For over two years sales professionals have faced video cameras to interact with prospects and clients. Marcus Sheridan , co-author of The Visual Sale , has watched over 1,000 recordings of these sales calls. What he shares with us today may surprise you. In this conversation, you'll discover three things not to do during virtual sales meetings. You'll also leave with practical ideas to use video to build trust and enhance your sales results! Sales Professionals: It's time to look in the mirror ...
Apr 23, 2022•33 min•Ep. 266
Want to become a better leader? Whether your job title is sales leader or sales professional we are all leaders who model the change we want to see in the world. This conversation with John Spence , a world-renowned leadership coach, distills decades of experience with some of the world's preeminent organizations into practical ways to become leaders that others will want to follow. This conversation is packed with inspirational and actionable ideas. You're going to want to grab a notepad and pu...
Apr 16, 2022•31 min•Ep. 265
Whether you are new to the sales profession or a seasoned veteran of sales you're going to appreciate the perspective and stories of today's guest. Zach Mathews is the author of Climbing Your Self-Discipline Tree: The Three Stages Essential for Accomplishing Any Goal . Having just turned 30, Zach reflects back on what he learned over the past decade. You'll discover strategies for self-discipline that will help you no matter where you are on your sales journey. Are you a sales leader? We want to...
Apr 09, 2022•33 min•Ep. 264
There is a common misconception that being good at sales necessitates aggressive closing or finding ways to effectively bring in clients. Think again! Our guest, Jim Doyle is the author of Selling with a Servant Heart: Ten Lessons on the Path to Joy and Increased Income . He explains how the best sellers have a commitment to their customers that goes way beyond being customer-focused. Servant Heart Sellers are obsessed with making sure the products they sell make a difference for their customers...
Apr 02, 2022•33 min•Ep. 263
Need to build trust, establish relationships, and communicate value? Today's guest, Collin Mitchell , believes that sales professionals should consider podcasting as a way to accomplish these three objectives and more. In this interesting conversation with Collin, you'll discover how sales professionals can enhance both their personal brand and their network through podcasting. You'll learn about different types of podcasts. We also talk to sales leaders who may be skeptical about this being a g...
Mar 26, 2022•31 min•Ep. 262
Complacency is the silent killer of sales and sales teams. Today we're joined by Len Herstein , the author of Be Vigilant!: Strategies to Stop Complacency, Improve Performance, and Safeguard Success . You'll learn the true definition of complacency--it's not what you think. Len shares the telltale signs of complacency for both sales reps and sales leaders. Then you'll learn how to be vigilant. Do you like the Selling From the Heart Podcast? We'd love to hear your ideas to make it even better. Vi...
Mar 19, 2022•32 min•Ep. 261
What do top athletes, astronauts, Nobel-prize winners, and top executives do that allows them to perform at the highest level? Ruth Gotian , author of The Success Factor , wanted to find out. Her journey led her to discover the four attributes that they had in common. You're going to learn about these key characteristics and more in this inspirational conversation. Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at ...
Mar 12, 2022•34 min•Ep. 260
In today's world of supply chain issues and price increases, sales professionals can easily find themselves stuck in a cave that paralyzes their success. Today's guest, Val Ries , knows what that's like. As the author of Chief Inspiration Officer: How to Lead the Team Everyone Wants to Be On , she helps sales leaders inspire their teams, getting them out of the CAVE and into the CRAVE. Wonder what that means? Listen to this episode and prepare to be inspired! Do you like the Selling From the Hea...
Mar 05, 2022•35 min•Ep. 259
What does authenticity look like in leadership and sales? Former basketball coach and host of The Athletics of Business Podcast , Ed Molito r joins us today for a deep conversation about authentic leadership. The stories Ed shares will inspire you while challenging you to your core. Get ready to enjoy this conversation! Check out Ed's book, Growing Through (Not Just Going Through) Crisis . Got sales challenges? Mastermind solutions to your problems with a group of like-hearted sales professional...
Feb 26, 2022•34 min•Ep. 258
In a tight job market where sales professionals are hard to find, many companies are realizing that the key to success is to create a healthy sales culture. Our friend, Bill Zipp , author of The Ultimate Sales Manager Playbook , believes that healthy sales cultures should be the top priority of sales leaders. We talk about the problem with continuing to push the "More" button with sales teams. Bill offers a powerful alternative, casting a compelling vision for a healthy culture that coaches sale...
Feb 19, 2022•32 min•Ep. 257
It's no secret that we are in tough times. Today's guest, Paul Reilly , coaches us through practical skills to develop resilience. He shares powerful ideas from his book, Selling Through Tough Times . You're going to want to take some notes in this session to capture some key ideas that you can put to work right away to build your resilience. Check out Paul's 30-day Tough Timer Challenge at https://www.toughtimer.com Would you like to be a part of a community of like-hearted sales professionals?...
Feb 12, 2022•33 min•Ep. 256
Stress and burnout are real things for high-performance sales professionals. Our guest, Brandon Fluharty knows the effects all too well. As a high-performance sales rep in the seven-figure club, Brandon found himself stressed to the point of landing in the hospital. He learned how to prioritize health over hustle. He shares how he now achieves top results with less stress. Whether you are a sales professional or sales leader, you're going to want to grab a notepad for this conversation. It's pac...
Feb 05, 2022•33 min•Ep. 255
Whether you are a sales leader or a sales professional, you are going to appreciate the leadership, coaching, and personal development ideas we discuss with our friend, Rob Jeppsen . He shares why it's critical to connect before you correct. This applies to sales and leadership. You'll learn about the power of coaching and how you can develop as a leader. Get a pen and a notepad out and get ready to learn! Would you like to be a part of a community of like-hearted sales professionals? Learn more...
Jan 29, 2022•33 min•Ep. 254
Back by popular demand, Tia Graham , author of Be a Happy Leader , joins us to explain why happiness is a non-negotiable in sales. She shares research that demonstrates that cultivating happiness drives results. And, she also shows how unhappiness crushes sales. As we think about the topic of stress and sales, Tia Gives us practical action items we can use to build in recovery and maximize our happiness. You're going to love this conversation! Would you like to be a part of a community of like-h...
Jan 22, 2022•35 min•Ep. 253
Are you stressed out? In this dynamic environment of rapid change, added pressures within the sales world are leading to high levels of stress. Unfortunately, most of the traditional advice around handling stress is not enough for salespeople. While exercise, going for a walk and getting in nature are good ideas, the reality is that it takes more than that for salespeople to alleviate stress. It takes an approach that addresses both the head and the heart. Today's guest, Tim Ohai , discusses the...
Jan 15, 2022•37 min•Ep. 252
How can you get Unbusy in your Sales Career? Today's guest, Dr. Garland Vance , author of the book, Gettin' (Un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace (which Forbes named as one of the seven books everyone on your team should read) coaches us on how to live a full life with significance and success and not a life overflowing of movement but not progress. Learn the 5 steps on how to become a little (Un)Busy and discover your purpose. Want 2022 to be your bes...
Jan 08, 2022•36 min•Ep. 251
Buyers buy because of emotion and rationalize their decision later. Jeffrey Gitomer challenges us to bring emotion into the sales process. He says that the most important thing that we can accomplish is for our prospects and clients to like us. When we get customers, we get a sale. When we build friends we establish a lifetime of success that is both financially rewarding and fulfilling. Jeffrey coaches us on how to bring more emotion to the sales process. Want 2022 to be your best year yet? Joi...
Jan 01, 2022•36 min•Ep. 250
What if setbacks, challenges, and discomfort were the key to developing the mental muscles of courage and belief? Our guest, Mike Pierce , aka. Antarctic Mike , shares what he learned while training for a marathon and an ultra-marathon which he ran in the Antarctic. Mike shares powerful and practical ideas that will have you laughing while challenging you to the core. Prepare to be inspired! Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Sell...
Dec 25, 2021•35 min•Ep. 249
Do you believe in yourself as a sales professional? Our guest, Catherine Brown , discovered that one of the core attributes of sales success is how much we believe in ourselves. She's the author of How Good Humans Sell . She believes learning a reliable sales process is only half of the success equation. The other half is about us, the sellers—our individual values, habits, beliefs, and goals. You're going to enjoy this conversation with Catherine! You can access the resources Catherine refers t...
Dec 18, 2021•30 min•Ep. 248
Do your clients and prospects know how much you care? Our friend, Jonathan Darling , believes that the key to winning the hearts and minds of our prospects, clients, coworkers, and direct reports is to lead with love. The type of love he's talking about is more than a feeling, it's actions that make a difference. Jonathan coaches us on how to create micro-moments that matter. At the end of this episode, we refer to the Selling From the Heart Self Reflection Journal. You can get your free copy by...
