They get into what that looks like in practice. Mark shares why letting passion lead often creates better conversations than trying to sound polished, how his early experience with consultative selling shaped the way he works today, and why honesty and vulnerability matter more than most people think, especially when you’re asking teams or customers to embrace change.

They also dive into storytelling, the role of metaphors in making ideas stick, and the problems that come from unclear expectations. Throughout the conversation, Mark makes a strong case for being yourself, not as a slogan, but as a real advantage in both sales and leadership.

If you’ve ever felt like selling forces you to be someone you’re not, this episode will change how you approach every conversation.

Key Takeaways

• Help people make confident decisions, not just hit numbers
• Let passion show instead of hiding behind professionalism
• Treat “no” as a step that moves you closer to yes
• Focus on understanding the problem before offering solutions
• Build trust by being transparent about intentions and mistakes
• Give direction, but avoid control to unlock creativity
• Act, learn, and adjust instead of over-planning
• Prioritize clarity and ask questions instead of assuming

In This Episode:

• [00:00] Mark’s core motivation for selling
• [01:00] Welcome & introduction to Mark Kosoglow
• [02:05] Dan Pink’s To Sell Is Human and personal connections
• [05:05] What “sell by being human” means to Mark
• [06:03] Helping people make confident decisions (the 2-out-of-3 rule)
• [08:15] Early days: Selling shoes at The Athlete’s Foot & learning consultative selling
• [11:45] Telemarketing lessons and embracing “no”
• [14:21] Leading through change and the weight of asking people to shift how they work
• [16:05] Balancing control with freedom and creativity
• [18:46] Admitting failures and iterating quickly (self-sourcing example)
• [22:28] Revenue Kickoff reflections and the power of in-person connection
• [25:32] Using metaphors and storytelling (the Boeing story)
• [29:38] What Mark looks for in a CEO/leader above him
• [33:29] Clear communication and avoiding misinterpretation
• [36:08] Lessons for his kids
• [39:06] Signature question: What makes Mark totally Mark?
• [40:36] Where to find Mark
• [40:59] Closing

Notable Quotes

• [05:11] “Let your passion overcome your professionalism.” — Mark Kosoglow
• [05:55] “My personal motivation and the motivation I like my sales teams to have is to help people make confident decisions.” — Mark Kosoglow
• [10:32] “People love learning about their problem enough to understand why you’re suggesting a solution, and then they’re super confident in making the decision of that solution.” — Mark Kosoglow
• [12:27] “The faster they say no, the more I can move on to the next call that could say yes.” — Mark Kosoglow
• [36:42] “Who you are is who you are, and it’s probably pretty awesome” — Mark Kosoglow
• [24:27] “ I just really want to have fun and I want to work hard and I want to kick ass and win. And I don’t think that I have to be an asshole to do that.” — Mark Kosoglow
• [36:54] “Work ethic is like a trump card for success.” — Mark Kosoglow
• [38:22] “Expectations are the number one thing that kill parent-child relationships.” — Mark Kosoglow

Our Guest

Mark Kosoglow is Chief Revenue Officer at Deutsche Bank and a seasoned sales leader with decades of experience scaling revenue organizations. Previously, as CRO at Outreach, he helped scale the company to $250 million in revenue. Mark's career began at a shoe store called The Athlete's Foot, where he learned consultative selling at 16 years old, a philosophy that has shaped his leadership style ever since. Known for his storytelling, metaphors, and unconventional communication style, Mark believes that great sales leadership comes down to trust, transparency, and helping people make confident decisions.

Resources and Links

Sell by Being Human

• Link

Mark Kosoglow

• LinkedIn

Alex Smith

• Website
• LinkedIn

Steve’s journey started exactly where you might expect. He was a quiet kid who didn’t speak for the first 17 years of his life, needed to buy $1,600 worth of textbooks, and took the only job that would hire him, selling knives door to door. What happened next defied every sales script, every closing technique, and every “proven methodology” his training threw at him.

With raw honesty and zero filter, think Larry David in the sales world, Steve explains why the desperate need to be liked is killing your deals, why assessments matter more than tactics, and how he went from ripping up his training script on his first demo to becoming the national sales leader, all by treating people like humans.

You’ll also hear about his Million Veteran Mission, why Bob Ross is a better sales teacher than any guru, and the one mindset shift that separates the top 14% of performers from everyone else.

If you’ve ever felt icky about sales, struggled with pricing conversations, or wondered why the “proven techniques” don’t feel right, this conversation is your permission slip to do it differently.

Key Takeaways

1. Why “closing” is unnecessary when selling is done well
2. How detachment from outcomes improves trust and results
3. The real reason most sales scripts fail
4. Why the need to be liked is one of the biggest sales blockers
5. How authenticity outperforms pressure and persuasion
6. Why sales training without self-awareness doesn’t work
7. The difference between selling hope and creating change
8. Why mastery in sales is a long-term practice, not a quick fix

In This Episode:

[00:00] Why “closing” is the worst thing in sales

[00:46] Meet Steve Heroux

[02:46] What "Sell by Being Human" means to Steve

[04:53] Steve’s view of success in sales then vs now

[08:11] The first demo that changed everything

[09:28] Why Steve ripped up the script and never looked back

[11:45] Simple themes: Authenticity, detachment, and loving what you sell

[13:22] Shohei Ohtani and the power of process over outcomes

[15:22] Teachers who shaped Steve's approach

[16:09] What Bob Ross teaches us about sales

[18:54] Sales Collective Today

[19:34] Always Be Connecting: The new ABCs

[20:14] Why frameworks fail without mindset

[21:08] Discovering Sales DNA and the will to sell

[23:06] The will to sell and the need to be liked

[27:35] Fear of Failure Is Really Fear of Judgment (Daniel Pink Story)

[30:33] The "hope dealers" and why quick fixes don't work

[33:56] Why Steve doesn't prospect (and what he does instead)

[34:57] The Million Veteran Mission

[37:29] Legacy, impact, and what really matters

[39:08] Why human-centered sales training is rare

[43:17] Steve's Larry David moments

[45:05] Where to find Steve

Notable Quotes

1. [00:00] “The single worst thing to ever happen to humanity is closing.” — Steve
2. [03:08] “ There's a reason, right, that salespeople are hated. There's a reason that salespeople don't even want to call themselves what their vocation is.”— Steve
3. [04:01] ”The three least trusted professions on the planet: Salesperson, Politician, Attorney.— Steve
4. [07:39] ”Success to me was like someone actually another human talking to me.”— Steve
5. [09:06] “If you do a good job, people will ask you what the next step is.” — Steve
6. [12:23] “You have to detach from outcomes or you’ll never be satisfied.” — Steve
7. [16:05] “ It's not what you teach, it's how you teach.” — Steve
8. [17:52] “There are no bad students, only bad teachers.” — Steve
9. [23:16] “The need to be liked will destroy your ability to sell.” — Steve
10. [27:10] ” The second you stop giving a crap what strangers think about you, that's when you'll start to live.”— Steve

Our Guest

Steve Heroux is the founder of The Sales Collective, author of The Sales Contrarian, and a sales leader who spent 14 years at Aflac after starting his career as the #1 Cutco salesperson in the country. He's on a mission to elevate the sales profession through authenticity, human connection, and evidence-based assessment. His Million Veteran Mission aims to train one million veterans in sales for free.

Resources and Links

Sell by Being Human

1. Link

Steve Heroux

1. The Sales Collective
2. LinkedIn
3. Million Veteran Mission
4. Book: The Sales Contrarian

Alex Smith

1. Website
2. LinkedIn

Natasha shares how growing up with a servant leader mom shaped her philosophy of heart over hustle, and why mindset, not strategy, is usually what holds entrepreneurs back. They unpack fear of rejection, fear of pricing too high, burnout, and the sneaky subconscious patterns that sabotage growth.

You’ll also hear her practical fear-to-faith framework, why most entrepreneurs are undercharging, and how being crystal clear in conversations builds trust fast.

If you want to grow your business without feeling pushy, awkward, or salesy, this conversation will change how you show up and how you close.

Key Takeaways

1. Why hustle energy can secretly sabotage your sales
2. The “Fear to Faith” cycle that breaks limiting beliefs
3. How your subconscious affects pricing, confidence, and closing
4. Why most entrepreneurs are undercharging
5. The truth about “not all money being good money”
6. How to qualify clients with clarity and integrity
7. Why connection always beats persuasion

In This Episode:

1. [00:00] Introduction & guest welcome
2. [01:04] Personal connection & authenticity in sales
3. [03:17] Natasha’s take on Sell by Being Human
4. [05:06] Mindset and self-relationship in sales
5. [06:14] Role models: Servant leadership & early influences
6. [09:14] Sales beyond traditional roles
7. [11:01] Defining hustle (and why it backfires)
8. [13:31] Balancing hustle and heart: Client challenges
9. [14:35] Strategy vs. mindset in sales success
10. [18:38] Practicing what you preach: Natasha’s own journey
11. [19:41] Faith, surrender, and decision-making
12. [21:13] Qualifying clients & setting boundaries
13. [22:03] Authenticity and invitation in sales calls
14. [26:13] Sales as a universal skill
15. [27:12] Sales in family & daily life
16. [29:43] Mindset, fear, and the subconscious
17. [30:20] Breaking through fear: The fear-to-faith cycle
18. [36:13] Pricing, value, and worth in sales
19. [38:06] What makes Natasha... Natasha
20. [40:10] Family support & self-care
21. [42:02] Where to find Natasha
22. [42:19] Closing & gratitude

Notable Quotes

1. [01:49] "At the end of the day, we aren't what we do; we are who we are" — Natasha
2. [03:24] “Selling with heart, not hustle, is selling by being human." — Natasha
3. [03:48] "I always say sales equals serving; you are serving a person." — Natasha
4. [12:01] "Hustle can lead to burnout, and hustle can actually push people away from you." — Natasha
5. [34:12] "If you don’t ask, you don’t know, and if somebody says no, what do you lose? Nothing." — Natasha
6. [36:36] "General rule of thumb for most entrepreneurs: you are not charging enough. Period." — Natasha
7. [39:09] “No matter the time or day, I’m always going to be there; I show up for people.” — Natasha

Our Guest

Natasha Hemmingway is a sales coach, consultant, and pricing profitability expert helping entrepreneurs and corporate sales teams grow revenue without sacrificing authenticity. Her philosophy Heart, Not Hustle empowers professionals to sell with integrity, confidence, and sustainable strategy.

Today I bring on executive communications coach Amos Balongo, who shares insights on the importance of human connection in sales. I'm always interested when people come from completely different cultures to sell themselves and what they do. They are corced to learn how to see people as individuals and Amos will share how to do that in your own life. It seems unlikely that a boy from Africa that knew no English could go on to being a successful keynote speaker and executive consultant but Amos will explain how he used sales and human connection to do it.

Amos discusses his journey from Africa to becoming a keynote speaker, emphasizing the need for authenticity, understanding audience needs, and the power of storytelling.He highlights the significance of personal growth, the impact of philanthropy, and the necessity of building trust with clients. The conversation concludes with a rethinking of sales as a service rather than a transaction, encouraging listeners to focus on improving others' lives.

Key Moments:

02:13 The Essence of Selling by Being Human

06:00 Amos's Journey: From Africa to Keynote Speaker

11:50 Understanding People: The Key to Connection

17:50 The Art of Speaking: Motivating and Inspiring Audiences

23:48 Storytelling as a Tool for Connection

29:44 Finding the Right Fit: Coaching and Client Relationships

35:19 Disruption and Growth: Personal Development Insights

38:29 Final Thoughts on Sales and Human Connection

Connect with Amos

1. LinkedIN

Connect with Us!

1. LinkedIN:
2. Website:

This episode I speak with Mark McDougall, a web designer and developer, about the importance of human connection in sales as a product designer. In Mark's line of work. he has to connect to business owners, marketers, and entrepeneurs on ways to make their websites more effective.

Notice I didn't say, he has to tell people their baby looks ugly?

We talk about how empathy and understanding client needs are crucial for successful selling, especially for solopreneurs. He shares tips on how he consults with people to understand their motivations for their websites. Mark shares his journey from corporate life to freelancing, emphasizing the lessons learned through experience. The conversation also covers effective cold emailing strategies, the significance of crafting engaging subject lines, and the value of vulnerability in sales interactions. You'll also learn Mark's funny but logical metaphor on how strawberries apply to understanding concepts of value.

Mark provides insights into managing sales conversations and offers advice for those starting their own businesses, highlighting the need to embrace the unique aspects of one's personality in the sales process.

Takeaways

Empathy is essential for effective selling.

Understanding client motivations leads to better sales outcomes.

Cultural background can influence sales techniques.

Trial and error is a key part of learning sales.

Cold emailing should focus on genuine interest in the recipient.

Crafting personalized subject lines increases email open rates.

Building rapport is crucial in sales conversations.

Vulnerability can foster deeper connections with clients.

Sales is about mutual value exchange, not just transactions.

Being comfortable with awkwardness can enhance sales interactions.

Key Moments:

00:00 Introduction to Human-Centric Selling

02:58 The Importance of Empathy in Sales

06:09 Cultural Shifts and Personal Background

09:00 Lessons from Corporate Experience

11:59 The Shift to Solopreneurship

15:10 Understanding Client Needs

17:41 Cold Email Strategies

21:00 Crafting Engaging Subject Lines

24:08 Creating a Human Connection

26:59 Managing Sales Conversations

29:54 Being Vulnerable in Sales

32:51 Advice for Solopreneurs

35:55 Embracing the Weirdness in Sales

38:38 Conclusion and Resources

Connect with Marc, and learn about strawberries and value

1. LinkedIN
2. Why selling is like strawberries

Connect with Us!

1. LinkedIN:
2. Website:

I'm kicking off 2026 with a conversation with Rick DeLisi, a thought leader in customer service and AI. Rick co-authored "Digital Customer Service: Transforming Customer Experience for An On-Screen World and is a leading researcher on providing world class customer experiences.

If you have ever had to contact any company for a customer service issue - you know what it feels like to get poor customer service versus good customer service. The problem is that most if not all of those companies you've worked with will call themselves "customer centric". This conversation explores what it means to sell customer service through the lens of being human. We explore the evolving landscape of customer interactions, emphasizing the importance of human connection, the psychology behind customer loyalty, and the role of AI in creating effortless experiences. Rick shares insights from his research, highlighting the need for companies to understand their customers' emotions and the significance of reducing effort in service interactions. We also delve into the balance between efficiency and empathy, the future of customer service, and practical examples of how companies can enhance their customer experience. If you want to understand the pysychology of a customer at a deep level, this episode is for you!

Sound bites

"People don't mind being wowed."

"You don't need a person for that."

"It's about knowing which is which."

Key Moments:

00:00 Introduction to Human Connection in Sales

03:03 The Psychology of Customer Interactions

05:50 Understanding Customer Loyalty and Experience

09:13 Effortless Customer Service: The Key to Loyalty

11:54 The Role of AI in Customer Interactions

15:02 Seamless Transitions Between Digital and Human Support

18:00 The Importance of Context in Customer Service

20:56 Surprising Insights from Customer Research

25:17 Harnessing AI for Enhanced Customer Interactions

28:34 The Future of Customer Service: A 2026 Vision

30:52 Balancing Efficiency and Empathy in Customer Service

35:58 Real-Life Customer Experience: Lessons Learned

41:48 Understanding Customer Needs: The Key to Retention

Connect with Rick

1. LinkedIN

Connect with Us!

1. LinkedIN:
2. Website:

What can you learn about sales and connections from a guy on a mission to connect housands of people via cocktail parties?

Today I bring on Eric Melchor, a channel manager at Honeywell, and a Texan at heart living in Bucharest. Those two things may not go together but Eric followed his wife to Europe and he's connected hundreds of people over conversations at local cocktail parties.

We explore the significance of human connection in sales, the power of storytelling, and the importance of authenticity in building trust. Eric shares his unique approach to networking through cocktail parties, emphasizing the value of personal connections over traditional networking methods. The conversation highlights the role of icebreakers in fostering meaningful conversations and offers practical strategies for engaging with others, both online and in person. I'm a big believer in people buying into the human side of you and Eric gives you tools to do this yourself through the way he connects one time guests.

Key Moments:

00:00 Introduction to Human Connection in Sales

03:08 The Power of Storytelling in Sales

06:06 Personal Background and Influences

08:59 Creating Comfortable Environments for Connection

11:59 The Cocktail Party Concept

15:07 Unexpected Outcomes from Networking Events

18:01 Building Relationships Beyond Job Titles

21:02 Curating Connections for Events

23:47 Practical Tips for Strengthening Connections

27:09 Conclusion and Final Thoughts

Connect with Eric

1. LinkedIN
2. Heading to Bucharest? Reach out to Eric for a Cocktail Party

Connect with Us!

1. LinkedIN:
2. Website:

Today we bring on Jen Mueller, a seasoned sports broadcaster and communication expert.

Jen Mueller is a business communication expert and the founder of Talk Sporty to Me, where she helps companies level up their communication skills with actionable strategies inspired by her 25-year career as a sports broadcaster.

An Emmy-award-winning producer, Jen is in her 16th season as the Seattle Seahawks sideline radio reporter and has spent 18 years with the Seattle Mariners on ROOT SPORTS. She’s known for building strong relationships, delivering meaningful content in short bursts, and expertly handling post-game interviews (while dodging Gatorade baths!).

She’s also the author of three books on communication and the creator and host of “I Cook, You Measure”—a YouTube cooking show that blends instruction with connection over food and wine.

Our conversations explores the nuances of human connection in sales and broadcasting, emphasizing the importance of empathy, consistency, and effective questioning. Jen shares her experiences interacting with professional athletes, particularly in challenging situations and losses. She tells stories of the significance of small gestures, like thank you notes, in building relationships. We talk about practical strategies for asking better questions and creating safe spaces for honest dialogue, ultimately showcasing how personal connections can enhance professional interactions.

Key Moments:

00:00 Introduction to Human Connection in Sales

02:47 The Art of Meeting Athletes Where They Are

06:01 Building Relationships Through Consistency

08:48 The Importance of Intentional Communication

12:08 Navigating Tough Conversations After Losses

14:51 Learning from Experience and Trial

17:56 Asking Better Questions in Interviews

21:00 Handling Difficult Post-Game Interviews

24:10 The Impact of Losses on Athletes and Reporters

28:01 Navigating Tough Conversations

30:21 The Importance of Clear Communication

32:00 Creating a Comfortable Interview Environment

34:07 Crafting Effective Questions

37:51 Understanding Client Needs

39:51 The Impact of Small Interactions

42:50 Memorable Moments in Sports Journalism

51:26 Personal Insights and Quirks

Connect with Jen!

1. LinkedIN

Connect with Us!

1. LinkedIN:
2. Website:
3. Youtube

Today I speak to Jared Cook, a seasoned expert in customer success and sales. Jared has most recently been a SR VP of Customer Experience at Docebo and has held senior roles in Customer Success at companies like Domo and Adobe. He is the founder of Crush Churn Consulting where he helps companies reduce churn by 30%.

Our conversation explores the importance of human connection in sales, the role of customer success in driving retention, and the need for genuine relationships with customers.

Jared shares insights from his childhood about sales, emphasizing the importance of confidence, connecting on a human level as a leader, and a seller, and understanding customer needs.

There are so many useful approaches that Jared shares on having difficult interactions with clients to creating a personal connection with a new team that you can take into what you do.

If you want practical strategies for improving customer retention and preventing churn, and implementing curiosity and empathy in your sales interactions. You'll walk aways with foundational skills to integrate your personal and professional lives to foster deeper connections with the people your work with and the clients you serve. This was a fun one to learn from an executive is customer success and how those skills can help you in sales!

Sound Bytes:

"It's about helping a human solve a problem."

"You can create human connection at scale."

"I'm always up for an adventure."

Key Moments:

00:00 Introduction to Human Connection in Sales

02:41 Defining Selling by Being Human

05:01 Lessons from Childhood: Sales and Confidence

10:47 Integrating Personal and Professional Life

17:24 The Role of Customer Success in Sales

21:28 Curiosity as a Sales Tool

28:09 Improving Customer Retention Strategies

33:18 Identifying and Preventing Customer Churn

39:36 Building Genuine Connections with Customers

Connect with Jared

• LinkedIN
• Website

Connect with Us!

• LinkedIN:
• Website:

Today I bring on Kevin Yates, known as the L&D Detective, to explore the intersection of authenticity, resilience, and effective learning and development practices. I knew that I needed to talk to Kevin after seeing him present at our conference. He was able to connect with the crowd in a unique way with his engaging talk and also shared inisghts of how he sold big ideas in previous roles by focusing on business performance and human performance.

Kevin shares insights on how to he sells by being human as a speaker, emphasizing the importance of authenticity in engagement. His. method of speaking is to really immerse his audience within a problem and take them on a journey. You'll learn how Kevin crafts his speaking frameworks to take people on a journey and you'll also get insights on how he would get really big initiatives done by focusing on business outcomes.

Kevin has had to gain influene with business leaders, executives, and now with audiences. You'll leave with takeaways on how he's done that in his career and how you can apply it to your own situations where influence needs to be built.

