Aaron Schmookler is a Culture Engineer and an ally to People-First leaders, helping their teams to commit their full talents to the job at hand and to bring out the best in those around them.

On today’s episode of the Salesman Podcast, Aaron Schmookler joins us as we get into the topic of how to be more effective in sales regardless of what your current circumstances are.

Resources:

Aaron on LinkedIn

TheYesWorks.com

@AaronSchmookler

Transcript 

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

Aaron Schmookler:

Well, if we back up away from the world of sales for a moment, and just think about cause and effect, we are effective. Congratulations, Will, you’re effective. If you stay home in your bed, the effect will be that not much happened.

 

Aaron Schmookler:

There is a universal human bias called the negativity bias. We all have it. We are all pessimists at one level.

 

Will Barron:

Hello, Sales Nation. My name is Will Barron. I’m the host of the Salesman Podcast, the world’s most downloaded B2B sales show. On today’s episode, we have the legend. He’s been on the show a bunch of times now, Aaron Schmookler. He is the co-founder of The Yes Works.

 

Will Barron:

On today’s episode, we’re getting into the topic of how to be not just more effective in sales, but how to be effective in sales right now during a global pandemic, regardless of what your current circumstances are. There’s a tonne of value in this episode, so let’s jump right into it.

 

What it Means To Be Effective in B2B Sales · [01:40] 

 

Will Barron:

Today, we’re going to answer some difficult questions and hopefully provide a tonne of practical, valuable value for the audience. I want to get into this topic of what it is to be effective, and how to be effective when seemingly the world may be falling down around us.

 

Will Barron:

We can get into the metaphor and whether that’s the reality or not in a second, but to get started, Aaron, what does it mean to be effective? Do you have a definition of this? In the context of B2B salespeople specifically, what does it mean to be effective?

 

“We are effective to a certain extent. If you stay home in your bed, the effect will be that not much happens. There is cause and effect going on, whether you like it or not. The question is what is the effect that you want to see happen, and then the other question is what are you going to do about it.” – Aaron Schmookler · [01:45] 

 

Aaron Schmookler:

Well, if we back up away from the world of sales for a moment, and just think about cause and effect, we are effective. Congratulations, Will, you’re effective. If you stay home in your bed, the effect will be that not much happens.

 

Aaron Schmookler:

There is cause and effect going on, whether you like it or not. The question is what is the effect that you want to see happen, and then the other question is what are you going to do about it.

 

“Being effective is not necessarily getting the results that you’re resigned to, but getting the results that you want. And that takes being sure that you can get some results that you want.” – Aaron Schmookler · [02:19]

 

Aaron Schmookler:

For our purposes, being effective is getting the results that you want, not necessarily getting the results that you’re resigned to, but getting the results that you want. When we talk about being effective, it takes being sure that you can get some results that you want.