Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks.

In this conversation, Meshell Baker discusses the fundamental principles of successful selling, including clarity in purpose, overcoming challenges, and connecting with customers. She elaborates on the concept of authentic selling, highlighting the significance of bringing one's genuine self into sales interactions. Meshell also shares insights on the power of listening, reflection, and visualization in enhancing sales performance and achieving exceptional results. 

 In this episode, you’ll learn: 

- The significance of clarity in understanding one's purpose in sales, how it drives motivation and resilience, and strategies for handling rejection and maintaining confidence in the face of setbacks.
- The importance of active listening in sales to validate and uncover customer needs and how focusing on delivering value can lead to sales success.
- How authenticity in sales interactions builds trust and rapport with customers, leading to longer relationships and driving sales growth.

Jump into the conversation:

[03:03] Embracing No and Moving On
[05:13] The 5 P's of Excellence
[10:12] Value First, Money Follows
[12:55] Invest in Yourself
[19:10] What is Authentic Selling?
[22:10] How to be a Powerful Listener in Sales
[25:01] Reflection Amplifies Projections
[31:02] Clarity and Confidence
[31:48] How and Why Coaching Fuels Confidence

Meshell Baker is a transformative Keynote Speaker, Authentic Selling Alchemist, and Chief Confidence Igniter in sales, leadership, and personal development. With over two decades of experience spanning multiple countries and industries, Meshell brings a wealth of knowledge and expertise to her clients. As the founder of Meshell Baker Enterprises, she empowers individuals and organizations to unlock their full potential, capitalize on their strengths, and achieve sustainable growth. 

Resources:

Follow Meshell on LinkedIn: https://www.linkedin.com/in/meshellrbaker/ 
Meshell on X: https://twitter.com/MeshellRBaker/
More about Meshell: https://meshellrbaker.com/

Ep 083 Igniting Confidence in Sales

Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions and build stronger relationships. 

In this episode, John Crowder emphasizes the concept of listening to understand in sales, building trust with customers, adopting a problem-solving mindset, and empowering sales professionals to take ownership of their interactions with clients. John points out that to have better outcomes in sales, sales professionals must take the time to truly understand their customers' needs and concerns so they can offer more tailored solutions to them. By actively listening, asking the right questions, and building trust, sales professionals can better meet their customers' needs and achieve success in their sales endeavors. 

In this episode, you’ll learn: 

The importance of active listening in understanding customer needs and concerns to provide tailored solutions.
How adopting a problem-solving mindset enables sales professionals to identify and understand the specific pain points or challenges faced by their customers. 
The need for balancing technology and human interaction in helping sales professionals leverage data insights while maintaining authenticity, empathy, and rapport with customers.

Jump into the conversation:

[00:00] Introduction to Mental Selling
[01:56] Moving Beyond the Tell-Sell Paradigm
[06:36] Value Trumps Access
[09:15] Listening To Understand
[13:44] The Neuroscience of Selling
[21:17] Mitigating Risk and Fear in Sales
[24:11] The Art of Consultative Selling
[28:05] Shifting Accountability

About the guest: 
John Crowder is a former naval officer, football coach, and currently Vice President of the Healthcare Practice for Integrity Solutions, where he helps companies improve sales productivity, increase profitability, and create a culture that retains the best employees. John has over 25 years of experience in the medical sales industry. He worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development, and marketing. 

Resources:
John on LinkedIn: https://www.linkedin.com/in/john-crowder/ 

Connect with the host:

Will Milano on LinkedIn: www.linkedin.com/in/willmilano/
Learn more about Integrity Solutions: www.integritysolutions.com/

Ep 084 Listening to Understand in Sales

Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements.

In this conversation Paul Fuller, Chief Revenue Officer with Membrain, talks about the importance of sales being a blend of art and science and emphasizes that successful salespeople prioritize integrity and genuine relationships over aggressive tactics. Paul also highlights the critical role of mindset in sales success, stressing the need for continuous learning and personal development. Join us as we learn from Paul's insights on sales, leadership, and the profound impact of empowering others to succeed in the dynamic world of business.

 In this episode, you’ll learn: 

Sales is a blend of art and science, relying on human relationships and technological tools to nurture and enhance these relationships. Technology should enhance, not replace, human interactions and sales strategies.
Building servant leaders who embody discipline, integrity, and innovation is crucial to changing negative perceptions of sales. Mastering mindset is foundational for optimizing skill set and tool set effectiveness.

