The Enablement Brew

Front line: We bring the leaders to you, so that you can hear how the theory is applied in practice.

Serial scale up commercial leader discusses what it takes to bring the best out of sales people.

You’ll Learn:

1. How to coach while still being able to manage.
2. Top sales skills that everyone should develop.
3. Importance of feedback and reflection.

About Tom

Tom Robins is a serial scale-up commercial leader with a record for making a rapid and sustained impact on scale-up businesses. Tom has a passion for positive change, business development and optimising the customer journey. Tom qualified as an engineer but has build his career as a people-focused commercial leader, building and motivating teams, sometimes in difficult times.

Tom is Chief Development Officer at fibre infrastructure scale-up Community Fibre who are backed by RPMI and Amber Infrastructure. Before that he was Commercial Director at SaaS scale-up Board Intelligence, Business Development Director in the big ticket deals team at Capita plc and MBO'd the data consultancy BIPB before exiting to Keyrus Group.

Items Mentioned in the Show

• Book: Sales Acceleration Formula: Mark Roberge

Interview Timings:

• 2:17: Interview Begins

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Author and speaker Bob Burg discusses the benefits and practical approaches to being a “go giver.”

You’ll Learn:

1. 5 Laws of Stratospheric Success 
2. What it means to be Influential
3. How to Network Successfully

About Bob

Bob Burg is a sought-after speaker at company leadership and sales conferences sharing the platform with everyone from today’s business leaders and broadcast personalities to even a former U.S. President.

Bob is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies. His book, The Go-Giver, coauthored with John David Mann, itself has sold over 925,000 copies and it has been translated into 28 languages.

His and John’s newest parable in the Go-Giver Series is The Go-Giver Influencer.

Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. He is also an unapologetic animal fanatic, and is a past member of the Board of Directors of Furry Friends Adoption, Clinic & Ranch in his town of Jupiter, Florida.

Items Mentioned in the Show

• Notecards: https://burg.com/notecard
• Endless Referrals: https://burg.com/category/endless-referrals-action-tips/
• Book: Follow up and Close the Sale: Jeff Shore 
• Book: Successful Speaker: Grant Baldwin
• Book: Principles: Ray Dalio

Interview Timings:

• 2:28: Interview Begins

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KEY TAKEAWAY: Many people who go into sales experience anxieties and fears about some of the things they have to deal with. These fears are common but can make the difference between success and failure. Getting over the most common fears in sales is a necessity if you want to survive in the profession.

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KEY TAKEAWAY: Focus your time on the things that yield the biggest results! 

The vast majority of salespeople produce a fraction of what top performers on the very same sales teams produce. What is it about top sales performers that enables them to achieve superior results?

In the sales and marketing ecosystem, you can use the 80/20 rule as a guide to come up with highly effective strategies for you and your company. You need to be conscious of where you are spending your time and how you can maximize the time that you have!

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KEY TAKEAWAY: Great salespeople all lead with empathy during their sales interactions. 

One of the sales skills that deserve more attention and conversation than it currently gets is empathy. It’s a vital skill to develop in work and in life which allows you to develop your emotional intelligence to a very high level.

Good news: Empathy can be learned! Check out research by Carol Dweck on a "growth" mindset!

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KEY TAKEAWAY: Avoid these mistakes!

1. Being unprepared- Make sure you do your homework!
   
   
2. Not focusing on the client - It's not about you, your product or your company. It's about the client that you are speaking with.
   
   
3. Not Listening- Listening is key to understanding what the goal or potential "problem" you are trying to fix is.
   
   
4. Rambling on-
   
   
5. Not Following up- Be true to your word!

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KEY TAKEAWAY:  Ask open-ended questions and listen actively!

Celeste Headlee: 10 ways to have a better conversation
https://www.ted.com/talks/celeste_headlee_10_ways_to_have_a_better_conversation

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The #stayhuman Podcast is here! 🎉

KEY TAKEAWAY: The current sales environment has changed! It's not about the amount of information that you give to your potential client but it's about the meaning that you create for them!

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