The Enablement Brew

June joins me on the podcast to talk about her initiative "Mums in Tech", her recently awarded MBE and what its like to me a mom, employee and entrepreneur.

You’ll Learn:

1. Why Moms in Tech
2.  Finding your path when you are raising a family
3. Why being a mom doesn't have to mean an end of your career

About June Angelides

Investor, Entrepreneur and Speaker

Born in London and raised in Lagos, June joined Samos Investments in 2018, investing in high growth European businesses. Prior to this, she started the first child-friendly coding school in the UK, Mums in Tech, which taught over 250 women to code in 3 years. She also held roles on the Venture Debt Team and Early Stage Banking Team at Silicon Valley Bank. An active part of the tech and startup ecosystem, she is on the advisory board of mentoring app, Cajigo, a mentor at Oxford University and runs mentoring circles for founders and aspiring VCs.  She is a judge on the Debut Sessions, a monthly pitch session for founders seeking seed investment.  She is passionate about flexible working and getting more women and girls into tech. She is a contributor at The Financial Times.  She has been named by the Financial Times as the 6th Most Influential Tech Leader and by Computer Weekly as one of the most Influential Women in Tech. June recently received an Honorary Fellowship at the Institute of Engineering and Technology and was awarded an MBE for services to women in technology.

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Diane joins me on the podcast to talk about her book "Succeed without Selling" and explore the topic of selling that is aligned with our world today.

You’ll Learn:

1. Why the more you think about selling, the less you sell.
2. How listening carefully, building relationships and demonstrating value attracts serious buyers. 
3. The vital elements to a successful sales process.

About Diane Helbig

Diane Helbig is an internationally recognized business and leadership development advisor, author, award-winning speaker, and workshop facilitator. As a certified, professional coach and president of Seize This Day, Diane has been training small business owners and sales professionals for over 10 years to operate more constructively and profitably. She is a staff writer for Small Business Trends and has articles in Top Sales World Magazine.

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Larry joins me on the podcast to talk about his book "Selling from the Heart" and explore the topic of selling from the heart as applied to our customers buying journey.

You’ll Learn:

1. What is selling from the heart.
2. Why simply calling to "touch base" with our customers can be vague and meaningless.
3. What skills are important to truly master the sales game in 2020.

About Larry Levine

With 27 years of in-the-field B2B sales experience in the technology industry, Larry knows what it takes to be successful. He’s successfully sold office technology, document management solutions, and managed services to customers ranging from up-and-down the street accounts for Fortune 500 companies.

After a conversation with a current customer about LinkedIn, Larry became fascinated with this emerging network of business people. He started experimenting with LinkedIn in his copier sales process. During this time, he learned from trial and error what works and what doesn’t work

In the fall of 2013 Larry accepted a new challenge as a major account rep for a Japanese OEM in Los Angeles, one of the most competitive markets in the world. He walked into a zero base territory with no MIF to flip. Using his LinkedIn sales strategies he booked $1.3 million in hardware sales in 2014 and left behind a $1.6 million pipeline for the next rep to develop.

Now Larry coaches B2B sales professionals to do what he did. Since 2015 Larry has coached both quota-busting tenured reps and green millennials just beginning their careers. Both appreciate the practical nature of his coaching.

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Elizabeth joins me on the podcast to talk about her book "Selling with Noble Purpose" and explore the topic of purpose in the workplace.

You’ll Learn:

1. Why we need and crave "purpose" in what we do
2. How can individuals tap into a greater sense of purpose at work, even if their manager, or company isn’t necessarily purpose-driven?
3. How can purpose help a sales team set and achieve ambitious targets?

About Elizabeth Lotardo

Elizabeth Lotardo is a consultant and researcher who helps organizations driver revenue and engagement through noble purpose. She is a popular LinkedInLearning author, and her work has been featured in The Wall Street Journal and on NPR.

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Nir joins me on the podcast to talk about his book "The Creator Mindset" and we dive into all aspects of creativity.

You’ll Learn:

1. Why creativity is innate to us
2. Why we struggle with being creative
3. Practical steps we can take to become more creative

About Nir Bashan

Nir Bashan is a world-renowned creativity expert. He has taught thousands of leaders and individuals around the globe how to harness the power of creativity to improve profitability, increase sales, improve customer service and ultimately create more meaning in their work.   Nir has spent the last two decades working on a formula to codify creativity. 

That formula is found in The Creator Mindset, which has been translated into two languages. He was one of the youngest professors ever selected to teach graduate courses at the Art Center College of Design in Pasadena and also taught undergraduate courses at the University of California at Los Angeles. 

He has worked on numerous albums, movies, and advertisements with famous actors and musicians ranging from Rod Stewart to Woody Harrelson.  His work on creativity has won a Clio Award and was nominated for an Emmy.  

Nir is the founder and CEO of The Creator Mindset LLC, a company that conducts workshops, consulting, coaching, and keynote speeches at conferences and corporate events. His clients include AT&T, Microsoft, Ace Hardware, NFL Network, EA Sports, Suzuki, Activision and jetBlue.  Nir lives in Orlando, Florida, with his wife, young son, and two Bernedoodles named P-Paws and Waylon Jennings.

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Marcus joins me on the podcast to talk about his experience of going from selling speedos in the retail sector to selling 7-Figure Contracts.

You’ll Learn:

1. The power of asking really great questions
2. Why LinkedIn video messages are such an under utilized tool
3. Personal experiences that shape your sales "persona"

About Marcus Chan

Marcus Chan is our founder and president of Venli Consulting Group. He was born in the Pacific Northwest to two Chinese immigrant parents that came to America with dreams of building a future. Given the poor background he grew up in with his two sisters, they grew up in a scarce environment –  EVERYONE pitched in to survive.

With no financial help from his parents, he put himself through college and also earned his MBA a few years into the workforce. he eventually went to work for two international Fortune 500 companies over the next decade.

Within the next several years during his tenure with both companies, he was promoted ten different times in ten years, broke many sales records, won awards trips and trophies, hired/trained/coached/mentored hundreds of people, promoted to a Regional Director of Sales over 11 teams of 110+ employees for a $6.8B Fortune 500 organization, and was consistently recognized nationally as one of the top leaders in the organization every single year! As a result of his fortunate business success fueled by a little luck, a LOT of hustle, and PLENTY of mistakes…

Marcus eventually left the corporate world due to his passion of wanting to do something greater to give back to the world. He launched Venli Consulting Group in 2019 and has not look back since! Marcus currently resides in the Pacific Northwest with his wife, Sara, and his son Roman.

If you or your company are ready to take your sales results to the next level, contact us below. You can also access Marcus’ Blog here and join hundreds of B2B sales professionals in our private free community to learn tactics + strategies to sell more!

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Jordana and Dale join me on the podcast to talk about mentorship in sales.

You’ll Learn:

1. What you can expect from a sales mentor?
2. What makes a good mentor?
3. Mentorship or Coaching?

About Jordana Zeldin

Jordana Zeldin is a Sales Coach and the Founder of Spriing Training. Her approach is grounded in three key ideas: that deliberate practice is the most effective way to develop and master core selling skills, that making a prospect feel seen and heard beats tech specs every time, and that humanity is the most powerful tool in our sales arsenal. She works with sellers and sales leaders to leverage practice to create great habits, feel more connected to themselves and their work, and yes, to close more deals.   

About Dale Zwizinski

An energetic, top performing sales professional, leader, and coach who is passionate about the Cloud based technologies. More than 20 yrs experience with enterprise sales and known for my ability to grow and enhance businesses. Working with innovative technologies and platforms to make customer successful wakes me up in the morning!

A self-starter who is happiest when helping customers enhance their business with innovative technologies. It is important to stay ahead of trends and looking for ways to help a customer grow their business and improve their products/services. The sales environment has changed dramatically over the last 5 years, the next 5 years will be a monumental shift --> Sales, Marketing and Service are on a collision course.

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Dominic joins me on the podcast to talk about his experience, practices and beliefs of "sales" in the world of cyber security.

You’ll Learn:

1. Why it all starts with Know Like and Trust Factor
2. Utilising LinkedIn to build strong relationships
3. The life of a sale and beyond

About Dominic Vogel

Dominic has an established track record as a cyber security leader. He has a wide-range of experience overseeing numerous projects including security strategy development, policy development, endpoint security, and threat management in a multitude of industries (financial services, logistics, transportation, government, telecommunications, and critical infrastructure).

Dominic actively participates in the local Vancouver security community and is a regular cyber security expert for Global BC (TV), CKNW (radio), News1130 (radio), and the Vancouver Sun (newspaper). He has even appeared internationally on BBC News World TV.

Dominic is a firm believer in delivering sustainable security that supports and protects business goals. Having worked within large and globally diverse organizations he has extensive security experience that has been forged over the past decade as an information security professional.

Currently, in his role as Chief Security Strategist at Cyber.SC, Dominic focuses much of his energy on helping start-ups and small/midsize businesses solve their cyber security challenges. He strives to provide practical cyber security advisory services to his clients.

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In a male-dominated industry such as marketing and sales, women have a hard time finding success. Changes to be more inclusive and diverse may not happen overnight. But as industries gradually shift into a more gender-inclusive space, women should adopt strategies to thrive in their chosen fields and reach the top 1%.

In this episode, Cynthia Barnes will talk about the challenges women face in the sales industry and the efforts of the National Association of Women Sales Professionals in promoting inclusivity in the workplace. Cynthia also gives tips for women who want to start their career in sales and how they can reach their goals amidst the Covid-19 pandemic. 

If you want to succeed as a woman in sales, then this episode is for you.

Here are three reasons why you should listen to the full episode:

1. Discover how the National Association of Women Sales Professionals helps women in sales.
2. Learn what skills women need to reach the top 1%.
3. What are the challenges women come across in sales and how can you overcome them?

Resources

• National Association of Women Sales Professional
• Reach the Top 1%: A Strategic Game Plan for Warrior Women in Sales by Cynthia Barnes
• Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know by Shari Levitin
• Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career by Anita Nielsen
• Race to Amazing: Your Fast Track to Sales Leadership by Krista S. Moore

Episode Highlights

Cynthia’s Beginnings

• Cynthia started selling Girl Scout cookies when she was working in a for-profit university. 
• She fell in love with it ever since.

The National Association of Women Sales Professionals

• It is a member-based organisation aiming to help women thrive and reach the top 1% in the male-dominated sales industry. NAWSP does this through mentorship and the provision of network and support.
• Once you equip women with the strategies to overcome the unique challenges they face and amplify their strengths, they can succeed whatever the circumstance is.
• After ascending to the top 1%, Cynthia had an idea in 2016 to start an organisation that supports women to achieve success in sales. For her, the true test of her success is the number of women she can help thrive.
• Listen to the full episode to know the various programs and courses offered by the organisation.

The Biggest Challenges for Women in Sales

• Some of the biggest challenges for women in sales are overcoming the ‘bro culture’,  dealing with misbehaving prospects and overcoming imposter syndrome.
• For Cynthia, the challenges can vary upon women's character and their situation.

Cynthia’s Tips for Women in Sales

• Women should tap into their authenticity and refuse to conform to the business.
• Compare your performance to others and understand where you're falling behind or gaining success.
• Women shouldn't dwell too much on their inner critic.
• Use Li

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Sean Sheppard joins me on the podcast to talk about maintaining a competitive edge in today's innovation economy.

You’ll Learn:

1. When do you have product-market fit?
2. Why can "founder bias" be so harmful
3. Maintaining a competitive edge in the innovation economy

About Sean Sheppard

Sean is a serial entrepreneur VC and co-founder of GrowthX and GrowthX Academy, with three successful exits, who has successfully grown dozens of early-stage companies across a wide variety of products and markets. He was recently named the #2 Online Sales Influencer and contributor at The Huffington Post. He’s now committed to working with countries, companies, entrepreneurs and those who want to work with them on building startup ecosystems and developing the next generation of leaders for the innovation economy.

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