Key Moments:

00:00 Introduction to the Podcast and Guest

02:33 The Essence of Selling by Being Human

07:23 Authenticity in Sales and Learning Development

11:19 The Responsibility of Sharing Knowledge

15:37 Lessons from Ella Yates: Resilience

19:48 Understanding the L&D Detective Brand

26:23 The Essence of Collaborative Selling

29:33 Creating Experiential Learning Opportunities

32:59 Democratizing Access to Learning Resources

35:56 Defining Impact in Learning and Development

40:17 Shifting Mindsets in L&D

42:42 Performance Consulting vs. Traditional Training Conversations

Connect with Kevin

• LinkedIN

Connect with Us!

• LinkedIN:
• Youtube
• Website:

Today I sit down with Dr. Miriam Kirmayer, a renowned expert on friendship and human connection, to discuss the importance of building meaningful relationships in the workplace and how we underestimate principles of friendship. As she likes to say, "We overestimate the amount of both energy and discomfort that can come from reaching out, initiating plans, And we underestimate the amount of pleasure, joy, meaning, and impact that can come from both deep conversations and also frankly, casual moments of chit chat, whether that's with strangers or a quick reconnect with an old or long lost friend.

Sometimes people compartmentalize their "work friends" or business friends with their personal friends and Miriam teaches us how principles of friendship can help you in sales.

Key Discussion Points:

The role of friendships in enhancing workplace productivity and engagement. Overcoming myths about workplace friendships and their impact on professional success. Practical strategies for fostering genuine connections with colleagues and clients. The balance between professional boundaries and personal connections.

Guest Bio: Dr. Miriam Kirmayer is a clinical psychologist and leading voice on the science of friendship. Her work has been featured in major publications like The Atlantic, BBC, and Psychology Today.

Key Moments:

1. [00:02:15] - Introduction to Dr. Miriam Kirmayer and her expertise in friendship and human connection.
2. [00:10:30] - Discussion on the importance of building friendships at work and their impact on productivity.
3. [00:18:45] - Overcoming common myths about workplace friendships.
4. [00:25:00] - Practical strategies for fostering genuine connections with colleagues.
5. [00:35:20] - The balance between maintaining professional boundaries and personal connections.
6. [00:45:10] - Dr. Kirmayer shares personal stories and insights from her research.
7. [00:55:30] - Closing thoughts on the value of human connection in professional settings.

Resources:

Visit Miriam's website for more insights and resources on building connections. Connect with Miriam on LinkedIn and Instagram for personal updates and tips.

Subscribe to the "Sell By Being Human" podcast for more episodes on leveraging human connection in sales and business.

#WorkplaceWellbeing #HumanConnection #FriendshipAtWork

Connect with Miriam

• Website
• LinkedIN

Connect with Us!

• Website:
• Youtube

Today's episode is with Stephen Steers, a sales consultant, keynote speaker and author. We explore the art of storytelling in sales. Not how to tell your story but how to help people tell a better version of their own story. When you can help someone better understand themselves and through your interaction you better understand them., that's where magic happens.

Stephen has come through the ranks of sales as a business development rep an account executive, and now owns his own sales consultancy business around how to tell effective stories as part of a sales process.

We discuss how human connection, story telling, and emotional intelligence can transform the sales process, moving away from traditional pushy sales tactics to a more empathetic approach. Stephen shares his personal journey with storytelling, the importance of understanding client needs, and effective questioning techniques to foster genuine conversations. The episode emphasizes the significance of emotional responses in decision-making and how to leverage personal stories to build trust and rapport with clients.

You'll learn how to ask questions to help people tell a better story of their problems. You'll help tell stories in a way that gets people to reframe their own stories, and you'll learn how to build trust through understanding wh

Key Moments:

02:19 Redefining Sales: From Selling to Problem Solving

11:43 The Power of Storytelling in Sales - Helpin People Tell Their Stories Better

16:49 Learning from Experience: The Journey of a Salesperson

21:07 Emotional Connection: The Key to Effective Selling

26:02 Building Rapport in Sales Conversations

28:52 Effective Questioning Techniques

33:51 How to Craft A Better Story in Sales

40:50 Humanizing Customer Stories

45:51 Finding Authentic Connections

Connect with Stephen

• LinkedIN
• Website

Connect with Us!

• LinkedIN:
• Website:

Alot of people reach out to me to inquire about being a guest but this one stood out amongst almost 150 episodes. Dre Baldwin was the first to make me a personalized video and it landed with me.

Dre Baldwin is a former professional athlete turned entrepreneur and performance coach. Dre shares his unique framework for success, emphasizing the importance of discipline, mental toughness, and authentic communication in both personal and professional settings. He discusses his transition from basketball to business, the significance of understanding one's audience, and the common pitfalls that many face in sales and performance. Dre really dove into discipline in his sport and he realized a lot of his skills translated to business professionals once his playing days were over. It takes a talent to sell your skills on the court to people in a boardroom and Dre does that every day with his consulting practice, his online presence, and his speaking business.

Throughout the conversation, Dre highlights the role of mental conditioning and decision-making in achieving success, while also sharing insights on how to effectively coach others by asking the right questions.

You'll also learn how to reframe what discipline means to make it easier for you to continue at whatever you're working towards. You'll learn mindset techniques that will serve you when you're inevitably faced with a no or a failure to help you keep getting back up. Dre has got you with this one.

Books Mentioned:

1. "The 48 Laws of Power" by Robert Greene
2. "The Art of Seduction" by Robert Greene
3. "10X is Easier Than 2X" by Dan Kennedy and Ben Hardy

Key Moments:

03:00 Dres Framework of Selling by Being Human

05:48 Transitioning from Athlete to Entrepreneur

08:58 The Importance of Authentic Communication

12:02 Techniques for Effective Selling

15:03 Infusing Authenticity in Personal Life

17:58 Understanding Your Audience

20:57 The Work on Your Game Framework

24:01 Common Pitfalls in Sales and Discipline

26:43 The Challenges of Entrepreneurship and Parenthood

29:19 Understanding Mental Conditioning

32:01 The Role of Discipline in Achieving Freedom

36:17 The Importance of Decision-Making and Discipline

39:07 Influences of Family on Discipline and Work Ethic

41:34 Coaching: Asking the Right Questions

47:01 The Unique Traits of Dre Baldwin

Connect with Dre

• LinkedIN
• Website

Connect with Us!

• LinkedIN:
• Website:

Have you ever wondered if or how human connection happens in the military? For someone that's never been in the military like myself, I've often thought the military is about a chain of command and an order structure. That's it. You follow orders or else. Human connection and order seem to be opposing forces. But today's guest says that's not always the case. People get sold on staying or leaving the military by the people they report to.

Today I interviewed Enrique Acosta Gonzalez, a leadership expert and former Navy veteran. We discuss the importance of human connection in leadership, the transition from military to civilian leadership, and the significance of building trust and relationships. Enrique shares his experiences in the military, the impact of different leadership styles of his commanding officers, and how authenticity plays a crucial role in effective leadership. We touch on the concept of 'selling by being human' in the military and in his current practice of coaching his clients. This is for you if you've ever wondered how these skills show up in any of these places!

Key Moments:

00:00 Introduction to Leadership and Human Connection

02:56 The Military's Human Element in Leadership

06:06 Building Trust and Relationships in Leadership

09:07 The Impact of Leadership Styles

11:59 Lessons from Military Leadership Experiences

15:05 Transitioning from Military to Civilian Leadership

20:07 The Importance of Authenticity in Leadership

24:00: Selling by Being Human in his current role

26:54 Nurturing Relationships for Long-Term Success

31:59 Working with Strong-Willed Leaders

36:44 Final Thoughts on Leadership and Legacy

Connect with Enrique:

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Have you ever wondered what the best people do to build high quality business relationships? Today I talk to a guy that devoted seven years of his lif studying just that. And the insights he's gained from asking exdecutives one simple question.

"Can you think of the best person you've ever worked with from a vendor/partner perspective and what made the so great?"

Today, Dr. Ryan O'Sullivan comes on the podcast. He's originally from Brittain but lives in Spain. His work you can find in the book, "Building B2B Relationships". We dive into significance of human connection in sales, emphasizing authenticity, and the importance of investing time in relationships.

We also talk about the role of humor and banter in building rapport. What is banter and how he's seen people use it feectively.

Dr. O'Sullivan shares insights from his extensive research on business relationships, highlighting the distinction between personal friendships and professional connections, And the key components that contribute to successful business interactions.

You'll leave understanding how to leverage strong lifelong business relationships by doing the little things for others that can have a profound impact on them. Ryan will also show you how when he's done that, how it's come back to him.

Key Moments:

00:00 Introduction to Human Connection in Sales

03:08 The Importance of Authenticity and Being Human

06:03 Learning Relationship Skills from Early Life

08:57 The Role of Banter in Building Relationships in the UK

11:54 The Value of Initiating Conversations

14:55 Understanding the Dynamics of Business Relationships

18:07 The Distinction Between Personal and Business Relationships

20:58 Insights from CXO Interviews on Relationship Building

24:06 Key Components of Successful Business Relationships

29:04 The Art of Intelligence Gathering

32:04 Building Trust in Business Relationships

36:00 Navigating Different Personalities

40:08 Cognitive Capital and Relationship Building

43:50 The Dynamics of Social Exchange Theory

46:09 Creating Lasting Connections

52:08 The Personal Side of Professional Relationships

Connect with Dr. Ryan

• LinkedIN

Connect with Us!

• LinkedIN:
• Youtube
• Website:

We've got a force of nature on the program today. She is a 16 year professional athelete. One of only 270 women in history to wear the jersey of the US Womens National Team. She was the first woman in Washingto Spirit history to have her jersey retired.

Joanna Lohman played at the pinnacle of her sport and now owns stages where she speaks on leadership, performance, courage and resilience.

We speak. Joanna shares her journey from sports to business, emphasizing the importance of authenticity, storytelling, and teamwork. Joanna has a unique perspective on how the art of selling through human connection showed up for her as an athelete and on her teams. It

Those lessons also go to explaining how creating a culture of safety and belonging can build influence on those around you. . Joanna also introduces her concept of 'refiring' after retirement, focusing on the idea of continuing to contribute and impact in new ways. The episode concludes with practical advice on how to connect with others authentically and the importance of self-awareness in building relationships.

If you never thought a soccer player was ever in sales, this episode might just prove you wrong. Her value is in how she creates spaces for people to let people be more of themselves and how that skill can some back to you in ways you may never realize.

Key Moments:

00:00 Introduction to JoAnna Lohman

04:09 The Power of Storytelling in Selling

07:35 Teamwork and Individual Contributions

11:46 Celebrating Uniqueness in Teams

20:09 Transitioning from Sports to Business

26:18 Harnessing Resilience and Leadership

30:15 Chasing Feelings Over Strategies

33:52 Authenticity in Leadership and Sales

39:57 Creating Safe Spaces for Authenticity

42:02 The Three Steps to Authentic Impact

Connect with Joanna

• LinkedIN
• Website

Connect with Us!

