No BS Sales School

HIGHLIGHTS

• Concept of rescue
• Go in humbly and act as if it hurts you just as badly.
• Be open with people and don’t be defensive. 
• Let them get their emotions out and don’t take it personally.

QUOTES

Walker: "When you gotta deliver bad news, act like it hurts you worse.”

Walker: "Take responsibility. Act like it hurts. Don’t get upset with your prospects if they get upset with the problem. Remember, they’re upset with the problem, not you." 

Walker: "If you take responsibility, chances are they’ll say, I know this is not your fault and you’ll be on the same side. You’re their guide to help them in this process.”

Walker: "When you deliver bad news, say I really screwed up, or I hate to tell you this you’re probably gonna want to kill me, but I gotta let you know this problem has happened, and then shut up. You don’t need to justify or explain it. Just be quiet, let them vent, and be prepared."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram

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HIGHLIGHTS

• Networking is a lost art
• To give is better than to receive
• Be sincerely interested in people
• The present, past, and future are good conversation starters
• Look forward to helping people

QUOTES

Walker: Pick up the phone. Remember that thing that you look at Snapchat on? Pick up the damn phone and call somebody. Pick up the phone and say 'Hey John, Hey Susan, you know I've known you for 6 years, 16 years, and I know you're a lawyer but I don't really know what you do. Would you be okay having a cup of coffee with me in a meeting? I might come by your office, just to figure out if there's someone I know that you need to know.' Your offer for this network is to give, not to take."

Walker: "Somebody who either puts people together that need to know each other, or you're able to refer business to somebody else, expecting nothing in return. Just know that for the good of the world, that's the best thing that you can possibly do. And while it may not come back one for one, other than it just being the right damn thing, it's very, very powerful. If you become somebody who is known as somebody who is interested in other people, who wants to help other people, that will come back to you in spades."

Walker: "Be sincerely curious. Go to learn. Go to figure out how can I help you? Which can be a question you can ask at any time, but certainly towards the end of your conversation, 'This has been really interesting,' you might say, and mean it. Here's the part, sincerely curious, the first part of that is sincere. 'How can I help you? Who are you trying to meet, maybe, that I might know?'"

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Going forward is hard but that's what we signed up for
• Changes can get uncomfortable and expensive
• Your only competitor is yourself
• You gotta make changes to grow

QUOTES

Walker: "All of us at some point in our career, we're gonna reach that point where what you're doing is not working as well anymore. You're gonna feel overwhelmed, underpaid, you're gonna feel like the whole world falling apart and stuff just isn't working anymore or not working as you needed it to. That's a really good sign to make some changes.

Walker: "Get over yourself. Realize that it's gonna be uncomfortable. If you have big goals, you're gonna be uncomfortable a lot of times. It's part of it. It's going further than other people in the past have gone." 

Walker: "Think about how upset you're gonna be if it's 12 months from now and you're not that next level and you're not doing what you wanna do? What is it that I'm gonna miss out on? If that doesn't make you mad then you don't have the right goals."

Walker: "But if you're concerned and committed to growing, it's gonna be uncomfortable, it's gonna mean you're gonna have to make some changes, and it might be expensive."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Turn off the news for now 
• Avoid doom scrolling and focus on the things you can control
• Emotion is the root of recession
• Take the time to learn new things through books and podcasts 
• Stay away from negativity, just keep on working

QUOTES

Walker: "As stones fall, we create a recession for ourselves. Now does it happen after a natural business cycle, normal human behavior, yes but you don't have to participate." 

Walker: "Read books. I don't care if they're business books, I don't care if they're history books, I don't care if they're personal, I don't care if they're fiction. But feed your mind with something besides the fricking doom news which is always negative." 

Walker: "What's happening today is noise. When we write about it 10 years from now it'll be history which is written through a certain lens. But today, all we can control is us and what we do, and how we approach things and what happens when you get punched in the face. What happens when things don't go your way, what do you do next?"

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Acceptance of video has gone up and production costs have gone down
• To create great videos, emulate great content creators
• Ideal video length is variable, it's context versus content Social watching customizes your videos for your audience
• Relatable videos for and by clients

QUOTES

Doug: "Competition-wise, it comes down to the story of the content. What works for you in video may not work for another client."

