Dream Job Ready

Dream Job Ready Episode 36: Noah Cohen (Professional Sales Coach).

Part 3 of 6 in Mastering the Sales Process & Learning how to Sell with Noah Cohen.

Hello and thanks for joining me on Dream Job Ready. I'm your host, Dane Sharp, and I'm excited to bring you a special 6-part mini series with Noah Cohen (Professional Sales Coach), where we dive into and break down the sales process.

In this episode, we discuss why you need common ground, an agreement and an agenda at the start of every sale.

Noah frames up every sell with the question "what are you trying to achieve"? The answer to this question should then inform the steps you take to hep ensure the person or business you're dealing with understands your goals and hopefully supports them.

Great value throughout this episode and a few helpful training tips from Cohen Training Institute:

From Noah: Cover these four points to uncover any unforeseen issues or hurdles and address immediately:

• Agree on Purpose: "[name], the reason we are here today is X... Did I get that right?"
• Time: "[name], I know we said we will have an hour today, is that still ok?"
• Agenda (what both Parties want to cover): "In order to make this conversation as effective as possible, Is there anything you want to make sure I cover today? When I speak to CEOs like yourself they usually want to know who we are, if we've worked in your space and if we do move forward, how we go about doing the work. But everyone's different. Is there anything that's important to you? [acknowledge] "and here are a few things I want to cover x,y,z, is that ok with you?"
• Outcome (What do you like to achieve by the end of your time) "[Name], after we go back and forth typically I find that one of two things will happen: we could determine based on your situation and what we do; this is not a fit and I think either of us should feel comfortable saying that. on the other hand we could determine that it's certainly worth looking into the next step." [Seller to share how they provide service or onboard clients]

I hope you enjoy this episode and find the information helpful. And good luck using this scripts!

Knowing how to “sell” is a crucial skill, no matter what your job role, so I recorded a 6-part episode series with professional sales coach, Noah Cohen, where we break down the what, why, who, when and how of the selling process.

Each of the six episodes are 10-to-15 minutes in length, so Noah has done an amazing job of compressing and condensing the training down into bite size segments. He still shares plenty of actionable sales skills and tips on how to optimise your approach to pitching business opportunities, partnerships, selling yourself, your product and/or your service.

Here's the agenda for our six episodes:

• Introducing the Sales Process & Training (EP34)
• Rapport & Trust (EP35)
• Setting an Agenda (this one)
• Discovery Funnel & Needs Analysis (EP37)
• Uncovering a Prospect's Budget & Understanding their Decision Making Process (EP38)
• Closing the Sale / Getting a Decision / After the Sale (EP39)

Noah offers free online sales training on his website www.cohentraininginstitute.com.au

I worked with Noah at Groupon and he's had experience training and coaching sales consultants across retail, finance, insurance and HR. Regardless of your role, you're going to benefit from the advice he shares.

Got feedback? Please email me on [email protected] or connect via:

LinkedIn / https://www.linkedin.com/company/dreamjobready

Twitter / @dreamjobready

Facebook / @dreamjobready

Instagram / @dreamjobready

And if you'd like to financially support this podcast series, please make a contribution via https://supporter.acast.com/dream-job-ready-1.

Or simply do us a solid and subscribe, rate and share Dream Job Ready with your friends!

If you'd benefit from additional sales training, you can connect with Noah via:

Cohen Training Institute www.cohentraininginstitute.com.au

LinkedIn: linkedin.com/in/noah-cohen-sales

...

Music: ‘Funky Sunday’ composed and performed by THE MAN: Mark Matthews

Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.

Dream Job Ready Episode 35: Noah Cohen (Professional Sales Coach).

Part 2 of 6 in Mastering the Sales Process & Learning how to Sell with Noah Cohen.

Hello and thanks for tuning in to Dream Job Ready! In this episode I chat with Noah again to explore and discuss the importance of building rapport and trust early within your sales process.

As Noah puts it, there needs to be a relationship in any partnership. You need to understand and share that there's common ground and a common potential outcome.

