In Episode 24 of Sales Enabled, Dan is speaking with Jim Rees, an Executive Coach, Motivational Speaker, Author and Ultra-Cyclist in a deep discussion on the critical aspects of emotional intelligence and personal development. The conversation begins with an emphasis on awareness—understanding and deliberately managing one's emotions to influence positive outcomes. The ABC of Success model is introduced, comprising Awareness, Beliefs, and Commitment, offering a framework for personal and professional growth. 

A significant portion of the conversation revolves around the power of beliefs and their impact on behavior. The distinction between limiting beliefs and empowering beliefs is explored, highlighting the transformative potential of changing one's belief system. The metaphor of leaving a "fingerprint" in interactions underscores the importance of being intentional about the emotional impact we have on others in various relationships.

Specifically, the pair go into detail in the following areas:

Emotional Intelligence in Leadership: Explore the importance of emotional intelligence, focusing on how leaders can be intentional about their emotional impact in various relationships.

The ABC of Success: Delve into the ABC model discussed in the conversation, which stands for Awareness, Beliefs, and Commitment. Understand how these elements contribute to personal and professional success.

The Power of Beliefs: Highlight the impact of beliefs on behavior and performance. Discuss the concept of limiting beliefs versus empowering beliefs and the role they play in shaping one's mindset.

The Fingerprint Metaphor: Explain the significance of leaving a positive "fingerprint" in interactions, whether in intimate relationships, work relationships, or random encounters. Discuss how being intentional about these interactions can contribute to a positive world.

Commitment to Success: Explore the theme of commitment and the importance of seeing goals through to completion. Discuss how commitment plays a vital role in personal and professional achievements.

This is essential listening for anyone looking for practical insights into enhancing their emotional intelligence, challenging and transforming limiting beliefs, and committing to the journey of personal and professional success. The podcast serves as a valuable guide for those seeking to navigate the complexities of emotional awareness and personal growth.

In the episode, Jim refers to a number of materials. A couple of these are linked below:

- EI Framework

- OK Corral

About Jim Rees

What finger print are you going to leave?

Recent achievements:-
3 consecutive solo finishes in the Race Across America (Ultra cycle race covering 3000 miles of non stop cycling) in 2007, 2008 & 2009 going faster each year.

2009 Oct set a new record for the static Watt bike in 24 hours, cycling a total of 448 miles.

Having flown around the world competing in some of the toughest races on the planet, I have met some amazing athletes and I have a very clear idea of what is possible. Drawing from my personal sporting and professional career, I have seen and experienced perceived impossibilities turn into reality. From this, I absolutely know that the majority of us are barely scratching the surface of our potential, whether that’s on the tennis court or in the boardroom.

More recently I have run Leadership development programmes around Being an Authentic Leader, focusing on the finger print leaders are leaving in every conversation, every look and every hand shake. Creating more Awareness around their Emotional Intelligence and the impact that they have on the rest of the business.
Everything we do is rooted in our beliefs about what is achievable and whether it's through the keynote speech, 1:1 coaching or group coaching I have the ability to challenge people's patterns of thinking that might be holding them back.

Find out more at theEIGuru.com

In episode 20 of Sales Enabled, Dan is speaking with Danny Wasserman, Director of GTM Enablement at Gong on the topic of behavioural economics, decision science, and generally how to use the research around influence and persuasion to help salespeople be more effective. When Danny first got into enablement, he decided he was going to give salespeople more than just the generic sales training advice that they may have been used to, and committed to always using the best available science and research to both drive messaging and also help structure sales conversations. In this conversation, Dan and Danny explore the different research available around behavioural economics, and Danny shares some of the ways he has turned theory into practice with his salespeople. Specifically, Dan and Danny dive deep into the following topics:

If you want to know how to apply the theory of persuasion and decision science in a practical, sales-focused way, this is a great episode. It will also really help you to understand why some of the top sales training companies in the world structure their training the way they do, and how you can use these techniques to really improve your ability to persuade and influence. 

