Today's episode welcomes Gail Kasper - the world’s leader in customization for sales keynote speeches and training programs. She is the creator of the Systematic Attitude Development-Technique™️ (SAD-T™️) and Cockatoo Selling, an innovative advanced sales program. These concepts are described in detail in her books Unstoppable: 6 Easy Steps To Find And Achieve Your FIRE and Sell Like A Cockatoo: How To Master The New Way Of Selling In A Rapidly Changing World. She’s also a 2x TEDx Speaker, TV Host, sought after podcast guest and sales trainer who gets in the trenches with her clients to guarantee that they achieve their desired outcomes.

When Gail started out in sales, she was selling training programs making only commission. Soon enough her first media opportunity arrived hosting a weekly TV show, which ultimately got her fired from the training company. With only 1 active coaching client, she started getting more work within the clients firm, eventually moving across regional offices all the way to holding lectures at their companies training university.

College dropouts finding sales is a tale older than time. The reason why to this day companies still choose to hire them for sales positions is simple - when you don’t have a fallback, you’re much more likely to be self driven, which is a huge asset in sales. Both Gail and Kevin agree that in 2024 salespeople have gotten lazier, which could be attributed to the variety of tools, automations and AI workflows that have become easily accessible to everyone. Unfortunately for them, in the current economic climate doing the bare minimum and overly relying on tools is no longer a sustainable strategy.

Tune into the full episode to learn how to Sell Like A Cockatoo!

Key Insights:
00:57 How Gail started in sales & media
02:02 Do salespeople lack drive in 2024?
04:07 How to succeed in sales today
06:03 Gail’s approach to coaching engagements
12:02 The Cockatoo framework
15:17 Driving outcomes for sales teams
21:47 How Gail helped recoup a $30 mil. loss
24:36 What makes a great seller
28:08 Sales keeps the lights on

Connect with the guest, Gail Kasper

Connect with the host, Kevin Warne