How to Succeed Podcast

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as 'the little sibling' to field sales.

Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called 'inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.

• The best attitude, behavior, and technique on how to succeed at personal integrity
• The definition of personal integrity
• Make a promise to yourself with a consequence/reward and someone to hold you accountable
• Whatever you believe, you prove
• 80% of your inner dialogue is negative and repetitive
• You have a chicken voice, a brat voice, and a weatherman's voice
• How to tell those voices to shut up
• Find what works for you, not anyone else
• How Beth defines success
• Stop keeping your dreams private

• The best attitude, behavior, and technique on how to succeed at big little breakthroughs
• Innovations aren't just for people wearing lab coats and hoodies
• Playing it safe is risky
• If it's not broken, break it
• Reach for weird
• How to practice creativity every morning
• Don't put Legos together with the directions
• Creativity isn't wizardry
• The bad idea brainstorm
• Get 5% more creative

• The best attitude, behavior, and technique on how to succeed at making things happen
• Steve makes billionaire's wishes come true
• How to get rich people to talk to you
• Go for the stupid, the laughable
• People always laugh a few seconds before they start applauding
• Don't give your clients what they ask for, give them what they dream and desire
• Have you diluted your dream?
• How to start
• Ignorance and passion make a great cocktail
• Start with what you can do to help the other person
• Think, create, and disrupt - don't create a transaction
• How Steve defines success now
• Steve's favorite quote from his dad

Anneke Seley, the 12th employee at a little startup called Oracle, has had a career full of challenges and spectacular successes... interfacing with Larry Ellison, Mark Benioff and later consulting with Steve Jobs. Her classic books, Sales 2.0 & Next Era Selling preach looking at the future of sales with an eye on using technology to make business easier and more productive... and her present company, Reality Works Group, is currently helping companies retrain and focus on the fluid nature of today’s sales atmosphere, and succeeding despite distance.

Anneke Seley, the 12th employee at a little startup called Oracle, has had a career full of challenges and spectacular successes... interfacing with Larry Ellison, Mark Benioff and later consulting with Steve Jobs. Her classic books, Sales 2.0 & Next Era Selling preach looking at the future of sales with an eye on using technology to make business easier and more productive... and her present company, Reality Works Group, is currently helping companies retrain and focus on the fluid nature of today's sales atmosphere, and succeeding despite distance.

• The best attitude, behavior and technique on how to succeed at communicating more effectively
• Use the SAVE methodology
• Stay curious and pay attention
• Apply one technique at a time
• Debrief and take notes AFTER the conversation
• Be mindful - focus on your breathing
• Perceptual positions
• Learn to ask for clarity
• Help people to self reflect
• How Greg defines success
• Be vulnerable
• Greg's favorite quote

• The best attitude, behavior, and technique on how to succeed at meeting new people
• How to meet new people during Covid
• Meet people with a "no strings attached" mindset
• You never know who they may know
• Keep the focus on them
• Check out lunchclub.com
• Ask people about their story and let them talk about themselves
• There's a fine line between being pushed and shoved
• Sometimes, you just have to show up

Retired Navy Seal Marty Strong, CEO/CSO at LGS Management Group in Virginia, talks with Matt Benelli about his brand-new book, Be Nimble - How the Creative Navy Seal Mindset Wins on the Battlefield and in Business. How will a Seal answer during the Rapid Fire Round, and the Extra Degree question? Come in and find out!

• The best attitude, behavior, and technique on how to succeed at scaling sales success
• Who the book is for
• Listen for the truth no matter who's telling you
• Macromanage, don't micromanage
• It's hard to scale if you're busy fighting fires yourself
• What can you do to help your sales team drive revenue?
• Manage up, not just down
• Delegate in a way that helps people grow
• Tap into people's why
• Don't let time compression fool you