The Influential Communicator

By Ravi RajaniBusiness Entrepreneurship Education Self-Improvement How To

The Influential Communicator episodes

September 26, 2023[EP.87] How to Create Unforgettable Client Experiences Using Storytelling with Maggie Callahan of OneTrust
How to Create Unforgettable Client Experiences Using Storytelling with Maggie Callahan of OneTrust;

When it comes to leaving a lasting impact, it's all about being human…
True connections are forged in moments of authenticity, creating memories that linger…
And when your client experiences are infused with the essence of being human, the impact is immeasurable.
So, how do you infuse your client experiences with the power of humanity?
Enter Maggie Callahan, the Global Revenue Enablement leader at OneTrust.
She’s here to show us how to use storytelling to craft client experiences that resonate.
Don't just tell a story - immerse them in it.
Let’s go!

WHAT WE DISCUSS:
[1:17] - Who is Maggie Callahan?
[5:23] - Valuable life lessons Maggie gained from her meditation practice
[12:49] - Maggie’s memorable Dublin tour experience
[20:06] - Pivotal lessons that Maggie learned from her tour which can be related to sales and tech
[23:49] - How to effectively do prospect research for a personalized buying experience
[26:59] - Passion in a customer experience
[29:47] - Questions a seller can ask themselves before they take their prospect through their next journey
[33:38] - An influential communicator Maggie looks up to today
NOTABLE QUOTES:
[6:39] - “Oftentimes we know the answer, we're just scared to gain the momentum to move forward with it.” - Maggie Callahan
[8:37] - “Everything is happening at the right time for us to learn the lesson that we're meant to learn.” - Maggie Callahan

USEFUL RESOURCES & LINKS:
OneTrust website: https://www.onetrust.com/
Connect with Maggie on LinkedIn: https://www.linkedin.com/in/maggie-callahan-6254925a

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
38 min
September 19, 2023[EP.86] How to Nail your Buyer Persona and Deliver an Impactful Pitch with Thomas Boccard of GlobalData
How to Nail your Buyer Persona and Deliver an Impactful Pitch with Thomas Boccard of GlobalData;

Imagine being armed with a presentation that deeply connects with your buyer, positions you as a trusted advisor and makes you the only solution to their problem…
That would be cool, right?
You know exactly who your buyer persona is, what they want and more importantly…
How to get and keep their attention!
It's not a stroke of luck…it's the power of nailing your buyer persona.
And today, we have the privilege of learning from the man himself, Thomas Boccard, the SVP of Healthcare Sales at GlobalData.
He's here to show us how to deliver an impactful pitch that leaves a lasting impression by having a better understanding of who you’re trying to serve.
Are you ready?
Press play!

WHAT WE DISCUSS:
[1:17] - Who is Thomas Boccard?
[6:22] - Thomas’ personal inflection point and lessons learned from failure
[11:35] - How sales reps can analyze their sales process for improved success
[19:14] - Three things a seller can do to grab attention in today’s climate
[21:50] - How to cultivate a connection with your prospects and add value
[26:39] - How to adapt your pitch to establish deeper connections with prospects
[35:20] - How to tailor your communication style when engaging with sales leaders versus analytical CFOs
[38:02] - An influential communicator Thomas looks up to today
NOTABLE QUOTES:
[9:34] - “Trust the process, but you need to inspect the process throughout the way. You gotta be able to pivot.” - Thomas Boccard
[28:33] - “The more you can be an expert in your prospect’s space, the more every conversation will be more connected and will go deeper and deeper.” - Thomas Boccard
[30:47] - “Understanding the people you're speaking to allows you to speak to them in ways that's gonna help them. You want them to leave every conversation having learned something.” - Thomas Boccard

USEFUL RESOURCES & LINKS:
GlobalData website: https://www.globaldata.com/
Connect with Thomas on LinkedIn: https://www.linkedin.com/in/tboccard

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
42 min
September 12, 2023[EP.85] How to Unlock the Power of Mindful Selling with Federico Presicci
How to Unlock the Power of Mindful Selling with Federico Presicci;

In a fast-paced world where distractions and noise are in abundance…
Learning how to slow down, get in touch with self and truly do the inner work is key for an intentional life.
And when it comes to selling with intention, well…there’s no difference!
The gold lies in being present, focused on your customer and engaging in active listening.
Easier said than done, right?
Aggressive sales quotas…
Expanding expectations from management …
And constantly having to prove yourself can leave you feeling defined by your “number”.
Enter the art of mindful selling and your guide, Federico Presicci of GoCardless.
Together, we'll unveil the secrets of harnessing mindfulness to elevate your sales game, foster deep connections, and drive meaningful results.
Alright, enough talking…
Hit that play button!

