Authentic Sales Leader

Authentic Sales Leader

By Amarpreet KalkatBusinessMarketingManagement
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Authentic Sales Leader episodes

  • Authentic Sales Leader Carson Heady on becoming the hero-maker instead of the hero

    Carson Heady is the Sales Director at Microsoft , an 8X CEO Award Winner, and a Best-Selling Author.


    Being consistently ranked among the Top 20 Sales Gurus in the world is a testament to Carson's unrivaled expertise and influence in the sales industry. His impact extends to the realm of digital platforms as well, as he is ranked in the Top 50 Sales Authors on LinkedIn. 

    Carson Heady: On what does it mean to be an Authentic Sales Leader

    'It's being human, it's meeting people where they are. It's really understanding how do I build this foundation of trust and transparency with my team? I think where I've been able to help teams is letting them know through wins and often losses how I've gotten the experience that can help them see around corners. So authentic leadership is really all about meeting people where they are staying at the pulse of your team, understanding what matters to them and what makes them tick, being human and not feeling this compulsion to be the hero. You're the hero maker now. And so I think those are the principles that are really key to me."



    Carson Heady: On Social Selling

    “You and I have talked many, many times about the value that I've gotten out of social selling, using all of the tools possible at your disposal. A lot of them being LinkedIn tools like Humantic AI, other tools that create and nurture relationships based on arming yourself with intel, but also helping, you know, who do I reach out to? Who are the influencers? Who are the movers and shakers, and also who influences them. Because I can't control who's going to respond to me. I got to figure out, okay, what matters to these people? How can I deliver value from my unique position? And then I'm very diligent, I'm very responsive, very communicative. And it's all about winning the business for them so that they see the value in what you bring.”



    Carson Heady: On how selling has evolved

    “The ecosystem looks so different. You are negligent if you're not evolving to incorporate and assimilate some of these new tools into your arsenal. Not all of them are going to work in every scenario. But I think that's why and this is going to be personal to you. You've got to go out and figure out what should be in your tool bag, what should be in your golf bag, what clubs are you taking out there to play. Those things are super important because it's all about intel. We have to arm ourselves with information.”


    Linkedin

    https://www.linkedin.com/in/carsonvheady/


    Twitter

    @cvheady007

    24 min
  • Jeff Kirchick on Authentic Selling in a world of Automation

    Jeff Kirchick is the VP of Sales at Able. He has not only led a YC startup to a triumphant exit but also excelled as a sought-after speaker, sales consultant, coach, and investor. With a passion for empowering individuals, Jeff is also the mastermind behind impactful online courses and the author of the enlightening book, "Authentic Selling: How to Use the Principles of Sales in Everyday Life."

    Going forward, Jeff will host the Authentic Sales Leader Podcast.

    This is an excerpt from his talk from Humantic AI's Masterclass series where Jeff discusses various topics including accountability, detachment, and vulnerability, and challenges the notion that the customer is always right.

    Jeff Kirchick: On what it means to be Authentic

    “The way that I'll define it here is to say to present an honest version of yourself. And the reason that I think those two are interchangeable is because you generally will present an honest version of yourself amongst people who you trust, which are often your close friends, family members, people that you have within your inner circle.”

    “Being good in sales is not about being liked. It's not about having fun with people. You have this idea that you're supposed to wine and dine with customers, and that that's what makes you a good salesperson. Or you need to be charismatic and outgoing. You need to tell funny jokes in the meeting. You need to be likable. And actually, it couldn't be further from the truth. And I'm not saying you should be unlikable, but certainly I would rather be unlikable and trustworthy than to be untrustworthy and likable.”

    Jeff Kirchick: On how accountability and authenticity are interrelated

    “I think accountability is really important because accountability is really another word for honesty. In a lot of ways, when we mess up at anything in our lives, we have an instinct to be inauthentic. And by inauthentic, I mean that we pretend that we didn't make a mistake. But taking accountability is actually the ultimate way to be authentic. It's a way of owning who you are. It's a way of owning the mistake you made. It's a way of showing the person that you'll be honest. Even in bad times, right? Not just in the good times. When you make mistakes, you will also be honest.”

