In this episode, learn how Sanders inspires contagious confidence and sets high standards while genuinely caring for team progress. Discover practical parallels between football challenges and sales environments, mastering the art of fostering optimism amid adversity.

Explore the power of hope in leadership, celebrating incremental progress and setting growth expectations. Gain insights into nurturing a culture of effort, excellence, and confidence rooted in hard work, aligning sales teams with a winning mindset.

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Lance delves into the pivotal influence of a sales leader's mindset on team success in this episode.

Referencing a Wall Street Journal article, Lance explores how deeply held beliefs shape behaviors, impacting various aspects of life like exercise routines and financial management. He shares personal anecdotes, shedding light on childhood influences that continue to affect decision-making in adulthood.

Drawing from the research of Stanford's Carol Dweck on mindsets, Lance highlights the dichotomy between fixed and growth mindsets, illustrating their profound impact on resilience and perseverance when faced with challenges.

We encourage listeners to challenge limiting beliefs, seek positive influences, and evolve as leaders. Tune in to this episode to reshape beliefs and mindsets for personal growth and bolstering team success.

The 3 Keystone Areas Of Main Concern For Coaching Great Salespeople by Lance Cooper

The Greatest Sales Leaders in Today's World Coach the Best! by Lance Cooper

The Best Role Intense Models for High Activity Salespeople by Lance Cooper

This episode discusses the inherent desire for personal and professional greatness, and it draws from sports coaching wisdom, emphasizing attitudes like determination and humility as crucial drivers of success, more potent than innate talent.

This episode looks at the challenges faced by today's new graduates and the implications for the world of sales. The education landscape has drastically transformed in recent times, with the pandemic causing a shift from in-person classes to remote learning. Many new graduates lack practical experience and essential life skills due to the isolation and digitalization of their education. Lance breaks down the 15 essential face-to-face interactions or interpersonal skills that form the foundation of successful sales careers.

How To Successfully Prospect For New Business Is Like Fishing Not Catching by Lance Cooper

In this episode of Sales Cultures Refined, your host Lance Cooper delves into the importance of implementing challenging tests in the recruitment process to hire the best salespeople. Lance begins by posing intriguing questions about the admissions process for fields like medical school, pilot's licenses, and nuclear site visits. He explores the idea of making the candidate experience a priority over conducting a thorough review of mental state, cognitive capabilities, personality, and character.

Drawing parallels with professional sports like the NFL, where stringent selection criteria are crucial for survival, Lance highlights how many companies fail to value the sales position adequately. He shares examples of organizations that offer attractive benefits and salaries, yet still experience high turnover within the first few months.

Last time, we delved into the power of stories and how they can lead to long-term sales success. Today, we're going to dive deeper into the world of storytelling and word pictures, discovering the most powerful types of stories and where to use them in the sales process.

In today's episode, we'll focus on training salespeople to introduce themselves and their companies using the power of storytelling. We'll also explore what constitutes a story and how it can effectively convey truths or influence actions.