The Enablement Brew

In this episode I am joined by Paul Rutter to talk about delighting and surprising your customers to deliver a remarkable experience. We draw on his experiences from his latest book " You can't make this ship up"

You'll Learn:

1. Why going above and beyond is the success of repeat business.
2. How to delight your customers at every step of the journey.
3. What sea based businesses can teach land based business 

About Paul:

After spending over 25 years in the hospitality industry, Paul has discovered how to go beyond a “perfect” customer experience. Through teaching his audience to stop viewing perfect as an end goal, and instead see it as a starting line, Paul encourages companies to stop settling for delivering merely “perfect” service.

Over the past three decades, as a Senior Executive, Paul has managed and guided some of the largest and most luxurious cruise ships in the world, taking him to speak on stages all over the globe where living with his customers, clients and co-workers was a way of life. His time on the high seas has taught him that through approaching customer service with the intent to exceed his customer’s expectations, rather than just meet them, higher levels of customer satisfaction, retention, loyalty, and repeat business can be experienced.

Paul is author of "Repeat Business, Inc: The Business of Staying in Business", an Advanced Communicator in Toastmasters International, and a member of the National Speakers Association.

Paul has a Bachelor of Science in Education from Boston University, and spent years as an educator before joining the hospitality industry. His time in the classroom gave him the skills to command a room and conduct productive and efficient workshops.

His latest Book:

"You can't make this ship up"

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In this episode I am joined by Steve Gielda to discuss how we can all accelerate deals through the sales pipeline!

You'll Learn:

1. Why 65% of deals stall somewhere in the sales process
2. How to qualify your deals early on in the sales process
3. What are the key milestones in your buyer's journey

About Steve Gielda

Steve Gielda is the president and co-founder of Ignite Selling, a global sales performance improvement company enabling businesses to exceed their revenue goals by improving critical on-the-job behaviours. Steve has spent more than 20 years helping Fortune 1000 companies in the healthcare, manufacturing, distribution, and IT industries to improve their sales performance. His emphasis on building and maintaining strong relationships and his focus on driving business results is what sets him apart with his clients. Steve began his career in sales with Lanier Worldwide, a document management solutions company, eventually becoming a regional manager. He was also vice president of sales and channel management at CTN, an office equipment manufacturing and distribution company.

Learn more about Ignite Selling:

https://igniteselling.com/about-us/

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In this episode I am joined by Crystal Franco-Nikosey to talk about how  sales onboarding can be tailored to different personality types!

You'll Learn:

1. How "personality" ties into the success of your onboarding program
2. How to leverage personality tests to make tweaks within your onboarding program
3. Why onboarding is a continuous process of improvement

About Crystal

Crystal is a sales enablement leader with 6 years of enablement experience and 10 years of inside and field sales experience. she is now the sales enablement manager at cloud academy and prior, served as the director, customer enablement at early stage startup, tribyl inc.

her passion is taking an outcome based approach to enablement. aligning all initiatives and programs to the business goals.

crystal also advocates taking a holistic view at sales reps. from their first interview, to personality assessments to onboarding to career movement internally. by identifying these patterns and learning modalities, enablement can become laser focused on what is most impactful to the business.

prior to sales enablement, crystal started her sales career as a bdr moving into corporate inside sales, and finally an enterprise account executive, selling saas solutions.



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

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Jason Cutter joins on the podcast to talk about his book Selling with Authentic Persuasion! Are you in sales but struggling to make quota? Did you just take a sales job out of desperation but don't think it's the right career for you?

What you'll learn:

1. How to go from an order taker to quota breaker
2. How to sell with authentic persuasion
3. Why there are no "ready born" sales people.

About Jason Cutter

Jason Cutter has a degree in marine biology from the University of California, Santa Cruz, but his adult life has been focused on selling and helping others to sell. He has led sales teams at multiple companies, across multiple offices, and in multiple countries, including working with offshore call centers. His niche is inside sales teams driven by inbound performance marketing. Today, Jason is the host of The Sales Experience Podcast and he leads his own consulting firm, Cutter Consulting Group. Selling With Authentic Persuasion: Transforming from Order Taker to Quota Breaker is his first book.