WHAT WE DISCUSS:
[1:17] - Who is Federico Presicci?
[4:49] - What Federico would’ve done differently during his period of career depression
[7:31] - How to communicate your emotional state to leadership
[12:43] - Federico’s definition of mindful selling
[15:49] - Federico’s top three impulses that sabotage working relationships
[19:31] - Tips to reduce and acknowledge your internal dialogue before any sales calls
[32:33] - An influential communicator Federico looks up to today
NOTABLE QUOTES:
[9:35] - “Conversations about how you’re feeling will normally be pro-productive as long as you keep it neutral.” - Federico Presicci
[12:54] - “Mindfulness is all about strengthening your presence, and presence is your ability to be there with the thing that is in front of you, so mindfulness selling is your ability to be there in the conversation from start to finish.” - Federico Presicci
[31:44] - “The more introspective awareness I have, the more I'm able to notice them early on. And the faster I label them, the faster I reconnect to the present moment.” - Federico Presicci

USEFUL RESOURCES & LINKS:
GoCardless website: https://gocardless.com/
Connect with Federico on LinkedIn: https://uk.linkedin.com/in/federico-presicci

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
36 min
September 05, 2023[EP.84] The 5 Deadly Sins of Pitch Decks in 2023 with Gosia Holden of Samsara
The 5 Deadly Sins of Pitch Decks in 2023 with Gosia Holden of Samsara;

We live in a world where buyers have more choice than ever before…
And in the high-pressure world of sales, nailing your sales presentation or demo can be the difference between success and failure.
You've got one shot to captivate, influence and accelerate trust!
That’s exactly why you need a pitch deck that’s contrarian, captivating and influential.
Enter Gosia Holden…she’s the pitch deck whisperer over at Samsara!
She’s going to walk us through her 5 deadly sins of pitch decks in 2023 so you don’t have to engage in them!
Click play and let’s dive in!

WHAT WE DISCUSS:
[1:17] - Who is Gosia Holden?
[3:36] - What makes Samsara stand out as a company
[7:12] - Why traditional pitch decks are ineffective vs alternative approaches
[9:14] - A prevalent issue in the sales community according to Gosia
[12:23] - How to prepare a pitch deck within a limited timeframe
[21:52] - Using solution-centric language upfront and jumping straight into the resolution versus painting a picture of the problem
[23:57] - How to present a solution that avoids overwhelm and encourages engagement
[25:51] - How to effectively diagnose and address the root cause of the problem
[28:04] - Examples of ineffective and effective headlines or hooks
[32:24] - An influential communicator Gosia looks up to today
NOTABLE QUOTES:
[27:27] - “If you don't spend enough time on your preparation and client discovery, then you won't be able to tell a good story that will resonate with them.” - Gosia Holden

USEFUL RESOURCES & LINKS:
Samsara Website: https://www.samsara.com/
Connect with Gosia on LinkedIn: https://uk.linkedin.com/in/gosia-dzik-holden-251b1b

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
36 min
August 29, 2023[EP.83] The 3 P's for Confidence and Communication Excellence with Bethanni Buikema
The 3 P's for Confidence and Communication Excellence with Bethanni Buikema;

Confident communication…
It’s the ultimate skill in business and life!
But here’s the thing, knowing this is one thing and mastering it is another!
So, where do we begin?
Enter Bethanni Buikema, the sales enablement team lead at Mintel.
I’ve pinned her down to unveil the 3P's for confident communication as a B2B seller.
Let's get into it!

