SALES Network1

Can you coach passion out of someone?

Absolutely, what you can’t do is coach passion for sales, this is something that needs to be found individually by people.

But what you can do as a manager that has a coaching culture is use the energy of that inner passion in life that someone has and channel it into sales.

Also, you gotta learn the communication styles of each individual team member and speak their language.

I´m coming to the end of my podcast Sales Network1, and in this last episode of the show, Matthew Toth joined me to discuss what it is to be a manager with a coaching culture.

Here are Matt´s top tips for every new manager out there checking this post out:

- Have patience with yourself - Have patience and trust the process - Have patience with your teammates, learn about them and about their communication styles

- Be ready to have difficult conversations early on

- Taking ownership and having accountability for others mistakes

- It is okay to not know everything, don´t be afraid to say I don´t know

- Accepting the way you got to be successful isn´t the best way for your team moving forward

You can find Matthew on below link:

https://www.linkedin.com/in/matthewjtoth/

On this 31st episode, Raf Baron a Feedback Coach Owner of H2H, joined me to discuss his passion.

We discussed all the below:

How can you create a frequent and real-time feedback culture with your team?

How do you coach others to deal with defensive reactions towards feedback?

How can you coach feedback that feels contradicting?

Overall, we grow through feedback, and therefore it´s a super important and evergreen topic.

What are your thoughts on feedback coaching?

You can find Raf on below links:

https://www.linkedin.com/in/raf-baron/

https://feedbackcoach.co.uk/

https://www.facebook.com/Raf-Baron-607352422976842/

What's your secret weapon in sales and marketing? Is there any form of outreach that can get you a 100% response rate?

Is there such a place where magical marketing happens, I mean why not?

I consider a great deal of people to be wizards of marketing. Many great sales leaders that I know have taught me the Power in Smarketing.

But imagine that feeling when you are designing masterpieces...The effort to create them requires innovation.

The #truth is that when you push through boundaries...To innovate, you can start thinking at micro levels...

...And with that sight build micro-focus marketing campaigns. This place you are reaching my friend is called Contact Marketing, and Stu Heinecke is the brilliant mastermind behind it...

If you haven't met Stu, take a dive in this AMAZING episode, where we had a lot of fun conversing about a category that has truly made the difference in the lives of many salespeople and marketers.

Full episode in the links

#contactmarketing #howtogetameetingwithanyone #getthemeeting

You can find Stu on below links:

http://www.contactmarketing.agency/

https://www.linkedin.com/in/stuheinecke/

What was the first piece of advice you received at the start of your sales career?

I remember a decade ago I would be doing sales training before knocking on doors, every morning for two solid hrs, and the first thing I got taught was the Law Of Averages.

The more NO’s you go through the closer you get to a YES, a classical line of the past, which without the right training and intentionality could mean burning a lot of bridges.

If you are the start of your career in sales, have you taken the time to ask yourself, what your perspective over sales is? And why are you doing sales?

Are you taking the time to get out of yourself as well to learn from other departments in your organization?

You have to get great at selling internally

Do you know what are the right competencies to develop at the start of your sales career?

David Weiss, spitfire and shared Weiss advice, here are two solid tips which I couldn’t agree more with him:

1. Choose an organization to work for with great sales training

2. Become a student of sales

You can find David Weiss on below links:

https://www.linkedin.com/in/davidlbweiss/

www.salescareerbook.com

What do you do when you found yourself with a lot of great ideas and challenges?

Design thinking is sometimes what we all need, and for that, we need brainstorming...

Would you say that the way you frame your conversation plays a big part in any brainstorming session?

And, is there such a thing as a bad idea when you are doing these sessions?

I think in general, the main challenge sometimes can be a very positive one from one side, but it can turn into a negative outcome if you are not able to prioritize correctly...

What would you say is your favorite exercise to prioritize your ideas and challenges?

With Charlelie Jourdan, we conversed together over great exercises that he has done with Startups in a workshop style...

One is doing a "break a wall vs. scale an opportunity" session, followed by creating an "impact vs. cost matrix,"

Whether as a company or individual, if you haven't done either of these exercises, you should, it can be a breath of fresh air, gathering all your thoughts and having a clear prioritization over what you want to achieve.

You can find Charlelie and some of his work in below links:

https://www.linkedin.com/in/charleliejourdan/

Below is one of the courses he created:

https://www.udemy.com/course/smarter-confident-more-ideas-better-decision-process/

Are Learning Management Systems important for Sales Organizations or a waste of time?

For a lot of companies, the struggle is real to build, develop and maintain LMS that are meaningful across the entire organization...yet aren’t they an excellent enablement tool?

What would you say it was or is harder for you, the challenge of getting started?

… Or maybe the challenge to keep an LMS green and updated?

We went in depths of talking about this topic with Chris Naegele...

Below you can find Chris if you want to get in touch with him:

https://www.linkedin.com/in/christophernaegele/

Here is a question for everyone, how do you define your craft?

All right, maybe we should start by asking what the difference is between doing your job and working in your craft?

The clear difference is that the pursuit of your craft is something that not everyone pauses to find and define...

It is hard to do this, it should not be an easy exercise, even further, not everyone in this world gets the chance to find it...

Did I maybe go too far by phrasing it this way?

Just because you are great at what you do, and you have all the money in the world, does this mean that you have found your craft?

It could be that you have found a great and stable source of income...

In this passionate episode, I got together with Rodrigo Passarelli, to converse on this deep topic...

Here are Rodrigo details if you would like to get in contact with him:

https://www.linkedin.com/in/rodrigo-passarelli/

https://rpassarelli.pt/

The word “communication” is often overused, yet undervalued and taken for granted...

I got together with Joe Hendley who is a Sales Coach and Consultant for his own firm Prometheus, and he passionately drives the topic of communication, the psychology behind it, and the tools around it amongst other things.

One of the things we were discussing was about I-It, I-You, and I-Thou. which by the way there is a great book that talks about it, “Interpersonal Communications by Julia T Wood”

In I-It we treat others impersonally, almost as objects. A lot of the times salespeople get treated like an It or waiters or people living in the streets

In I-You which accounts for most of our interactions we acknowledge one another yet we don’t fully engage each other as individuals

And I-Thou is the rarest kind of relationship and the highest form of human dialogue because each person affirms the other as cherished and unique

We can only have so many I-Thou around us because of the level of effort, time and deeper connection one has with the other person

Though one thing that gets me is that too often we treat others like objects that is clear, so in all reality can we get rid of having I-It communications?

You can find Joe on below links:

https://www.prometheus-cs.co.uk/

https://www.linkedin.com/in/joehendley/

There is a lot of noise out there in the fashion world, so the question will always come back to, how can you differentiate your brand from the rest?

This was one of the main topics that I got to converse with Erik de Groot Co-Founder of Iron Roots. He is a rising star that is passionate about approaching fashion with consciousness and sustainability.

I check out The True Cost documentary last year from Erik’s recommendation, and it was certainly an eye-opener to the fact that there is plenty of room for evolution in the industry...what was your take over the documentary?

The sales cycles in this industry are based on seasonality as we probably all know, though fast fashion can have up to 40 cycles across the year, so how does overproduction affect sales? And how does it affect the environment?

Here are some practical tips that are working for Iron Roots:

Find that one message that resonates with customers, if you get asked what does your fashion brand do? Are you able to answer that question in a short sentence?

Something that has created recurring customers is sending personalized notes, for example: adding a note to congratulate their customers about a marathon they run

The focus of building a community the right way and having quality followers

Links to connect with Erik and his brand:

Instagram: @ironrootsathletics

https://www.ironroots.com/

[email protected] 

How do you drive sustainable sales growth as a company, leader or individually as a rep?  

Links to connect with Randy and Span the Chasm below:

https://www.linkedin.com/in/randallriemersma/

[email protected]

www.SpantheChasm.com