    Jeff Kirchick: On why vulnerability is important in sales

    “I think vulnerability is key, not just in sales, but also in leadership, hiring, job interviews, all sorts of things. If you can be vulnerable with people and you can be honest about things that are difficult to talk about, people will open up to you. They will naturally want to help you, and they will naturally gravitate towards you.”

    “So I encourage vulnerability. I encourage leaders to be honest about the things that they struggle with, with their team, not just sit up there and act like they're perfect and they're good at everything. You will garner much more respect and attention when people relate to you.”


    Linkedin

    https://www.linkedin.com/in/jeffkirchick/ 


    Twitter

    https://twitter.com/JeffreyKirchick?s=20

    Check out his book
    Authentic Selling: How to Use the Principles of Sales in Everyday Life 
    https://www.amazon.in/Authentic-Selling-Principles-Sales-Everyday/dp/1735956902 

    12 min
  • AI in Sales: Amarpreet Kalkat, CEO of Humantic AI, speaks to Sales Leaders at Sandler Summit '23

    Amarpreet Kalkat is the founder and CEO at Humantic AI. He is obsessed about making software intelligent and humane. 


    This is an excerpt from his talk at The Sandler Summit 2023 in Orlando where prominent sales leaders from Sandler partners and franchisees were present. 


    In this episode, he talks about the role of technology and AI in the field of sales and how companies need to adapt to changing times or they die.


    Amarpreet Kalkat: On how AI is both an opportunity and a calamity

    “It is both. It's not just an opportunity. So let's not be all warm and fuzzy about AI. I want you to be, I mean, we sell AI, but I also want you to be Cognizant. That this is something that you have to take seriously and responsibly because it impacts your lives, the lives of our employees, customers, everyone.”


    Amarpreet Kalkat: On the impact of AI

    “On the other side, you see over here, it's been one of the biggest productivity enhancements that has happened in the last 20-30 years. You see here, from 1990, when the internet started, to 2010, 20 years, productivity almost went up by four times.”


    Amarpreet Kalkat: On two aspects of AI

    “You can fundamentally see AI put into two different buckets. One is replacive AI. This is the AI that replaces. It's going to come. Like I said, we have to prepare. It's not going to completely replace. It's going to change. Some jobs will go away, some people will be impacted, many new jobs will be created. And for some people it will seem like a calamity. Odds are those are the people who will not be opening up to AI. But the second part of AI is assistive AI, where AI essentially makes us better, more effective, more productive. I believe that it is a better starting point. So starting with assistive AI.”


    Linkedin

    https://www.linkedin.com/in/amarpreetkalkat/ 


    Twitter

    https://twitter.com/amarpreetkalkat 

    23 min
  • Authentic Sales Leader Adam Jay on helping people be the best versions of themselves

    Adam Jay is the CRO at Falkon and has been featured in the 2023 Demandbase Top 25 Sales Executive. 


    Growing up in Las Vegas, Adam’s dad was in sales, and it wasn't a career path he ever saw himself taking. In fact, he had a negative perception of sales. But as he got older, his mindset shifted and he found himself drawn to leadership roles in sales. Adam's passion for developing leaders led him to become a Sales Manager in Medical devices and eventually move into the technology industry. Find him on Linkedin- https://www.linkedin.com/in/adambjay/

    In this episode:

    Host Collin Mitchell and Authentic Sales Leader Adam Jay cover a range of topics pertaining to sales leadership and side hustles in this episode of the Authentic Sales Leader podcast. Some highlights:

    • Adam's perception of sales in his childhood
    • How Adam got into the world of sales
    • Importance of putting the right person in the right job 
    • How Adam brings the best out of his team
    • Adam's take on having multiple income streams


    Adam Jay: On how he got into sales

    "I was always that guy that said I was never going to get into sales leadership. Never going to get into sales. Both my parents were in sales.

    I got into Pharma, realized very quickly it's not real sales. Back then, going back 15 years ago, was like the creme de la creme sales job, which was medical device sales. And what I realized was I love selling. I still love selling and closing deals and being involved in deals."


