You’ve done your research, you’ve preconditioned the meeting, you are about to jump on the call and the big question is how on earth do I structure my conversation so that the 20 or 30 minutes I have with the prospect are valuable. I want to introduce you my acronym: FLOWS: 

F: Find out all the issues, 

L: List them all out and make sure they are complete, 

O: Optimize- find out what’s most important to the client, 

W: What’s the evidence and impact and

S; Summarize, did you get it right? Did you leave anything out?

In this episode I will walk you through the structure!

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Mike joins me on the podcast today to  talk about the top 3 challenges for sales reps in 2021.

You’ll Learn:

1. How to better engage with your prospects
2. How to add value even when the customer is not ready to buy from you... just yet.
3. The virtual world etiquette

About Mike Macchiarelli

Mike Macchiarelli is a Sales Trainer and Business Development Consultant at KO Advantage Group the fastest-growing sales training Company in North America for high value B2B services. Mike has over 10 years' experience in the world of professional selling. During his 6+ years at Equinox, a luxury lifestyle fitness brand, he won numerous awards, led multiple high performing teams, and helped to train over 1000 employees.

https://www.kimorlesky.com/

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In this podcast episode, I want to share with you something super exciting that I've been working on! I launched a new course available on Listenable - Personal Branding for Sales Professionals! Want to learn what it takes to build a strong brand, how to get started and open a world of opportunities?

In today's world of sales, sales professionals play an important role in engagement with their potential buyers. People buy from people they know, like and trust. In a society where people go online to do almost everything, differentiating yourself from the competition is key. The goal of this course is to help you understand the concept of personal branding so that you can walk away with a key understanding of how to begin building and maintaining your personal brand.

 Check it out!

https://listenable.io/web/courses/276/personal-branding-for-sales-professionals/

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Bryan joins me on the podcast today to discuss how the concept of H2H is so important in this ever connected, online world.

You’ll Learn:

1. What is H2H.
2. How we can be more authentic in our social interactions.
3. The importance of addressing and getting rid of false preconceptions. 

About Bryan Kramer

Bryan Kramer is a renowned business strategist, global keynote speaker, executive trainer and coach, two-time bestselling author and Forbes contributor. As former President and Co-Owner of PureMatter, a Silicon Valley global marketing agency since 2001, he sparked the Human-to-Human H2H movement that set out to humanize business through simpler communication, empathy, and celebrating our imperfections. His TED Talk on the subject in 2014 featured a TED “first – allowing mobile devices during the event to share the experience to illustrate his belief.

Noted as the “Zen master to Digital Marketers” by Forbes, named a “Top 3 Thought Leadership Speakers You Don’t Want to Miss” in Forbes and in “The Top 100 Most Influential People on Twitter” by Business Insider, Bryan teaches speakers, executives and audiences how to up-level their storytelling and how to be more compelling and clear. With more than 350,000 social fans and followers, Bryan believes that being human is our competitive advantage because of our ability to leverage our emotional intelligence alongside technology to scale, in order to share stories in a human way – not corporate speak.

Bryan’s first book “There Is No B2B or B2C: It’s Human to Human H2H” rose to the #1 spot in Business Books on Amazon in its first week. His second book, “Shareology: How Sharing is Powering the Human Economy” published by Morgan James, made USA Today’s Top 150 Book List the week of its release, as well as #1 on Amazon in Business books.

An experienced interviewer and host, Bryan has spoken with the greats, including Ted Turner, Founder of CNN and philanthropist; George Zimmer, Founder of Men’s Wearhouse; and John Grisham, renowned fiction author of 30 novels and nine blockbuster films including The Firm, Runaway Jury, and The Pelican Brief. He has hosted the EMC Dellworld conference twice and conducted workshops and executive interviews at IBM, Cisco, Verizon, and Pitney Bowes.

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Phil joins me on the podcast today to discuss how sales leaders can build an effective and successful "sales machine"

You’ll Learn:

1. What is a Sales Machine?
2. Six Components of a Highly Effective Sales Machine
3. Why just proving numbers is no longer sufficient for sales leaders.

About Phil Harrell

Phil is an industry thought leader in sales and marketing with more than 20 years of experience building and leading high-performance B2B sales teams worldwide. He has held executive-level sales and marketing positions at well-established companies and hypergrowth technology startups and has proven success in growing revenue in the hundreds of millions of dollars.