WHAT WE DISCUSS:
[1:17] - Who is Bethanni Buikema?
[4:30] - Bethanni’s definition of confidence
[6:17] - Why new sellers struggle with confidence and authenticity
[8:45] - Why product-based knowledge comes first for Bethanni
[10:57] - Bethanni’s experience of sharing the right story with the wrong client
[12:37] - How to communicate with different types of decision makers
[15:13] - Bethanni’s example of a great questioner
[19:59] - How to feel comfortable with silence
[21:27] - How much does someone need to know about their product before going out in the field
[28:48] - Bethanni's areas for personal growth and development
[30:56] - An influential communicator Bethanni looks up to today
NOTABLE QUOTES:
[23:31] - “Selling is not about showing them all the cool, fun, crazy features…it's about how to solve their problem and what that impact is gonna be.” - Bethanni Buikema

USEFUL RESOURCES & LINKS:
Mintel Website: https://www.mintel.com/
Connect with Bethanni on LinkedIn: https://www.linkedin.com/in/bethanni-buikema

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
35 min
August 22, 2023[EP.82] 5 Ugly Ways to Spot if You’re Working for a Toxic Sales Leader with Christina Brady
5 Ugly Ways to Spot if You’re Working for a Toxic Sales Leader with Christina Brady;

It's time to shine a light on the dark side of sales leadership…
Toxic workplaces can wreak havoc on your confidence and performance as a seller, but it’s not always easy to spot them…
So, how can you do so without hesitation?
Enter Christina Brady, the SVP of Sales at Spekit.
I’ve pinned her down to expose the unspoken truth about toxic sales leaders and 5 unmistakable red flags to identify them in your professional life.
Hit that play button!

WHAT WE DISCUSS:
[1:17] - Who is Christina Brady?
[14:57] - Red flag #1: You develop feelings of self-doubt
[21:32] - Red flag #2: You start feeling high levels of suspicion
[25:41] - Red flag #3: You start to question everything around you
[30:35] - Red flag #4: You don’t feel psychologically safe
[34:17] - Red flag #5: You armor up
[40:51] - An influential communicator Christina looks up to today
NOTABLE QUOTES:
[20:26] - “ Any extreme emotion brings out the realness in people.” - Christina Brady
[24:00] - “Words are one thing, but your actions will tell people the true story.” - Ravi Rajani

USEFUL RESOURCES & LINKS:
Spekit Website: https://spekit.com/
Spekit on LinkedIn: https://www.linkedin.com/company/spekit
Connect with Christina on LinkedIn: https://www.linkedin.com/in/christinapbrady

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
45 min
August 15, 2023[EP.81] How to Change Your Story & Transform Your Life with Patricia McLaren of RevShoppe
How to Change Your Story & Transform Your Life with Patricia McLaren of RevShoppe;

Growing pains don't stop when we're kids…
Life is a journey filled with twists and turns, and with every major shift, there comes a certain level of discomfort…
But that’s where we truly thrive - outside our comfort zone.
Get ready to rewrite your story with Patricia McLaren, the mastermind behind RevShoppe.
It’s time to break free from the shackles that are holding you back.
Let’s get into it!

WHAT WE DISCUSS:
[1:17] - Who is Patricia McLaren?
[10:14] - How to leave the past behind and step into the next version of yourself
[15:26] - How to find comfort and fulfillment in solitude
[19:02] - One story Patricia is actively working on to shift her internal narrative
[26:04] - How to show up unapologetically and showcase who you are as a seller
[32:31] - How to find your own truth and understand who you are
[36:41] - How to get back to yourself in times of chaos
[47:43] - An influential communicator Patricia looks up to today
NOTABLE QUOTES:
[15:01] - “It's the idea of getting comfortable with being uncomfortable, figuring out the nuances of what you love and what you like and following that energy so you can receive more of it on a daily basis and seeing where it takes you.” - Ravi Rajani
[17:29] - “A huge component of really learning about yourself is to create those moments of solitude and space.” - Patricia McLaren
[21:08] - “Don't forget to actually really savor the present moment and the chapter that you're in now, because you're not gonna get it again.” - Patricia McLaren
[27:31] - “Fear is usually a signal of the thing that we need to step toward.” - Patricia McLaren

USEFUL RESOURCES & LINKS:
RevShoppe Website: https://www.revshoppe.com/
RevShoppe on LinkedIn: https://www.linkedin.com/company/revshoppe
Connect with Patricia on LinkedIn: https://www.linkedin.com/in/patriciamclaren