About Danny Wasserman

As a former restaurateur turned SaaS seller, Danny Wasserman is no stranger to grit. From consistently over-achieving on quotas to innovating sales programs, Danny has thrived in fast-paced environments that celebrate change. Most recently, he has researched, architected, and subsequently delivered sales enablement content that globally serves SMB, Commercial, Enterprise, Partner, and Customer Success teams. Danny has facilitated for audiences ranging from 30 people onboarding to thousands of people attending a sales kickoff. In between, he’s taken tremendous pride in ramping numerous facilitators to create a global faculty versed in teaching leaders and sellers alike on relevant, actionable curriculum. Whether it's in front of the room facilitating or in the back office ghostwriting communications for leaders, Danny remains equally committed to always playing for the team and never losing sight of humility. In my free time, you'll see him on the soccer pitch, on the ski slopes, or in the lab distilling his own gin.

In episode 23, Dan Storey is speaking with Dre Baldwin, CEO and Founder of Work On Your Game Inc. Dre is a former professional basketball player who now teaches the mindset of success he developed in his sports career to business owners and salespeople globally, either through his coaching, 4 TedX talks, one of his 33 books on the topic of success mindset, or his podcast which has had over 7 million listeners. Dre is a living example of the power mindset has on a sales and business career, and this is a topic that is of highest importance for all salespeople, whatever stage of their career they are at. In this episode, Dan and Dre discuss the crossover between sports, business and sales, tying it back to Dre’s success on the court, as a YouTube content creator, and now as a coach to people all over the world. 

Specifically in this conversation, Dan and Dre go into detail on:

This episode is essential listening if you want to develop a mindset that is going to guarantee you success in your sales career, regardless of what is happening around you in the current environment. Dre’s stories about discipline, confidence, mental toughness and personal initiative are guaranteed to leave you feeling inspired and energised, so make sure you take the initiative and put these lessons into practice. 

About Dre Baldwin

Dre Baldwin is CEO and Founder of Work On Your Game Inc. He has given 4 TEDxTalks and has authored 33 books. 

Dre’s content has been viewed over 100 million times. His daily Work On Your Game Podcast has over 2,600 episodes and over 7 million listeners. 

Dre had a 9-year professional basketball career, playing in 8 countries. Dre’s framework is the "roadmap in reverse" for professional mindset, strategy, systems and execution.

In Episode 22 of Sales Enabled, Dan is speaking with Galem Girmay, manager of revenue enablement at UserTesting and host of the awesome podcast, What Is Your Legacy. Galem learned early on how to hustle, and at just 10 years old found her way to get to the top of the leaderboard by outworking all the other kids. Fast forward to the today and she used that same hustle mentality to get into tech sales, first as a BDR, then AE, and now into Enablement, using those same characteristics and curiosity to learn and expand herself along the journey. 

A lot of Galem’s work is focused around helping teams improve their effectiveness with outreach and cold calling, and given that this is a challenge for all businesses today, it made sense to focus the conversation on that topic. 

In this episode, we dive into detail in areas such as:

Galem prides herself on always trying to be the best version of herself and figure out how her experiences can positively impact and contribute to an organization and individual contributors. She definitely brings that passion and focus to this episode, making this a must-listen for anyone in a sales team that relies on outbound efforts to fill their top-of-funnel requirements.  

In episode 21, Dan Storey is joined by Harry Kendlbacher⁠ from Global Performance Group talking to discuss a topic that is shaking the world of sales at the moment - AI. However, they don’t go into topics such outreach sequences and creating new prompts and content, but instead talk about how salespeople need to think about developing their skills as buyers start to use AI to push salespeople out of the buying process. Harry has a wealth of experience in training buyers and salespeople alike, so has a great perspective on how these two parties can work together, combining AI with HI (or Human Intelligence) to improve the impact salespeople can have on the decision making process. This is a really interesting look at how salespeople need to be evolving themselves to develop elite-level relationship and questioning skills if they want to remain relevant, especially in the world of high-value sales. In particular, some of the key topics covered include: 

This is a really interesting look at how salespeople will need to work alongside AI as tools such as ChatGPT evolve, and what skills are going to be even more important in the future of sales. 

About Harry Kendlbacher

Harry Kendlbacher is the CEO, Managing Partner, and a part of the original founding team of Global Performance Group. With over 20 years of experience in the sales, negotiation, and organizational development industry, Harry has helped Fortune 500 organizations implement behaviour change approaches to embed a culture of courage, innovation and collaboration within sales, leadership and procurement teams. Prior to Global Performance Group, Harry has worked at BayGroup International as the Managing Director for EMEA, overseeing all aspects of the firm outside of the US. Harry enjoys keeping fit by running, biking and swimming, competing in triathlons and spending time with his family in Salzburg, Austria.

In Episode 19 of Sales Enabled, Dan Storey is speaking with Chris Beall from Connect and Sell on the topic of cold calling, outreach, and why the traditional model of SDRs trying to research clients and book meetings might be wrong. Typically SDRs waste tons of time researching prospects that never pick up the phone which Chris believes is crazy. Instead, he teaches people how to push the research until after the cold call so you know you are investing your time wisely. This requires SDRs to be able to book meetings without the use of research, and his data shows that this is done by rapidly building trust, creating a sense of curiosity, and then booking an appointment for a meeting that has a ton of value in it for the prospect. 

Specifically, Dan and Chris dive into some of the following topics in more detail:

This is a great session that challenges the traditional way of looking at the SDR workflow but also provides a super effective way of approaching cold calling. If you are an SDR, you need to learn the techniques and science behind this approach, and Chris does an awesome job of breaking this down during the call. If you are responsible for top-of-funnel success for your organisation, perhaps you need to think differently about how you use SDRs within your organisation, and start to use tech to facilitate more connects. 

About Chris Beall 

For most of the past 30 years, Chris Beall has participated in software start-ups as a founder or at a very early stage of development. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without having to take a course or read a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to let the computer do what it does well — go fast without getting bored — in order to free up human potential. Toward that end, Chris has been involved with Requisite Technology, GXS, Epiance, Qlip Media, Aptara, Cadis, Sun Microsystems, and Unisyn. He is currently CEO of ConnectAndSell, Inc., based in Silicon Valley, and hosts a podcast at MarketDominanceGuys.com.

In Episode 18 we hear from Johnnie Cass, Co-Founder and Chief Development Officer at Brilliance Lab, a consultancy that seeks to transform the way organisations work by elevating the human experience and enabling everyone to achieve brilliance. Brilliance Lab focuses on blending neuroscientific knowledge with philosophical perspective to enable peak performance in teams and individuals, and are able to quantify their impact using their qEEG peak performance brain scans. 

In this conversation Dan and Johnnie discuss how individuals can reach peak performance by developing their mental capabilities and track improvements using technology that provides quantifiable evidence of performance improvements. The concepts of neuroscience-plasticity and growth mindset have been around for a while, and now Johnnie and his business partner work with businesses to put together specific training programs to develop these skills within organisations. 

Specifically, Dan and Johnnie discuss the following topics:

This is a great episode for those of you interested in neuroscience and how to practically apply it in a business context with measurable impact. 

About Johnnie Cass

Johnnie Cass is the Chief Development Officer at Brilliance Lab where he develops and delivers personalised implementation plans that connect with stakeholders on a deeply human level.

Johnnie is an experienced international advisor with over 30 years of expertise in individual and organizational performance, leadership, and human development. Throughout his career, he has helped individuals and organisations across the world achieve their full potential. Johnnie's purpose is to empower individuals and organisations to bring out their brilliance and become the best version of themselves. With a wealth of knowledge and experience, he is committed to helping others reach their goals and achieve success.

In Episode 17 of Sales Enabled, Dan Storey is speaking with Kunal Pandya from Sales Velocity Labs. Kunal is a global enablement leader with over 20 years of experience in this area, so has some great insights and experience that he brings to this conversation, making this podcast a must-listen for all you sales enablement professionals out there. He also gives some great tips to sales leaders for how to get the most out of your sales enablement teams which is a big question teams are facing as revenue pressures continue to increase. 