Previous Work Experience

Phil joined Forrester through the acquisition of SiriusDecisions. Prior to SiriusDecisions, he was vice president of sales at HubSpot, a software-as-a-service provider of inbound marketing and sales solutions, where he was responsible for building the mid-market and enterprise businesses. He also spent almost 10 years at cloud services provider Akamai Technologies in multiple leadership roles, including vice president of sales, vice president of application performance solutions, and vice president of channel sales. Phil was a key contributor to Akamai’s growth from a pre-revenue start-up to nearly $1 billion in revenue by leading sales teams to consistent overperformance, heading up the company’s entry into online video streaming and developing the company’s worldwide application performance solutions business.

Phil began his high-tech sales career at Pegasystems, a $700 million provider of business management software to enterprises. He also worked as chief revenue officer at Firecracker and vice president of sales at Kaminario. He has been an active angel investor for the past 15 years and serves on the boards of directors of Read to a Child, an education nonprofit, and Viddler, an online video company.

Education

Phil holds a BA in public policy and Slavic languages from Duke University and is a graduate of MIT Sloan School’s Greater Boston Executive Program.

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Paul joins me on the podcast today to talk about his 3 Pillars to a Profitable and Sustainable Business with a strong focus on the Sales Pillar.

You’ll Learn:

1. Components within the Sales Pillar
2. Why letting go of some relationships is key for future growth
3. Getting the Ideal Client Profile right

About Paul Higgins

When I was 18, I was diagnosed with Polycystic Kidney Disease (PKD). I vividly remember the look on my Mum’s face as the doctor broke the news to us. Her tensed eyebrows furrowed further as a hurricane of emotions settled on her face. I instantly sensed her devastation and guilt. After all, she knew more than I did about what I was about to go through, as she had seen her father struggle with the same condition and eventually pass when she was just 13.

As the doctor explained my condition to me, I finally started to understand the magnitude of the situation. However, once the initial shock wore off, I felt a sense of clarity that I had never felt before. I guess it is true what they say; when you hit your lowest point, you are open to the greatest changes. While inheriting PKD was out of my hands, I realized that the way I deal with the condition is well within my control. Not one to wallow in self-pity, I decided, at that instant, that I would do my very best and focus on what I can control. It was a tough promise I made to myself almost 32 years ago that I still strive to keep to this day.

Whatever I choose to do—whether it is something as minute as a new hobby or as significant as a business venture—I always give it my all. My perseverance has allowed me to be a high-performer in every aspect of my life including work, health, and fitness. When I reach a point where my goals seem easily attainable, I find the biggest hurdle in sight to jump over just to make sure I am constantly learning and growing.

Build Live Give is a mentoring platform dedicated to helping service-based business owners who have come to the conclusion that having a business so reliant on them is not going to work for all parties involved. Having founded 3 businesses and successfully exited 2 of them myself, I help business owners struggling to balance their life and work take control and implement an end-to-end sales and operations system that can easily generate profits to fund their lifestyles. As of now, I have successfully helped 257 business owners build sales machines and high-performing teams that can work efficiently and effectively on their businesses and generate profits while they focus their time and energy on other pressing matters.

If you let me, I can help you take charge of the steering wheel and drive in the direction you always wanted.

Paul Higgins

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Brian joins me on the podcast today to talk about his index card system which has helped create 7 figure earners and is licensed by some of the largest companies in the world to develop strategies for their sales teams.

You’ll Learn:

1. Why you need a strategy
2. What is the pillar system
3. How to identify the areas that you need to work on to be more successful

About Brian Margolis

Brian Margolis, author of The Index Card Business plan, tees off on the shortcomings of time management and “shiny object” syndrome. The truth is our ideas can prevent us from habitually doing the two or three things that really drive results for our business. He’s productized the “Pillar System” which helps entrepreneurs identify their Pillars and turn them into habit.

www.productivitygiant.com

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Steve joins me on the podcast to talk about his amazing new book "Time Rich" and  give us tips as to how we get can into that state of "flow"

You’ll Learn:

1. How to maximize the time we have
2. How to prioritise, automate and outsource tasks
3. How to identity how we are wasting time

About Steve Glaveski

Steve Glaveski is an entrepreneur, author and podcast host whose mission is to unlock the latent potential of people so that they can create more impact for humanity and lead more fulfilling lives.

He is CEO of Collective Campus, an innovation accelerator based in Melbourne and Singapore, that works with large organizations around the globe. Collective Campus was recognized by the Australian Financial Review as one of Australia’s fastest-growing new companies in 2018.Steve’s company has worked with the likes of Telstra, NAB, Clifford Chance, KWM, BNP Paribas, Microsoft, Village Digital, Lufthansa, Ayala, Charter Hall, Maddocks, Australian Unity, BNZ, MetLife and Sportsbet. Collective Campus has also been home to and incubated over 100 startups which have collectively raised more than US$25M.

He also founded Lemonade Stand, a children’s entrepreneurship program and now, SaaS platform, that has been delivered to kids across Australia and Singapore.Steve is the author of Employee to Entrepreneur: How To Earn Your Freedom and Do Work That Matters, (Wiley, 2019), the children’s picture book, Lemonade Stand: From Idea to Entrepreneur (2019) and the forthcoming Time Rich (2020, Wiley).

Steve hosts the Future Squared podcast, winner of the 2017 Australian Podcasting Awards People’s Choice award in the Business category, and now 370 episodes strong. His work has been featured in Harvard Business Review, the Wall Street Journal, Forbes, the Australian Financial Review, Tech in Asia and numerous other outlets.

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Kwame joins me on the podcast to help us tackle the "elephant in the room"- conflict!

You’ll Learn:

1. How to handle conflict
2. The benefits of conflict
3. Why being compassionately curious is the right way forward

About Kwame Christian

Bestselling author, attorney, and speaker, Kwame Christian, is the Director of the American Negotiation Institute and and a respected voice in the field of negotiation and conflict resolution. Christian has conducted workshops throughout North America and abroad, and is a highly sought after national keynote speaker.

Host of the world’s most popular negotiation podcast, Negotiate Anything, Kwame is dedicated to empowering professionals through the art and science of negotiation and persuasion. Now downloaded almost 2 million times, Negotiate Anything has a dedicated and growing following with listeners in more than 180 countries around the world.

Kwame’s TEDx Dayton talk, Finding Confidence in Conflict, was the most popular TEDx Talk on the topic of conflict in 2017, and has been viewed over 150,000 times. His book, Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life, is an Amazon Best-Seller and has helped countless individuals overcome the fear, anxiety, and emotion often associated with difficult conversations through a branded framework called Compassionate Curiosity.™ (*January, 2020)

In addition to his role at ANI, Kwame is a business lawyer at Carlile Patchen & Murphy LLP. Kwame represents businesses in a broad scope of legal needs including contract negotiation, business formation and structuring, finance, transactions (including acquisitions and contract preparation and analysis), employment, and general business and legal counseling.

As an attorney and mediator with a Bachelors of Arts in Psychology, a Master of Public Policy, and a Juris Doctorate (Law Degree), Christian brings a unique multidisciplinary approach to making difficult conversations easier. He also serves as a professor for Otterbein University’s MBA program, as well as The Ohio State University’s Moritz College of Law in the top-ranked dispute resolution program in the country.

Prior to practicing business law and founding ANI, Christian worked at the Kirwan Institute doing civil rights work. While at Kirwan, he focused on criminal justice and health equity.

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Chris joins me on the podcast to talk about storytelling in business. We dive into why stories are so important and what truly constitutes a great story. Can we really all be great storytellers?

You’ll Learn:

1. How you can  build your own story
2. The 4 Stories Framework
3. The power of a good story

About Chris Watson

Chris Watson is a strategic storyteller committed to helping people around the world understand the power of connecting with stories.

Chris has joined forces with The Sales Rebellion & Insight Leadership Group helping salespeople and leaders tell the right stories to connect and captivate their audiences.
Chris is the Founder of Watson Innovative and is in the process of launching his own story strategy organization.

Chris is the published author of Earn Your Story, creator of The 4 Stories Framework, Story Equation, and Active Story Listening.

You can connect with Chris on LinkedIn or his website www.thechriswatson.com.

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