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
52 min
August 08, 2023[EP.80] How to Build a Values Driven Sales Team with Drew Bickers of Reibus
How to Build a Values Driven Sales Team with Drew Bickers of Reibus;

Imagine stepping into a new company and immediately being hit with electric energy from the word “go”!
I’m talking about a psychologically safe environment filled with positivity and collaboration.
I’m talking about a world where sellers collaborate, help one another and understand they are more than their quota!
A values driven sales team can feel like a unicorn, but it’s possible…
Just ask my next guest, Drew Bickers, who’s the head of sales training and enablement over at Reibus International!
This week, I’ve pinned him down to reveal his secrets of building a values-driven sales team that achieve high performance without compromising their core principles.
Let's dive in!

WHAT WE DISCUSS:
[1:17] - Who is Drew Bickers?
[6:45] - The impact of values when joining a new organization
[22:46] - How to hire new employees that align with your values
[32:06] - How to promote organizational values at scale
[37:12] - An influential communicator Drew looks up to today

USEFUL RESOURCES & LINKS:
Connect with Drew on LinkedIn: https://www.linkedin.com/in/drewbickers

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
42 min
August 01, 2023[EP.79] How to Handle Objections through Storytelling with Ben Purton of RingCentral
How to Handle Objections through Storytelling with Ben Purton of RingCentral;

Objections.
Many sellers secretly fear them and struggle to face them head on without fear or anxiety.
They can feel like an obstacle to your success, but what if they were the answer?
Enter Ben Purton, Director of Sales Enablement at RingCentral, who has a secret weapon for handling objections: storytelling.
Ben’s here to teach us how to proactively and reactively handle objections through the power of story.
Hit play!

WHAT WE DISCUSS:
[1:17] - Who is Ben Purton?
[5:09] - How neurodivergence can give people unique strengths
[6:54] - Finding similarities between chess and sales
[8:47] - Approaching objections in high stake scenarios proactively vs reactively
[20:04] - The difference between an objection and a rebuttal
[22:21] - How to manage ego
[26:45] - How to frame the cost of inaction
[34:48] - An influential communicator Ben looks up to today
NOTABLE QUOTES:
[7:37] - “You can look at a hundred wins, but you’re likely to learn more from one serious look at a loss.” - Ben Purton

USEFUL RESOURCES & LINKS:
Connect with Ben on LinkedIn: https://uk.linkedin.com/in/benpurton

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
40 min
July 25, 2023[EP.78] How to Rewire your Story and Make Imposter Syndrome your Superpower with Amber Deibert
How to Rewire your Story and Make Imposter Syndrome your Superpower with Amber Deibert;

Imposter syndrome can be a pesky companion that holds you back from reaching your true potential.
It can make you feel like a total fraud despite all your achievements…
And as with a lot of things, there’s no magic cure for it…
But instead of letting it weigh you down, you can embrace it and turn it into your greatest superpower.
Let’s flip the script with Amber Deibert!
I’ve pinned her down to talk about how to rewire your mindset and harness the power of imposter syndrome to fuel your success.
Hit that play button now!

WHAT WE DISCUSS:
[1:17] - Who is Amber Deibert?
[6:19] - When did Amber realize she had imposter syndrome?
[8:04] - Amber’s personal definition of imposter syndrome
[15:53] - How to rewire a self-limiting belief into a positive one
[20:23] - Focusing more on being intentional vs following the status quo
[22:45] - How to make a quantum leap into the next version of you
[25:27] - How to ensure you’re climbing the right mountain
[48:27] - An influential communicator Amber looks up to today
NOTABLE QUOTES:
[11:21] - “Imposter syndrome is a passing phase. It only lasts while you're in that growth phase, and then it just disappears.” - Amber Deibert
[17:17] - “Your introversion is not interfering with your ability to be successful. Your introversion actually is your superpower.” - Amber Deibert

USEFUL RESOURCES & LINKS:
Mental Mastery website: https://mentalmastery.com/
Connect with Amber on LinkedIn: https://www.linkedin.com/in/amberdeibert

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
52 min

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The Influential Communicator episodes

About The Influential Communicator