    Adam Jay: On putting the right person in the right job v/s putting them in the role they want

    “I think it starts with what those initial conversations look like. And I'm very clear with BDRs or AEs that this linear path of BDR to Ae or BDR to BDR manager, AE to Manager, manager to director, director to VP, whoever drew that out on some piece of paper and said this is the path that you have to go on, was full of shit. Because it's not. And I think too many people want to get into leadership because they're told to get into leadership. And it's really understanding and helping people understand their strengths, where they can really excel and where they could have the biggest impact versus I need to focus on becoming a manager.”


    Adam Jay: On bringing the best out of his team

    “I have separate career development meetings with my team, everyone who starts on my team within a month, I build out a career development plan that I've taken with me, and iterated year over year to understand. Where do you want to go? One of the questions on there is literally, what's your crazy dream? Where do you see yourself long-term, whether it's here or anywhere? And you have to build that comfort that people are comfortable saying, hey, I'm not going to be here in five years. I don't want to be. I want to go open my own business or I want to go do whatever that's okay. Can I get the best out of you while you're here? And can I help you grow as a person and make you better so that when you leave, I've gotten everything out of you that I can, and I've given you everything that I could give you? Then, I'm a happy person.”


    23 min
  • Authentic Sales Leader Mark Kosoglow on bringing your whole self to the sales floor

    Mark Kosoglow was employee #1 at Outreach and is now the CRO of Catalyst Software. Mark, as a teenager, started watching videos in the back of a storeroom on a seven inch black and white TV to learn how to sell shoes.

    Mark is pretty much everywhere on LinkedIn, pushing close to 20M+ views on his content. After sales people around the world started clamoring for him to put these little nuggets together, Mark partnered with Andrew Mubourne to convert them into courses. You can access them at https://www.digitalsalescollective.com.

    Mark’s first course is on how to do deal-winning discovery; it includes techniques he’s taught to the top reps and leading sales managers at some of the world’s best companies. The course is universally acclaimed and if you’ve read this far, chances are you will find it useful too.


    In this episode:

    Host Collin Mitchell and Authentic Sales Leader Mark Kosoglow cover a range of topics pertaining to sales and sales leadership in the very first episode of the Authentic Sales Leader podcast. Some highlights:

    • How Mark Kosoglow got into the world of sales (spoiler alert: toys were involved)
    • About Mark's first outside sales jobs that taught him plenty of real-world lessons
    • Player-coach sales leaders that Mark looked up to and learned from
    • What are the non-negotiables at the workplace for sellers and sales leaders alike
    • How to deal with different personalities in sales


    MARK KOSOGLOW: On his entry into sales and sales leadership

    “So I am a habitual lifetime salesperson. The rumor is, according to my parents, I started selling when I was seven years old, on vacation with my parents at my uncle's beach house in Delaware. I took all the toys that I didn't want to play with anymore, put them in a wagon and went door to door and tried to swap them with the neighbors for toys that were more interesting to me. So that's where it all started.”

    About sales leadership, he says “I moved into sales leadership when I got tired of developing accounts and wanted to develop people.”


    MARK KOSOGLOW: On making a plan and sticking to it, the only way to achieve sales success-- 

    "Planning is hard for a lot of salespeople. I'd say, well, there's two types of salespeople. One is the ‘I plan more than I actually sell and I never actually sell to my plan’. And the other one is ‘I sell and don't plan and planning gets away of my selling’. And what you're trying to create is somebody that is in the context of their strengths and their personality, where along that spectrum do they need to lie? Because we know that both selling and planning are productive behaviors, but how do you find the balance for a person? And so there are certain things that you need to figure out and that should be part of the system that a company gives you."



    MARK KOSOGLOW: On leading people with different personalities-- 

    “Sales leadership is like parenting. If you give kids guide rails, they're infinitely creative inside those. But if they have no guide rails, then they just are searching for something the whole time, and they never kick into creativity. It really is the paradox of choice. So that's where I think rep personality comes in, create the guide rails – make the non-negotiables clear –  and hire people that are willing to work within those guide rails. You need to have a diverse team that approaches the same problems in different ways so you can all learn from each other and represent the people that you're going to be selling to. But that's how I deal with personalities, is to get some guide rails and then, hey, let's figure out what works for you inside of those.”
    23 min

About Authentic Sales Leader

From the publisher's feed

There are many ways to build a winning sales motion, but they all have one thing in common: an authentic sales leader that inspires their team to think and act like top reps, while still being their true authentic selves.