Resources:

https://www.authenticpersuasion.com/

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Donnie Boivin joins me on the podcast to talk about strategies to get more referrals for your business. We take a closer look at his book: "Endless Stream of Referrals: 10 ways to bring in referrals Daily"

What you'll learn:

1. Techniques to get more referrals for your business
2. How to ask for a referral without it sounding uncomfortable
3. How to build a lasting relationship with your clients

About Donnie Boivin

At 40 years old Donnie Boivin (Pronounced Beau-Veen) discovered he’d been living other people’s dreams; two decades mastering sales but making other people wealthy. Confident in his sales ability and local brand he jumped out on his own to chase his dream of speaking on stages and inspiring others to go for their own business freedom.

He quickly learned he had an employee mindset (not a business owner’s) and ran his business straight into the ground. While struggling to find his footing and build his business he began to discover himself. Donnie’s journey led him to build Success Champion, where badasses learn how to become the champion of their own business and personal success.

Success Champion is now a top-200 Apple podcast, a magazine, and a dynamic and sought-after Facebook group. Donnie is also the creator of the Badass Business Summit helping businesses unleash, be seen, and sell. He has appeared on hundreds of podcasts, spoken on hundreds of stages, and is going bigger with his message every day. He’s been called a motivator, a straight talker and an authentic badass.

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You can be anywhere in the world and still have all the opportunities in a fully remote world. In this episode Celine Grey joins me on the podcast to talk about the benefits, challenges and sales enablement techniques in a fully remote world. 

You’ll Learn:

1. The advantages of an equally distributed workforce
2.  How to equip and enable your salesforce remotely
3. How to work together when everyone is working in different locations & timezones.

About Celine Grey

Celine Grey is the Director of Revenue Acceleration at Oyster HR. Oyster is  making it easier and more affordable for companies to hire people in whichever country they happen to live in. It means talented people can get a dream job without dropping everything, and companies can get a dream hire without limiting themselves to their neighborhood.

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Kevin McCarney joins me on the podcast to talk about his book "Big Brain  Little Brain" and how we can use communication as an asset rather than a liability.

Whenever we’re frustrated, angry, or under stress, those negative influences try to control what we’ll say next. When we give in to them, they get more powerful, controlling our tone and our words, and ultimately having a negative impact on us.   

Fortunately, there’s a way for you to take charge.

Big Brain Little Brain distills all communication into simple and accessible tools you can use immediately. It identifies the twenty-one tools your Big Brain can tap into for better communication, as well as the fourteen avoidable traps that your Little Brain will constantly set for you.

Most importantly, it will show you how to find your “neutral,” giving you the time and focus you need to find the right words even in the most pressure-filled encounters. Gaffes will become a thing of the past, and great communication will become your trademark.

You’ll Learn:

1. What's Big Brain & Little Brain is all about.
2.  How to find your neutral words and move to that "neutral space"
3. How to forge strong relationships and bonds with our communication style.

About Kevin McCarney

Best selling author Kevin T. McCarney spent several decades managing customer and employee relations across a wide range of industries and organizations. He has been a guest speaker at the USC Marshall School of Business, the UCLA Anderson School of Business, and Woodbury University, among many others. 

A successful entrepreneur, author, speaker, mentor, husband, and father, Kevin has served on the board of directors of the California State Compensation Insurance Fund, the California Restaurant Association (Chairman 2014), the Burbank Arts in Education Foundation, the Boys and Girls Club of Burbank, and the Universal City North Hollywood Chamber of Commerce.

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Darren Reinke joins me on the podcast to talk about his book "The Savage Leader" and the key principles to becoming a great leader.

You’ll Learn:

1. Why becoming a great leader starts from the inside out?
2.  Adapt best practices for authenticity
3. Forge unbreakable bonds with your tribe

About Darren Reinke

Darren Reinke fundamentally believes there is greatness within each one of us. His mission is to unleash the inner lion within leaders so that they can lead a more authentic and joyful life while creating stronger and more resilient teams, organizations, and communities.

Darren founded Group Sixty, an executive coaching and training company based in San Diego, to bring his purpose to life and to transform leaders, their teams, and their organizations. Learn more at GroupSixty.com.

The Savage Leader

“Be a leader.” Most of us hear this phrase. It’s a message no longer reserved for the aspiring C-suite executive or CEO. It’s for everyone from the recent college graduate to the mid-career professional to the top of the corporate ladder. It’s for every industry and every sector too.

But what does it mean to “be a leader?” How do we become one? What does it take?

In today’s world, it takes more than being a great decision maker, strategic thinker, and risk manager. It takes mastering the inner game to become a “Savage Leader.” In this book, Darren Reinke will show you how by guiding you through 13 key principles that will help you develop and master the inner qualities and traits you need to become a leader.

In The Savage Leader, you will learn how to:

• Use your values to anchor and guide your decisions;
• Adapt best practices for authenticity;
• Forge unbreakable bonds with your tribe;
• Embrace patience;
• Seek out discomfort to drive growth;
• Get unstuck and take action;
• Crush your doubts and much more.

Drawn from Reinke’s experiences working in corporate America and as an executive coach, developing player-coaches for top organizations around the world, The Savage Leader is also packed with dozens of interviews with remarkable leaders including: Silicon Valley entrepreneurs, professional athletes, Navy SEALs, and pioneers in the fields of sports, entertainment, and technology.

Whether you’re a status-quo challenging entrepreneur, community activist, high-potential manager, trailblazing teacher, mid-level manager, or startup founder, The Savage Leader will give you the practical and actionable tips you need, while inspiring you to reach your full leadership potential.

Inside each of us is a “Savage Leader”—we just need to learn how to unlock and unleash them.

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On this week's podcast I would like to share with you an episode I recorded with Alex Smith for his podcast "Stories of Selling Human"

Thank you so much Alex Smith for having me on your podcast! 

Malvina EL-Sayegh is a Head of Sales Enablement at Silverfin - a high growth cloud-first SaaS post-accounting solution focused on providing software for accounts preparation and adjacent workflows such as statutory accounts and tax. She is an experienced Relationship Manager & Training Consultant with a 10-year history of working in the Financial Services Industry and has achieved outstanding success in sales and closing new business as well as assisting clients to see the value in Fintech solutions. Malvina also hosts the #STAYHUMAN podcast, which she started with a purpose of demystifying sales and exploring what it means to be a "great" salesperson.

Summary:

Key Moments:

04:05 - How sales changed over the years. Active listening and problem solving.

13:35 - Natural curiosity. Asking meaningful questions.

21:44 - What is "Sales Enablement"?

25:26 - Tips for sales professionals and a "non-sales sales person".

37:38 - Self-reflection and sales

Check out Alex's podcast here:

https://stories-of-selling-human.captivate.fm/

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Britta Lorenz joins me on the podcast to talk about the highs, the lows and the key to success in enablement.

You’ll Learn:

1. Why Patience is such a key element to a successful enablement career
2. Is being in sales first a necessary part to being successful in enablement?
3. Britta's quick win in enablement

About Britta Lorenz

Britta Lorenz is a mother of two, a businesswoman, consultant, certified executive coach, and podcast host who values dedication, compassion, authenticity, and excellence.
 
Britta learned the value of dedication at an early age growing up in Imst, Tyrol, Austria as the first daughter of two, living in a four-generation home. Britta's dedication, compassion, hard work, and determination to avoid a life of mediocrity inspired her to earn an NCAA DI sports scholarship which led to an accomplished business career.
 
She received her education at the University of Nevada, Las Vegas, with a Bachelor's in Business Administration Management, and she also holds a Master's in Business Administration. Earning several academic awards for her outstanding achievements has proved her attitude and consistent mission of excellence.
 
Britta knows that success is a journey, not simply a destination, filled with the highs and lows of life. This perspective is a constant driver, and she brings this same dedication to her work with business leaders to enable organisations and teams worldwide to achieve their growth objectives. An unrelenting passion for empowering people has fuelled Britta's strive for greatness.

She is passionate about bringing humans together to enable connections and long-lasting relationships.
 
Britta leads the DACH chapter of WiSE (Women in Sales Enablement - Germany, Austria, and Switzerland). She is an active supporter of women in business and the creator of the C²LEA²R framework for leadership.

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