The Sales Lab

Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, concludes his conversation with Dr. Willy Bolander in The Sales Lab. In this part of the discussion Mathew describes his journey from biology major to consultant (with ZS Associates and Bain) to professor and explains the lessons he's learned in each of these roles. He goes on to argue that sales is (or should be) a major engine for value creation for organizations because it is marketing but with greater customer intimacy. In closing, Mathew provides us with some recommendations for books every sales leader should have on their shelf. Part 3 of 3.

Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, continues his conversation with Dr. Willy Bolander in The Sales Lab. They discuss some interesting, research-backed tactics for soliciting donations (which they agree is a form of selling) using numerical suggestions backed by stories. They then take a dive deep into the ever-popular Challenger Sales methodology. What is it? When is it effective? What challenges do salespeople face when implementing it? Is it sufficient in itself to achieve sales success, or should it be part of a larger adaptive skill set? Join us to find out! Part 2 of 3.

Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, joins Dr. Willy Bolander in The Sales Lab to discuss the role of psychology in selling and sales management. Specifically, topics like customer judgement, decision making, and cognitive biases are explored in relation to selling, while topics like motivation, perception, and framing are explored in relation to managing and compensating salespeople. In short, we get deep into the science of sales! Won't you come join us? Part 1 of 3.

Amy Venezia, Vice President - Talent Acquisition and Development at Plastics Family Americas, concludes her conversation with Dr. Willy Bolander in The Sales Lab. This part of the discussion is all about nailing the interview for a sales job. How can a job seeker navigate cultural fit during an interview? What can they do to impress a potential employer? How can they adapt to the potential employer's wants and needs without sacrificing their own authenticity? Do you need an internship or prior experience? Amy shares everything you need to know and then provides us with some recommendations for books every sales leader should have on their shelf. Part 3 of 3.

Amy Venezia, Vice President - Talent Acquisition and Development at Plastics Family Americas, continues her conversation with Dr. Willy Bolander in The Sales Lab. Topics discussed include the transferability of sales skills to leadership roles, the importance of being able to read people and communicate effectively, why everyone should start in sales, and how to optimize a company's limited face to face training time when onboarding new sales hires. Amy also talks about shedding the need to be liked by your peers and learning to command respect in your organization. Part 2 of 3.

Amy Venezia, Vice President - Talent Acquisition and Development at Plastics Family Americas, joins Dr. Willy Bolander in The Sales Lab to discuss her rapid rise from frontline sales to corporate leadership in under a decade. How did she do it? What tips does she offer for those beginning their careers and looking to lead? Dr. Bolander suggests that ongoing demographic shifts (i.e., the baby boomer retiring en masse) may make this fast track to leadership the norm for those young professionals willing to seize the opportunity. We also discuss embracing rejection, personal branding inside and outside your own company, and the role of fitness habits in the lives of successful leaders. Part 1 of 3.

Steven Topel, President - Sales and Business Insurance at Marsh McLennan Agency, concludes his conversation with Dr. Willy Bolander in The Sales Lab. Topics discussed include the importance of sales professionals having a personal "why" that drives them and involves other people (e.g., family, customers, etc.), the value of sacrifice in the short-term for the sake of gain in the long-term, and the significance of a leader surrounding themselves with people who aren't afraid to dissent and tell them no. Steven shares the evolution of his "why" from a selfish love of the "hunt" for new business into a desire to develop his team members into the next generation of insurance leaders. Of course, Steven also shares the books he thinks every sales leader needs to have on their shelf. Part 3 of 3.

Steven Topel, President - Sales and Business Insurance at Marsh McLennan Agency, continues his conversation with Dr. Willy Bolander in The Sales Lab. With salespeople working less and less in a centralized physical office, new sales professionals may struggle with finding opportunities to network and develop mentorship relationships. Given this, the conversation turns toward the importance of developing internal relationships (i.e., inside your own organization) in today's dispersed workforce environment. In other words, "internal selling." We also talk about the career trajectory of a salesperson, the concepts of knowledge and financial validation, and the important roles of motivation and intellectual curiosity in driving success. Part 2 of 3.

Steven Topel, President - Sales and Business Insurance at Marsh McLennan Agency, joins Dr. Willy Bolander in The Sales Lab to talk about the hidden world of commercial insurance. No geckos or cavemen in this conversation - we are talking about consulting with businesses to manage their exposure to the things that threaten to slow them down or shut them down! Steven shares his journey from accounting to sales, discusses the need for young salespeople to leverage their youthful energy while also humbly embracing their need to learn from more experienced professionals, and the value of mentorship at all stages of a salesperson's career. Part 1 of 3.

Dr. Valerie Good, Assistant Professor at Grand Valley State University, concludes her conversation with Dr. Willy Bolander in The Sales Lab. Still dissecting the importance of purpose in selling, we discuss how having a strong sense of purpose helps motivate people during tough times, how the pursuit of happiness can keep you from being happy (but perhaps the pursuit of purpose is a more reliable route to happiness?), and the critical role of habits in personal and business development. Part 3 of 3.