In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity.

Join us in this week's insightful conversation with Brain, where we delve into the art of influencing people for success in sales and beyond. Discover the principles of influence, such as liking, reciprocity, authority, social proof, commitment and consistency, and scarcity. Gain insight on building stronger relationships and achieving greater sales success.

Timestamp:

0:12 Influencing people, focusing on liking and knowing the person.

4:23 Principles of influence, including liking, reciprocity, authority, and social proof.

9:45 How to establish authority and expertise in sales through storytelling and credibility-building strategies.

13:22 Building trust and credibility in business through likability, self-orientation, and reframing.

18:13 Sales psychology and principles with Brian Ahearn.

Key takeaways

• Influence is a natural part of human interaction, and understanding how to effectively communicate can make a significant difference in getting others to say yes.

• Building relationships and genuinely liking the people you are trying to influence is the foundation for successful persuasion.

• Reciprocity is a powerful principle of influence, and giving back to others can create a sense of obligation and increase the likelihood of them saying yes.

• Authority and social proof are important factors in influencing others. Demonstrating expertise and providing examples of others who have benefited from your solution can increase trust and credibility.

• The principle of commitment and consistency highlights the importance of asking questions rather than telling people what to do. By getting others to commit to small actions, they are more likely to follow through and say yes to larger requests.

• Scarcity can create a sense of urgency and increase the perceived value of what you are offering. Highlighting what someone might lose by not taking action can be more persuasive than focusing on what they might gain.

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In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members, individuals can alleviate the pressure often associated with sales targets and deadlines.

Join us this week for an enlightening discussion with Elle Ingalls as she shares invaluable insights on succeeding in sales without the burden of stress. Elle underscores the significance of awareness and self-reflection in breaking the cycle of stress. By understanding their triggers and reactions, sales professionals can proactively implement strategies to mitigate stress and maintain optimal performance. Don't miss out on this essential conversation.

Timestamp

0:13 Reducing stress in sales with a special guest from Pressure Free Living.

1:09 Stress management and its misconceptions.

6:04 Stress response and its impact on sales performance.

10:34 Triggers for fight or flight response and its impact on body functions.

15:26 Managing stress and improving mental performance through self-awareness and training.

19:37 Productivity tools and mindset shifts for sales professionals.

23:58 Public speaking, stress management, and leadership.

29:36 Overcoming stage fright and achieving success in sales.

Key Takeaways

• Stress is not the stressors themselves, but the triggering of the fight or flight stress response and the release of stress hormones.

• Relaxing the abs can signal to the brain that you are safe and help prevent the release of stress hormones.

• Smiling can release neuropeptides that support positive neurotransmitters and help manage stress at the moment.

• Shifting from a mindset of competition to one of contribution can create a more relaxed and receptive environment in sales.

• Developing awareness of triggers and using tools to prevent and manage stress can lead to increased productivity, improved communication, and a better quality of life.

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In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature.

Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset. By addressing these aspects early on, salespeople mitigate the risk of encountering sticker shock later in the negotiation phase while ensuring alignment between their offerings and the prospect's expectations.

Join us this week for an enlightening discussion with Scott Bliss as he shares invaluable insights on avoiding ghosting in sales. Don't miss out on this essential conversation.

Timestamp

0:14 Prospecting in 2024 with Tom Nation from Sandler UK.

1:21 Prospecting strategies for 2024.

6:51 Prospecting and Assertiveness in Sales.

14:57 Sales prospecting, automation, and cadence.

20:31 Using automation in sales while avoiding spammy messages.

23:30 Prospecting strategies and tools for sales success.

29:53 Sales techniques, mindset, and personal development.

Key Takeaways

• Lack of identifying the prospect's pain or gap in their current situation can lead to being ghosted. Salespeople should focus on understanding the prospect's true needs and problems before presenting a solution.

• Avoid sticker shock by discussing budget and investment conversations early on. By having open conversations about pricing and investment parameters, salespeople can align their solutions with the prospect's expectations.

• Understand the prospect's decision-making process and who is involved. By knowing the decision-makers and their timeline, salespeople can avoid being left in the dark and increase their chances of closing the deal.

• Use questioning strategies, third-party stories, and the curiosity curve to engage prospects and build trust. Salespeople should focus on asking meaningful questions and sharing stories of how they have helped others in similar situations.

• Embrace the Sandler rule of "no" as the second-best answer. Salespeople should not be afraid of hearing a "no" early on in the sales proc

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This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles.

Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM endeavors, advocating for the activation of existing customer bases, and leveraging triggers to engage potential clients. Additionally, he addresses prevalent misconceptions and pitfalls encountered in ABM execution, enriching listeners with insights garnered from his extensive experience in the field.

Don't miss out on this enlightening episode, where Mason Crosby navigates the landscape of account-based marketing, equipping businesses with the tools to tailor their marketing and sales efforts effectively.

Timestamp

0:12 Account-based management (ABM) strategies for sales success.

1:09 Account Based Marketing for B2B sales.

4:35 Common mistakes in implementing Account Based Marketing.

8:46 ABM strategy and its implementation.

15:14Using data to target B2B leads with ABM.

20:03 Using triggers and data to personalize sales outreach.

24:45 Using existing data to target potential clients.

29:09ABM strategies and growth with Mason Crosby.

Key Takeaways

• Account-based marketing (ABM) is a B2B growth strategy that aligns marketing and sales efforts around a set of shared target accounts.

• ABM is most effective for B2B companies with a higher average contract value, a dedicated sales team, and a longer sales cycle.

• Starting ABM with existing customers can be a great way to prove the model and generate results.

• The four key elements of ABM are data (identifying target accounts and reasons to reach out), distribution (choosing the right channels to engage prospects), destination (where to direct prospects), and direction (tracking engagement to determine if prospects are moving closer or further away).

• ABM can be implemented in a scrappy and cost-effective manner, starting with one trigger, one channel, and one piece of content.

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In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape.

Throughout the conversation, Tom sheds light on the optimal behaviors and cadence for prospecting, stressing the importance of striking a balance between persistence and respect for the prospect's time and preferences. Moreover, he explores the role of automation in streamlining the prospecting process, while cautioning against the pitfalls of impersonal, spam-like messages.

Join us for an insightful exploration where Tom offers invaluable insights and actionable strategies for sales professionals aiming to excel in prospecting amidst the ever-evolving digital landscape of 2024.

Timestamps

0:14 Prospecting in 2024 with Tom Nation from Sandler UK.

1:21 Prospecting strategies for 2024.

6:51 Prospecting and Assertiveness in Sales.

14:57 Sales prospecting, automation, and cadence.

20:31 Using automation in sales while avoiding spammy messages.

23:30 Prospecting strategies and tools for sales success.

29:53 Sales techniques, mindset, and personal development.

Key Takeaways

• Building a prospecting plan and consistently following through with daily and weekly actions is crucial for success.

• A multi-channel approach to outreach, including cold calling, email, networking, and more, is necessary to reach prospects effectively.

• Personalization and finding relevant triggers for engagement are key to standing out and building meaningful connections with prospects.

• Automation tools like HubSpot and ZoomInfo can help streamline prospecting efforts and manage relationships with prospects.

• Setting aside dedicated time for prospecting and blocking it off in your calendar can help maintain focus and consistency.

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This week, join host Mike Montague as he engages in a compelling conversation with Steve Spiro, renowned as the Master Connector, unraveling the secrets to transcending the digital barrier and fostering genuine virtual connections. Through this enlightening dialogue, they delve into the nuances of navigating online interactions, underscored by the essence of authenticity and value addition.

Steve's insights illuminate the path towards building profound connections, whether in the virtual realm or face-to-face, emphasizing a selfless approach and embracing vulnerability as a catalyst for forging enduring relationships. Their exchange also delves into the pivotal role of content creation in fostering connections and explores the significance of networking groups and referrals in amplifying outreach.

Join us this week as host Mike Montague engages in a compelling conversation with Steve Spiro, the Master Connector, unlocking the secrets to genuine virtual connections. Delve into the essence of authenticity, value addition, and the pivotal role of content creation.

Timestamps

00:00:09 - Introduction to the topic of breaking through the digital barrier

00:04:48 - Importance of connecting through conversations and adding value

00:10:10 - Importance of showing genuine interest in others' stories

00:12:06 - Starting a conversation with honesty and vulnerability breaks barriers

00:17:02 - Making connections everywhere, even in everyday situations

00:21:09 - The concept of sowing and reaping in building connections

00:22:14 - Having a clear path for prospects and finding value in non-prospects

00:25:03 - Sharing links to content, and books, and inviting non-prospects to be on the show

00:29:08 - Overcoming adversity and having the grit to keep going

00:33:30 - Recommendation to read "The Tao of a Master Connector

Key takeaways

• Breaking through the digital barrier requires authenticity, being others-focused, and adding value to the conversation.