So, where do you start? Here's a training tip from Cohen Training Institute:

Script: "Hi, What can I get you information on?"

From Noah: "Get to the point as soon as you can. Rapport is creating a sense of commonality. Your product or service and their need or want is when your objectives overlap and therefore is where rapport is created."

I hope you enjoy this episode and find the information helpful. And good luck using this scrip!

Knowing how to “sell” is a crucial skill, no matter what your job role, so I recorded a 6-part episode series with professional sales coach, Noah Cohen, where we break down the what, why, who, when and how of the selling process.

Each of the six episodes are 10-to-15 minutes in length, so Noah has done an amazing job of compressing and condensing the training down into bite size segments. He still shares plenty of actionable sales skills and tips on how to optimise your approach to pitching business opportunities, partnerships, selling yourself, your product and/or your service.

Here's the agenda for our six episodes:

• Introducing the Sales Process & Training (EP34)
• Rapport & Trust (this one)
• Setting an Agenda (EP36)
• Discovery Funnel & Needs Analysis (EP37)
• Uncovering a Prospect's Budget & Understanding their Decision Making Process (EP38)
• Closing the Sale / Getting a Decision / After the Sale (EP39)

Noah offers free online sales training on his website www.cohentraininginstitute.com.au

I worked with Noah at Groupon and he's had experience training and coaching sales consultants across retail, finance, insurance and HR. Regardless of your role, you're going to benefit from the advice he shares.

Got feedback? Please email me on [email protected] or connect via:

LinkedIn / https://www.linkedin.com/company/dreamjobready

Twitter / @dreamjobready

Facebook / @dreamjobready

Instagram / @dreamjobready

And if you'd like to financially support this podcast series, please make a contribution via https://supporter.acast.com/dream-job-ready-1.

Or simply do us a solid and subscribe, rate and share Dream Job Ready with your friends!

If you'd benefit from additional sales training, you can connect with Noah via:

Cohen Training Institute www.cohentraininginstitute.com.au

LinkedIn: linkedin.com/in/noah-cohen-sales

...

Music: ‘Funky Sunday’ composed and performed by THE MAN: Mark Matthews

Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.

Dream Job Ready Episode 34: Noah Cohen (Professional Sales Coach).

Knowing how to “sell” is a crucial skill, no matter what your job role, so I've recorded a 6-part episode series with professional sales coach, Noah Cohen, where we break down the what, why, who, when and how of the selling process.

Each of the six episodes are 10-to-20 minutes in length, so Noah has done an amazing job of compressing and condensing the training down into bite-size segments. He still shares plenty of actionable sales skills and tips on how to optimise your approach to pitching business opportunities, partnerships, selling yourself, your product and/or your service.

Here's the agenda for our six episodes:

• Introducing the Sales Process & Training (this one)
• Rapport & Trust
• Setting an Agenda
• Discovery Funnel & Needs Analysis
• Uncovering a Prospect's Budget & Understanding their Decision Making Process
• Closing the Sale / Getting a Decision / After the Sale

Noah offers free online sales training on his website cohentraininginstitute.com.au.

I worked with Noah at Groupon and he's had experience training and coaching sales consultants across retail, finance, insurance and HR. Regardless of your role, you're going to benefit from the advice he shares.

I hope you enjoy this episode and the mini-series with Noah... Please email me with any feedback or questions on [email protected] or connect via:

LinkedIn / https://www.linkedin.com/company/dreamjobready

Twitter / @dreamjobready

Facebook / @dreamjobready

Instagram / @dreamjobready

And if you'd like to financially support this podcast series, please make a contribution via https://supporter.acast.com/dream-job-ready-1.

Or simply do us a solid and subscribe, rate and share Dream Job Ready with your friends!

If you'd benefit from additional sales training, you can connect with Noah via

His website: cohentraininginstitute.com.au

LinkedIn: linkedin.com/in/noah-cohen-sales

...

Music: ‘Funky Sunday’ composed and performed by THE MAN: Mark Matthews

Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.

Forming and managing work partnerships will likely be one of the most critical parts of your career. No matter the industry, it's probable that you, your team and your business will need to collaborate with another party at some point and for some business critical reason.

I've put this Quick Take episode together to share some insights and advice about the importance of prioritising a mutually beneficial and 2-way relationship when you’re crafting partnerships.

I’ve selected audio from my interviews with marketing experts Blandine Jean Paul and Neil Ridgway, from episodes number 24 and number 2 respectively, and I think their advice really emphasis the importance of working collectively with your desired partner to get the best outcome for both your business and theirs.

It’s easy to get caught up in what you want and what you need, but we all know that the best relationships are built on collaboration, and built with understanding, trust and respect.

Thanks for giving up your time to listen to Dream Job Ready and we hope you get plenty of value from this episode.

If you'd like to connect with us, you can do so @dreamjobready on LinkedIn, Facebook and Instagram.

This episode and the Dream Job Ready series is supported by University of Wollongong, so shoutout and thanks to UOW for their ongoing support and assistance. Get online and check out their courses if you're looking for development options.

You can follow UOW on LinkedIn https://www.linkedin.com/school/university-of-wollongong/.

Last but not least, if you'd like to financially support this podcast series (every dollar counts), you can make a contribution via https://supporter.acast.com/dream-job-ready-1.

Oh yeah... that snappy little beat at the start of our episodes (‘Funky Sunday’) was composed and performed by Mark Matthews. Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.

Dream Job Ready Episode 32: Anna Lee (Chief Operating Officer, The Iconic).

Have you ever purchased a garment from theiconic.com.au ? If you have, there's a chance Anna Lee (COO) has played a key role in helping deliver the customer experience and business operations that helped get that product to you. After starting with the company as CFO, Anna is now Chief Operating Officer and in her 6th year, and still claims she has the best job in the country.

In this episode we discuss her role, the work she does and the skills she believes one needs to succeed at the executive level. We share advice about getting your career started, planning for growth and the realities of dream job chasing.

Anna has over 25 years of experience, of which 15 years has been at executive level. She's got a diverse carer history, including roles across Operations, Finance, People & Culture, Legal, Risk and Compliance, IT and Office Management functions. Starting her journey with Big 4 disciplines, she has since paved a successful fast tracked career in high growth corporate environments across Australia, NZ and APAC, focussing on building best practice functions, efficient processes and establishing, leading and developing high performing teams.

Anna was named #1 in Ragtrader’s Tech 20 (top Tech Influencers in Australian Fashion) in February 2019, and was the finalist for the Thomson Reuters Accounting Excellence Awards for both CFO of the Year and Finance Team of the Year in 2015. She has been the covers of and profiled in publications including Tech 20 2019, Ragtrader People 2019, the Business Connect Winter 2017 (edition 104) and Acuity Magazine March 2016 issues.

Despite her success, Anna comes across super humble and her honest and simple advice throughout the interview is invaluable.

Here's a rundown of the episode:

04:00 min - Anna talks about her first job (while she was at school) at Taronga Zoo

05:00 min - Anna talks about why work was a priority for her and her family when she was in her teens

07:00 min - Anna and I discuss her role at The Iconic (what she does, what the role covers, what skills she needs, etc)

10:00 min - We discuss the importance of "people" and I ask Anna about her team and The Iconic, and ask how she's helped support her team with the challenges 2020 has influenced.

14.30 min - I ask Anna about her first and biggest career challenge.

18:00 min - Anna shares some amazing advice for job seekers and applicants. MUST LISTEN!

22:30 min - We discuss the realities of chasing your dream job and "not getting" it.

24:00 min - Things happen...

26:00 min - We talk "confidence".

30:30 min - Anna shares the most important advice she's received during her career

33:00 min - Listener Question of the Week (Ashleigh asks "Is it important to build your own brand, internally and externally?")

35:30 min - Anna reveals how the yogurt section of the supermarket is like the candidate pool... MUST LISTEN!

39:30 min - It's important to be seen and heard.

This episode and the Dream Job Ready series is supported by University of Wollongong, so shoutout and thanks to UOW for their ongoing support and assistance. Get online and check out their courses if you're looking for development options.

If you'd like to financially support this podcast series (every dollar counts), you can make a contribution via https://supporter.acast.com/dream-job-ready-1.

Music: ‘Funky Sunday’ composed and performed by Mark Matthews.

Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.

Dream Job Ready Episode 31: Michelle Battersby (Chief Marketing Officer, Keep it Cleaner).

After completing her Bachelor of Arts and Masters of Human Resource Management and Industrial Relations, Michelle worked through multiple HR roles for finance companies Citi, UBS and PWC in her first 3 years out of university. While she enjoyed the roles and the companies she was working with, she knew there was something else out there that she'd be better at...

Michelle opened herself to a career move and thanks to a friend got an intro to Whitney Wolfe Herd - Founder and CEO of dating app, Bumble. The two met, connected and Michelle was hired as Country Lead, the first person hired at Bumble in Australia. There she was responsible for building out the local team, localising messaging, brand direction and officially launching Bumble into the Australian market.

She progressed internally and promoted to Director of APAC Marketing in 2019, where she helped launch the business in New Zealand, Philippines and Hong Kong.

Three years into the role, Michelle got that "what's next?" feeling again though and decided to seek out a position a little closer to her original love (sport), with that opportunity coming with Keep it Cleaner - the online fitness platform and brainchild of models Steph Claire Smith and Laura Henshaw.

Just over a year into the role, she's loving the opportunity of learning from founders and working on new projects, such as a new app build.

Episode summary:

• 00:01 - Intro.
• 00:54 - What 1 word describes Michelle's last 12 months (her first 12 months working with Keep it Cleaner.
• 02:00 - Michelle discusses what it's like coming in fresh to a new company and working closely with two engaged Founders at Keep it Cleaner.
• 04:20 - Michelle discusses how her new role is helping to validate and confirm her passions, skills and professional development.
• 06:55 - Discussing the importance of self confidence
• 08:00 - How did Michelle get her dream job at Keep it Cleaner?
• 10:09 - Michelle likens leaving her role at Bumble to breaking up with someone when you still love them...
• 13:00 - We discuss the "three year itch" and why it's common (and fine) to want new challenges, even when you're still developing. Michelle explains how hard the decision to leave Bumble was, but also outlines why she needed, and wanted to.
• 17:00 - We discuss Michelle's university studies, her work experience and internship, and her first few roles out of school.
• 22:00 - I ask Michelle why she started her career working for various finance companies, and why she moved away from them to go work for an online dating app.
• 26:00 - I ask Michelle how she approached her past job changes.
• 30:00 - Michelle talks about what she's really enjoyed working on at Keep it Cleaner and outlines her key mobile app project.
• 32:30 - I ask Michelle for advice on "what to do" and "what not to do" when you're building a mobile app.
• 34:50 - Listener Question of the Week: Julie asks, "who or what has been your biggest influence and why?"

This episode and the Dream Job Ready series is supported by University of Wollongong, so shoutout and thanks to UOW for their ongoing support and assistance.

Music: ‘Funky Sunday’ composed and performed by Mark Matthews.

Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.

Dream Job Ready Episode 30: Tahnee Donkin (National Personal Training Manager, Fitness First Australia).

Covid-19 has rocked the fitness industry and unfortunately closed gyms and put many people out of work... It's also changed how people work and professionals like Tahnee have had to help steer their organisations, teams and clients through dramatic change in a super short time. This included leaning into digital harder than ever before, which in my opinion will only be a good thing for the industry at large moving forward.

I really enjoyed this episode with Tahnee, who shares some great advice about working life in the fitness industry, making career progressive moves, overcoming gender hurdles, taking on risks, learning and taking on challenges head first. It's always refreshing to chat with some who's driven and takes ownership of their own development. Plenty to learn from her experiences!

She also praises her dedication to extracurricular studies and course work throughout her career, positioning her equally or above others in the industry with uni degrees.

Fitness First is a huge organisation and Tahnee helps train and develop a wide variety of professionals across the business. She explains her career trajectory wasn't exactly planned, but you'll get a feel for her passion and dedication at work from the moment the episode starts.

Tahnee talks to a few key growth moments during the episode, and acknowledges Dale Carnegie’s famed book, How to Win Friends & Influence People, as a key influencer in her career development. Haven't heard of it? We both highly recommend the read (or listen), so grab it on Amazon here: https://amzn.to/3jqbsSL.

Or get the rebooted version, How to Win Friends and Influence People in the Digital Age on Amazon: https://amzn.to/2EIUfoT (Audiobook, Hard Cover, Paperback, Kindle all available).

As always, I'm sending a huge thanks to University of Wollongong for their ongoing support and assistance of Dream Job Ready! Follow UOW on LinkedIn https://www.linkedin.com/school/university-of-wollongong/.

If you'd like to financially support this podcast series (every dollar counts), you can make a contribution via https://supporter.acast.com/dream-job-ready-1.

If you'd simply like to connect with Dream Job Ready on the socials, here are the links:

• LinkedIn: https://www.linkedin.com/company/dreamjobready.
• Twitter / @dreamjobready.
• Facebook / @dreamjobready.
• Instagram / @dreamjobready.

You can also connect me via Email (and send me questions for future listeners): [email protected].

Want to connect with Tahnee?

• LinkedIn https://www.linkedin.com/in/tahneedonkin/ 
• Instagram https://www.instagram.com/tahneedonkinfitness/ 
• TikTok https://vm.tiktok.com/ZMJke3rLe/ 

...

Music: ‘Funky Sunday’ composed and performed by Mr Mark Matthews.

Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.

Dream Job Ready Episode 29: Aden Hepburn (CEO at Akcelo).

Thinking about starting your own advertising or creative agency? Wondering how to get a start or move up the ranks in the team you're in? Digital and marketing expert Aden Hepburn has worked his way through several agency dream jobs, including Managing Director and CEO roles at VMLL&R, one of Australia's most progressive and successful companies. He flipped his world upside down though recently and took on a new dream job - this time building up his own agency with a group of mates and peers.

Stealing their blurb from LinkedIn: "Akcelo delivers powerful brand experiences that people love, fuding creativity with experience design to solve business problems and generate white-space opportunities for some of the world's most famous brands and businesses".

Aden's had the chance to work with clients such as Netflix, Google, Optus and McDonald's (where I first met him), so his experience, resume and host of accolades (Cannes Lions, FWA's, OneShow, Spikes Asia, AWARD Awards, New York Festivals, LIA's, SXSW Interactive, ANDY's, CLIO's, The Webby's) stand tall.

In this episode I ask Aden about the secrets to success in his industry. We discuss the what and why that impresses business leaders like him, as well as what it takes to be a leader within a collaborative high performance team.

We talk about the impacts of Covid, balancing an at home/at office culture split and the adjustments he's had to make.

We also talk about what it takes to start and build an agency (and how crazy it is to do it in the middle of a pandemic).

I really enjoyed this interview and I hope you get some helpful nuggets of advice from it.

As always, if you'd like to further support this podcast series, you can make a financial contribution via https://supporter.acast.com/dream-job-ready-1.

As always, a huge thanks to University of Wollongong for their ongoing support and assistance! Follow UOW on LinkedIn https://www.linkedin.com/school/university-of-wollongong/.

Music: ‘Funky Sunday’ composed and performed by Mr Mark Matthews.

Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.

Dream Job Ready Episode 28: Mike Cianciulli (Sports Producer at Red Bull Media House).

"Your first job is not going to be your best job," replies Mike when I ask him the Listener Question of the Week.

How would you like to work for Red Bull? In this episode, Sports Producer Mike Cianciulli shares some great advice and tips about getting a job at the global drinks giant, as well as explaining why he's as stoked to work there today as he was when he first started with the brand 4 years ago.

Mike's had a couple of dream jobs during his career, including a long stint as a content creator at surf forecasting and media site, Surfline. After some time off to travel and explore the world, Mike found a job advertisement for Red Bull, applied, interviewed, accepted and hasn't looked back. In this episode he explains how his first Red Bull Media House role was potentially a step sideways in his career but how it was always a step up in opportunity and circumstance.

Here's a breakdown of the episode:

• 0.40sec: Mike breaks down his role and responsibilities at Red Bull Media House.
• 1.30min: We talk about the power of Red Bull's marketing resources, brand plan and media network.
• 2.40min: We talk about the investment and scale Red Bull puts in to its Media House, and Mike talks about the continual learning and training he gets on the job.
• 4.30min: Discussing the onboarding process at Red Bull and the brand's infectious culture.
• 5.15min: Mike talks about how his career transitioned Surfline to holiday travel to Red Bull.
• 10.00min: Mike shares advice about managing change, transition, re-organisation and role moves in the work place.
• 12.00min: We discuss mindset and approach to interviewing and job applications, as well as the benefits of having recommendations and references on the inside.
• 14.30min: We discuss addressing your experience and lack thereof during the interview process.
• 17.48min: The importance of being prepared during a job application process and knowing your purpose.
• 18.45min: Mike gives advice about sharing your plans for growth and goals.
• 19.30min: We discuss some of Mike and Red Bull Media House's best and froth-worthy work.
• 22:00min: We discuss inspiration and ideas.
• 23.23min: Listener Question of the Week... Rachel asked "Did your first job teach you anything that is still important today?"
• 26:30min: Mike explains how he got his first dream job with Surfline and how he worked his way up with the company.
• 32:00min: I ask Mike where he thinks sports and content production is going "next" and what has him excited.
• 34:00min: Mike's final thoughts on following your passion...

Thanks for listening! If you'd like to financially support this podcast series, please make a contribution via https://supporter.acast.com/dream-job-ready-1.

As always, a huge thanks to University of Wollongong for their ongoing support and assistance! Follow UOW on LinkedIn https://www.linkedin.com/school/university-of-wollongong/

Music: ‘Funky Sunday’ composed and performed by my former music teacher, Mark Matthews.

Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.

Dream Job Ready Episode 27: Fred Schebesta (Founder of finder.com, entrepreneur, writer, digital expert & mentor).

"You don't become a sailor in smooth seas," remarks Fred, while he's discussing the importance of being adaptive and accepting of change, challenges and growth. This Aussie entrepreneur is constantly in the spotlight and media, discussing digital, finance and the future of commerce, but he's also helped build an amazing work culture at Finder and helped foster many great careers within his teams. That's what this podcast episode is about, as we dive in to what makes someone successful in their job search, career and work-life.

Fred's entrepreneurial journey started at just 22. Together with his business partner and school friend Frank Restuccia, they created Freestyle Media while studying at university. In 2009, they launched finder.com in Australia, which exploded into the comparison market – one of the most competitive internet categories.

Today, he prides himself on building teams of incredible people, creating cool ventures, disrupting stale ideas, enabling change and empowering improvement.

He strongly values growth and learning, and like much of his work, wanted to join me on Dream Job Ready to help others by passing on some wisdom he's picked up along the way.

If you'd like to financially support this podcast series, please make a contribution via via https://supporter.acast.com/dream-job-ready-1.

follow Finder on LinkedIn https://www.linkedin.com/company/finder/ and browse their advertised jobs on https://www.finder.com.au/careers

Music: ‘Funky Sunday’ composed and performed by my former music teacher, Mark Matthews.

Copyright 2020 | Remarkable

Support this show http://supporter.acast.com/dreamjobready.

Hosted on Acast. See acast.com/privacy for more information.