• LinkedIN:
• Website:

In this episode, I chat with Francie Jain, founder of Terrawatt, to explore the intersection of sales, human connection, and entrepreneurship.

Francie shares her journey from the hedge fund industry to founding a company that connects individuals with executive coaches. The conversation delves into the importance of relationships in sales, the challenges of career changes, and the role of coaching in personal development.

Whenever people make big career shifts, it always amazes me how well their sales skills can transfer from one role to the next. Francie will show you what that looks like as an entrepeneur.

Francie emphasizes the need for authenticity and respect in sales, and discusses the key questions that can lead to personal growth. Things as simple as "What Do You Want?

She emphasizes the need for effective communication of the benefits of coaching, overcoming common objections, and the significant return on investment (ROI) that comes from employee development. Francie shares success stories that highlight the impact of coaching on reducing turnover and improving organizational performance. She also reflects on personal growth and the importance of self-awareness as a founder, encouraging others to embrace their strengths and remain curious.

Key Moments:

00:00 Introduction to Human Connection in Sales

03:00 The Role of Relationships in Sales

05:57 Navigating Career Changes and Entrepreneurship

08:55 The Origin Story of Terrawatt

12:02 The Importance of Coaching and Mentorship

14:54 Defining Success and Overcoming Fear

18:02 Key Questions for Personal Growth

21:11 Evaluating Coaches and Personal Development

25:22 The Value of Executive Coaching

27:03 Communicating the Why Behind Coaching

29:44 Overcoming Objections to Coaching

30:41 The ROI of Employee Development

35:22 Success Stories in Coaching

39:27 Self-Discovery and Personal Growth

44:35 Connecting with Terawatt

Connect with Francie

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

John Barrows is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He’s been in Sales his entire life and held every position from making 400 cold calls a week to being the VP of Sales at one of the fastest growing companies in Massachusetts that they eventually sold to Staples and is now the CEO of his own company where he still actively sells every day.

John came on the podcast to talk about how to stand out as a human in sales despite the world of AI that we live in. He dives deep on ways to use AI to augment your sales process over automating your sales process. While AI can write some uncanny human like emials, it still can't replace your soul. Or being the "last mile" in how you can humanize your process.

We discuss the importance of maximizing meeting efficiency, doing AI research to show someone you respect their time, the human element that will never die in sales, and the impact of AI on the sales process. John also covers common questions that sales people ask that we should remove from our vocabulary completely in the world of AI that we live in. This is a good one gang!

Key Takeaways: (using AI)

Sales has always been a human-human interaction.

AI can enhance sales processes but should not replace human connection.

People buy based on emotions and justify with facts.

The essence of sales is helping people solve problems.

Empathy and curiosity are crucial traits for sales professionals.

AI can personalize content but lacks the human touch.

Sales is not about convincing but about understanding needs.

The 'give a shit' factor is something AI cannot replicate.

Automation in sales can lead to a loss of personal connection.

Successful sales depend on how you sell, not just what you sell. Maximizing meeting efficiency is crucial for productive conversations.

Focus on the client's needs rather than your own agenda.

AI can enhance sales processes but cannot replace human empathy.

Avoid asking generic questions that waste clients' time.

Research is essential before engaging with potential clients.

Sales professionals must adapt to AI or risk becoming irrelevant.

Custom AI solutions can enhance personal and professional productivity.

Authenticity in communication builds trust with clients.

Curiosity drives engagement and effective sales conversations.

Investing in AI tools is necessary for modern sales success.

Connect with John

• LinkedIN
• Website:

Connect with Us!

• LinkedIN:
• Website:
• Youtube

This conversation, I invite someone who got to intentionally know me and who I've worked a little harder for because of how he's made an impact on me. In sales, we sometimes overthink the experience we need to give to people and Sean has found ways to simplify that.

Sean met me at a company event and we've developed a great friendship. What I love about how Sean sells is he is constantly thinking about how we can "over index" on his gives. He tells a story about how a tattoed pizza owner taught him everything he needed to know about sales and networking.

You'll learn how to emphasize the importance of understanding others' needs and being thoughtful in interactions, whether in sales or your personal life. We also cover networking strategies and the value of making genuine connections, highlighting how small gestures can have a profound impact on relationships.

If you can think of a person in your life that just sells you on them as a person and people enjoy being around because of that, this is the episode for you!

Key Moments:

00:00 Introduction to Human Connection in Sales

02:46 The Importance of Genuine Relationships

06:12 Sean's Unconventional Career Path

08:59 Influential Figures in Sean's Journey

11:55 Deepening Conversations for Meaningful Connections

14:52 The Power of Networking and Introductions

18:01 Skills for Connecting on a Human Level

21:45 The Importance of Preparation in Conversations

27:29 Proactive Relationship Building

32:38 Networking with Intent

37:54 Unique Personal Connections

Connect with Sean

• LinkedIN

Connect with Us!

• Youtube
• Website:

Have you ever had someone make a profound impact on your life but you can't really name them? We all have had people that made lasting impacts on us but only for a brief moment in time. We bought into their selflessness so much we even forgot to ask their names.

Maybe it's your barista. Maybe its a flight attendant. For Dan, it was the nurses and doctors who saved is life. To make a point that we're all in sales, this episode reminds us how these people don't do what they do for recognition. They do it because it's the right thing to do.

Dan Vasquenza is an entrepreneur and nonprofit advocate. He's on the board of Kulture City, a nonprofit that helps venues cater to individuals with sensory inclusive needs. He's also worked for the Atlanta Hawks in corporate partnerships and he's had a long career in sales.

We explore Dan's journey from a challenging childhood accident to a successful career in sales, emphasizing the role of empathy, listening, and personal experiences in building relationships. Dan shares insights on the traits of successful salespeople, the impact of role models, and his transition to working with Kulture City, a nonprofit focused on supporting individuals with sensory needs. In this conversation, Dan Vasquez shares his journey of self-discovery and the challenges he faced while building purpose-driven businesses. He discusses the importance of understanding the human side of sales and philanthropy, learning from mistakes, and the value of experiences over material possessions. Dan emphasizes the significance of relationships in both personal and professional settings, and how they contribute to success.

You can learn how Dan has brought his unique style of connecting into securing donations for his non-profit and how he's been able to develop close relationships with high profile people.

Key Moments:

00:00 Introduction to Human Connection in Sales

07:15 Learning from Role Models in Sales

13:25 Personal Journey and Overcoming Adversity

21:30 Transitioning to Nonprofit and New Beginnings

29:46 The Journey of Self-Discovery

36:00 The Art of Philanthropy and Sales

49:32 The Value of Experiences and Personal Connection

Connect with Dan

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Today's I talked to Robert Timmons, a successful sales coach and painter known for his unique project of painting millionaires. Robert has this unique way he connects over giving what he's talented at (painting) and we connect the docts on how that applies to sales. He has made unlikely connections with well know people over giving them paintings.

The conversation explores the importance of human connection in sales, the role of mentorship in Robert's life, and how art can serve as a powerful medium for change.

Robert shares his journey from being an artist focused on ocean conservation to painting influential figures who have impacted his life. We emphasizs the value of understanding others, the impact of giving back, and the transformative power of personal growth through connection and creativity. He talks about the shift from a lack mindset to one of abundance, illustrating how giving can lead to unexpected returns and deeper connections. He also touches on the art of sales as a service, highlighting the significance of listening and understanding others' needs. This is a really good one that might inspire you to think of a creative ways you can give something without any expectations on getting it back and how that sometimes comes back to you in ways you'd never expect.

Key Moments:

Chapters

00:00 Introduction to Human Connection in Sales

03:05 The Journey of Robert Timmons

05:57 Selling by Being Human

09:13 Mentorship and Early Influences

11:58 The Power of Connection

14:53 Art as a Medium for Change

18:11 The Impact of Giving Back

21:07 The Evolution of Robert's Art Journey

24:03 Connecting with Millionaires through Art

29:54 Embracing the Journey: A New Beginning

30:52 The Power of Connection: Art and Influence

32:55 Giving Without Agenda: The True Value of Generosity

34:01 Cross-Pollination: Building a Network Through Art

37:39 Unexpected Returns: The Gifts of Giving

41:44 Shifting Mindsets: From Lack to Abundance

44:55 Sales as Service: The Art of Listening

46:48 Tireless Passion: The Essence of Robert Timmons

Connect with Robert

• Website
• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Do you think it's possible to meet 10,000 people for a 1 hour conversation? Before you answer that question, as yourself another on - what could you learn about connection if you did take on such a monumental journey? I'm going to answer both questions for you with my guest today, Rob Lawless.

Rob was disillusioned in corporate American back in 2015 when he set out on a quest. He wanted to meet 10,000 people for 1-1 conversations for an hour. Almost 9 yrs later, he's got nearly 2,000 to go! He's since been featured on The Kelly Clarkson show, The Today Show, and ABC News top share what he's learned and now this podcast!

Rob shares his experiences, insights, and the lessons learned from his unique project, emphasizing the importance of building relationships without transactional motives. He highlights the value of being seen and heard, the unexpected outcomes of connection, and the universal insecurities that bind us all together. He introduces the 'Friend Framework' for deeper conversations and emphasizes the significance of understanding one's identity through personal stories. If you've ever struggled with the concept for being a friend while also selling, this is an episode for you!

Key Moments:

00:00 The Journey of Connection

10:01 Building Bridges, Not Transactions

20:11 The Power of Human Connection

29:59 Unexpected Outcomes and Life Lessons

26:32 The Friend Framework for Deeper Conversations

29:56 Understanding Identity Through Pie Charts

33:51 Authenticity in Building Relationships

38:17 Beyond Career: Valuing Life Connections

41:43 Calculated Risks and Consistency in Life

Connect with Rob

• Instagram
• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

This is a conversation with a woman who found her authentic side of sales by becoming a mom. I interviewed Kelsey Neibel, a successful SaaS sales executive who shares her journey from management consulting to becoming a top seller. If you've ever wanted to know how someone found elite levels of success through finding their authenticity, this is the episode for you.

I've interviewed alot of people around the topic of authenticity but Kelsie approached this through the lens of how she wanted to show up for her new daughter.

Kelsey discusses the importance of authenticity in sales, the mindset shifts she made after becoming a mother, and how her family background influenced her beliefs about work and success. She emphasizes the need to challenge limiting beliefs and the role of coaching in her personal growth. Kelsie shares her journey of personal and professional growth, emphasizing the importance of coaching, understanding one's purpose, and maintaining a resilient mindset. She discusses the significance of knowing your 'why' behind goals, the impact of mindset shifts on performance, and her desire to empower others through her experiences and insights.