Coaching should build mutual accountability and provide value to sales professionals. It should help others discover their "why" or purpose and stay motivated and focused on continuous improvement.

Jump into the conversation:

[02:22] Debunking Sales Misconceptions
[05:48] Elevate the Sales Profession 
[09:40] How to Strategically Recruit and Develop Sales Talent 
[12:43] Renewing Mindset in Sales
[18:53] Avoiding the "Quick Fix" Mentality in Sales Enablement 
[20:54] Real Intelligence vs. Artificial Intelligence 
[24:10] The Importance of Meaningful Connection 
[27:25] Mutual Accountability in Sales
[29:37] What's Your Purpose? 

About Paul Fuller: 
Paul Fuller is a husband, father, and dedicated advocate for elevating the sales profession. His passion for empowering sales professionals stems from a deep belief in the impact of effective sales strategies on organizational growth. Through Membrain.com, Paul is reshaping the landscape of B2B CRM solutions by emphasizing technology, service, leadership, and strategic guidance. Membrain.com provides tools and insights that enable sales teams to thrive in today's competitive environment. 

Connect with the guest:
Paul on LinkedIn: https://www.linkedin.com/in/psfuller/ 
Paul on X: https://x.com/membrain_com 
Membrain website: https://www.membrain.com/ 
The Art & Science of Complex Sales Podcast: https://open.spotify.com/show/73MtTJI3j5tsO51kr08XgK 

Connect with the host:

Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano/ 
Learn more about Integrity Solutions: https://www.integritysolutions.com/

Ep 085 The Blend of Art & Science that is Sales

What separates high performers from average salespeople? The answer is preparation.
Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clients first, providing them with value every step of the way. 
Paul encourages salespeople to be intentional not just with outreach but in building their sales pipeline. Being deliberate about who you approach and how you talk to prospects will make all the difference. Listen in as Paul gives specific tips on preparing for customer meetings, how to maintain resilience, and how to strategically position yourself for a promotion in the field of sales. 

In this episode, you’ll learn: 
1. Why you should put in effort to personalize outreach. If you do your research and offer value up front, you can stand out in a sea of generic pitches.
2. The essential role of consistency in outreach efforts. Learn how focusing on a manageable daily outreach plan with personalized touches can lead to long-term success.
3. The power of preparation in sales interactions. Find out how intentional listening and asking the right questions can elevate your sales conversations and make you a memorable and valuable partner for your prospects.

Resources:
Paul’s LinkedIn: https://www.linkedin.com/in/paulcaffrey/
Buy Paul’s Book, The Work Before the Work: https://www.workbeforethework.com/ 
Learn more about Paul: https://www.paulcaffrey.com/ 

Jump into the conversation:
[01:19] The Hidden Habits of Elite Salespeople
[05:13] Being Intentional in Sales Outreach
[10:32] Building a Consistent Sales Pipeline
[16:04] The Right Way to Prepare for Customer Meetings
[19:09] Listen and Focus on Essential Questions in Meetings
[24:02] Maintaining Resilience and Motivation in Sales
[27:33] Planning Your Sales Career and Promotion

Ep 087 Turning Preparation Into a Habit in Sales

In this episode of the DevReady Podcast, host Andrew Romeo chats with Graham Robinson, the Principal Consultant and Founder of DCE Sales Management Consulting. With over 40 years in sales, Graham shares how the industry has evolved from traditional selling to a modern, empowerment-driven approach. He offers insights on building trust, strategic communication, and the importance of genuine relationships in today’s sales landscape.

Graham shares insights from his extensive sales career, which began in 1983. His journey, from selling consumables for cash registers to dealing with Apple products, highlights the importance of resilience and adaptability in sales. He emphasies that success in sales is rooted in building trust with clients, as people are more likely to buy from those they know, like, and trust.

Graham critiques the outdated practice of feature-benefit selling, which he describes as a "dinosaur." Instead, he advocates for empowerment selling, where the focus is on helping customers build a business case for change. He stresses the importance of genuine relationships, integrity, and active listening in modern sales. A notable anecdote shared by Graham involves taking responsibility during a government sales pitch, which left a lasting positive impression on his clients.

Further into the discussion, Graham explains the concept of empowerment selling, highlighting the need for a deep understanding of the customer before any outreach. He discusses the importance of creating an ideal customer profile, identifying key factors such as the problem to be solved and the company's growth stage. He also underscores the value of speaking to the right decision-makers and building a strong business case that addresses critical drivers like revenue, profit, risk, and compliance, all while being mindful of how global events impact businesses.

Graham also emphasises the significance of strategic communication in sales. He explains that salespeople have very limited time to make an impression—7 seconds on a phone call or 18 words in an email. He warns against jumping straight into product demos without first establishing a relationship or understanding the buyer’s needs. Graham advises that demos should be used as proof points only after confirming that the product can solve the client's problem. Effective selling, he asserts, involves standing out from the noise and building trust before presenting solutions.

Lastly, Graham touches on the importance of adding value through content and becoming a key influencer in the market. He advocates for genuine relationships and authenticity, noting that real impact comes from building honest, human connections, rather than just focusing on profit. Graham shares emotional stories about helping clients in Western Australia, such as the Department of Child Protection, where his team successfully addressed trust issues rather than just technical specifications. These stories highlight the importance of solving real problems and creating value, which are the true hallmarks of successful sales efforts.

Graham Robinson on Turning the Sales Game Around | Ep 163 | DevReady Podcast

Learn how to build and scale B2B sales teams with expert Olaf Leśniak. Get actionable tips for success.

In this episode of Talking with the Experts, Rose Davidson interviews Olaf Leśniak, an entrepreneurial powerhouse with over a decade of experience in building and scaling B2B sales teams. Olaf shares his expertise on how to build a sales team from the ground up, optimize performance, and establish effective KPIs to drive success. With a background in launching and selling businesses in the IT sector, Olaf provides actionable insights for business owners looking to enhance their sales strategies and take their ventures to the next level. Tune in to learn how to transform your sales team and scale your business.

Three things the audience will learn:

1.	How to build a sales team from scratch.

2.	Strategies to optimize sales team performance.

3.	How to set and track KPIs for a successful sales team.

Connect with Olaf:
https://www.linkedin.com/in/olaflesniak/
https://www.instagram.com/olaflesniak_/
https://theperformance.digital/
https://www.youtube.com/@Performance.Digital
▼ ▼

You can connect with/follow Talking with the Experts: 

Book a guest spot:
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Website:
https://talkingwiththeexperts.com/

LinkedIn:
https://www.linkedin.com/company/talking-with-the-experts/
 
Facebook Page: [Rose Davidson]
https://www.facebook.com/rosedavidsonaustralia/

Instagram:
https://www.instagram.com/rosedavidson_australia/

YouTube: [Subscribe]
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#RoseDavidson #TalkingWithTheExperts #ExpertInterviews #BusinessGrowth #LeadershipInsights #EntrepreneurMindset #IndustryLeaders #ProfessionalDevelopment #SuccessStrategies #PodcastForEntrepreneurs #InnovationAndTrends

2024 EP562 Master B2B Sales: Building and Scaling Teams with Olaf Leśniak

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Derek Champlin, VP of Revenue Operations at Upright Labs, to explore the challenges and strategies behind scaling a high-growth startup. Derek shares his journey from operations into sales, and how his diverse experience has shaped his approach to managing teams, closing deals, and driving growth.

Throughout the conversation, Derek discusses the critical role of product-market fit in driving sustainable growth and how balancing sales leadership with operational responsibilities is essential for success. He offers insights into time management techniques that keep high-performance teams on track and reflects on the challenges of talent acquisition and retention in a fast-paced startup environment. Derek also touches on maintaining work-life balance, especially while managing a demanding travel schedule and personal commitments.

This episode is packed with actionable advice for sales professionals and leaders looking to scale their businesses while effectively managing day-to-day operations. Tune in to hear Derek’s strategies for success in revenue operations and beyond.

35. Mastering Growth and Leadership: Scaling and Managing in Revenue Ops

All high-performing sales teams have one thing in common—conflict.

When handled thoughtfully, conflict can actually strengthen teams and drive success. Darcy Luoma, CEO of Darcy Luoma Coaching & Consulting, discusses the key elements that set thriving sales teams apart. It’s important to clearly define roles and responsibilities, allowing team members to contribute meaningfully according to their unique expertise. Understanding team dynamics is crucial to achieving this, and that’s where coaching comes into play.

Darcy also introduces the Thoughtfully Fit framework, a tool to help salespeople navigate challenges and setbacks with resilience. 

In this episode, you’ll learn:
1. Why Conflict is Key to Success – Learn why thoughtful disagreement is essential for innovation and success.
2. Strategies for Managing Team Dynamics - Find out how assigning team roles based on individual strengths boosts productivity and collaboration.
3. The Role of Coaching in Elevating Sales Teams – Discover how coaching can transform team dynamics and improve results.

