Revenue Real

This week’s episode features Dale Dupree, Founder and CEO of The Sales Rebellion and Co-Creator of Rebel Refuge, the first gamified community for sellers. To create a strong buying experience, sellers must have authentic conversations. Dale shares that you can deliver this and find fulfillment by embodying the inherent human characteristic of servant leadership.

Sellers can also explore a whole new way of thinking outside of buyers needing to be persuaded. Instead, sellers can influence others and allow them to make the decision to buy based on the knowledge you have just given them. Create curiosity and familiarity

HIGHLIGHTS

Servant leadership is at the core of authentic conversations

A radical thought: Persuasion vs influence

Navigate discomfort and connect with people

Letter campaigns that relate back to the buyer

QUOTES

Dale: "The number one characteristic trait that my father taught me that it's inherent inside of us and that we just have to tap into is servant leadership."

Dale: "Understand the common problems that people typically have or they've experienced at some point. Maybe they don't currently have them but they know them. Understand the commonalities you have with them... and then use all that information to create familiar moments."

Dale: "As salespeople, that's what we need the most is consistency for ourselves on a daily basis in order to conquer the things that are in front of us."

You can connect with Dale in the links below:

LinkedIn - https://www.linkedin.com/in/copierwarrior/

Instagram - https://www.instagram.com/salesrebellion/

Website - https://www.thesalesrebellion.com/

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

This week’s episode features Rob Napoli, Founder of Rise Up Coaching, host of The Bear Necessities of Entrepreneurship Podcast, and author of The Social Soul: Mastering Your Personal and Professional Brand with Intentionality and Authenticity.

Whenever you build something, you have to have a why and how to do it. This is what intentionality means. Rob shares that being authentic is another key piece of intentionality and the way to do this is with engagement. He discusses this in his book with the aim of readers mastering their own personal and professional brands.

HIGHLIGHTS

Getting fired for a lack of passion led to Rob's true passion

Sales training: The skill of selling is central in entrepreneurship

Develop management skills and core competencies

Curiosity, intentionality, authenticity, attitude, and effort

QUOTES

Rob: "If you're an entrepreneur, if you learn how to sell and you can sell your business and you can teach others how to come in and do that the way you did that... you're more likely to have people stay with you because you're like, hey, I've been there, done that. I can empathize and sympathize with you."

Rob: "When you're curious, you learn. And when you learn, you build. When you build, you need to build with intention. And what intentionality means is you understand that you're doing something because of a why but also a how."

You can connect with Rob in the links below:

LinkedIn - https://www.linkedin.com/in/robnap/

Beacons - https://beacons.page/robnapoli

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

This week’s episode features Anthony Garcia, keynote speaker, author of Catapulting Commissions, and host of the podcast with the same name. The seller's role is to bridge the gap between the buyer's problem and the solution. In B2B sales, this likely connects buyers with solutions to time, money, and productivity.

Even in a future where sales jobs are automated, those that do not have one key factor: sellers inspire confidence in buyers. And for sales leaders, know that empathy is the number one trait you need to combat the great resignation; so sell your vision!

HIGHLIGHTS

Reframe "always be closing" to "always be prospecting"

Defining value and solving the problem of time, money, and productivity

Sellers inspire confidence in the buyer journey

For sales leaders: Empathy is the key to success

Embrace uncomfortable conversations for growth

QUOTES

Anthony: “If I'm in the entry portion of my sales process, the value is, does my prospect acknowledge they have a problem? Can they quantify that problem? And do they understand how that problem is impacting them, their life, their business?

Anthony: "Empathy is going to be the key to success for everything right now. Can I empathize with my employees on what they're experiencing right now? Can I come to them from a point of saying, okay, I understand."

You can connect with Anthony in the link below:

LinkedIn - https://www.linkedin.com/in/anthonypgarcia99/

Website - https://anthonypgarcia.com/

Catapulting Commissions Amazon Book Link - https://www.amazon.com/Catapulting-Commissions-Achieve-Your-Sales/dp/B0848X7DKH

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

This week’s episode features Bre Sprague, Strategic Advisor at OpsVeda, Engineering Project Manager at CIENCE, and RevGenius Ambassador. Making it all and losing it taught Bre the resilience a person needs to keep striving against the odds and win.

She shares her career journey and the value of being authentic in creating connections that matter. In sales, you have to let go of what others think to thrive but also think like a buyer, not a seller, to intimately understand how you should be engaging prospects on a person to person level.

HIGHLIGHTS

Bre's career: Making it big in network marketing, losing it all, and entering tech sales

The pretentiousness of tech

How to be authentic in sales and letting go of what others think

QUOTES

Bre: "I think one of the biggest things that people forget is you can teach that, you can teach Salesforce, you can teach Salesloft, you can teach Hubspot. What you can't teach are actual people skills."

Bre: "Authentically asking a question, as simple as 'why is that important to you?,' 'why would you do that?,' things like that that are very simple questions but get people to go oh, well, I'll explain why I'm going to do it. This is what's important to me."

You can connect with Bre in the link below:

LinkedIn - https://www.linkedin.com/in/bresprague/

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

This week’s episode features Steve Taylor, founder and licensed insurance agent at Thinq HR & Insurance Services. He shares his journey in sales which began with basketball. As he got his athletic scholarship by cold-calling, he convinced his future boss to hire him for a sales job even without any experience.

After realizing that he always wants the next thing and the next thing, Steve decided with his wife's help that the next logical step is to simply start his own business in insurance and HR. There is always a need for these two services and his experience in both fields made it the best choice for his business.

HIGHLIGHTS

Space Jam was Steve's inspiration for basketball

Being results-oriented got Steve into sales even with no sales experience

Steve starts his own insurance and HR business

QUOTES

Steve: "I wanted everybody around me to know that it's not where you're from, it's not what your conditions are, it's where you're at and where you want to be. And then that journey along the way, that's the growth, and that growth is where all the skill sets are and those skill sets are going to be things that nobody can take from you."

Steve: "He said, well, son, if you can get a track and field scholarship cold calling and you can get the results and keep your scholarship, you can sell payroll. And I didn't want to disappoint him so then, yeah, that's pretty much how I started doing sales."

You can connect with Steve in the links below:

LinkedIn - https://www.linkedin.com/in/thinqinsurance/

Email - [email protected]

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

This week’s episode features Matt Coatney, Chief Information Officer at Thompson Hine and co-author of The Human Cloud: How Today's Changemakers Use Artificial Intelligence and the Freelance Economy to Transform Work.

Matt shares how he and his co-author wrote the book and his own professional journey with freelancing. Technology and freelancing allow individuals to create wonderful work that is not tied to any one company and instead produces a portfolio of work that showcases expertise and passion.

HIGHLIGHTS

Meeting Matt Mottola and co-writing The Human Cloud

Freelancing creates amazing portfolios of work regardless of scale

QUOTES

Matt: "With the advent of technology and with freelancing and the way they're starting to intersect, we'll all ultimately become masters of our own careers, of our own set of projects and experiences that we work on and it will look more like a portfolio of great work and great relationships."

Matt: "The top prospectors are consultants, and maybe that's the right answer is start to develop consulting skills, take on side gigs to get that experience, not stay out of the industry."

You can connect with Matt in the links below:

LinkedIn - https://www.linkedin.com/in/mattcoatney/

Amazon Book Link: https://www.amazon.com/Human-Cloud-Changemakers-Artificial-Intelligence/dp/1400219736

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

This week’s episode features Peter Winick, Founder and CEO of Thought Leadership Leverage and host of the Leveraging Thought Leadership with Peter Winick Podcast. Peter begins by diving in on the topic of learning and how sales teams must first determine how each individual learns instead of forcing conformity.

Amy then introduces the Four Phases of Learning, the Competency Quadrant: unconscious incompetence, conscious incompetence, conscious competence, and unconscious competence, and how staying at phase 2 is the most dangerous and must be dealt with as soon as possible.

Peter shares that thought leadership has two levels of learning: evergreen and cyclical. And to be a thought leader, you have to release content. He advises aspiring thought leaders to stop thinking and start doing and develop thick skin to take feedback that may or may not be positive.

HIGHLIGHTS

Peter’s backstory and being an entrepreneur on a thought leadership basis

The art of learning: Hack your learning by knowing your learning style

The need for training at the management and CEO level

The competency quadrant

Thought leadership and pivoting behaviors according to cycles

Amy’s upcoming book Sell Well and the steps of publishing a book

Thought leadership is personal branding to stand out

QUOTES

Peter: “The bottom line is your A team never winds up in training, full stop. And that's reflected in almost every training and development entity at the Fortune 500 level. Do you know of any CEO that came from training? It just doesn't happen.”

Peter: “Book is step one. It's like opening a retail store and I walk in and there's one thing on the shelf. I'm like, oh, this is cool. I guess I'll grab that. But I have no reason to come back. I bought the thing. Like it's an ice cream shop that sells one flavor. Why would I go back? So those are some things to think about.”

Peter: “Isn’t thought leadership really personal branding, I don't know what number, up to 5.0 where it's a representative of who you are and what you think and what you say and what you believe in that could be perfectly aligned to the position that you have today? And the added superpower of being transportable to come with you to the next gig and the next gig and the next gig.”

You can connect with Peter in the links below:

LinkedIn - https://www.linkedin.com/in/peterwinick/

Website - https://thoughtleadershipleverage.com/

Podcast - https://www.youtube.com/c/ThoughtLeadershipLeverage

Email - [email protected]

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

This week’s episode features Ashley Welch, Co-Founder at Somersault Innovation. By marrying the ideas of design and sales and focusing on co-creating, Ashley came up with design thinking. This way of thinking decreases risk of failure and increase your chances of delighting the customer.

Amy and Ashley also chat about sales culture and innovation. Many times, successful organizations feel no need to try something new because the numbers prove that they are doing something right. However, what this may lack is a customer-centric idea that informs on how your organization can make customers even happier above just getting what they need from you.

You can connect with Ashley in the links below:

LinkedIn - https://www.linkedin.com/in/awelch1/

Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue Book Page - https://www.amazon.com/Ashley-Welch/e/B076H9J4DX%3F

Email - [email protected]

Resources featured on this episode:

The Greatest Competitive Advantage You’ll Ever Know - https://www.uncrushed.org/content/2021/2/9/the-greatest-competitive-advantage-youll-ever-know-mental-health

Project Oxygen - https://rework.withgoogle.com/guides/managers-identify-what-makes-a-great-manager/steps/learn-about-googles-manager-research/

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

SHOW SUMMARY:

This week's episode features Eric Konovalov, a seasoned sales leader, USMC Veteran, host of the Lead Sell Grow: The Human Experience pod cast and author of bestselling B2B Sales Secrets. As a John C. Maxwell-certified coach, Eric brings with him a unique perspective in creating a positive mindset both as a sales professional and a leader.

Eric shares how he deals with situations that make him uncomfortable, such as the voice of negativity in his head that he calls the "gremlin", and other situations at work that he has experienced in his tenure as a sales leader. This includes dealing with any mental health issues that you may have first, instead of ignoring them.

HIGHLIGHTS:

07:18 Control the voice of the gremlin inside your head

14:47 Differentiating the brain vs the mind

25:18 The mind is like a computer, it can be programmed

33:49 Owning your feelings through journaling

41:10 Why we don't hear more about John C Maxwell in the tech space

44:56 The power of compliments in building team rapport

52:40 Eric's toughest conversation in sales

QUOTES

15:37 Eric: "I think the mind is what connects us to the universe, God, whatever you wanna call it. If you're not a theologian, then it's universal energy. energy can never be created or destroyed. Right. It just moves on."

16:07 Eric: "I think the mind connects us. The brain is the mechanical switching station that once the mind makes the decision, the brain acts on it."

27:42 Amy: "There's no such thing as icing out just bad feelings, right. If you're going to ice out some form of those feelings, you lose them all."

29:19 Amy: "Negative thoughts are going to come, negative feelings are going to come. This is a critical part of the human experience, but it's what we choose to feed that grows."

33:50 Eric: "Everything I want for my life is there at a certain vibrational frequency and the way to tune into it is through feelings and the highest feeling that humans can have where we're just operating in our optimal is love and joy. And the opposite of that is, is fear and anger."

You can connect with Eric in the links below:

Linkedin - https://www.linkedin.com/in/thegoalguide

Podcast - https://lead-sell-grow-the-human-experience.simplecast.com/

Twitter - https://twitter.com/erickonovalov

This week’s episode features Keith Camapgna, Chief Sales Officer at The ROI Shop and Founder of Lifework Integration. The definition of work and how employees work is radically shifting today.

The baby boomer generation implemented a work environment based on the needs of the Industrial Revolution. However effective this may have been, this environment is no longer applicable in today's world.

Now, what we need is an integrated approach that sees employees not as cogs in a wheel, but as people whose talents and skills must be nurtured. Talent scarcity is an illusion and what changes the game is not financial capital but human capital.

Companies can keep up with this change by focusing on leadership and adapting leadership styles. By seeing employees as individuals with talents, companies will benefit from the diversity they bring to the table instead of pushing for new hires to become duplicates of other employees.

HIGHLIGHTS

09:27 Lifework Integration and sales: Updating the notion of life-work balance

16:14 Outdated hiring models and the nonsense idea of talent scarcity

23:41 Companies need overhaul the mindset that people are just cogs in a wheel

31:22 Expedite leadership development to adapt to changing work environments

43:15 Teach sales teams the habit of continuous learning

50:42 Build rapport with buyer enablement

54:03 Tips for sellers and difficult conversations when hearing 'no'

1:00:43 Connect with Keith

QUOTES

13:04 Keith: "In sales, you can create a future like you never imagined because you simply have to recognize that, if you put in the work to understand what you want in the product or the market you want to serve, you have unlimited potential."

18:16 Amy: "This talent scarcity, whether it was the baby boomers, whether it was the hamster hiring wheel, whether it's just the system that just continued as is because this is what we've always done, that is all nonsense."

20:24 Keith: "Welcome to the redefinition of work. Let's face it, our education system and our work systems were built off of the Industrial Revolution and, back then, people had to be trained in a work environment to work. Now, we have to teach our workers how to think. We are a thinking society now. We are a thinking market now."

28:34 Keith: "See, the real fundamental element that's changed the game is the human capital, not the financial capital. Up until this year, on a financial report for any company looking to go public or develop some sort of a financial valuation, they literally would list the human capital, the human resource, the people part of their company, as risk."

39:09 Keith: "The health of any organization is inherently tied to the organisms working within it. There's no getting around it. So, the companies that are literally transforming themselves are not just looking at technology, they're looking at personal transformation."

57:32 Keith: "America is fixated on having the right answer. It's about having the right question. Spend time with the question. Don't worry about what the right answer is going to be. Just think about it and understand that absolutely, most of the time if not every time, something that seems uncomfortable can be quite comfortable."

You can connect with Keith in the links below.

LinkedIn - https://www.linkedin.com/in/keithcampagna/

Website (personal) - https://www.keithcampagna.com/

Website (The ROI Shop) - http://www.theroishop.com/

Email - [email protected]