Kelsie is a woman who visualized becoming the #1 rep in her company and was able to make her reality come true. Not because of an ego driven mindset but by finding her purpose for others. Enjoy!

Key Moments:

00:00 Introduction to Kelsey Neibel's Journey

02:46 Selling by Being Human: Authenticity in Sales

04:40 The Shift: From Consulting to Sales

06:59 Becoming a Mom: A Catalyst for Change

10:59 Influence of Family: Lessons from Dad

14:14 Challenging Limiting Beliefs

18:16 Mindset Shifts: From Fear to Love

21:59 Investing in Personal Growth: The Role of Coaches

22:52 Uncovering Personal Strategies for Success

25:45 The Importance of Knowing Your 'Why'

27:10 Aligning Goals with Purpose

30:52 Resilience in the Face of Challenges

32:50 Mindset Shifts for Top Performers

40:52 Empowering Others Through Transformation

Connect with Kelsie

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

This was a 2022 episode of Stories of Selling Human with one of my favorite guests, Rachel Druckenmiller. We're releasing all the goodness again for you on Sell By Being Human!

Rachel is on a mission to humanize the workplace by igniting resilience, connection, engagement and compassion in organizations, associations and their leaders and teams. Recognized by Forbes as a Next1000 honoree in 2021, the #1 Health Promotion Professional in the U.S. in 2015, a 40 Under 40 Game Changer in 2019, and one of The Daily Record’s Leading Women of 2020, Rachel is a national thought leader in the field of employee engagement and wellbeing.

In this episode we go through how important it is to do the work to understand what your strengths are and harnessing them to connect to others. Rachel offers powerful questions you can ask yourself to find your essence. We talk about how Rachel went from being a perfectionist to finding vulnerability, what Rachel learned through burnout, and how her personal story can help you create genuine trust and connection with people.

Stay to the end to hear Rachel sing and give you some inspiration in your day!

Key Moments:

3:00: How Rachel defines Selling By Being Human through finding your essence.

6:20: Rachel's personal story of connecting to herself through being very disconnected to herself.

9:05: How You Can Find Your Essence. The Two Questions You Can Ask Yourself to Find It: What Shows Up When I do? What Qualities Do I Bring in A Room?

19:12: A story of how a teacher made Rachel feel warmth and really safe.

20:37: How Rachel changed perspectives of her colleagues around what Wellness should actually be. Through sharing her own personal story.

37:53: How Rachel thinks about building a brand - being more of what you are at your your core to fill a need for someone else.

42:29: Rachel's approach to how she sells through offering to meet needs vs selling to someone.

Connect with Rachel

• LinkedIn: https://www.linkedin.com/in/rachelbdruckenmiller/
• LinkedIn Newsletter: https://www.linkedin.com/newsletters/unmute-yourself-6862381507273605120/ 
• Instagram: https://www.instagram.com/unmutedlife/
• YouTube: https://www.youtube.com/user/racheldruckenmiller 
• Facebook: http://facebook.com/unmutedllc

Connect with Us!

• LinkedIN:
• Website:

Today we bring Casey Jacox, a former #1 seller turned consultant and speaker, who emphasizes the importance of human connection in sales. We dive into "uncommon human skills" in sales.

We discuss how things like vulnerability, curiosity, and humility can transform the sales process into a more authentic and effective experience. Casey shares personal stories and insights from his journey, highlighting the power of asking great questions and building genuine relationships. Casey has a unique perspective being someone that excelled for over a decade as a top seller and shares how he stayed consistent for so long. Part of his approach he know consults and many of these skills are things we all have the capability to employ but we may be a little afraid of showing these skills to people without looking weak.

Casey also shares a nice approach when people ask how are you different from your competition and just a little technique to think about without making stuff up. This was a good episode for anyone that's always tried to figure out what human skills can set you apart whenever you're selling anything in your personal life or in a business context!

Key Moments:

00:00 Introduction to Human Connection in Sales

02:53 The Essence of Selling: Asking Great Questions

06:11 Vulnerability and Authenticity in Sales

08:49 The Power of Storytelling and Connection

12:10 Lessons from Sports: Humility and Teamwork

15:01 Curiosity as a Superpower in Sales

17:53 The Journey of Personal Growth and Learning

27:50 Mastering the Art of Inquiry

32:32 Differentiation in Sales: Unique, Comparative, and Holistic

40:15 Creating a Culture of Curiosity and Feedback

44:42 Personal Connections: The Human Element in Sales

Connect with Casey

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Today we engage in a deep conversation with Brian Hicks, exploring the intersection of sales and human connection. Brian shares his journey from jewelry sales to B2B pipeline generation, emphasizing the importance of authenticity and genuine relationships in sales.

Before you jump in, you should be warned that this episode can be triggering for some. Brian shares a deeply personal story of what he learned by being a witness to a mass shooting. It completely changed Brian's life but it also changes how he sells is a profound way.

Our talk delves into Brian's story, the concept of human-centric selling, the power of storytelling, and the value of engaging in difficult conversations. B

Brian also reflects on the influence of his mother in shaping his values and approach to life and sales. He also shares profound insights about the impact of his mother's love and values on his life, the transformative experience of surviving a mass shooting, and how these events reshaped his approach to sales and personal connections. He emphasizes the importance of authenticity, genuine relationships, and the need to focus on what truly matters in life and business.

This episode is one not to miss and will teach you how a once robotic salesperson found his human side through realizing what really matters.

Key Moments:

00:00 Introduction to Human Connection in Sales

02:01 The Journey of Brian Hicks: From Jewelry to B2B Sales

03:04 Defining Human-Centric Selling

06:14 The Essence of Being Human in Sales

09:49 Storytelling: The Power of Authenticity

12:14 Engaging in Difficult Conversations

15:15 The Value of Authentic Discovery

18:45 Lessons from Family: The Influence of Brian's Mother

19:32 The Influence of a Mother's Love

26:28 Transformative Experiences: From Sales to Survival

28:11 Life After Trauma: A New Perspective on Sales

44:09 Building Genuine Connections in Sale

Connect with Brian

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

This episode I invite my good friend Rich Bishop to the mic. Rich has had a pretty extensive career in the world of sales and revenue operations. He's currently the CEO of Mind Game Consulting, where he works with venture capital and private equity companies to conslut around key operations strategies.

Part of Rich's role is to come into organizations and uild trust quickly with the C-Suite.

We discuss Rich's definition genuine care, and how you express that in sales. He expresses this through a story of his personal life and it's one that really anyone can relate to even if you don't have a quota for a living.

Rich shares personal experiences that shaped his understanding of empathy and the significance of connecting with others. We emphasize the value of maintaining relationships and how these connections can lead to business opportunities, all while focusing on the human aspect of sales.

We discuss the challenges of change management and the necessity of executive buy-in for successful projects. Rich shares insights on using evidence to influence decisions and highlights that everyone engages in some form of selling in their daily lives, whether in professional or personal contexts. It's not every day you get to open the curtain to how a an operations consultant approaches the executive suite and this is a good look into how genuione care shows up for him.

Key Moments:

00:00 Introduction to Human Connection in Sales

06:07 Empathy and Genuine Care in Sales

12:06 Building Connections and Relationships

23:55 Nurturing Connections Without Expectations

30:51 Navigating Change Management and Executive Buy-In

40:19 Selling Beyond Sales: Influence in Everyday Life

Connect with Rich

• LinkedIN
• Website - Mindgame Consulting

Connect with Us!

• LinkedIN:
• Website:

This week we're interviewing Samantha Price, a former kayak director turned global account director. Sam is a connection of a connection of a connection that I met through the Sales Success Community.

Sam shares her journey from kayaking to sales, emphasizing the need for passion and creating meaningful experiences in her work. You might not think a tour guide needs to sell you when you're going out to see whales but Sam will tell you how she approached the job that's different from how most tour guides might operate. And how that love for the environment sparked a career in software sales

We share personal stories like this that highlight the power of unexpected connections, exceptional customer service experiences, and the importance of community.

You'll learn how to put "unreasonable hospitality" into your personal life, the importance of being a little more curious when someone tells you how they're doing, and create change by focusing on meaningful interactions with whomever you're selling.

Key Moments:

00:00 Introduction to Authentic Selling

05:54 Personal Stories and Building Connections

11:50 Finding Passion in Sales

18:06 Learning from Family and Role Models

23:59 The Impact of Small Acts of Kindness

29:16 The Power of Human Connection in Sales

35:20 Sales Beyond Titles: Connecting on a Human Level

42:07 Embracing Serendipity: Life's Coincidences

Connect with Sam

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:
• Youtube

In this episode of the Sell By Being Human podcast, we bring on Seren Silva, an executive leadership coach, author, former ad sales executive, and Reiki practitioner. For those of you not familiar with Reiki, it's a healing technique based on the principle that the therapist can channel energy into the patient by means of touch, to activate the natural healing processes of the patient's body and restore physical and emotional well-being. I've never had a session but I think there's parallels to the transfer of energy in this practice and the transfer of energy in sales.

We explore the importance of authenticity in sales, the cultural influences on personal identity, and the journey from corporate life to entrepreneurship. Seren shares insights on connecting with one's intuition, the power of energy in interactions, and the significance of self-love in overcoming judgment. The conversation emphasizes the need for genuine human connection in business and offers practical advice for navigating sales with integrity and authenticity.

You'll also hear how Serin's parents came over from the Greek island of Cyprus with barely anything and how they instilled values and a work ethic that can apply to anything you do.

Key Moments:

00:00 Introduction to Human Connection in Sales

02:50 The Essence of Selling by Being Human

08:33 Cultural Influences on Personal and Professional Identity. The story of Serin's family coming from Cyprus and what it taught her.

14:35 Navigating Career Transitions and Authenticity

17:15 Connecting with Intuition and Inner Knowing

24:23 Skepticism and the Power of Energy in Interactions

28:45 The Leap to Entrepreneurship and Coaching

34:41 Sales Strategies and Authenticity in Business

40:38 Key Takeaways for Authentic Selling

Connect with Serin

• Serin's Website
• LinkedIN

Connect with Us!

• LinkedIN:
• Youtube
• Website:

Helen Wada comes on the podcast from across the pond in the UK to share her journey from being a consultant to becoming an executive coach and the founder of The Human Advantage. She discusses the importance of coaching in understanding oneself and others, the need for long-term perspectives in business, and how coaching skills can enhance commercial success.

She emphasizes the significance of building trust, practicing mindfulness, and engaging in reflective practices to improve personal and professional relationships.

You'll learn to observe some of the best coaches in your life and how those same skills can apply to any situation where you have to create change. We also also touch on overcoming pushback in coaching and the role of emotional intelligence in sales and business interactions.

Takeaways:

Helen's journey into coaching began with her own experiences as a client.