Resources:
Darcy Luoma’s LinkedIn: https://www.linkedin.com/in/darcyluoma/
Darcy Luoma Coaching & Consulting: https://darcyluoma.com/	
Thoughtfully Fit: Your Training Plan for Life and Business Success: https://www.amazon.com/Thoughtfully-Fit-Training-Business-Success/dp/0785244824

Jump into the conversation:
(00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Darcy Luoma
(01:12) Characteristics of high-performing sales teams
(04:27) Embracing the growth mindset in sales
(07:09) The four stages of team development
(11:46) The Thoughtfully Fit framework
(15:24) Coaching to enhance sales performance
(18:53) Training for teamwork
(27:16) How to pivot and deal with unexpected challenges

For more related content and information about improving sales performance, visit us at www.integritysolutions.com/

Ep 094 Building High-Performance Sales Teams Through Coaching

In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Tim Bruins, VP of Sales at Maritz, about the key factors that drive sales success today. Drawing from over 35 years of experience, Tim shares his perspective on the importance of preparation in sales, building strong relationships with clients and procurement professionals, and effectively navigating complex negotiations involving multiple stakeholders.

Tim emphasizes how doing your homework, asking the right questions, and clearly articulating value can set salespeople apart in competitive environments. He also discusses the evolving role of procurement in business and offers practical strategies for establishing credibility and closing deals.

Whether you're new to sales or a seasoned professional, this episode is packed with actionable insights that can help you build better relationships, negotiate more effectively, and drive meaningful results in your sales process.

Tune in to discover strategies that can transform your approach and boost your sales success!

36. Sales Success Through Preparation and Relationship-Building

In this episode of the Billion Dollar Podcast, we’re joined by Eddy Cocciollo, an influential figure in the mortgage industry with over 25 years of experience. From his early days in sales to becoming the president of DLCG, Eddy shares his unique insights on building lasting relationships, the importance of grit, and how technology is shaping the future of mortgage brokering. Whether you’re just starting your career or looking to take it to the next level, Eddy’s story is packed with actionable advice.

Join us as we sit down with Eddy Cocciollo, a trailblazer in the mortgage industry with over 25 years of experience, who shares his journey and valuable insights:

- How to transition from sales to executive leadership.
- The importance of building strong professional relationships.
- Strategies for maintaining work-life balance in a high-demand industry.
- Embracing technology to stay ahead of the curve.
- Overcoming fear and seizing the right opportunities for growth.
- The power of grit in achieving long-term success.

Whether you’re a mortgage professional or simply looking for leadership insights, this episode is packed with takeaways! 🎧

Billion Dollar Podcast #04 - Eddy Cocciollo

📍 How to Make Your Mark in Any Industry
🎙️ Weekly interviews with entrepreneurs
⭐️ Hosted by Joe White & Cain Daniel
💎 Founders of Remic

Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. 

Welcome to Mental Selling!

Are you ready to transform your daily commute into a journey of discovery? "Talking with the Experts" brings the wisdom of the world's leading minds straight to your ears.

With each episode, Rose Davidson unlocks the secrets to success, resilience, and innovation, featuring conversations with experts who've walked the walk. Whether you're in search of inspiration, practical advice, or the latest trends across industries, we've got you covered.

Turn up the volume on your dreams! Let "Talking with the Experts" be the soundtrack to your personal and professional growth. No matter where you are or what you're doing, elevate your day with stories that matter, advice that resonates, and insights that inspire.

Your journey to expertise starts with a single play.

We started the DevReady podcast to help non-techs build better technology. We have been exposed to so many non-techs that describe the struggle, uncertainty and challenges that can come with building technology.

The objective for the DevReady podcast to share these stories and give you the tools and insights so that you to can deliver on your vision and outcomes.

You will learn from non-tech founders that have invested their time and money into developing technology. We will discuss what worked, what didn’t and how they still managed to deliver real value to their users.  These stories are inspirational – demonstrating the determination, commitment and resolve it really takes to deliver technology.

Throughout the DevReady Podcast we also invite subject matter experts to the conversation to give you proven strategies and techniques to successfully take your idea through to delivery and beyond.

Enjoy the Podcast, it will challenge you, inspire you and provide the tools you will need to deliver real value with technology.

This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.

New tracks tagged #SalesLeadership