Doug: "Keep it authentic to a certain extent. It has to be done right with a right message. It's context more than content, I think in a way. Content is the type of videos, whether it's a personal video message, a testimony, but context is who's your target audience?"

Doug: "I like to say use video everywhere it makes sense. Video, podcasting, and just podcast, some cases, video, a simple text, audio will suffice. Watching a video is an investment in my time." 

Where to find Doug:

• LinkedIn: https://www.linkedin.com/in/douglehman/
• Website: http://storysellingmarketing.com/
• Website: http://douglehman.com/
• YouTube: https://www.youtube.com/c/DougLehman

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• The path to success is not always linear 
• Talking to business people can be a potent learning experience
• Selling the experience, not just the product 
• What you do impacts company culture 
• It's the organization's job to engage employees
• How to create a company culture in the era of remote work
• Reward people for following your company's core values
• People want to be micro supported, not micromanaged
• Hire for culture first 

QUOTES

John: "The best way to learn how to understand business is to talk to business people on a regular basis. You will learn every obstacle, every challenge. I mean I got an MBA from talking with small business owners and entrepreneurs for a living, telling me what their challenges are, what their concerns were, what their goals were, how they got stuck running the business instead of owning the business." 

John: "If your staff feels that they have a job, that means they're coming in, they're punching the clock and they're not fully engaged. It doesn't mean that they're not taking care of their clients or following systems controls and procedures. But it doesn't mean that they feel like they're part of a community, a movement, something bigger than themselves, a greater purpose." 

John: "Communication. Rewards. Recognition. Incentive. By the way, incentive does not always have to mean financial. Now, there might be a cost to  a product. But it might be a $45 apparel piece that has the company logo on it and says, 'You've been tremendous this month' embroidered on it. Or it just has the company logo and it comes in a nice kit and in that is a handwritten card also logo'd from that manager and that executive team saying, 'We wish we could be next to you, but understand you're always in our hearts and our minds. Thank you for your service, what you've done." 

John: "What we are finding and what we've done as an organization to make sure that we maintain the culture is we've upped the communication, we've upped the amount of recognition, and we've used, whether we've used Microsoft Teams or some other platform in your organization."

John: "I appreciate as a salesperson not being micro managed, but I always wanted to be micro supported when I was in sales. Sometimes you do something great and because you're doing it, you can't see that you did something great."

Where to find John:

• Mobile: +1 224 730 9360
• Linkedin: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/
• Website: https://www.clubcolors.com/
• Youtube: https://www.youtube.com/channel/UCGv7-PFxvKZD6HKsecYgBrw

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Follow your passion and do what you love 
• What is a value-added network? 
• Surround yourself with people that you can learn from
• Creating a Brand Ambassador List 
• Find people that can advise you in times of need
• You create more value for others than you think 
• Be thoughtful about who you connect with 
• The making of The Social Soul
• It's not about being a salesperson, it's about being an engager 
• Create a relationship before selling your product 
• We all can create our own small impact

QUOTES

Rob: "A value-added network is, I don't care if you have a hundred followers, a thousand, or five million. Are those followers and the people you're following people that you can learn from, interact with you, can learn from you, can do business with."

Rob: "Because I'm engaging in the communities I serve, and helping connect those dots, it starts to create these circles of value that open up doors that you never thought possible. And that can be done at any level at any job whether you're in content, a marketer, operations, front line, behind the scenes, it doesn't matter. Every stage of your life and every job you work, you're creating connections, answering questions, and providing value and service to somebody."

Rob: "I got rid of toxicity and when I did that, my network improved, the value of my conversations improved, the dynamics of what I was doing on all my social platforms started to grow."

Rob: "It's really about engagement. Engaging with the communities that you serve. Engaging and connecting with and having  real conversations with people across social and that opens so many doors for business opportunities, networking, jobs, learning, whatever it is. All these different things happen when you engage." 

Rob: It's all about the social soul. Who you are authentically online, being a real human and showing who you are in a digital life where we try to show our best self and only our best self because we live in an influencer culture. 

Where to find Rob:

• Beacons: https://beacons.page/RobNapoli
• Linkedin: https://linkedin.com/in/robnap
• Instagram: @rise_up.robnap
• Amazon Book Link: https://amzn.to/3sVeAhs

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Sales guy starts as an excellent rookie
• Newbie sales guy gets sales training
• Now well-trained sales guy fails at sales
• Think like a beginner: ask questions like you don't know any better 
• Make your audience feel understood

QUOTES

Walker: "When you sell a product or even a service, what we do is we let the damn product or service get in the way. We want to talk way too much about the service or the product and not nearly ask enough about the prospect."

Walker: What do you know about professional salespeople? Guess what they do: they don't spend nearly, almost no time on the product. They spend the whole time on the person they're talking to, not just facts and figures but opinions. Why is that important, why do they like that. Tell me how that happens."

Walker: "Be sincerely curious, having your prospect understand that you're trying to understand them. Even if you've seen it a million times before, it's so easy as a salesperson or anybody to get clinical."

Walker: "Maybe you do know the answer. But if you give the answer too quickly before they feel like you understand them, before they feel fully understood, there's a barrier between you. And the chances of your sale go way way down."

Walker: "Don't be like the guy at the bottom that makes it all about the product and not about the customer. You'll waste a ton of time, you'll run off a ton of people."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• Always come prepared in your conversations
• From sports medicine to sales
• Selling surgery: a masterclass in modern selling
• It can be difficult but worth it to start anew
• Finding a good mentor can change your life
• Always think about what you want to accomplish
• Take charge of your own success 
• To be fundamentally curious is to face the possibility of being wrong

QUOTES

Jeff: “It's really important that you are prepared for your conversations in sales, networking, all that stuff. I like to say that your prospect will only allow you to waste their time once.”

Jeff: “I challenge people to think, what's that feeling you get when you make the biggest sale of your career? What's that feeling you got when you walked out with an order that you knew was gonna change your career? Remember that feeling. I hope people find that feeling more often.”

Jeff: “I think our own momentum and inertia gets us so wrapped up sometimes, that it's really tough to change course even when you know a course change is the right thing to do. Habits become routines, routines become ruts, ruts become canyons before too long.”

Jeff: "I want to know what we're trying to accomplish so I can figure out the way I can do it the most effectively." 

Jeff: "Stop looking for a How-To guide. Start paying attention to your own intuition and sell like you. Take inspiration from the people who've gone before you, the people who've been successful, the mentors that you will hopefully exceed one day because that's what they want to see for you too."

Jeff: "What a real good mentorship does is it helps you understand the why behind the things, the fundamentals and principles that are at work. And you can modify your technique if you know that prospecting needs to be done, whether through the phone, a computer, smoke signal, carrier pigeon, whatever it is. You'll figure out the way to accomplish what needs to be accomplished."

Where to find Jeff:

• LinkedIn 
• Website
• Podcast

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHTS

• From advertising to Scale-ups
• Working in a high-powered, male-dominant sales environment 
• Keeping up with male activities was a part of the job 
• Dealing with sexual harassment and sexism in the workplace 
• What women can and cannot do in business in different cultures
• Always be direct and very clearly manage expectations 
• How to create healthy business relationships
• Silence does not mean yes

QUOTES

Sara: “I noticed when I did not go to the pub with the team, I was out of the loop. I didn't get the referrals from other colleagues, I wouldn't get a heads-up like hey we have this meeting make sure that you've prepared. I didn't get any of that. I was almost losing myself as a woman and the things I liked to do because I want to be part of the guys.”

Sara: “I sometimes find it very hard to speak up because I don't want to rock the boat, I don't want to make people feel uncomfortable even though I'm the one feeling uncomfortable. I don't want the situation to feel weird.” 

Walker: “The goal of the friendship should just be the friendship itself. Anything more than that, I like the ide of having healthy business relationships. Which means two or more people that are actively trying to help each other reach their own business goals.”

Sara: "It's important to find an environment and a culture that fits you. I would definitely speak up whenever you feel uncomfortable. And I know that's a very easy advice to say because I still struggle with that every single day when I have environments that I think are... this is not great. But discuss it with friends, discuss it with other people so when you are in a similar situation next time, you are prepared."

Where to find Sara:

• LinkedIn 
• Website

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.