Conversations with Good Humans

We've made it to the A in B.E.A.R.! The A is for Action which is what a lot of salespeople really want to know about. We sometimes believe that if someone just tells us their steps and exactly what to say, we'll be successful. In this episode, you'll learn there's a little more to it than that and you'll be inspired to take action for yourself.

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

Need a reminder of where we've been? Here are the B.E.A.R. episode numbers. Scroll back and find the ones you've missed or refresh your memory: 

12 Tuesday Tips 5- The B in B.E.A.R.
14 Tuesday Tips 6- B in B.E.A.R. pt 2- Deservingness
16 Tuesday Tip 7- E in B.E.A.R.- Notice and Name
18 Tuesday Tip 8- E in BEAR- Priming
20 Tuesday Tips 9 E in B.E.A.R.- Emotions

Mentioned in this episode: [email protected]

Do you struggle with generating leads and then determining if it's good for you to work together? My friend Kevin Freidberg and I met through StoryBrand. He's a Good Human who sells. But the way Kevin qualifies his leads is very different from what I do. I'm so glad to share this interview with you because it's an encouragement that we can sell like Good Humans, in ways that feel comfortable for us, and provide immense value for our prospects. Kevin has done that and I want that for you!

Mentioned in this episode:
Kevin Freidberg on LinkedIn
7-Second Websites

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

The E in B.E.A.R. stands for emotions. Whether we're aware of it or not, emotions are predictors of what we do in sales. If we interpret feelings as negative, we'll avoid doing the things that make us feel bad. However, in sales, sometimes we feel bad about things we that are necessary for our success. In this episode, I'll show you how I reframe my feelings so that I can do the necessary things that were once outside of my comfort zone. Over time, those sales tasks that once made me feel icky have become more pleasant to do. I want that for you too!

Mentioned in this episode:
Dr Paul Ekman
Dr Ryan Brown
Dr Lisa Feldman Barrett
Find me on LinkedIn

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

In this episode, Catherine and her fellow Clubhouse moderators, Keith Rozelle, Russ Stalters, and Yoram Stone get to chat with Rick Janezic, founder and CEO of StrikeZone Sales Systems. Rick is a fractional chief revenue officer to companies who sell business to business. He states that a business is only as strong as their sales and his work focuses on consulting and strengthening sales teams to move from good to great.

This recording was part of a discussion in the How Good Humans Sell room on Clubhouse, where Rick was asked about his focus for his consulting practice for the year. The conversation involved into one that is worth sharing with you as Rick shared what to look for when hiring your sales team. In fact, Rick has recently begun writing a book on hiring salespeople.

Do you know what qualities make a great salesperson? You'll benefit from this conversation even if you are currently the only seller in your company.

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

Priming is a powerful tool you can begin to use today to change what you do in sales for the better. It is a way to reframe negative beliefs and emotions. In this short Tuesday Tip episode, I'll share with you a scientific study that explains priming and two ways I use priming to sell like a Good Human. It is my hope that after listening to this episode, you'll have concrete ways to try priming for yourself.

Mentioned in this episode: [email protected]

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

I'm doing something a little different in this episode. I got some encouraging feedback about an email I sent this week and I wanted to dig a little deeper into the topic on this platform. It's not a Tuesday Tip and it's not an interview! At the end, you'll have a blueprint for making the following up process easier on you and your clients. If you feel nervous, remind yourself what you REALLY sell: a way to work, live, and serve others better. What you do matters. Don't give up.

Mentioned in this episode:
Join my email list here.
Connect with me on LinkedIn.

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

Have you ever felt physical symptoms before you had to reach out to a potential client? You're in good company. Many salespeople do. However, that feeling may be keeping us from doing the work that brings in revenue. In today's tip, Catherine shares her strategy for overcoming those feelings so that sales work isn't sidelined.

Mentioned in this episode- STaR Coach podcast with Meg Rentschler

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

In this episode, Catherine is talking with Dana Williams, Clifton Strengths coach, and the developer of the Strengths Journal. Dana is equipped to help people understand themselves better so they can be more satisfied at work and be more effective in work. She also has an extensive corporate marketing and human resources background, which she now applies to her work in coaching other people to be their best selves through their work.

You'll enjoy hearing how she applies the Clifton Strengths personally and professionally. It will get you thinking about what strengths you have to drawn on.

Learn more Dana and the Strengths Journal at her website here and read more about the Clifton Strengths Assessment here. 

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

The B for Beliefs in the B.E.A.R. model has lots of implications for us in sales. In this episode, we'll talk about what we believe we deserve to enjoy in life and our sales work. It'll get a little philosophical and make you consider what you believe deep down. 

If you haven't heard Tuesday Tips 5 (Which is pt 1 of Beliefs, listen to that first here: https://www.buzzsprout.com/1915787/10673072)

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight

In this episode, I'm talking with Dr. Ryan Brown, managing director for measurement at the Doerr Institute for new leaders at Rice University in Houston, Texas. What it means is that Ryan measures the success of programs aimed at growing the leadership skills of young adults at risk.

As a social psychologist, Ryan has a unique perspective on what humans bring to their sales work because Ryan also happens to be my spouse. I like to joke that I have in-house counsel for all things about current psychology research. I am grateful for his influence in shaping my own perspective. On how to use modern psychology research to understand how people change so I can help people sell better.

Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight