Superhuman Selling

In this inspiring and mind expanding episode, you’ll learn the importance of a morning routine. Not just why you’ll be more productive if you have one, but the deeper reasons why having a solid morning routine can change everything for you. Today’s guest doesn’t shy away from the science behind it all, the spirituality component, and the raw truth of his experiences that led him to make a change. Glenn Lundy is today’s podcast guest and if you aren’t already a big fan of his, you will be after this episode. His story, both past and present, is emotionally moving. Glenn Lundy is a husband to one and a father to eight. He’s the host of the wildly popular Facebook Live show Rise and Grind and the top Clubhouse group Breakfast with Champions. He’s been seen at places like Hustle and Grind Con, Grow Your Business for God’s Sake, and many more places across the country. He’s been spotlighted on ABC, NBC, and CBS and he is an expert in dealership culture development and leadership training. With a background in sales and finance, he uses his skill sets to create growth as well as tapping into the mental side of human development.    Show Notes: [2:12] - Welcome to the show, Glenn! [3:35] - Glenn’s story has not been easy. He shares some of his early experiences with a victim mindset. [7:49] - Glenn shares that the worst part of homelessness is becoming invisible. [9:04] - Because of his situation and his choices, Glenn shares that he believed that suicide would have been an act of love for his family. [12:10] - He realized that he was blaming everyone else for his problems but in reality, he created this existence. He was now on a journey of self discovery. [14:31] - It is important to take full responsibility for all the things in your life. [16:14] - This process has been slow and Glenn explains that he still falls back and is still on this journey. [17:22] - Sometimes results can look as simple as waking up and being grateful. [18:49] - Glenn’s spiritual shift was when he really saw progress. [20:24] - There’s more to the story of The Three Little Pigs than we think as kids. [23:39] - The reason we have to have a powerful morning routine is not for ourselves. It is to be a strong foundation for the ones that we love. [24:57] - The morning is the time of day for you to be solitary and selfish. [25:41] - Glenn says to never press the snooze button. [27:42] - Don’t touch your phone first thing in the morning. [29:41] - The next morning routine step is to write down your goals. But there’s a way to do this with gratitude. [31:19] - The next step is to keep moving and take care of your physical body. [32:51] - When you have a strong morning routine, your positive energy is contagious. [35:30] - Glenn is great at marketing himself and his creations but from a place of service. [36:14] - Confidence comes from competence. [38:11] - We see it often in the animal world but it feels dangerous as humans to stand out. [40:07] - It is your unique gifts that will allow you to break out from the masses. [41:10] - It is never going to be natural and there will always be doubt. But through discipline, confidently display what makes you unique and you will attract the people you are the solution for. [42:50] - Glenn desires to make the most of his life. You cannot live a fulfilled life by playing it safe. [45:38] - Glenn describes what he has learned from his wife.   Connect with Glenn Lundy: The Morning 5 eBook
LinkedIn  |  Instagram  |  YouTube   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

We have a true powerhouse on the show today who is all about doing sales the right way, which we’re all about here on the podcast as well. He’s built a mega-brand in the sales space with close to 500,000 followers looking to him for sales training and advice. He’s John Barrows and we can learn so much from his outlook on the sales industry in this interview. John Barrows is the CEO of JB Sales, an organization focused on elevating the profession of sales through training, content, and events. They train some of the world’s fastest growing sales teams like Salesforce.com, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers. John’s goal is to change the negative perception of sales and help sales professionals achieve success by doing it the right way because he believes that when sales is done right, it’s one of the greatest professions in the world. But when it is done wrong, it’s one of the worst. To further support this goal and introduce sales as a career to the younger generations, he is also the proud author of an Amazon bestselling children’s book called I Want to Be in Sales When I Grow Up that he wrote with his daughter.   Show Notes: [2:44] - John explains the Anti-Launch Company and what they do differently.  [4:17] - As a children’s author, John inspires young readers and shares how fulfilling this experience was to write a book with his daughter. [5:47] - John’s daughter was selling Girl Scout Cookies and he helped her realize what sales is. [7:41] - The proceeds from book sales go to charity. [8:45] - John shares what he has learned from women in sales, specifically empathy and how many more women should be in sales. [10:58] - The bro culture is not inclusive or at all valuable to the sales industry. [12:19] - Most women in sales feel that if they bring up every situation of sexism in their career, they would be labeled a complainer. [13:05] - The sales teams that are the most diverse are the most successful. [15:31] - John explains his beginning in sales and his misconceptions at the start. [16:50] - The delineation for John applies only to those who care or don’t care. [17:57] - The goal of success is happiness. [19:20] - What industry is as flexible and recession-proof as sales? [21:09] - What can you do right now that a computer can’t do? [22:31] - You can’t beat the technology, you can leverage it. [24:33] - Marketing is content but sales is context. [26:50] - Take a step back and look at your values. Are you in a company that matches your value? [28:17] - In a recession, it may be hard to reassess your values because you don’t want to put your job on the line. John shares his tips on this situation. [30:38] - What if your side hustle is better than your primary source of income? [32:04] - Managers don’t like to be told about their opinion, but if you bring data in, leaders would be stupid not to listen. [33:19] - It’s important to lean in to authenticity and not focus so heavily on the numbers. [34:50] - If you live your values out loud, you will attract buyers with the same values. [36:49] - John shares the story of someone who was afraid to tell his authentic story, but it turned into an opportunity to reach the right people. [38:05] - If you start a business with the end in mind, you’re doing it for the wrong reason. [39:42] - It will take longer to find the followers you want on social media, but by being true to yourself, you will find the right people. [42:30] - Be very clear on your values.   Connect with John Barrows: JB Sales Website LinkedIn  |  Twitter I Want to Be in Sales When I Grow Up by John Barrows   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

Today’s guest is someone I am so excited to share with you and in this episode he demonstrated selling with ethics and integrity, but also shares some incredible sales strategies to help you earn more money this year. I met Marcus Chan through the Salesforce Top Sales Influencers program and I’m thrilled to learn more from him. Marcus Chan is the founder of Venli Consulting Group. He helps Account Executives sell and earn $50,000 to $100,000 MORE each year through his coaching and training programs. Marcus is an official member of the Forbes Business Council and has also been featured in Forbes, Yahoo! Finance, MarketWatch, and more. He has also been named as one of the top sales experts to follow by Salesforce and LinkedIn. Prior to this, Marcus was in Corporate America for 14+ years. In that time, he worked for two Fortune 500 organizations and was promoted 10 times in 10 years with them. He has won countless awards and has been ranked in the top percentile every single year. In his last role, he led one of the top sales regions in the company with over 110 employees. But beyond his official bio, Marcus is an incredible human being who has taken the lessons he learned and continued to invest in himself and his mindset. And in today’s episode, he shares just that and more.   Show Notes: [2:59] - Welcome to the show, Marcus! [4:06] - Marcus shares his background and how his upbringing impacted him. [5:02] - As a child, you can’t help living with a scarcity mindset if that’s your norm. But Marcus traveled to poorer countries and realized he had it okay. [6:47] - Marcus shares an experience from his upbringing that proved to him how much he wanted to earn money with his brain. [8:39] - Even strong and successful individuals in sales started small and have had struggles. [10:55] - In the beginning, there were a lot of strategies that Marcus wasn’t familiar with, but he also didn’t have the right mindset. [13:05] - Because of his appearance, he learned that he needed to invest in himself. You sell how you buy. [14:26] - A prospect feeds off your confidence. [15:41] - If we are cheap in how we spend and present ourselves, it is hard to show value. There is a huge difference in result if you sell from abundance. [17:14] - Your level of conviction travels through the entire sales process. [19:06] - Words are powerful. [21:10] - Marcus then began the journey of training his brain. [22:33] - What would the best version of yourself do? [24:04] - Surround yourself with people who are doing bigger things than you. [26:18] - Marcus’s plans were not to be an entrepreneur and he admits that his mindset had an influence on that belief. [28:49] - Marcus explains how he got to the point of thinking, “What else can I create?” [32:07] - Working with other entrepreneurs and the micro experiences he had continued to help build his mindset. [34:14] - Video content is a long game. Where the attention goes, the money flows. [36:27] - Optimize your profile so it is designed to convert. [37:22] - If you don’t have a message, don’t personalize it. [38:16] - Marcus shares his hack for determining if a message he receives is automated. [39:46] - The Law of Reciprocity is important to remember. Give something first. [42:19] - There are a lot of things to consider when creating video content. [43:20] - Marcus runs down the steps to sending out content. [44:40] - Another hack is to purposely spell something incorrectly and correct yourself. [47:18] - What is the result of giving someone attention through value? [49:03] - People do not want to decrease status. [51:35] - When you work hard on yourself, it multiplies everywhere else.   Connect with Marcus Chan: Six Figure Sales Academy LinkedIn  |  Instagram   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