• Genuine connections are built by being vulnerable and sharing personal stories and experiences.

• Connecting with others online involves reaching out for phone calls rather than just accepting connection requests.

• Regularly putting out valuable content helps establish credibility and attracts meaningful connections.

• Offering to make introductions, inviting people to networking groups, and sharing resources are effective ways to add value and deepen connections.

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This week, tune in as Dr. Courtney McCaslin delves into the intricacies of building the sales force of the future. Dr. McCaslin underscores the critical balance between leveraging technology and data while understanding human psychology and behavior in sales. In this enlightening discussion, she emphasizes that while natural talents hold significance in sales, competencies and skills are paramount in driving success. The episode also touches upon the significance of personalized learning journeys for salespeople. Aligning individual talents and competencies with the broader business strategy is emphasized as a means to maximize sales effectiveness. Dr. McCaslin advocates for tailored training and coaching to address skill gaps, thereby unlocking the full potential of sales teams.

Furthermore, the discussion delves into the art and science of selling, emphasizing the importance of specific behaviors and competencies in driving consistent sales performance. While natural talents are valuable, the focus on developing both natural abilities and learned skills is highlighted as essential for constructing a robust sales force.

Join us for an insightful exploration into the evolving landscape of sales leadership and the actionable strategies necessary to build a dynamic and high-performing sales force. Don't miss out on this opportunity to elevate your understanding of sales effectiveness and drive sustainable business growth.

Timestamps

00:00 - Intro, balancing tech/psych, natural vs learned skills

03:13 - Understanding talents, coaching to strengths

06:18 - Using tech, comparing coaching styles

09:05 - Practice, role-play, winning via talent

12:17 - Inspiring excellence, traits/competencies/talents

15:04 - Leveraging talents, applying skills strategically

18:12 - Aligning team, individualized learning

21:31 - Octus impact, managing communication intensity

24:21 - Seizing opportunities in sales

25:19 - Navigating change, contact info

Key takeaways

• Selling combines art and science, demanding a blend of innate abilities and learned skills for success in today's market.

• Balancing natural talents with skill development is crucial for effective sales.

• Sales leaders must understand their team members deeply to provide tailored guidance and motivation.

• Tools like Octus IQ offer real-time insights, aiding sales teams in making informed decisions and navigating complex sales cycles.

• Personalized learning journeys sustain high sales performance by addressing skill gaps and leveraging natural talents through customized training and coaching.

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This week, elevate your nonprofit leadership with insights from Mike Kenny. Discover the essential behaviors and strategies necessary for running a nonprofit like a successful business. Mike underscores the importance of confidence in the mission, effective goal setting, and marketing the organization's value to donors. Drawing from his military experience, he emphasizes the significance of adopting a business mindset to drive sustainable impact.

Explore the parallels between the Sandler sales methodology and the strategies employed by Warrior's Ascent, gaining valuable insights into maximizing nonprofit effectiveness. Learn why self-care is imperative for individuals to thrive and make a positive difference, and how embracing failure as a learning opportunity fuels growth.

Join us for an enlightening discussion on transforming nonprofit leadership through strategic thinking and actionable practices. Don't miss this chance to strengthen your organization's mission and impact!

Timestamps:

00:00:00 Nonprofit growth and mission with Warriors Ascent founder Mike Kenny

00:01:16 Nonprofit sustainability and mission alignment.

00:09:46 Self-care, personal growth, and overcoming comfort zones.

00:14:34 Nonprofit growth strategies and Sandler techniques.

00:19:21 Nonprofit management and success.

00:23:38 Overcoming failures and building resilience.

00:30:55 Overcoming struggles through group support and creative solutions.

Key Highlights:

• Nonprofits need to focus on both their mission and building structures for sustainability and growth, similar to running a business.

• Setting clear goals, short-term and long-term, is crucial. Tracking progress helps measure success and make necessary adjustments.

• Failure is an opportunity for growth. Nonprofits should embrace it, learn from it, and seek help when needed.

• Nonprofits should adopt a mindset of success, showing their ability to deliver tangible outcomes to attract support.

• Nonprofits must prioritize their growth and development through goal setting, planning, and tracking progress.

• Establishing clear expectations upfront in meetings fosters transparency and alignment.

• Nonprofits must communicate their impact, outcomes, and use of donor funds transparently to build trust and retain support.

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