Dec 11, 2021•34 min•Ep. 247
To sell from the heart you need a network of authentic relationships. How do you develop and nurture authentic relationships? Our friend, Adrian Chenault , founder of Contact Mapping , is here to share how he develops and sustains relationships. He coaches us on the importance of aligning our heads and our heart. He also shares how he nurtures authentic relationships. You're going to get a lot out of this episode! Would you like to be a part of a community of like-hearted sales professionals? Le...
Dec 04, 2021•34 min•Ep. 246
The true secret to success in sales is caring. We couldn't agree more with our guest today, Mareo McCracken . He believes those who care the most, sell the most. He joins us to talk about his new book, Really Care For Them . In this episode, we discuss how to escape adversarial, competitive, self-destructive sales behavior by developing a collaborative, trust-based approach to selling in a way that builds value and trust. We also end by talking about how to create your creed! Would you like to b...
Nov 27, 2021•33 min•Ep. 245
With LinkedIn getting to celebrate the 20th anniversary of its conception in Reid Hoffman's living room in 2002, we thought it would be fun to reflect on social and look forward to what's next regarding social and sales. Our friend and social sales expert, Bill McCormick brings a fresh perspective. He's the Chief Sales Officer at Social Sales Link . We'll discuss what autheniticity looks like on social platforms. We'll explore the difference between prospects and people. Stay tuned at the end fo...
Nov 20, 2021•35 min•Ep. 244
While a Vice President at Salesforce , David Priemer had an epiphany: the very sales tactics his team was using were not working on him. This led him on a journey that resulted in the book, Sell the Way You Buy . In this episode, we talk with David about the importance of empathy. We explore ways to build empathy skills. You can access resources related to this conversation at www.cerebralselling.com . David Priemer is widely recognized as a thought leader in the area of sales and sales leadersh...
Nov 13, 2021•35 min•Ep. 243
Do you want your clients and prospects to see you as a trusted advisor? Charlie Green , author of Trust-Based Selling and co-author of Trusted Advisor shares how we can build trust with prospects and clients. He shares the trust equation and coaches us on the key areas of focus to build trust. We also explore the difference between the trustor and the trustee, allowing us to understand where trust issues can be found and solved. Would you like to be a part of a community of like-hearted sales pr...
Nov 06, 2021•34 min•Ep. 242
We can all agree that the world can feel very negative--especially in the sales profession where we hear "no" more than "yes." Dr. Joey Faucette is the author of several books including Work Positive in a Negative World . He coaches us on how to bring a positive mindset to sales. We'll discuss practical strategies we can use to be beacons of hope in a negative environment. We also explore how sales professionals can integrate best practices from coaching to drive new levels of trust and success....
Oct 30, 2021•38 min•Ep. 241
What's the number one killer of sales professionals and the saboteur of sales success? Call reluctance! Today's guest. Connie Kadansky , the founder of Exceptional Sales Performance , has identified 16 different types of call reluctance. In our conversation, she shares the most common types and gives a practical prescription that you can put to work to put all reluctance to an end. During the episode, Connie refers to some practical tools on her website which you can access here . Did you miss t...
Oct 23, 2021•31 min•Ep. 240
Let's face it, much of our sales career going forward will be lived through the lens of a camera. The way we show up (or don't show up) on screen is now a key driver in our ability to build trust. That's why we're excited to talk with sales expert, Julie Hansen , about her new book, Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams. She coaches us on how to engage through the camera. You'll learn about the dangers of RBF (not what you think) and how to ov...
Oct 16, 2021•35 min•Ep. 239
How are you enabling your sales team to succeed in this dynamic environment? We're joined today by members of the Abbott Labs sales enablement and sales leadership teams for a practical discussion about what sales reps need to succeed. We'll explore how sales enablement teams can help empower soft skills. You'll also hear about high leverage initiatives sales enablement leaders can employ to empower success. Did you miss the 2021 Trust Building Challenge? You can catch the recordings of these po...
Oct 09, 2021•36 min•Ep. 238
As we head into Q4 we need to be on top of our game. It's important that we don't neglect personal development. To help us, we've pulled in a dynamic panel of our friends Laura Brandao , Tasia Valenza , Michael Altshuler . In this session originally presented at the 2021 Authentic Selling Challenge , each of them shares how they grow as professionals. Make sure to listen to the end for a special gift from Michael. Make sure to register for the 2021 Trust Building Challenge ! Join an incredible f...
Oct 02, 2021•41 min•Ep. 237