In perhaps one of the most impactful episodes of She Sells Radio, the phenomenal Nikki Ivey shares her experience and journey as a black woman in the sales industry. I was recently recognized as a Salesforce Top Influencer of 2022 and shared that recognition with the most incredible group of some of the brightest minds in sales today. Nikki is a fellow Sales Top Influencer and as I connected with her, I knew she needed to be on the podcast. Nikki is an award winning B2B Revenue Growth Leader and Sales Culture Subject Matter Expert. This one woman demand-gen engine was recently recognized as a 2020 LinkedIn Top Sales Voice, and Sales Success Summit Top 100 LinkedIn Sales Star. Nikki is coaching and training sales development reps through SDRDefenders, a company she co-founded. In this episode, Nikki opens up about her experiences in sales including the good, the bad, and the ugly. But what stands out about her story is the honest truth she presents and the way she brings awareness to the topic of social justice in sales. Nikki is 100% herself in all ways, but she admits that it wasn’t always that simple.    Show Notes: [2:48] - Speaking and connecting with women is important to Nikki. She loves words, wigs, and women in charge! [3:56] - For most of her career, Nikki was the only black woman on her team. She shares how she wanted to emulate a teacher she had. [5:40] - Nikki knew she wanted to become an expert communicator. [7:30] - Nikki shares an experience from her 20s that was eye-opening to her in the field of sales. [9:18] - While working in car sales, Nikki learned many of the wrong things to do and the right strategies to connect with people. [10:53] - One impactful moment for Nikki was an experience that demonstrated the toxic culture in car sales. She used it as her starting point. [13:27] - Later in her sales career, Nikki found herself in car sales again in Texas. She shares another impactful experience. [15:01] - Nikki shares the origin story of her journey with tech sales. [16:25] - In her career, Nikki experienced a lack of diversity. [18:01] - She demonstrates the unfortunate experience for women of color in the sales industry. We have to acknowledge the overall impact of culture on people’s success. [19:02] - A career in sales is not the best for mental health. [20:39] - Many people begin a career in sales very young and make early impressions when they aren’t mature enough to know better. [23:18] - Nikki faced bipolar disorder and learned ways to manage her mental health. [25:19] - Nikki presents herself in her own style and is very authentic in her self-expression. But she wasn’t always like that. [27:03] - Sharing an experience she had, Nikki realized why she was hired. [29:18] - She reached her boiling point in 2020 and didn’t want to teach others to shrink themselves. [31:49] - Elyse and Nikki highly recommend the book Untamed and Nikki shares a powerful quote from it. [34:50] - Do not be afraid to speak up. You are not crazy. The exclusion you are feeling is real. [35:47] - Join a community that serves to lift each other up. Nikki co-founded a community designed to do just that. [38:01] - Send Nikki a message on social media to connect with her.   Connect with Nikki Ivey: LinkedIn  |  Twitter  |  Instagram   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

In this unique episode, we compare manifesting to cooking! This concept came to me while I was listening to Ask and It Is Given for the umpteenth time. This is one of those books that I continuously learn something new from each time I read it or listen to it. This is because as we grow, level up, and change seasons, we are a different person each time we read something. In this case, I read this book and was inspired by the cooking and manifesting analogy. In this episode, I share that portion of the book and explain the new takeaways I had. Listen for tactical things you can do and some mindset shifts you can have to have an energetic match for the greater things you want to create. And ask yourself, are you cooking something that you don’t want to eat? Are you using ingredients that make sense for your recipe?   Show Notes: [1:46] - There’s a higher level of creating that doesn’t involve constant grinding. How can you be an energetic match for what you want to create? [3:57] - Elyse shares a few lines from the book that inspired this episode. [4:59] - How can you create this match with less resistance? [7:22] - If you are a part of this community, you are ready for big change. [8:17] - When you decide to love yourself for who you are, there is a mental shift. [9:10] - The analogy of being a chef in a kitchen is so powerful. Think about your goal as something you create in the kitchen. [10:29] - Think about the energy you have when you are cooking. It doesn’t have an impact on your emotional wellbeing if it doesn’t turn out okay. [12:02] - You’ll know you are a match for something when it feels natural. [13:15] - If your goal is to earn a certain amount in a month, what are the ingredients to make that happen? [15:45] - When you make a simple grocery order for your ingredients, you don’t stress about it. That’s the energy needed to manifest. [16:29] - Pay attention to the nudges. [18:03] - Just because there are a lot of ingredients in the kitchen, doesn’t mean you have to use them all. If something winds up in the pie, you put it there. [20:14] - You will start to notice the scarcity mindset in others. [21:41] - Don’t reach for the ingredient of doubt when it is not in alignment. [23:44] - You create with your focus. [25:02] - The easier you let it be, the more in alignment you are. Your resistance to receiving what you want is the only thing in your way.   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

It isn’t just a catchy marketing title. This episode is genuinely filled with things you can implement right now to double your sales this month. Doesn’t that sound great? Just because it is summer, does not mean that everyone takes a step back. If you want to keep moving forward, there is nothing stopping you. In this episode, I share five primarily tactical strategies you can use right now that will help reach your goals this month and beyond. They are things I have done and continue to do for the summer that are sure to bring in more sales than the usual summer months. In addition, I’ll be weaving in some inner work strategies and I encourage you to go back and listen to some other episodes on these topics to continue working on your mindset. And be sure to stay tuned to the end because I am also including a fabulous and very exciting opportunity to improve your foundational skills in sales to keep growing in your business.   Show Notes: [1:43] - Just because it is Summer doesn’t mean that things have to stop. You do not have to take a break if you don’t want to. [2:45] - If you want to double your sales this month, you have to feel worthy of it. [5:01] - Your level of income will never exceed your level of self worth. [6:29] - If there is any part of yourself stuck in old patterns and not feeling worthy, you’re not going to raise your sales. [8:55] - Check in with yourself. Would you buy what you are selling? [10:02] - When you come to a prospect, how do you show up? [11:20] - Ask for referrals from your existing and happy clients. [13:42] - Think about how you can make it super easy for people to refer you. [15:07] - One idea is to offer an affiliate program. [18:02] - Low-hanging fruit is key to doubling sales. [19:20] - Elyse doesn’t do discounts, but she does offer bonuses and incentives for moving forward this month. [20:16] - It’s not about false scarcity, but rather creating a sense of exciting urgency. [21:01] - Pressure dilutes your power. [22:32] - There is no excuse to say that you don’t have enough people to talk to. [23:41] - If this were your last sales call, how would you show up? [25:20] - Take a look at who you are reaching out to. Don’t make yourself available to the people you don’t want to work with. [27:08] - People want to be acknowledged. Reach out to them! [29:28] - There are a lot of things you can do to automate to help you check in with prospects. [31:06] - Elyse announces a great opportunity called Sales Summer School. [33:41] - Are you a good fit for Sales Summer School? [36:05] - Sales Summer School will cover tactical skills to improve your sales process. [38:13] - It makes a big difference when you have a rock solid foundation.   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

Your relationship with money is one of the three foundational pillars of the She Sells curriculum and that’s what we’re digging into today. Combined, these pillars will skyrocket your income and sales if you hone in and then layer some tactical sales strategies, but your relationship with money not only helps your business, but your entire life.  In today’s episode, learn why people fear making investments, even the seemingly small ones and why we have a fear of making mistakes with money. Sometimes we say no to things that are actually amazing opportunities and we say yes to things that are not in alignment. Listen on to start looking at money differently and get ready for those quantum leaps.   Show Notes: [2:06] - Do you evaluate investments you make through the lens of the amount of money you have right now? [3:18] - Regardless of outside circumstances, you can be in charge of your own money mindset and situation. [4:37] - You can create money on demand. [5:53] - If you are letting your current bank account balance dictate whether or not you say yes to something that is in alignment with you, you are making money finite. [6:47] - Notice how you evaluate opportunities. [8:22] - Your dreams will never fit your bank account. [10:08] - If you want to get a different result, you have to “step into a different box.” [11:18] - When something is a stretch for you, you will likely not have the amount of cash on hand for the whole thing. [12:28] - Your brain is all about minimizing effort. [14:22] - Elyse is committed to saying yes to the things that light her up. [15:44] - Once you know you want something, look for the low-hanging fruit. [17:33] - Our own social programming tells us that if we invest in something and it doesn’t go according to plan, we’ll lose everything. [18:51] - When we really need it, money is there for most of us. [20:04] - The purpose of money is to help you expand. You cannot create abundance from scarcity. [21:32] - You do not need to be perfect on this. When we have the fear of not being perfect, we miss out on opportunities. [22:33] - Ask yourself if money wasn’t an issue, if this would be a yes for you. [24:51] - Elyse shares an example of something she recently released that wasn’t in alignment. [26:27] - When we want something different, we need to make space. [28:22] - At the time of this recording, Elyse has an opening for a private coaching client.   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page