Coaching helps individuals understand their strengths and aspirations.

Long-term perspectives can lead to more effective business strategies.

The Human Advantage framework combines coaching skills with commercial focus.

Building trust is essential for successful client relationships.

Mindfulness and presence enhance coaching effectiveness.

Reflective practice is crucial for continuous improvement.

Overcoming pushback requires understanding client needs and values.

Emotional intelligence is key in sales and business interactions.

Self-knowledge is foundational for commercial success.

Connect with Helen

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Pablo Gonzalez shares his journey of building communities and driving business through community building. He emphasizes the power of human connection and the value of belonging in building relationships and communities. You'll learn the power of creating communities for your own business and how Pablo built them out of learning what worked in his own career.

Pablo's personal experience with his brother's illness and the support of a community during that time inspired him to explore the potential of community building in business. He discovered the power of creating touch points and brokering relationships, which led him to start his own business focused on community building

Pablo's approach involves creating stages and platforms for people to connect and share their expertise, ultimately creating value for others. In this conversation, we discuss the power of building strong communities that lead to revenue, and how to create value for people to get attracted to communities. We emphasize the importance of approaching networking with a mindset of how to be helpful and make connections, rather than focusing on personal gain. We also discuss the process of creating a compelling point of view and using content creation, such as podcasts and live events, to engage with and attract like-minded individuals.

Pablo shares examples of how these strategies have helped him build communities and achieve business success. This was one I'm going back on myself to learn from!

Enjoy!

Key Moments:

03:02 The Power of Community Building

08:02 Selling by Being Human

13:08 Creating Value for Others

18:25 The Value of Belonging and Human Connection

22:12 Creating Touch Points and Brokering Relationships

29:01 Building Stages and Platforms for Connection

36:14 Creating a Compelling Point of View

41:19 Using Content Creation to Attract and Connect

44:20 Building Communities and Achieving Success

56:16 Memorable Experiences and Happy Coincidences

Connect with Pablo

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

We welcome another former teacher turned sales trainer on the podcast. I'm always fascinated about why teachers can go from that profession and find absolute success in sales. This one is no different where we welcome Chris Caldwell. A former teacher, golf coach, and retreat leader who has now turned sales trainer and is CEO of Sell As You Are.

We explore the importance of human connection in sales, the transition from teaching to sales training, and the art of enrollment in guiding prospects. Chris offers some interesting thoughts on how to guide people with data thats meaningful to them.

Chris shares insights on bridging psychology with sales techniques, frameworks for effective sales calls, and transformative success stories from his brand of sales training. The conversation emphasizes the need for authenticity, understanding, and personal growth in the sales process. You'll pick up some subtle techniques of how teachers guide their students and how that can help you connect in a more human way in whatever you might be selling.

Key Moments:

00:00 Introduction to Human-Centric Sales

02:21 From Teaching to Sales Training

06:16 Selling Through Human Connection

12:55 The Art of Enrollment in Sales

20:12 Bridging Psychology and Sales Techniques

24:52 Frameworks for Effective Sales Calls

35:17 Transformative Success Stories in Sales Training

Connect with Chris

• LinkedIN

Connect with Us!

• Youtube
• Website:

In this episode, I interview Coach Dan Gordon, an executive business coach and host of the podcast For Badass Entrepreneurs Only. We discuss the importance of selling authentically and the impact of human connection in sales. Miriam Webster's Dictionary rated authenticity the #`1 word last year so it goes without saying it's overused. We actually break down what it is and isn't in sales.

Coach Dan emphasizes the need for salespeople to show up with authenticity and share their true thoughts and feelings. He believes that deeper connections and trust are formed when people drop their armor and have honest conversations.

The conversation also touches on the relationship between sales and personal relationships, the power of unlimited possibilities, and the value of embracing failure as a path to success. We also explore the importance of understanding the buyer's perspective and demonstrating value in sales. We dive into the role of fear in sales and the importance of asking for what you want. Dan shares his insights on trauma and its impact on self-perception, as well as the four pillars that entrepreneurs often struggle with: sleep, stress, focus, and performance.

Finally Dan offers a free week of a sleep improvement tool called New Calm.

Key Moments:

00:00 Introduction to Coach Dan Gordon

02:50 Selling Authentically and Building Trust

07:05 The Relationship Between Sales and Personal Relationships

10:46 Embracing Unlimited Possibilities in Sales and Life

15:00 The Role of Personal Development in Success

23:42 Understanding the Buyer's Perspective and Demonstrating Value in Sales

26:44 Overcoming Fear and Asking for What You Want

27:29 The Impact of Trauma on Self-Perception and Personal Growth

32:06 The Four Pillars Entrepreneurs Struggle With: Sleep, Stress, Focus, and Performance

35:34 Recommendation: New Calm - A Sleep Improvement Tool

Connect with Dan

• LinkedIN
• Badass Entrepeneurs Podcast

Connect with Us!

• LinkedIN:
• Website:

Sonnie Linebarger comes on the podcast today to share her remarkable journey from a Certified Nursing Assistant (CNA), to Chief Operating Officer (COO), to entrepreneur, and now to CEO.

One of toughest settings to connect with someone is in a hospice setting. These are patients at the end of their lives and can be emotionally grueling work. Sonnie shares how she's done it and has made an amazing career at it.

Sunny emphasizes the importance of human connection in sales, particularly in healthcare, where empathy and compassion are crucial. She discusses her experiences in patient care, the emotional challenges of working in hospice, and how these experiences shaped her approach to business operations and consulting.

Sonny also highlights the significance of storytelling in her consulting work and how she's been able to translate these traits to become a successful entrepreneur and CEO.

Key Moments:

00:00 Introduction and Background

04:16 Making Patients Feel Cared For

09:23 Handling Emotions in a Healthcare Setting

21:48 Transitioning from Clinical to Business

26:36 Consulting and the Power of Storytelling

32:19 Selling and Connecting in Consulting and Speaking

36:41 Sunny's Unique Trait: Singing Everyday Conversations

39:21 Conclusion and Where to Connect with Sunny

Connect with Sonnie

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Kim Nicol, a life coach specializing in mindfulness and leadership, shares her insights on helping people see different perspectives and creating a calm and safe environment. Kim coaches first time managers and part of her coaching is selling them on how they can reframe a different approach. She discusses reframing resistance in fitness and yoga, as well as the importance of presence and appreciation in everyday interactions. Kim also offers advice on having difficult conversations and advocating for professional development within organizations.

You'll unlock tips like the power of the phrase "I'm Glad You're Here". You'll learn a way to move others through intentional acts of calmness. And you'll learn how a yoga teacher sells people who hate pushups!

Key Moments:

00:00 Reframing Resistance and Overcoming Fears

06:56 Creating a Calm and Safe Environment

10:57 Mindfulness and Presence in Everyday Interactions

15:23 Having Difficult Conversations with Empathy and Transparency

22:08 Advocating for Professional Development and Growth

Connect with Kim

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Mike Simmons has risen through professional sales roles for the past 25 years as an individual contributor, VP of sales, and CRO. He founded his company Catalyst, A.C.T.S to help SaaS founders and team leaders scale their organizations from $2M - $80M ARR. He coaches sales people, speakes an ed tech conferences, and also runs a podcast.

I this episode, we talk through the concept of selling by being human and how sales is about connecting the dots between problems and solutions. Mike emphasizes the importance of serving others and asking the right questions to help people discover answers on their own.

We explore the misconception of sales and the negative stereotypes associated with it. Mike shares his personal journey in sales and how he learned from observing and working with experienced sales professionals.

Mike shares practical tools like the hexagon framework to problem solving and how to ask subtle but powerful questions to get anyone to reach decisions on their own and address problem solving from a more productive perspective. You'll learn how to sell ideas internally, how to move others with high indecision, and to practice different ways of asking good questions on your own.

Key Moments:

00:00 Introduction and Background

03:01 Selling by Being Human: Connecting Problems and Solutions

10:00 Serving Others: The Key to Successful Sales

24:08 Learning from the Best: Observing and Emulating Experienced Sales Professionals

27:06 The Importance of Alignment and Perspective

32:47 Being Comfortable with Imperfect Decisions

39:19 The Power of Asking Questions

46:21 Documenting the Decision-Making Process

Connect with Mike

• Website - Find My Catalyst

Connect with Us!

• LinkedIN:
• Website:

Lyndsay Dowd is a Speaker, Founder, Author, Coach, Podcast Host, and Disruptor.  She was recognized as a Top 10 Business Coach by Apple News and was the recipient of the 2023 Award for Innovation and Excellence, also named Business Coach of the Year. Lyndsay was also a Featured Guest Lecturer at Harvard University.  She is an accomplished leader, decorated seller and has successfully managed large, diverse, high-performing sales teams over the last 25 years. 23 of those years were spent climbing the ranks at IBM. 

In creating her company, Heartbeat for Hire, she has devoted her career to transforming leadership through building irresistible culture and modern leadership practices to get the best results from their teams.  She is a thriving coach focused on sales, leadership, career, and culture. She has been featured in Fortune Magazine, HR.Com, Authority Magazine, Business Management Daily, Valiant CEO and many other publications. Lyndsay also hosts the top 5% globally ranked podcast, Heartbeat for Hire, and is a frequent guest speaker on live and recorded shows. 

This episode is about the sales skills of exceptional leaders. Specifically how important it is to practice the skills of transferring belief. She shares how exceptional leaders create cultures of mutual respect and understanding. Lindsay shares her experiences with inspiring leaders who empowered her and helped catapult her into an executive role with IBM. You can learn how to be more intentional with showing others you believe in them.

Moments:

00:00 Introduction and Overview

03:07 The Power of Human Connection in Sales and Leadership

07:25 Creating Cultures of Mutual Respect and Understanding

12:49 Advocating for Your Team and Empowering Others

15:36 The Impact of Recognition and Appreciation

28:07 Building a Personal Brand and the Power of Testimonials

33:09 Modernizing Leadership and Creating a Positive Work Culture

36:00 The Importance of Trust, Feedback, and Inspiration in Leadership

46:29 Guest Lecturing at Harvard: Sharing Stories of Resilience and Leadership

51:56 The Role of Human Connection in Sales and Building Relationships

Connect with Lyndsay

• Website
• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Brian Miller believes everyone deserves to feel heard, understood, and valued. He is a former magician turned author, speaker, and consultant on human connection. Today, Brian works with organizations and educators who want to build connected cultures.  

He is the author of Three New People, a manifesto on human connection that Publishers Weekly said, “Brilliantly outlines a system for deepening relationships.” Brian’s podcast Beyond Networking cracked the Top 200 under ‘careers’ on Apple. And his TEDx talk “How to Magically Connect with Anyone” has been viewed 3.5 million times.