Specifically, Dan and Kunal dive deep into the following areas:

Kunal also shares some information about his own Sales Velocity Simulator which can help enablement professionals calculate the revenue impact of their initiatives and demonstrate the effectiveness their programs have on revenue teams. 

This is a must listen for all sales enablement professionals who are looking for ways to prove their impact to sales leadership to earn a seat at the table. 

About Kunal Pandya

Kunal is the founder of Sales Velocity Labs and a global enablement leader with over 20 years experience helping scale-up and enterprise B2B tech companies skyrocket revenues.  He is passionate about elevating the enablement profession to be a strategic business driver, by focusing on ROI-centric programs that deliver revenue impact. 

LinkedIn: https://www.linkedin.com/in/kunalpandya/ 

Sales Velocity Simulator: https://www.salesvelocitylabs.com/sales-velocity-simulator 

In episode 16, Dan is speaking with Nick Hems, a salesperson who swapped product packaging for people packaging to help people create opportunities through appearance and first impressions. Nick works with businesspeople who are realising that their physical appearance can be the key that unlocks the next step in their career. Whether they are needing to move from back office to client facing, start to give presentations in front of key decision makers, or generally want to feel more confident in their appearance, Nick helps them figure out how their clothes choices can help maximise their opportunities. In this episode, Nick guides Dan through many of the discussions he has with clients regarding clothing choices, and they dive into more detail in the following topics:

If you are someone who is planning on spending more time face-to-face with clients, or are starting to realise that maybe you need to pay more attention to the physical aspect of delivering your messages, this is a great episode for you. 

About Nick Hems

Nick Hems began his Men’s Personal Styling journey at London College of Style in 2019 and since then Nick has featured regularly in Men’s styling blogs, national newspapers, radio and magazines. 

With a background in corporate sales and marketing, Nick swapped product packaging for people packaging to build a business based around his true passion in helping people create opportunities and release their potential through appearance and first impressions.

Nick primarily works with male entrepreneurs and business leaders to organise their wardrobes for both their personal and professional lives. He believes that personal style, communication, and presentation have a significant impact on the opportunities and outcomes we create. Nick also specialises in fashion psychology and advanced colour theory.

Nick has witnessed the benefits of coming from a career outside of fashion when it has come to connecting with and engaging with his growing male customer base. Often using the phrase ‘function over fashion’ Nick realises that many male clients often put the overall result of having a new wardrobe over the feeling it gives them when first enquiring.

“It’s a beautiful thing when clients realise that their purchases haven’t simply solved a clothing issue, but have made them feel more confident and proud of the person steering at them in the mirror”. “There’s always a magic moment, and that’s when you both know, the job is good one”.

Web: www.nickhemsstyle.co.uk

Social: nickhemsstyle

In Episode 15, Dan is speaking with Nin Gandhi-Patel, award-winning speaker and the creator of the AIQ Sales Technique. Nin spends a lot of his time teaching businesses how to handle inbound enquiries effectively and maximise conversion, even when the person handling the enquiry is not a salesperson. Businesses often spend a lot of money on marketing only to have inbound leads methyl receptionists and gatekeepers who lack the skills to convert these into clients, and Nin teaches his AIQ method to ensure that marketing budgets are not going to waste. 

In this episode, we get into the following topics:

If you run a business where your inquiries are handled by team members who are not dedicated salespeople, this episode will teach you a lot about how to maximise the returns you get from your inquiries. 

About Nin Gandhi-Patel

Nin Gandhi-Patel is an award-winning speaker and the creator of the AIQ Sales Technique. 

'Acknowlege-Information-Question' is the simple strategy for engaging prospects, building rapport and creating a buying environment that accelerates conversions and drives revenue. An expert in lead conversion with over 15 years in the art of sales, psychology and persuasion. He has a unique skill set for delivering 'excellence in business', he has built an impeccable track record for impacting people and motivating teams. Nin has implemented growth strategies for leading businesses across the UK.

He now runs a sales training course to help businesses teach these powerful techniques for peak performance. 

www.ningandhipatel.com

www.aiq.training

Connect with and follow Nin on Instagram:

AIQ Training

Nin Gandhi-Patel

Dental Business Growth Consultancy