Field Sales Unscripted

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

Highlights

• [00:46] - Going out on her own after many years working in the corporate world as second in command with no decision-making power.
• [02:46] - Providing sales organizations with effective hiring strategies and a diagnostic tool to help them determine why their sales people don’t perform well.
• [03:56] - How salespeople can fully tap into the sales skills they have to always perform at the best of their ability.
• [08:24] - Why it’s important for sales leaders to understand the hidden mindsets of their salespeople.
• [09:56] - Fixing Problems You Can Measure: How data can help sales leaders solve challenges within their sales teams.
• [12:18] - Breaking down the Sales MRI and how it’s a blueprint for sales leadership success.

In this season 8 premiere of the Transformed Sales Podcast, I had a chat with Barbara Spector, the Founder and CEO of Smart Moves where she is an expert in sales force development and retention. Barbara’s career spans over 3 decades. Trade associations, corporations, and non-profits have hired her to resolve issues related to Talent Management, Mindset, and Transformative Sales Strategies. 

These days, her specialty is helping executives understand and remove the roadblocks that affect their top-line revenue and bottom-line profits. Barbara Spector is a nationally recognized thought leader who helps optimize sales force development strategies for executives at leading brands throughout the country. She specializes in "inside-out ways of thinking" that move her audiences to drive growth in their organization.

In our discussion, Barbara expresses her opposition to the downsizing of sales teams and instead underscores the indispensable role they play as an organization's revenue-generating core. She believes it's imperative to preserve their resilience, particularly during periods of uncertainty. She advocates for a retrenchment strategy that doesn't focus solely on revenue, but rather weighs individual performance metrics. By leveraging thorough evaluation tools, businesses can spot salespersons with considerable potential. To benefit from that and more that Barbara had to share, tune in to the episode.

Quotes

“A lot of salespeople would rather be liked than close business” - Barbara Spector

“Having the need to be approved of gets in the way of salespeople all the time” - Barbara Spector

“It’s really important for sales leaders to understand what the hidden mindsets are of their salespeople” - Barbara Spector

“You can’t fix problems that you can’t measure” - Barbara Spector

Resources Mentioned:

• 9 MINDSETS that can either be an asset or a liability to your sales growth and 4 TIPS to overcome any mindset weakness in your team

Learn More About Barbara Spector in the Links Below:

• LinkedIn - https://linkedin.com/in/barbaraspector
• Twitter - https://twitter.com/barbaraspector
• Website - https://www.smartmovesinc.com

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]

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

Highlights

• [00:49] - The Making of the Man: Breaking down his first year after he graduated college.
• [05:46] - How he overcame despair and depression to step into his power.
• [11:44] - Setting yourself up for success by networking and surrounding yourself with positive people.
• [15:44] - Why you have to deconstruct your implicit biases.
• [18:03] - Strategies to use to reach out to people outside of your bubble.
• [24:46] - Becoming a published author in his 20s.
• [28:51] - Overcoming your toughest opponent in life - yourself.

In this episode of the Transformed Sales Podcast, I had a chat with Alec Wons, an author, coach, passionate and positive entrepreneur, and salesman. Alec firmly believes that everyone (no matter how young or old) should fail as much and as often as possible. He sees failures as learning opportunities. He enjoys being physically active, reading, cooking, and spending time with friends and family. 

He graduated from Marquette University where he played D1 college soccer and got his degree in Exercise Physiology. Alec will share what he has learned through his struggles and failures. If you are struggling through the day-to-day of life's adventures and being in a sales career either as a leader or individual contributor, Alec has some great advice for you. Tune in for more!

Quotes

“Life is probably about 10% of what you can personally control yourself and about 90% of what you just react to in the outside world” - Alec Wons

“The largest amount of growth comes outside of your comfort zone” - Alec Wons

“What you say and do does affect others” - Alec Wons

“Things don’t happen to you, they happen for you” - Alec Wons

“Don’t just give to get but give because you truly want to give” - Alec Wons

“You’re one habit away from achieving what you want” - Alec Wons

Resources Mentioned:

• Conquer Yourself By Alec Wons

Learn More About Alec Wons in the Links Below:

• LinkedIn - https://www.linkedin.com/in/alecwons/
• Twitter - https://twitter.com/alecwons
• Website - https://conqueryourself.co/
• Email - [email protected]

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]

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

Highlights

• [00:42] - Starting to work at the age of 3 and how selling gave him the ultimate leverage that helped him thrive in business.
• [05:31] - Getting two degrees that he never used in his professional career and why sales should be viewed as a life skill.
• [09:26] - Why salespeople are collectively held in a negative light. 
• [11:28] - Achieving a win-win balance when selling.
• [16:06] - How to build camaraderie within a networking circle.
• [20:44] - Focusing more on delivering value to your customers instead of hammering them with your product.
• [26:55] - Connecting with a buyer by stepping into their world and doing the things that they need.
• [29:05] - The humility that he got from being a parent.

In this episode of the Transformed Sales Podcast, I had a chat with Doug C. Brown, the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. He is the creator of the Top 1% Academy, where he trains on how to sell to buyers, whether they be CEOs, business owners, or entrepreneurs, and how to be in the top 1% of sales earners doing so. Doug is also the international best-selling author of the book Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections. 

He has coached, consulted, and advised thousands of people in business as well as companies including Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, CBS television, and others. He has collected an impressive amount of experience throughout his life in different fields, especially sales. During this period, he created over 35 companies. If you’re a sales leader or sales professional looking to grow and accelerate your sales revenue while also expanding and optimizing it, then this is the perfect episode for you. Tune in to gain from all the valuable insights Doug had to share.

Quotes

“Sales skills are life skills” - Doug C. Brown

“Most people make selling into a competition versus a competitive sport that both people win” - Doug C. Brown

“The master prospector will always out-close the master closer” - Doug C. Brown

Learn More About Doug C. Brown in the Links Below:

• LinkedIn - https://www.linkedin.com/in/dougbrown123/
• Twitter - https://twitter.com/dougcbrown123
• Website - https://ceosalesstrategies.com/
• Email - [email protected]

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]

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

Highlights

• [01:02] - Served in the Israeli army and transitioned to different roles that eventually led him into the marketing space.
• [03:40] - Why and how he created his own roles at most of the companies he’s ever worked for.
• [10:38] - The internal alignment that should exist between marketing, sales, and customer success.
• [15:49] - Why it’s important for sales to be welcoming and marketing to be open to stepping into the customer’s world.
• [19:47] - The journey from CMO to Chief Evangelist at Gong.
• [22:44] - Viewing work as a partnership and collaboration instead of as a family.

In this episode of the Transformed Sales Podcast, I interviewed Udi Ledegor, a five-time Marketing leader at B2B start-ups and currently the Chief Evangelist at Gong. As Chief Evangelist, Udi oversees Gong’s category leadership in the Revenue Intelligence space by bringing new products to market and advancing thought leadership. 

While serving as Gong’s Chief Marketing Officer, he led the creation and leadership of the revenue intelligence category, pioneered an iconic, human-centric brand, and led Gong's Marketing efforts from zero to hundreds of millions in revenue. Passionate about startups and brands during the day, whisky and music in the evening, he's also an author, speaker, angel investor, and startup advisor based in San Francisco. Udi will graciously share how you can grow as a sales or marketing leader and so much more. Don’t miss out. 

Quotes

“Customer success is really considered an extension of sales or revenue organization” - Udi Ledegor

“Sales and marketing alignment should be very strong and should be a huge priority from both sales and marketing leaders” - Udi Ledegor

“Marketing exists to make sales easier” - Udi Ledegor

Learn More About Udi Ledegor in the Links Below:

• LinkedIn - https://www.linkedin.com/in/udiledergor/
• Website - http://www.gong.io

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]

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

Highlights

• [01:17] - Getting into entrepreneurship at a young age and growing over the years to own 8 different businesses with 6 doing over 7 figures.
• [03:47] - Steps he took to deal with burnout and improve his overall health.
• [07:49] - How to delegate work down to your team: A guide for sales leaders and business owners.
• [14:37] - The why, what, and how of exiting a business.
• [21:36] - Leveraging systems and processes + positive spiritual development to thrive.

In this episode of the Transformed Sales Podcast, I interviewed David Valentine, a serial entrepreneur, investor, and marketing madman. Dave owns 8 businesses that have generated over a billion dollars collectively for over 1000 clients including major brands and Fortune 100 companies like Target, Time Magazine, and American Express. 

When his doctor asked him at the age of 29 “Are you prepared for your heart attack?” He realized he needed to learn how to scale businesses without the stress killing him. Dave now runs his company from the mountains next to a river and 3 waterfalls. What he has learned is a powerful set of core values that shape everything about how he leads and builds his companies.

You will want to write those values down, and incredible insight about generating results in your outreach and successfully juggling multiple businesses, the effects of burnout and some steps you can take to minimize its impact, and his favorite strategies for positioning yourself to step away from day-to-day operations while still striving toward growth. So press play and listen in!

Quotes

“It changes the tapes in your mind when you set small attainable goals” - David Valentine

“As long as you’re building up your team, clients will listen” - David Valentine

“The processes that you have, the way that you serve people, that can all be put together as intellectual property and sold to another buyer” - David Valentine

Resources Mentioned:

• Email Dave at [email protected] to get guaranteed meetings and a free e-course.

Learn More About David Valentine in the Links Below:

• LinkedIn - https://www.linkedin.com/in/david-valentine-95564891/
• Twitter - https://twitter.com/realdval
• Website - https://avadel.agency/
• Email - [email protected]

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]

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

Highlights

• [01:18] - 21 years of tackling the problem of go-to-market for B2B high ticket teams.
• [03:42] - Things in his past that helped him figure out his superpower.
• [07:00] - Having a clear roadmap of releasing and delegating tasks.
• [08:19] - The Ideal Entrepreneur Lifestyle: Half day on marketing, sales, and operations and half day having fun.
• [11:55] - How to create systems that will help your business thrive.
• [15:27] - Why every business should develop processes and document them.
• [20:14] - The value of sales teams having pipeline meetings.
• [23:44] - Having a career that was greatly impacted by sales role plays.

In this episode of the Transformed Sales Podcast, I interviewed Simon Severino, the Founder, and CEO of Strategy Sprints, a global team of certified Strategy Sprints® Coaches that offers a customized strategy to help clients gain market share and work in weekly sprints which results in fast execution. He is also a Forbes Business Council Member, a contributor to Entrepreneur Magazine, and a member of Duke Corporate Education. 

Simon helps business owners in SaaS and services discover how to be able to run their company more efficiently which results in sales that soar. He created the Strategy Sprints® Method that doubles revenue in 90 days by getting owners out of the weeds. He will talk about how strategy sprints work, and how they help improve businesses. He will also share strategies that can help double sales and his insights on using strategy sprints to help run your business more smoother. If you’re a sales leader or entrepreneur, stick around for more of Simon’s valuable wisdom.

Quotes

“The first part of making your business successful is marketing, the second one is sales, and the third one is operations” - Simon Severino

“Think from the client perspective, make their winning journey, map it out on one page, flip it, and now you know what are the most important activities for your team to be doing” - Simon Severino

“People like to buy from people who are happy” - Simon Severino

“If you just do marketing, sales, and operations well, you can do that with half a day, and enjoy the rest of the day doing what you love doing” - Simon Severino

“We don’t rise to the levels of our goals, we fall to the levels of our systems” - Simon Severino

Resources Mentioned:

• Strategy Sprints By Simon Severino - https://www.amazon.com/Strategy-Sprints-Accelerate-Growth-Business/dp/139860349X
• Tools to Help You with Your Sales and Business - https://www.strategysprints.com/tools

Learn More About Simon Severino in the Links Below:

• LinkedIn - https://www.linkedin.com/in/simonseverino/
• Twitter - https://twitter.com/strategysprints
• Website -  https://www.strategysprints.com/

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]

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

Highlights

• [00:54] - Getting into sales by accident and applying his background in sciences to it to thrive.
• [04:04] - The Psychology of Sales: Approaching sales as a puzzle to be solved.
• [08:27] - How sales leaders can give their sales teams what they need to succeed.
• [12:00] - Tips for improving your performance as a salesperson or sales leader.
• [14:38] - Why every salesperson must have structure and be organized to perform at their best.
• [17:30] - Finding his business partner and starting The Practice Lab.
• [21:48] - Impacting sales teams to hit their quotas.
• [25:33] - Sales leadership tactics to help a sales team shift towards great long-term performance.

In this episode of the Transformed Sales Podcast, I had a chat with Jonathan Mahan, Co-Founder of The Practice Lab, the first-ever training company geared towards helping salespeople to master both the art and science of sales through the same type of focused deliberate practice that performers, athletes, and musicians use to become masters of their domains. 

Jonathan and his Co-Founder Jordana come from very different backgrounds; Jonathan from the sciences, and Jordana from the arts. Together, they created The Practice Lab. Jonathan will talk about his journey in sales, the power of mastering the psychology of sales, how structuring practice can make a real impact on a sales rep’s development and results, how sales leaders can develop great sales reps, and so much more. Stay tuned!

Quotes

“A really foundational thing for a sales leader to do is to look at their individual team members to identify any gaps in their behaviors” - Jonathan Mahan

“The problem I see in the world of sales is generally, sales leaders assume everything is a knowledge gap and they just solve everything with training” - Jonathan Mahan

Resources Mentioned:

• Learn How to Respond to Objections Better By Emailing [email protected] with the Subject Line - Transformed Sales

Learn More About Jonathan Mahan in the Links Below:

• LinkedIn - https://www.linkedin.com/in/jtmahan/
• Website - https://www.thepracticelab.co/

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]

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

Highlights

• [00:37] - What it’s been like never being employed, starting his first company at a young age, and selling it in 2019.
• [02:51] - Demystifying the beliefs that business owners have about raising capital.
• [07:23] - The critical importance of product market fit.
• [09:54] - Positive lessons from ten months of no customer acquisition, and nothing but ideating and understanding their product.
• [11:53] - Doing what the market tells you you are good at and how to find a business partner to build your business with.
• [15:19] - Why every salesperson should be genuinely authentic and curious.
• [20:52] - Choosing to live out a digital nomad lifestyle.
• [24:19] - Effective email outreach tidbits for salespeople.

In this episode of the Transformed Sales Podcast, I interviewed Adam Rosen, an entrepreneur that loves to support business owners and share his rollercoaster startup journey to help those on a similar path. He is the Founder of Email Outreach Company, where they do automated email outreach to get startups on more sales appointments, without the hassle.

If you know you need more sales but dread the thought of telemarketing or your email campaigns going unopened or ending up in spam, then this is the episode for you. If you have a great business and you want to let the world know about it, then Adam will teach you the secrets of getting your emails opened and your voice heard. He will also talk about why it's important for businesses to get to product market fit as quickly as possible, and many other insightful topics that will help you grow in your sales career or business.

Quotes

“When you raise capital, as an entrepreneur, you are no longer the primary shareholder. You do not get priority” - Adam Rosen

“Any time you raise capital, now you have a boss. You are not the sole decision maker, you are not the sole owner” - Adam Rosen

“Entrepreneurship can be one of if not the greatest source of freedom for a human being, but, on the flip side, it can also make you feel like you are stuck” - Adam Rosen

“The more authentic you can be the better, and being genuinely curious is such a great trait of successful salespeople” - Adam Rosen

“The more genuinely curious we can be, the more effective we’ll be as, not just salespeople, but business people, human beings, personal relationships, everything” - Adam Rosen

Learn More About Adam Rosen in the Links Below:

• LinkedIn - https://www.linkedin.com/in/adamirosen/
• Twitter - https://twitter.com/adamirosen
• Website - https://eocworks.com/

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]

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

Highlights

• [00:58] - From being a pharmaceutical sales rep to becoming an entrepreneur, leadership and management trainer, and coach.
• [04:12] - The emotional turmoil that comes with being declared redundant or laid off from one’s role.
• [06:33] - Using the challenges you go through to build yourself up into a better future in your dream career or business.
• [09:07] - Transitioning from a career in sales into entrepreneurship.
• [14:06] - How his business grew 600% overnight.
• [19:38] - Helping people to develop their emotional intelligence and resilience.
• [26:15] - Grab the resources available to help you develop your emotional intelligence. 

In this episode of the Transformed Sales Podcast, I had a chat with Robin Hills, the director of Ei4Change, a company specializing in emotional intelligence-based training, coaching, and personal development. He's taught over 300,000 people in 195+ countries and is the author of 2 books. His educational programs are used in South Africa and India and he's delivered keynote speeches globally. Robin has also developed the Images of Resilience coaching method and sits on the North West Committee of the Association of Business Psychology.

Robin and I dove into his world of emotional intelligence and emotional resilience. We discussed how sales leaders and salespeople, in general, can remain calm, cool, and collected in the face of adversity (and thus make better decisions) by developing their emotional resilience. Stay tuned for more!

Quotes

“A life as an entrepreneur is great, but life as an entrepreneur is not easy” - Robin Hills

“Everybody, whether they like it or not, is a salesperson” - Robin Hills

“When you combine your thinking with your feelings in order to make good quality decisions and build up authentic relationships - that’s selling” - Robin Hills

Resources Mentioned:

• Download Robin’s free book: Developing your Emotional Intelligence - https://courses.ei4change.info/courses/free-book

Learn More About Robin Hills in the Links Below:

• LinkedIn - https://www.linkedin.com/in/robinhills/
• Website - https://ei4change.com/

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]

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

Highlights

• [00:58] - The beginning of his technology experience.
• [03:17] - Valuable lessons he got from the company he started that never took off.
• [05:26] - How every salesperson, entrepreneur, and marketer can embody the needs of their customers.
• [08:09] - Showing up as your authentic self when you’re on video.
• [10:20] - Why video is so effective and high converting. 
• [13:00] - Ideal client profiling strategies that work.
• [19:05] - Hitting the Market and Taking Off - How the Covid pandemic propelled his tech company to fast growth.
• [21:37] - Getting over your confidence hurdles to record videos and get great results.
• [26:40] - The power of finding and living your purpose.
• [28:00] - Why goal setting is important.
• [31:56] - Connecting with customers to understand their needs and why they decide to buy or not to buy.

In this episode of the Transformed Sales Podcast, I had a chat with Ruben Dua, the Co-Founder, and CEO of Dubb, a popular video sales platform that helps businesses 30X+. They work with 65K+ businesses, including well-known organizations like Keller Williams, Grant Cardone, Fannie Mae, and eXp Realty, whose sales teams use the platform to produce personalized video messages that boost connections, conversions, and revenues. Ruben has 20+ years of marketing experience and is also the author of Click Record: How Overcoming Fear, Storytelling, and Video Marketing Can Change Your Life, which was Amazon's best new release book in the direct marketing and entrepreneurship categories. 

Ruben will talk about how and why video is taking over the Internet, how can you leverage it to grow your sales by 30 to 300%, how to unleash your creativity for video marketing and top video marketing secrets for attracting your ideal clients, strategies for selling more to existing customers/clients, and so much more. Stay tuned and enjoy!

Quotes

“It’s on us as salespeople, business developers, and anyone in business to bring the trust factor” - Ruben Dua

“If you’re not having fun recording videos and sending them to your prospects, then this is not gonna be a sustainable thing” - Ruben Dua

“If you don’t love the video, you’ll love the results” - Ruben Dua

“State the intention and then create the path to that intention” - Ruben Dua

“When we root ourselves in value to others, all over sudden the world of purpose just opens up” - Ruben Dua

Learn More About Ruben Dua in the Links Below:

• LinkedIn - https://www.linkedin.com/in/rubendua/
• Website - https://dubb.com/

Connect with Wesleyne:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]