After meeting Brian, audiences are not just inspired to join the human connection revolution - they’re ready to lead it.

Brian shares his personal journey with magic and how it helped him overcome social anxiety. We explore the importance of understanding others' perspectives and beliefs in sales and communication.

Some people don't realize the idea that despite our differences, we all want the same things in life and can find common ground.

Takeaways you'll get - the power of asking meaningful questions to deepen conversations, techniques for remembering names, and emphasizes the importance of making people feel understood and valued. The conversation concludes with Brian sharing a personal story that taught him the power of perspective taking and understanding others.

Key Moments:

00:00 Introduction to the Sell By Being Human podcast

01:25 The Power of Human Connection

07:03 The Emotional Impact of Magic

14:04 Brian's Journey with Magic

23:02 Understanding Perspectives in Sales

27:52 Connecting Beyond Agreement

29:09 Finding Common Ground: Connecting Despite Differences

31:24 The Power of Meaningful Questions

34:48 Remembering Names: Making People Feel Valued

40:46 Perspective Taking: Understanding and Connecting with Others

43:36 Beyond Empathy: Making People Feel Understood

Connect with Brian

• LinkedIN
• Website

Connect with Us!

• LinkedIN:
• Website:

In this episode, host we interview John Alwinson, a regional sales manager at Boston Scientific and author of the book 'Relentless Sales.' John is a guy who led a successful career in sales and also brings his faith as a key role of what he does and who he is.

We go through alot in this episode - the importance of being genuine and authentic in sales, the role of mentors and identity in the sales process, and the influence of John's father, who was a pastor, on his sales skills.

Jon discusses the importance of bringing faith into business and creating an environment where people can be their genuine selves. He shares a personal story about gathering people in his neighborhood and building community.

Enjoy the episode!

Chapters

00:00 Introduction and Background

02:03 The Meaning of 'Sell by Being Human'

03:00 Chapter 1: Mentors and Identity

04:19 The Influence of John's Father

06:18 The Skills of a Pastor in Sales

08:32 Early Sales Experiences and Lessons Learned

12:05 Advice for Younger Self and Overcoming Fear

14:06 The Concept of Relentlessness

15:01 Dealing with Fear in Sales

19:16 Selling Without Fear and Pre-Call Planning

20:37 Writing 'Relentless Sales'

21:53 The Power of Encouragement

22:40 Believing in Yourself

23:23 Key Skills in Sales

24:30 The Importance of a Sales Process

25:31 Curiosity and Asking Good Questions

26:53 Mental Toughness and Relentlessness

27:16 The Role of Faith

28:36 Living from Your Identity

29:49 Blending Sales, Mentality, and Faith

30:21 The Power of Connection

32:24 Bringing Faith into Business

33:40 Finding Inspiration from Church

34:41 Talking About Faith in Business

36:25 Being Genuine and Authentic

37:20 Being Your Genuine Self

38:19 Gathering People and Building Community

41:36 Being a Hype Man for Others

42:29 Where to Find John Alwinson

In this episode, we talk with Leslie Venetz, a sales consultant and founder of the Sales-Led GTM agency. Leslie teaches salespeople about outbound strategies and has had a successful career as a top individual contributor and sales leader.

Leslie shares her personal story about making tough decisions in sales and the long-term benefits of prioritizing the customer's needs. She also reflects on the skills she observed in others, such as adaptability and giving credit to others.

Finally, Leslie explains her motivation for starting her own sales consulting business and emphasizes the importance of outbound sales in B2B revenue generation. She also shares her unique approach to sales training events, which includes mindfulness, movement, and unconventional topics.

You'll learn techniques on how to put the spotlight on other people, how to resist the urge to help while still being helpful, and how to connect in a "non sleazy" way on Linkedin.

Takeaways

• Selling by being human means developing a deep understanding of the problem you're solving and focusing on helping the customer make the best decision for themselves.
• Active listening is a crucial skill in sales, and it involves resisting the urge to be helpful and keeping the spotlight on the prospect.
• Making tough decisions in sales, such as walking away from deals that may not be the right fit, can lead to long-term benefits and build trust with customers.
• Observing skills in others, such as adaptability and giving credit to others, can inspire and inform your own approach to sales.
• Starting a sales consulting business offers the freedom to work on your own terms and with the type of people and companies you align with.
• Outbound sales, including cold calling and cold emailing, is a cornerstone of B2B revenue generation and should not be dismissed or renamed. Sales is a craft and profession that requires care and expertise.
• Unique experiences and perspectives can set sales professionals apart.
• Mindset and skill sets are both crucial for sales success.
• Using reader-centric language in outreach can improve response rates.
• Earning the right to sell is essential in every stage of the sales cycle.
• Authenticity and transparency are key on LinkedIn.
• Revenue Revelry events focus on mindfulness, movement, and sales content.

Key Moments:

03:40 Selling by Being Human

06:17 Understanding the Problem

09:37 Making Tough Decisions

12:26 Observing Skills in Others

23:24 The Importance of Outbound Sales

24:13 Sales as a Craft and Unique Experience

26:05 Unique Approach to Sales Training

27:36 Mindset and Skill Sets in Sales

29:29 Reader-Centric Language in Outreach

31:04 Earning the Right to Sell

32:00 Misuse of Cold Calls

33:15 Optimizing Voicemail Strategy

34:12 Using Texting in Sales

37:15 Being Social vs. Being a Social Seller on LinkedIn

38:37 Making the Ask in Sales

41:28 Authenticity and Transparency on LinkedIn

43:21 Revenue Revelry Events

Connect with Leslie

• LinkedIN

Connect with Us!

• Youtube
• Website:

The Sugar Shack is a unique music experience that started as a backyard project and has grown into a successful media company. Eddie Kopp, one of the co-founders, shares the journey of how the Sugar Shack evolved over the past 10 years. From humble beginnings to hosting well-known bands, the Sugar Shack has become a sought-after destination for musicians. The success of the Sugar Shack is attributed to the personal and authentic approach taken with artists, creating a comfortable and high-quality recording environment.

The team's passion for music and dedication to building a community has been instrumental in their growth. In this conversation, Eddie Kopp and Lisa Hamilton discuss the journey of Sugar Shack, a music video production company that evolved into a unique live music experience. They share the challenges of getting the attention of well nown artists even when they were just starting out. They also talk about building connections and networking, creating a movement and community, and the role of creating an over the top experience for artists and guests ion their backyard. Yiou'll learn their story of building their business but you'll also learn how to treat the people you work with like family. This episode is good vibes mixed with good stories by two great people.

Takeaways

• Authenticity and transparency are key in building connections and maintaining relationships.
• Leadership skills and confidence can be developed through experiences like the military.
• Creating a family culture and empowering others can lead to a strong and supportive community.
• Balancing growth and maintaining the core values of a business is essential for long-term success.
• Building connections and networking can open doors to new opportunities and collaborations.

Chapters

00:00 - Introduction to the Sugar Shack and its Origins

02:03 - The Evolution of the Sugar Shack Experience

07:04 - The Early Days and the Hustle

09:28 - Expanding the Reach and Building a Brand

13:00 - The Transition from Hobby to Career

20:21 - The Pressure and Comfort of the Sugar Shack Sessions

23:23 - Communicating with Artists and Building Relationships

25:45 - The Challenge of Being Absent

26:14 - Authenticity and Transparency in Communication

26:53 - Building Connections and Networking

27:19 - Creating a Movement and Community

27:58 - Building Relationships with Artists

28:26 - The Evolution of Sugar Shack

29:02 - The Role of Photography in Sugar Shack

29:34 - Empowering Others and Giving Opportunities

30:03 - Expanding the Sugar Shack Experience

30:38 - Maintaining the Sugar Shack Sessions

31:01 - The Impact of Sugar Shack on People's Lives

31:47 - Eddie's Leadership and Seeing the Best in Others

32:14 - The Influence of Entrepreneurial Parents

32:44 - The Impact of Military Experience

33:15 - Leadership Skills Developed in the Air Force

34:37 - Applying Military Skills to Sugar Shack

35:05 - Confidence and Risk-Taking

36:01 - Creating a Family Culture at Sugar Shack

37:00 - Future Plans for Sugar Shack

38:00 - Balancing Growth and Maintaining the Sugar Shack Sessions

39:26 - Crazy Stories and Band Culture at Sugar Shack

40:20 - Dream Artists to Collaborate With

41:00 - The Next Chapter for Sugar Shack

42:17 - Unique Qualities of Eddie and Lisa

Connect with SugarShack

• Sugarshack Music Channel - Youtube
• SugarShack Website
• SugarShack Spotify

Connect with Us!

• LinkedIN:
• Website:

In this episode of the Sell by Being Human podcast, I interview Lisa Henderson, a solutions architect at Verizon Business. I met Lisa at a sales networking event and I knew within a few mins, she was someone I wanted to talk to.

Lisa shares her background in sales and the influence her father had on her sales career. Her Dad worked in an auto body shop but her Dad taught her the importance of building connections with customers and getting to know them as individuals. Lisa also discusses her role at Verizon and the skills that have served her well in her career.

Overall, the conversation highlights the value of being human in sales and the impact it can have on building trust and relationships with customers. In this conversation, Lisa shares insights and advice on building relationships, setting expectations, and selling through the lens of human connection. She emphasizes the importance of asking questions, understanding different communication styles, and getting to know teammates on a personal level.

Lisa also discusses the balance between work and personal life and offers advice for non-sales salespeople. She highlights the value of using data to build a compelling story, being open-minded and collaborative, and understanding stakeholders. Lisa's philosophy centers around treating people with kindness and being genuine in sales interactions.

Key Moments:

01:00: Lisa Henderson's background and sales career

05:02: Influence of Lisa's father and early sales experiences

08:22: Lisa's father's transition to a non-sales role

09:21: Lisa's exposure to different types of people

12:21: Skills learned from Lisa's father's role as a CNC machinist

15:43: Lisa's experience in retail sales at The Buckle

20:34: Lisa's role as a Principal Connected Solutions Architect at Verizon

25:23: Importance of empathy and understanding in sales

26:00: Setting Expectations and Asking Questions

27:08: Different Communication Styles

28:05: Building Relationships and Getting to Know Teammates

29:04: Personal Conversations and Connecting on a Human Level

30:29: Balancing Work and Personal Life

31:22: Advice for Non-Sales Salespeople

32:05: Using Data and Building a Compelling Story

33:33: Being Open-Minded and Collaborative

34:32: Understanding Stakeholders and Speaking Their Language

36:11: Selling Through the Lens of Human Connection

40:53: Treating People with Kindness and Building Relationships

45:20: Being Genuine and Putting People First

46:18: Lisa's Childhood Sales Experience

Connect with Lisa:

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

In this episode, host Alex Smith interviews Dee Acosta, a senior director of sales and strategic growth at Modigie. He's been a #1 seller at his company numerous times and very active in sales communities. We discuss the concept of selling by being human and the importance of authenticity in sales.

