In this conversation, Dr. Grant Van Ulbrich discusses his unique perspective on sales transformation and personal change management. He shares insights from his doctorate in sales transformation, emphasizing the importance of understanding change in sales and the psychology behind it. Dr. Van Ulbrich explores the difference between forced change and positive change, and how to manage fear associated with change. He also highlights the impact of COVID-19 on the sales industry and the need for transformational sales strategies that focus on empathy and collaboration. The discussion concludes with a look at the future of change and the importance of continuous adaptation in a rapidly evolving world.

Takeaways

Dr. Grant Van Ulbrich holds the first doctorate in sales transformation.

Sales transformation is essential for adapting to modern customer needs.

Understanding the psychology of change is crucial for sales success.

There is a difference between forced change and positive change.

Managing fear of change can lead to better decision-making.

Sales should focus on relationships and empathy, not just closing deals.

COVID-19 forced many organizations to rethink their sales strategies.

Transformational sales strategies involve co-creating solutions with customers.

Change is a constant in life and business, and we must learn to adapt.

The 'Scared So What' model helps individuals manage change effectively.

Titles

Transforming Sales: Insights from Dr. Grant Van Ulbrich

Navigating Change in Sales: A Doctorate Perspective

Sound bites

"You don't have to be scared of the change."

"It's a learnable skill set."

"You can actually help people through change."

Chapters

00:00 Introduction and Background

00:48 The Doctorate in Sales Transformation

03:27 The Importance of Change Management

06:29 Understanding Sales Psychology

09:14 Forced Change vs. Positive Change

12:01 The SCARRED Model for Managing Change

14:51 Transformational Sales Strategies

17:53 Navigating Change in the Cruise Industry

20:42 The Future of Change and AI

23:09 Conclusion and Resources

25:02 New Podcast outro with logo.mp4

Keywords

sales transformation, change management, personal change, sales psychology, leadership, coaching, fear of change, sales strategies, COVID-19 impact, organizational change