. People will shut down the minute they think you look at them as a dollar sign. Be frank with people.17:00 - Practicing casual confidence in a way of an offer not an ask.34:17 - Getting people to take actions on your behalf through understanding them.Connect with Billy!LinkedINConnect with Us!LinkedIN: Website:

Summary:Nick Capozzi knows rapport. Some people manufacture rapport with people by asking "hows the weather were you are". Or, man it's Friday, busy day! Nick takes it a step further and really tries to engage in meaningful conversation and get people to feel like the experience with him was worth their time.Nick did this successfully while selling duty free items on cruise ships and he now coaches sales reps on their pitch.You will walk away with powerful tips on how to quickly generate rapport where people perk up after meeting you, how to engage people that are disengaged, and how you can get people to enjoy their experiences with you.Key Moments:3:18 -Nick's pitch about his story - in 45 seconds!6:00 - How Nick pulls Easter Eggs out of peoples LinkedIN profiles to generate rapport24:03 - How do you bring people back so they're engaged?Connect with Nick!LinkedINConnect with Us!LinkedIN: Website:

Summary:Michelle Hecht has been in professional sales for over 20 years and she's now found her calling as a sales coach and trainer. Her superpower is her ability to have a deep empathy for people and she strives to bring a human approach to her sales process. She calls it "humanizing the sales process". You'll learn what it means and also how you can break the fear of breaking patterns in your professional and personal relationships.We talk about mindset shifts, how she got celebrities to do some unique things with her, and how she thinks we can all tap into our soft skills more.Key Moments:4:36: How grit and empathy have helped her relate to others.17:30: What does Humanizing the sales process mean?21:15: How did she create deep connections with celebrities and get them to do some remarkable things with her.36:41: The power of "How can I help you".48:01: What could only and would only happen to her.Connect with Michelle!LinkedINConnect with Us!LinkedIN: Website:

Summary:Is love a feeling or is it a skill? Maybe it's a bit of both. Love isn't normally a skill you're taught to develop in your professional life but this conversation will teach you how you can.Matt Tenney defines love as the deep concern for the well being of another. He develops highly effective leaders who serve and inspire greatness in others.We discussed things like how love can show up in business and in sales. We went over how servant leadership and sales are synonymous. And we talked about how your mindset of love can effect how you approach everything in sales.Key Moments:4:50 - Why You don't have to like someone to love them.8:27 - How love plays out in leadership and in sales.11:10 - What to think before phone calls or in person meetings to help frame a successful outcome.21:30 - Matt's story of living as a monk in prison and how that transformed him.Connect with MattLinkedINConnect with Us!LinkedIN: Website:

Summary:Bruce Marable is the CEO and Co-Founder of the HR Tech Company, Employee Cycle and also hosts the Employee Cycle podcast. In his words, he is literally selling all day.This was really interesting because we broke down all the different activities he's doing and how he finds success in his approach. The way he approaches sales in business, his personal life, and his podcast are very similar. We'll show how and why.You'll learn how to frame what you do succinctly, his cheat codes on understanding his buyers, how to break down points into steps, and so much more!Key Takeaways by Time! 3:31 - Enthusiasm can be inauthentic, passion can't8:25 - Brian's first cold call story and how it relates to his days as an opera singer17:40 - Exercise on writing out concerns, Top 5 industry concerns, top 5 personal concerns28:40 - When people put a wall up, there's a reason for it. How to address it.Connect with BruceLinkedINConnect with Us!LinkedIN: Website:

Summary:I knew I wanted to have Bryan Elsesser on as soon as someone told me, you gotta interview this guy. He's a former opera singer turned salesperson. If that isn't a more unique profile for a salesperson, I don't know what is. This is certainly a road that few people travel so I needed to talk to Bryan about how that happened.Bryan also happens to be a father of 3, a volunteer firefighter, real estate enthusiast, and sales leader.We spoke alot about what themes connect those roles. We also dove into ways you can practice thinking about what concerns people and letting that be our guide in sales. Bryan will show you how to be open to new situations and also how to ask questions to allow you to break down walls that may exist between yourself and others. Key Takeaways by Time! 3:31 - Enthusiasm can be inauthentic, passion can't8:25 - Brian's first cold call story and how it relates to his days as an opera singer17:40 - Exercise on writing out concerns, Top 5 industry concerns, top 5 personal concerns28:40 - When people put a wall up, there's a reason for it. How to address it.Connect with BryanLinkedINConnect with Us!LinkedIN: Website:

Summary:Elena Valentine helps organizations capture more of the humanity of their workplaces through stories that matter. She runs a company with her co-founder Abby Cheesman that seeks to help companies sell their job opportunities. But they're not using standard things like bulleted requirements, responsibilities, and about us sections.They bring workplaces to life through the power of film and stories.This episode we talk about the art and science of the humanity of sales. A philosophy that's guided her human approach to sales as a business owner and in the films she makes. We go over what questions you can ask to get people to build deeper connections with you. Finally, we discuss how you can grow stronger relationships with your internal teams.Key Takeaways by Time! 9:41 - Elena's Why of starting Skillscout. Changing the narrative of work through film10:47 - Capturing the humanity of work through stories that matter. Film just happens to be the medium23:40 - We're a special kind of spice. Why understanding why finding the right business is key in sales not winning all the business. Winning the right business is.25:11 - What makes your heart sing?27:25 - How to get people to advocate not just for your product but for you.36:29 - Being good story listenersConnect with ElenaLinkedINHumans of Work Film Festival - Check out some sample videos!SkillScoutConnect with Us!LinkedIN: Website:

Summary:We sometimes think that you should always let other people talk about themselves and that's true but that doesn't mean it's at the expense of you not letting people know you.Amy Quick originally came from customer service and she made a living letting her clients new she was a real person trying to solve their very real problems.This episode we talk about how her parents influenced her conversational style, how to build relationships with stand off ish people, and also how to leverage your personal story in a business context. Like her tagline says, Amy is the most seriously non-serious salesperson you'll meet and she can help you find your own voice in sales.Key Takeaways by Time! 6:00 - Story of what she learned from watching her mom and Dad connect with higher up people.11:17 - How Amy's Mum and Dad met at a bar and how it applies to not being afraid of being yourself.23:40 - Energy Matching: How Amy got an irate customer to calm down and how she solved more than a "bandaid on a gunshot wound."30:55 - Amy's strategy on LinkedIN and how its evolved or devolved over the years but how its successful for her to gain 20k plus LI followers40:45 - Why you shouldnt be afraid to talk about yourself in sales.Connect with Amy!LinkedINConnect with Us!LinkedIN: Website:

Summary:Some people may hear the term "Bring Your Human" to something and not clearly understand what it means and how can it applies to sales.Erica Keswin had this aha moment of someone being human with her when her local Starbucks was out of her daughters favorite, pumpkin scones. Because their barista Ashley created a longstanding relationship with them, she knew that was their favorite and sprinted down the road to hand her a gingerbread loaf instead to try. On the house.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 (pre-order)Connect with Us!LinkedIN: Website:

Summary:The best way to describe Dejuan Brown's sales style is that he speaks fluent human, there's not a sales robot bone in his body. Dejuan has been in professional sales for 20 years most recently as a director of sales at the software company Seismic. He counts his first sales job at working at a restaurant. Not as a server but as a busboy. You can out what he learned about sales as working as a busboy. This episode will also teach you a lot about finding the right balance between humility and confidence, finding your voice, and being of service to others. Lot's of sage advice that can apply to us all.Key Takeaways by Time! 4:00 - Dejuan's Spinnakers Story. Importance of removing barriers in sales.5:23 - The way up is down - Service through humility7:57 - What speaking fluent human means.13:37 - Story of being too persistent and what it taugh him about sales and human nature.16:30 - How Dejuans upbringing impacted his life growing up24:00 - Advice on finding your own voice.30:39 -Having confidence and humility in sales.Connect with Dejuan!LinkedINTwitterResources:My Disrupt HR presentation (Using My Drake Slides)Connect with Us!LinkedIN: Website:

Summary:It seems pretty easy to do this but we usually don't take enough time with new people we meet. I had on Ramon Basie, who works in HR outsourcing for small businesses. He brings a great perspective of a sales acumen and a caring sales personality to his sales approach.If you really want to learn what separates the good from great salespeople, it's that the great salespeople come across to their buyers as real. They create environments where clients trust them and where the know they care.We talked about soft skills of sales, little techniques to connect with new people you meet, and the simple message that sales is about caring. Listen to understand why that is and his approach with it.Key Takeaways by Time! 5:00 - key to everyone in sales. Can I help this person and if I can't, I'm talking to the wrong person.6:15 Sitting on the same side and wrapping your arm around your client14:20: Sooner you can share a real life story of you. the quicker connections build15:21 - When people say How Are you, Dont just say fine18:30 - Story of his grandma and what it taught him about sales.37:47 - Caring for people in your day to dayConnect with Ramon!LinkedINConnect with Us!LinkedIN: Website:

Summary:Jeff Bajorek is a consultant, author, and podcast host. He's taken his passion for how the human body works from a career as an athletic trainer turned medical device salesman turned business owner and sales trainer.He will say he stumbled into sales but as an athletic trainer he always had a heart for how he could help improve someone's life. When he sold surgical devices, he could literally see his impacts saving lives in the surgical room.Sales can get tricky because we tend to compare ourselves to those who make a career out of it. But there is no one way to sell. Two people can sell completely differently and have amazing results. Jeff will be the first one to tell you, you're probably an amazing sales person, you just don't give yourself enough credit. Listen to this and learn why.Key Takeaways by Time! 4:45 - How I met Jeff at the Sales Success Summit6:50 - How sales people lie to feed off each other and their contributions to society10:17 - Selling is not having a taking mindset13:19 - What convinced Jeff he needed to teach others how to sell.26:52 - How you're already selling in your life you just didn't know.33:16 - Success isn't climbing the mountain. The mountain has no top.Connect with Jeff!LinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:So pleased to introduce you to my friend, Reagan Smoker. Reagan has been a retail and hospitality manager for over a decade. She's worked from brands like Jos A. Bank, Lacoste, Calypso St Barth. Noe she's the GM of a quaint inn and restaurant in Sturgeon Bay, Wisconsin.I wanted to bring Reagan on to talk about her perspective on being a great human and how that applies to selling people on her. Her story doesn't disappoint!You'll learn some practical things from her stories working with difficult customers, challenging employees, and also from her over 12 year battle with breast cancer.Reagan truly leads with love in everything she does. This episode will show you how she does it and how you might be able to bring these approaches into your own interactions with others.Key Takeaways by Time! 6:02: Reagan's story of growing up and learning to read a room from a very early age - 6:028:00: "I'm still a human being, I just have a touch of cancer"8:52: Lead with Love - You don't knw what's going on with people's lives. Power of a genuine compliment.12:15: If you can't feel someone's pain, we've all seen movies or books where we can think of someone's pain. Channel that.31:00 - Having difficult conversations and how to approach people in a useful way.Connect with Reagan (Show her some love)!Reagan's LinkedINInstagramInn At Cedar CrossingConnect with Us!LinkedIN: Website:

Summary:The art of sales requires deep thought and curiosity about how people reach decisions. We all hate pushy salespeople yet we all like buying certain things. You can probably think of a delightful experience buying something. Those delightful experiences and why we make those decisions is what we break down on this episode with David Premier.You'll learn simple frameworks in our business an personal lives of how we tend to make decisions and how you can influence those decisions using the psychology of decision making.Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University.Key Takeaways by Time! How David's perspective on sales formed similar to engineering only with human variables (4:00)If we want to see how we sell well we have to attune ourselves to the way people buy (6:29)3 Things Jay would focus on if he was coaching sales people as a sales sensei (9:54)Why you can learn empathy and how (12:30)Why ROI is confused with Value (17:54)Knowing where peoples head might be at (28:05)Connect with DavidDavid's WebsiteLinkedIN: David YoutubeConnect with Us!LinkedIN: Website:

Summary:Being present is an essential part of not only understanding ourselves better but it can actually help you in sales. Jay Abbasi has had an extremely vibrant career path. He was a sales training manager for Tesla supporting over 550 employees in 24 states. He realized that his calling was in going out on his own to help sales people and organizations become more productive. He uses mindfulness coaching to help people build resilience, avoid burnout, and persevere in their workplaces.He is a inspiring voice on LinkedIN and a warm communicator.You'll learn how the heck mindfulness can help you in sales and why it's not just meant for monks in a temple. You'll learn how to better relate to your emotions and tactics for being fully present in your interactions. If you're curious how mindfulness applies to sales and also how it's uniquely human. Listen on!Key Takeaways by Time! Jay's story of how he felt drawn to the concept of mindfulness as a life calling (3:30)Ways you can better understand what someone is feeling (6:07)Jay's definition of sales built around problems/result (18:43)The importance of trust in sales and what all great sales people do (21:58)Connect with Jay:Jay's WebsiteLinkedIN: Connect with Us!LinkedIN: Website:

Summary:Jules White is an award winning international sales consultant with over 30 years of business and sales experience. Working in many different sectors selling everything from baby products to stainless steel to Yellow Pages she has also experienced every job role within sales, from telesales through to Sales Director and has a wonderful breadth of knowledge and experience to bring to her work. She also secured investment from Peter Jones in the BBC’s Dragons’ Den, which is the ultimate pitch to win! She's an author, a business owner, and a TEDX Speaker.This episode we focus on how the same skills that serve us well in our lives are the same skills that serve us well in sales. People truly buy people and they buy people who truly get to know them. Jules instincts are always to get to know the human behind the sale and she'll help you unlock the language and mindset you can use to go deeper and build more lasting connections in all facets of your life.Key Takeaways by Time! Our uniqueness is the best thing we have as human (6:15)What is magic and how it's defined by the audiences mind (6:11)Defining what it means to be human (7:18)Story of what she learned from her Dad (10:00)Conversations about our Dads (15:00)Life Skills are sales skils and why (17:35)Why you let the buyer be in charge (19:57)Story of patience and being gentle with a large sale (23:32)Touching story about her and her son (29:50)Live it/Love it/ Sell It Methodology - 35:06Connect with Jules:Jules WebsiteLinkedIN: TEDX TalkConnect with Us!LinkedIN: Website:

Summary:Adam Wilber is a master magician, best selling author, entrepreneur, 3X time TedX speaker, and he's appeared on numerous TV shows to perform magic. His most famous appearance was on stage with the show Penn and Teller "Fool Us" where he successfully fooled magicians Penn and Teller.We talk about how great magicians are really leading their audience through a story much like salespeople are. At it's core magic is a performance art that exists in the mind of the viewer and you'll learn a lot of same techniques that Adam uses to draw people in to him can apply when you're influencing change.Key Takeaways by Time! How Adam got in to Magic. Or how it got into him (2:30)What is magic and how it's defined by the audiences mind (6:11)Disconnecting from reality that allows people to realize what they know to be true doesn't necessarily have to be true. That's a powerful thing you can give to help people grow (8:42)How do you find your creativity? (11:47)Magic as a journey. Not telling but the experience (16:00)Magic, Sales, and Tricks. You're showing someone to a door to help them see what's on the other side. (28:21)Connect with AdamInstagramHis websiteLinkedIN: Connect with Us!LinkedIN: Website:

Summary:This is a little shorter one this week but you get to meet Evan Carlton. His parents knew he'd be destined for a career in sales when he started a business up selling kids in his cafeteria for extra lunch tickets. So he's had to talk his way out of the principals office at times. That same skill has helped him develop a really successful career as a Sales Development rep in Silicon Valley. He's also grown sales development teams and now trains sales development reps.Key Takeaways by Time! Evan's definition of sales (3:30)Story of selling in his elementary school cafeteria and how those skills serve him well now. (8:24)What are people with great sales instincts doing? (15:18)The one trait that any persuasive person has (21:48)Connect with EvanLinkedIN: Connect with Us!LinkedIN: Website:

Have you ever wondered how to be inspiring? Why are we drawn to inspirational people and what about them makes us inspired to create change in our own lives.Erik isn't a trained sales person but people are drawn to him because of his inspiring story and I wanted to dig into the concept of inspiration and also accepting people and opportunities for who and what they are.Erik Eklund is a corporate leadership speaker and founder of Connecting Humans. He speaks to crowds to encourage them to do what they believe it and not to judge each other due to our differences.He looks different than most people from Sweden. That's because his parents adopted him from Columbia where he was found by a man on the doorstep of a church.He doesn't set out to be inspiring, he sets out to be honest and share what he believes in. He'll help you find the things in your life that might be inspiring to others. You'll also learn a mindset that will help you not only sell like a human but you'll find inspiration from your own story and connect with humans because of it.Key Takeaways by Time! Erik's Values in life (trust, care, purpose, joy) - 4:30Story about adaptin to different cultures 6:54Importance of the concept of acceptance 15:45How to be inspiring to others - 25:17Connect with Erik:LinkedIN: Connect with Us!LinkedIN: Website:

Summary:Alison can always be spotted by her pink blazer and her truly effervescent personality. She's passionate about simplifying sales and trains entrepreneurs in the UK on the necessary sales skills of a business owner. She's an author and a TEDEX speaker that frequently teaches on sales concepts that can be universally applied.You'll find out how she overcame dyslexia to become successful in sales. How to adapt your sales approach to appeal to people that may not look or think like you. And you'll understand how when people come to ideas themselves, that's really the biggest key to sales.Key Takeaways by Time! Why customer service and sales are really the same thing. (6:00)Why most people make sales complicated. (9:47)What does she describe is the magical dance of sales? (10:02)Sales is about a WE THING (15:04)What's one thing that can only hapen to you? Story of her walking into 10 Downing Street! (36:04)ResourcesThe Chimp Paradox - Dr. Steve PetersConnect with AlisonLinkedIN: Connect with Us!LinkedIN: Website:

Summary:If you've ever caught even a few minutes of the award winning TV series "Shark Tank", where entrepreneurs are seeking investment from the likes of Mark Cuban, Daymon John, Barbara Corcoran, Kevin O'Leary, and Robert Herjavec, then you know how nerve racking it can be and you see how there's only a short amount of time to get people to buy in to you. Meghan Reilly and her sister Sarah Nuse pitched the Sharks on their franchise dance business and they did extensive research on them. In this episode, you'll learn from a business owner how she distinguishes her business on personal impact, how to get people to buy in to you quickly, and the definition of what action really means. All from the perspective of a successful entrepreneur.Key Takeaways by Time! What makes her business unique. Why the world needs Tippi Toes "It's not about teaching kids to point. It's giving them confidence, showing them that making new friends, and staying active is fun. (7:44)The foundation of what they get to teach kids. (9:30)Why do Shark's buy? Why did they land a deal? (17:50)About being self aware. How to do it? "Put your blinders on and quit looking at other people" (21:24)Defining the word action. How do entrepeneurs define action? (3:41)Connect with MeghanLinkedIN: Connect with Us!LinkedIN: Website:

SummaryHave you sometimes wondered how people deploy an ability to sell really well throughout all aspects of their lives? In this episode, Rana Kordahi comes on to break down this concept. Rana runs a few different businesses teaching people sales skills. In Australia, she heads up a business to help unemployed people break into the workforce by selling themselves and teaches sales to people who have no formal background in the sales profession. She is also a powerhouse on LinkedIN, with over 40,000 followers, she has connected with people around the globe by being curious, kind, giving, and providing value. Our discussion dives into how sales can show up in all areas of your life and how you can apply sales frameworks to your interactions with all people.Key Takeaways by Time! Using frameworks of her sales coaching throughout life (8:43)How selling can change the course of your life and make the world better (10:27)Story of her family getting sent back from Cyprus where sales skills may have helped (11:28)Not everyone has time to be your best friend, concentrate on instincts on cultivating relationships (23:20)Resources:Rana's TED EX Talk6 Tips on Dealing With Rejection in Selling, Medium - 2018Connect with Rana!LinkedIN: Connect with Us!LinkedIN: Website:

Brief summary of show:Think back on great managers you've worked for. They were probably people that would influence you to follow them wherever they went or you kept in touch with them as you've moved jobs. That's Taylor Howard. She's a Retail Operations Manager for H and M and she will teach you subtle ways to build influence. We talk about how she intently tries to learn about people on her team and strategies on growing influence without specifically trying for it. Influence will sell people on you over the longterm and Taylor is a great example of how! She sure influenced me to ask her to come on!Key Takeaways by Time! Story of her moving from Wisconsin to LA to become an actress (3:08)The people you influence the most might never tell you. Really moving story from her career (7:30)What excites her about leadership (14:37)How she sells teammates ideas to exec leadership (21:11)Story of how she inspired her team by challenging their future goals (25:17)Something that could only happen to Taylor (33:12)Connect with Taylor!LinkedIN: Connect with Us!LinkedIN: Website:

Quick summary:Denis Champagne's bubbly last name describes him well. He's built a 35 year career in professional sales on a foundation of integrity, enthusiasm, and persistence. His journey in sales is also rooted in his faith in Buddhism. In this episode, you'll learn how his Buddhist practice has helped him connect on a human level with executives. You'll also hear how Denis came back from life crushing personal events to lead a call center, start a sales coaching business, and lecture to MBA students on principles of sales.  Key Takeaways by Time! 3:30 - 2 Values That Make Up Denis5:06 - Why enthusiastic people don't always have to jump up and down6:40 - Importance of Mental and physical posture.18:38 - How has Buddhism framed his approach to sales.21:20 - Zig Ziglar quote - You can't be one type of person and another type of sales person. You are who you are.25:30 - Look from inside you if you can't go outside. Virtue is inside of you.26:16 - Create pillars of discipline in your life. Build on them.Connect with Denis!LinkedINConnect with Us!LinkedIN: Website:

Quick summary:Joe Kwon will say he's not a sales guy, he's a human connection guy. He's a Global privacy attorney for KPMG and he's also made a career writing books and producing content on human connections and most recently on charisma.This one really focuses on the dynamics of what human connections are all about at their core. We also discuss the myths behind the concept of charisma and how we can all unlock the charisma that we're all capable of. Even if you think you're not that charismatic of a person. It can even help those that may think of themselves as ultra charismatic to be more thoughtful on the concept of charisma.Key Takeaways by Time! How we both define value (7:41)Concept of Human Connection As Gears (8:30)Two things you can apply to never buy another self help book. (11:03)How you compare you past, present, and future stories to grow (18:48)Applying Principles from Never Split the Difference and Ego, AUthority, Failure (27:10)The Most Human Email Subject Line Ever (31:24)Resources:YouTube channel: https://www.youtube.com/channel/UCmSC7_veHdshx5Y8ukZHQgQ Learn Forbes article on Charisma https://www.forbes.com/sites/amyblaschka/2019/10/22/research-says-this-is-how-to-become-a-more-charismatic-leader/#8b472a6df41d Unlock Your Charisma: https://www.amazon.com/dp/B07WGBJ9T3/ref=sr_1_1?keywords=unlock+your+charisma&qid=1565689488&s=gateway&sr=8-1Unlock Your Charisma available on Audible https://www.audible.com/pd/B0889YVCMM/?source_code=AUDFPWS0223189MWT-BK-ACX0-195466&ref=acx_bty_BK_ACX0_195466_rh_us   Unlock Your Executive Presence: https://www.amazon.com/Unlock-Your-Executive-Presence-Feel-ebook/dp/B088DQQCWN/ref=mp_s_a_1_2?dchild=1&keywords=unlock+your+executive+presence&qid=1589218836&sr=8-2 Listen “Why It Works” podcast: www.patreon.com/whyitworks "The BIG LIE" podcast: www.joekwonjoe.com/biglieConnect with Joe! Email: [email protected] Twitter: @cnxcounselor LinkedIn: linkedin.com/in/joekwonjoe Website: www.connectioncounselor.com Free guides: www.connectioncounser.com/freestuff Connect with Us!LinkedIN: Website:

Brief summary of show:Chris is a master story teller. He doesn't just craft a good story, he's passionate about helping other people discover their own unique story. He's a full time B2B Sales person and he's also a coach with The Sales Rebellion. He's authored a book to help anyone look deeply at their lives and own their own Story. He goes to some deep places on this podcast to help us all unlock our stories we haven't told, use our vulnerability as a super power, and create a space for people to become vulnerable with you.Key Takeaways by Time! How we reflect on the superpowers inside of us (2:28)What's the story that people will tell about Chris Watson long from now when you're not here? (5:27)Why the word potential is a myth (11:03)How you compare you past, present, and future stories to grow (15:52)How do you penetrate people who have their guards up? (20:00)The Power of community (23:15)Resources:"Culture Code" by Dan CoyleEarn Your Story - Chris Watson - AmazonConnect with Chris!LinkedIN: Connect with Us!LinkedIN: Website:

Brief summary of show:A nurse is someone that makes connections with people every day and they can teach us al ot about little ways to understand people. Stephanie Kershner works at a hospital in Pennsylvania as an RN in Interventional Radiology and she's also worked as a trauma ICU nurse.This episode she goes into how she helps change the dynamic when someone may not initially want to work with you. She discusses what she does with patients and doctors to build trust in her. We can all learn from her experience and selfless purpose!Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do itTaking interactions and finding commonalities (2:52)Find ways to show people they matter. Even little ways to show people, I see you, it matter (6:47)Overcoming roadblocks when people make assumptions about you. (10:41)If you know something, you have to be willing to say something. That has to come with being humble. (19:07)Resources:If you want to show some Gratitude to a nurse, buy them a cup of coffee with Stephanie's campaign:Link: https://www.instagram.com/sbkershner/Connect with Stephanie!InstagramConnect with Us!LinkedIN: Website: