Field Sales Unscripted

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I had a chat with Amy Franko, a keynote speaker, sales strategist, and author specializing in B2B Sales and Sales Leadership Development. She works with professional services, insurance, and technology organizations to accelerate their growth. With over 20 years of client-facing sales experience, Amy began her career with global companies such as IBM and Lenovo before taking a 180° pivot into entrepreneurship in 2007, launching a training company, Impact Instruction Group. Since that time, the company brand offerings have evolved. It’s now known as Amy Franko Associates, with a specific focus on sales and leadership excellence.

Her book of business includes some of the world’s most recognizable brands and her book, “The Modern Seller” is an Amazon Best Seller, and was named a top sales book by Top Sales World. She is recognized by Linkedin as a top sales voice. Amy shares her journey in sales from starting out in inside sales and how powerful having a technical background was in helping her grow to a leadership position. Along the way, she discovered that her number one skill was her ability to uncover problems, engage with customers, and sell. 

She says the way to go for anyone who wants to thrive in sales is to build up one skill at a time and have engaging conversations one customer at a time so that with time one will have created a whole body of work and success. If you’re just starting out and you’re feeling discouraged, she says you have to start where you’re at and stick with it until you’re good at it. Tune in to learn more about that and how she applies skill-based development to help sales teams win consistently. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE.

On Today’s Episode of the Science of Selling STEM:

• Being a natural-born leader and putting it into practice until she got to where she is today (02:07)
• The one thing that propelled her interest in sales (05:02)
• How her technical experience helped her grow in her sales career (08:04)
• Diving into entrepreneurship after proper planning (10:16)
• Realizing her number one ability was selling and uncovering problems (12:10)
• Marrying her sales skills with her consulting background (13:53)
• Living at the intersection of her personal and professional life in the form of leadership (16:47)
• Helping leaders and salespeople with skill-based development (20:52)
• Struggling with conflict avoidance and how she has learned to deal with it (27:11)
• Her pride in the business she’s been able to build in the last 15 years (28:56)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Amy Franko:

• Amy on Linkedin
• The Modern Seller By Amy Franko
• Amy’s Website
• Amy on Twitter

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I spoke to Tom Slocum, the Program Director at RevGenius, a community for those in revenue-generating sales and marketing roles. Tom is also the Co-Founder of RevLeague, an exclusive community within RevGenius that helps SDRs and AEs become proficient at their jobs and blow past goals to outperform their peers. He is a sales leader with over a decade of sales experience. He finds his passion in helping startups scale their go-to-market teams and enabling sales reps to be more human in their outreach. 

Tom has had an incredible sales career that has evolved multiple times between operating within diverse industries (Including being a car salesman). He will be sharing the valuable takeaways that enabled him to grow into a sales leader and now an incredible sales coach. He will also teach us how to master the science of sales so we can consistently hit quota and succeed in sales regardless of the role or industry we are in. Stay tuned for that and so much more. And if you ever need help with a sales or leadership issue, don't hesitate to book a complimentary clarity session with me HERE.

On Today’s Episode of the Science of Selling STEM:

• Being a car salesperson and the crazy ups and downs of building his extensive sales career (01:39)
• Why there is a science to sales and why every salesperson should master their sales success formula (06:10)
• Sales Leadership 101 - How a sales leader can coach their team to find their individual strengths and the sales formula that works for them (10:53)
• Transitioning from sales in a business and consumer space to a corporate B2B space (12:24)
• Breaking down how sales works in the SaaS industry (14:42)
• Leaving the 9 to 5 to become a coach and build a community around helping people with sales development (18:20)
• Differences between being a sales leader and being a sales coach (21:03)
• The power of the third party outside opinion in accelerating a salesperson’s growth (22:53)
• How companies are increasingly investing in the development of their salespeople (24:04)
• The fulfillment he gets from helping people level up (27:03)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Tom Slocum:

• Tom on Linkedin
• Find Tom at RevGenius

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this special Black History Month episode of the Science of Selling STEM, I had a chat with Gabrielle “GB” Blackwell, the Manager of Business Development - Strategic Accounts at Airtable. Gabrielle is a repeat LinkedIn Sales Star and has built 10,000+ followers over the past year. She leads a team of business development reps where she partners with people to cultivate a healthy culture of learning, development, and collaboration. She’s also the Co-Founder at Women in Sales Club, an organization built to drive conversations around enabling, empowering, and promoting women within the sales profession. 

She mainly focuses on driving content and community. She will share how she overcame insurmountable odds to thrive in sales within the tech space, especially as a woman. She will also talk to us about her people-centric approach and how her infinite curiosity about her team members gets the best out of them. Our conversation will definitely be of great value to you as we also discuss what it takes for sales leaders to build teams that always win, and so much more. So don’t miss it. And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE. Stay tuned!

On Today’s Episode of the Science of Selling STEM:

• Starting in sales out of desperation only for it to actually align with her vision in life (02:44)
• Why it’s important for every sales professional to lay out a road map for their career (05:50)
• Becoming a top-performing 3xing sales development rep in her first sales role (08:30)
• A Path Less Traveled: How she became a sales manager (10:15)
• Having the cards stacked against her as a woman of color in the tech industry and how she overcame it to win big (16:47)
• Rebuilding her sales career despite having a misdemeanor (20:20)
• Mentoring others to invest in relationships with their sales leaders (25:08)
• The inspiration behind her co-founding Women in Sales Club (27:58)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Gabrielle Blackwell:

• Gabrielle on Linkedin

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this re-broadcast episode of the Science of Selling STEM, I had a chat with Elaine Lindsay, the CFO of TROOL Social Media. Elaine works with entrepreneurs to achieve more visibility online. She serves to get you found fast and first in search results! You can be Google’s preferred choice in your niche when you harness the power of your Mindset + Website + Social Media + SEO efforts altogether.

Elaine believes INTEGRATION is KEY to all you do, especially in the digital space. Online since the dial-up modem, Elaine created her first website for a regional counselor in 1999 and immediately knew there must be more to assure your business would stand out in the digital space. Enjoy the episode and if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE. 

On Today’s Episode of the Science of Selling STEM:

• Who Elaine is and how she works with entrepreneurs 40+ to achieve more visibility online (01:53)
• Getting to the top of search results by crafting your words to fit your niche (04:08)
• Integrate your NAP - Name, Address, Phone (06:25)
• Stay in your lane- maintain your authority in your niche ()
• Speak to one person... In all ways it’s about them not you ()

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Elaine Lindsay:

• Elaine on LinkedIn

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this re-broadcast episode of the Science of Selling STEM, I spoke to Shannon Wayman, a Senior Coaching Manager at Calibrate. Shannon is a proven business leader, and she offers a track record of achievement in leading territory management, change initiatives, strategic growth, staff development, project management, and program implementation. 

She demonstrates excellence in ensuring smooth business operations through periods of growth, restructuring, and turnaround while working to optimize talent, customer service, and top/bottom lines. She offers leadership skills to coach and mentor teams in creating a positive customer experience, driving quality outcomes. Enjoy the episode and if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE. 

On Today’s Episode of the Science of Selling STEM:

• Who Shannon is and how she is a proven business leader with expertise in driving business through engaging and motivating people (01:45)
• Why subscription memberships are like a marriage (04:26)
• How to build and nurture the relationship (05:15)
• The value of a single member and personalizing your communication with them (07:00)
• The importance of keeping members engaged (11:32)
• Building an internal team of champions who can deliver results (13:06)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Shannon Wayman:

• Shannon on LinkedIn

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I spoke to Curt Tueffert, the VP of Sales Development at DXP, a Houston-based business that is a one billion dollar industrial distributor. He is the 2016 winner of the Stevie Award for his work in sales development. With over 30 years in the art and science of professional selling, he has experienced a great deal of success while overcoming many obstacles. He is also an adjunct professor at the University of Houston and his tenure includes teaching at the undergraduate and graduate levels in the areas of Sales and Business Communication. 

Curt is the author of “5 Stones For Slaying Giants” and “201 Sales Motivators.” He is considered “America’s Master Sales Motivator” due to his high energy, enthusiastic audience presence, and knowledge of sales motivation. He understands that motivation and knowledge can be combined to create the outcomes required to be successful. He communicates a balance that gives people the right tools to get and stay motivated. Curt talked about his journey to sales leadership and shared why hard work and strong leadership are valuable. 

He also highlighted the importance of personal touches and creating an automated cadence to help deliver on a timely basis, and so much more. Make sure you tune in to sample some of Curt’s wealth of knowledge and experience. And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE. Stay tuned!

On Today’s Episode of the Science of Selling STEM:

• Going after his passion and how it led him into award-winning sales leadership (02:18)
• How being tenacious contributed to his success (06:05)
• Getting started in the world of sales training and later on moving into the corporate arena (07:34)
• The freedom he gets from DXP to perfect his craft and how that adds value to the company when he shares what he learns with his team (11:55)
• Explaining why a sales manager’s role is to solely manage things and lead people (13:43)
• Implementing a new CRM system so they can spend more intelligent time in front of their customers and help their sales managers manage in the 21st century (19:11)
• His biggest and most memorable accomplishment (24:54)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Curt Tueffert:

• Curt on LinkedIn
• Curt on Facebook
• 5 Stones For Slaying Giants By Curt Tueffert
• 201 Sales Motivators By Curt Tueffert

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! 

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I had a candid conversation with Nate Severson, the Regional Sales Director at Applied Products, Inc. He has spent his entire career in the adhesives industry and has worked at startup companies, multinational corporations, and everything in between. In his 14 years at Applied Products, he has held a wide variety of roles, including territory manager, technical and innovation manager, equipment division manager, and eastern region sales director. 

Nate is passionate about helping his customers and ensuring his team is delivering on the promise of being a proven partner. He especially enjoys finding solutions to the variety of unique challenges customers present, whether they’re building buses and airplanes, or sealing cereal boxes. He has a bachelor's in Applied Science from the University of Wisconsin with a minor in Chemistry.

Whether you're a seasoned team leader or a newly promoted manager with a record of outstanding sales performance, this episode will serve you loads of value as Nate shares how to successfully manage a team and so much more. Feel free to also book a complimentary clarity session with me HERE if you need help with any sales or leadership issues. Stay tuned!

On Today’s Episode of the Science of Selling STEM:

• His 14-year journey to becoming the amazing sales leader that he is today (02:40)
• Moving away from phone-based sales to dive into engaging directly with customers (04:51)
• Best practices he has found to work when it comes to onboarding new salespeople (07:05)
• Why he has stayed with Applied Products, Inc. for 14 years (10:23)
• How they invest in their salespeople to ensure that they retain them in the long term (13:58)
• Challenges that they have overcome within the last two years (16:42)
• Focusing on specific products and segments to take the business to the next level and stay competitive (19:00)
• Growing a business exponentially by supporting your team to be their best (22:06)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Nate Severson:

• Nate on LinkedIn
• Email Nate at [email protected]
• Applied Products, Inc.

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I had the pleasure of hosting David Vanden Boom, the Director of Sales at Hoover Circular Solutions (Hoover CS). He has experience in oil, energy, and chemicals, and is an expert in coaching, negotiation, business planning, operations management, sales, and market research. David is a self-directed professional with an MBA specializing in management and organization theory.

Hoover CS provides sustainable packaging solutions that facilitate circularity across the supply chain, yielding an optimized environmental footprint through reduced plastic, water conservation, and lower greenhouse gas emissions. It achieves that by combining its large rental fleet of reusable IBCs, catalyst bins, and ISO tanks with integrity management and fleet management services. The company paves the way for customers across the chemical, refining, and general industrial end markets to move away from single-use containers.

David started out as an elementary level teacher and moved up to teaching at the collegiate level before transitioning into the finance industry. He, later on, got into the chemical industry where he started in sales, and has thrived to where he is today. David’s wisdom in how to grow in a sales career all the way to the top is incredible, and you will definitely benefit a lot from what he will share. So make sure you don’t miss the episode. And as always, if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE

On Today’s Episode of the Science of Selling STEM:

• Interesting career transitions: Starting out as a teacher and evolving into other roles before settling on sales (01:54)
• How he started working in the finance industry and some of his biggest takeaways from working in education (02:39)
• Leaping into chemical sales through a connection he made in finance (05:31)
• Why salespeople are always afraid to say, “I don’t know” (08:46)
• What he did to find his footing in chemical sales (10:27)
• The smooth transition he had into sales leadership and what helped him get there (13:27)
• Growing your team to go into new markets or territories (17:08)
• Situations where a sales person’s accountability is not an issue (19:31)
• Taking pride in the relationships he has built with customers and colleagues (22:21)
• Secret Revealed: A sales person’s greatest asset (23:55)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with David Vanden Boom:

• David on LinkedIn
• Hoover CS

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be breaking away from the usual format of our show to share an interview that I did with Lee Kantor of the Coach the Coach Radio show by Business Radio X. I started off by sharing how I moved from being a career chemist to achieving sales leadership success and helping other sales leaders achieve success within the organizations that they serve. Most emerging sales managers receive little or no training before taking on the job. That is a huge mistake. 

The climb from individual contributor to manager is worth planning and preparing for, because this role is not only among the toughest on the organizational chart, but it is also the one that offers the most upside (and downside), both personally and for the organization. I’ll talk about how I work with them to teach them how to manage up as well as manage down, and how they can build effective sales processes, hire better people., and speak to upper management to ensure what they're doing is getting heard throughout their organization. 

Lee Kantor and I covered a lot of ground in this conversation, good for leaders and reps alike to hear. So don’t miss out. And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE

On Today’s Episode of the Science of Selling STEM:

• Running a sales leadership coaching firm that helps sales leaders build effective sales processes, hire better people, and getting heard throughout their organization (00:52)
• Transitioning from being a chemist to an international sales manager (01:42)
• The first key to leading a sales team (02:54)
• Are people born with sales in their blood? (03:17)
• Teaching Gap selling: The problem-centric way to sell (05:19)
• Why sales training cannot work without behavior change (06:24)
• An industry to industry analysis of the salesperson’s role (08:09)
• Breaking through bias against sales within organizations (09:44)
• What coaches and consultants can do to improve their sales (11:55)
• A 6-Month Impact Journey: Helping a client who had been turned down for a promotion to achieve great milestones (14:00)
• Helping sales managers get to where they need to be as quick as possible (15:44)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Coach the Coach Radio & BRX

• Coach the Coach on Business Radio X

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be talking to Kristin Shunk, the Senior Director of Sales at Hyperfine, a company whose mission is to make MRI accessible to every patient, regardless of income or resources. Their Swoop® Portable MR Imaging System™ addresses the limitations of current imaging technologies. Swoop wheels directly to a patient’s bedside, where it plugs into a standard electrical outlet and uses an Apple iPad® for control. Images display within minutes, enabling critical decision-making capabilities across various clinical settings such as neurointensive care units, emergency departments, pediatrics, and more. 

Kristin is a transformative leader whose career spans startup, midsized, and large medical device businesses that specialize in general neurosurgery, neurology, epilepsy, neuro-oncology, functional neurosurgery, spine, and neurocritical care management. She specializes in building high-performance teams and developing effective commercial strategies. She’s passionately committed to improving patients’ lives by offering game-changing, disruptive medical technologies. Kristin believes that transformative medical devices in the hands of physicians can change the lives of many and she certainly makes that happen in a big way. Stay tuned as she shares how she has built such an incredible sales career and the tips and strategies we can use to achieve the same.

And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE

On Today’s Episode of the Science of Selling STEM:

• Her leadership experiences working for startup, midsized, and large corporations (02:24)
• The core competencies to keep in place as a leader no matter the dynamic environment you’re working in (04:55)
• Finding the WHY: Making sure sales is about serving and helping people (08:28)
• Getting into medical device sales even before it was even a thing (09:48)
• Transitioning from the operating room into companies doing cutting-edge work (13:42)
• Challenges associated with learning new technologies and building sales teams around them (16:57)
• Why hiring salespeople who have grit and authenticity is important (18:22)
• Coaching salespeople to be the best according to their specific skill sets (21:41)
• Building a team of excellence and the excitement of scaling their business (25:02)
• Being proud of her accomplishments as a leader in the medical device industry (28:34)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Kristin Shunk:

• Kristin on LinkedIn
• Hyperfine

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.