Dee shares examples of authentic people in his life and how their authenticity has contributed to their success. We also talk about the challenges of being authentic and the importance of trying to let out your authenticity even when you're not feeling really positive.

We emphasize the need for thoughtful and personalized conversations, rather than generic small talk. Pre-research should focus on understanding the buyer's initiatives and leadership, rather than individual details. Human skills, such as radical candor and domain expertise, play a crucial role in sales success.

Key Moments:

00:00

Introduction and Background

01:26 Dee's Sales Journey

04:14 - Authenticity in Sales, How to exhibit it.

06:12 - Examples of Authentic People

08:40 - Sharing Personal Experiences

09:08 - Challenges of Authenticity

12:27 - Being Authentic on LinkedIn

22:16 - Domain Expertise in Sales

Connect with Dee

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Scott MacGregor is the Founder & CEO of SomethingNew LLC - A unique talent strategy company that helps startups build the foundation for exceptional talent acquisition, onboarding and retention which gives them a massive competitive advantage. SomethingNew is a 8 time American Business Award winner for Innovation.

Scott is also a founder of The Outlier Project - A community for everyone who believes that anyone can live an ordinary life, but we all have the power to choose to live an extraordinary life. The Outlier Project deliver unparalleled access to the most unique live and interactive events with some of the most incredible “Outliers” on the planet.

This episode is all about becoming a Super Connector. There are some people with strong networks but Scott's is in a league of it's own. Scott is connected to best selling authors, billion dollar CEO's, NFL legends, Olympic athletes, TEDx speakers, and accomplished musicians. People marvel at who Scott knows personally. These people give him their time to teach people in his community how to become great. You will learn how Scott builds relationships with famous people and why they willingly pour back into him and his community with no money exchanging hands. You'll also learn about why the core of selling is all about alignment.

Key Moments:

02:24 - Sales is all about alignment

11:33 - The accumulation of showing up differently

20:50 - We all have the power to choose to be extraordinary. Why Scott started "The outlier project"

25:34 - How to approach people and build a network

35:00 - Path to success is not a straight line

Connect with Scott

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Francisco Oller Garcia is the Solutions Architect at Metadata. B2B marketers use Metadata’s Marketing OS to drive more revenue without all the manual and repetitive work. From running paid campaigns to personalizing web experiences to optimizing everything to revenue – Metadata automates all of this.

In this episode of the Sell By Being Human podcast, I interview Francisco Aller Garcia, a solutions architect at Metadata. Francisco shares his journey of living life with a disability and how he has learned to savor life by embracing self-acceptance and courage. He emphasizes the importance of asking for help and building a strong support system. Francisco also discusses the power of sharing personal stories and humor in connecting with others. He highlights the role of understanding and empathy in moving sales forward and provides advice for both non-sales professionals and experienced salespeople. Overall, Francisco's story is a testament to the power of being human in sales.

Takeaways

• Embrace self-acceptance and courage to live life to the fullest.
• Ask for help and build a strong support system.
• Share personal stories and use humor to connect with others.
• Focus on understanding and empathy to move sales forward.

Key Moments:

03:49: Living life and savoring it

05:34: The power of asking for help

09:40: The importance of self-acceptance and courage

10:30: Selling by being human

11:55: The impact of sharing personal stories

13:55: The power of humor and jokes

21:16: Creating a comfortable space for conversations

27:48: Moving a sale forward through understanding

30:31: Embracing sales in non-sales roles

Connect with Francisco

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Bethany Stachenfeld is the Co-founder & CEO at Sendspark - a video platform for sales teams to connect with customers, helping sales professionals generate up to 400% more email engagement. Her company makes it really easy for any business to create personalized video messages at scale to connect with people in a human way.

Prior to founding Sendspark, Bethany was Head of Marketing for two B2B SaaS Startups: Filestack and VidGrid. Bethany is deeply involved in the startup community, and has been part of Venture for America, 500 Startups, OnDeck, and the Stage2 Accelerator (Catalyst).

I met Bethany at a B2B networking event in Tampa and she instantly impressed me. This episode you will learned the skills Bethany used as a marketer and how they differ from whats reqwuired of her as a startup co-founder. You'll also learn how to send brief video messages in your business workflow and why 1-1 video communication is not only a necessary skill now but a skill we'll all need in the future of work. Even if youve never recorded yourself, Bethany van give you the tools to get started.

Press play and glad to have you here!

Key Moments:

06:11 - The importance of personalized video as a medium in sales

15:10 - How does a marketer use human connection in how they sell

20:44 - Recruiting in start-ups. Finding alignment instead of convincing people to join.

Connect with Bethany!

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Keith's specialties are Career Transition Coaching, Performance Coaching, Communication Coaching, DISC methodology and Executive Coaching.

This episode starts our 3rd year and talks about a topic we can all get behind. How can you create moments where individuals feel like you're connecting on a personal level. Keith walks through strategies he used in hospitality and also what he uses in Career Coaching to make people feel a personal connection quickly.

Key moments:

04:10 - Sell to people, not things

15:36 - Paying attention and picking up cues. People and feelings or tasks and things.

19:31 - Training entrepreneurs and sales people using the DISC model.

31:15 - Shift your focus to giving instead of getting

Connect with Us!

• LinkedIN:
• Website:

Connect with Keith!

• LinkedIN:

This is a re-release of episode 23 with one of my favorite guests, Erica Keswin. Since speaking to her Erica has published a book called Rituals Roadmap about how and why rituals at our workplaces can connect us and help us feel a sense of belonging.

If you've always wondered how you can foster a greater sense of connection at your workplace internally and externally - this episode is for you!

Some people may hear the term "Bring Your Human" to something and not clearly understand what it means and how can it applies to sales.

Erica Keswin had this aha moment of someone being human with her when her local Starbucks was out of her daughters favorite, pumpkin scones. Because their barista Ashley created a longstanding relationship with them, she knew that was their favorite and sprinted down the road to hand her a gingerbread loaf instead to try. On the house. That sparked an idea and a mission.

Erica Keswin sought to highlight stories like Ashley and published the book, Bring Your Human To Work, 10 Surefire Ways to Design a Workplace That Is Good for People, Great for Business, and Just Might Change the World.

It went on to be a Wall Street Journal Best Seller.

This episode we unpack what it means to honor relationships and how that will serve you so well in sales and in your life!

Key Takeaways by Time!

• 12:26 - Erica's strategy on networking and meeting people not focusing on what they can do for you.
• 19:22 - Overview of book. 10 ways companies can create a more human workplace.
• 27:04 - A study on the power of firefighters who built trust with one another.
• 34:03 - Why COVID is a gift to salespeople

Connect with Erica!

• LinkedIN
• Erica's Website
• Bring Your Human to Work book
• Rituals Roadmap book

Connect with Us!

• LinkedIN:
• Website:

This is a re-release of episode 46 with the guest who inspired the podcast, author, Dan Pink. I started this because of Dan and after a cold email, a few back and forths, he agreed to talk to me.

Daniel H. Pink is the author of seven books, including the forthcoming The Power of Regret: How Looking Backward Moves Us Forward. His other books include the New York Times bestsellers When and A Whole New Mind — as well as the #1 New York Times bestsellers Drive and To Sell is Human. Dan’s books have won multiple awards, have been translated into 42 languages, and have sold millions of copies around the world. This conversation is a seminal moment in the history of this podcast and Dan's book To Sell is Human was one of the main inspirations for starting this podcast.

This epsidoe will teach you about the new ABC's of sales - Attunement, Buyancy, Clarity. It will teach you subtle things to do to understand someone's perspective. This episode is for the people who've never thought of themselves in sales and the seasoned saleperson alike. Dan brings so much wisdom around why selling skills are truly human skills.

Key Moments:

Takeaways

• Sales is not just about closing deals, but about being human and connecting with others.
• Soft skills, such as empathy and curiosity, are essential in sales and are harder to obtain than hard skills.
• Sales professionals should focus on understanding and addressing the real issues of their clients, rather than selling them something they don't need.
• Being a decent human being and focusing on service rather than transactions is the best long-term strategy in sales.
• Regret can influence buying decisions, but it is important to focus on the big regrets in life, such as maintaining close connections and doing the right thing.
• The future of sales lies in being a problem solver, anticipating problems, and providing value beyond access to information.
• Sales professionals should strive to be moral and trustworthy, as this is more enduring and leads to long-term success.
• Dan Pink is known for wearing shorts year-round and owning a large collection of college t-shirts. Timing plays a crucial role in productivity and decision-making.
• Traditional reward systems may not always lead to optimal performance.
• Autonomy is essential for fostering creativity and engagement.
• Aligning work with a meaningful purpose can lead to greater fulfillment and success.

Chapters

01:26 -Dan Pink's background and inspiration for writing 'To Sell as Human'

07:00 - The importance of creativity in sales and personal development

08:25 - The concept of 'useful delusions' and its application in sales

09:53 - The value of soft skills in sales, why they're really human skillsand their importance in the future

14:10 - The connection between sales and morality

17:12 - The impact of regret on buying decisions and sales

28:33 - Unlocking sales skills in non-salespeople and developing a more human approach in sales professionals

37:27 - The connection between sales and empathy and the difference with attunement

45:00 - The future of sales and the importance of being a decent human being

46:56 - A fun question about something unique to Dan Pink

49:42 - How to learn more about Dan Pink's work

Connect with Dan

• Website

Connect with Us!

• LinkedIN:
• Website:

Suchi Mandal is the Vice President of Corporate Learning at ansrsource - an E-learning company designing, developing and delivering customized learning experiences with speed, scale, and sophistication.

Through her work, Suchi puts an emphasis on core human values of kindness - because every interaction is an opportunity for empathy and understanding and courage, with fearless pursuit of innovation, always being ready to embrace the unknown. She is a lifelong learner, thriving on challenges that benefit society and foster personal growth and a boundary pusher, enthusiastically expanding horizons, learning from diverse professionals.

This episode we talk about Suchi's transition from a career of L&D and project management roles into sales. How she weaves her own skills of kindness into her sales process and what others have taught her about kindness.

Key Moments:

01:25 - Practicing kindness in the workplace

12:05 - Transitioning from a role in learning and development to sales. The importance of being courageous.

20:45 - Human skills in the future of sales as a profession. The art of listening.

27:35 - What is sales like in India

Connect with Suchi

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Arishma Singh is a Keynote speaker, Author (The Respected Salesperson), and Edupreneur who combines Eastern ancient wisdom and modern Western science to empower high performers achieve sustainable success without compromising their wellbeing. She is the founder of Thrive With EFT, a company that offers mindset change solutions using emotional freedom technique (EFT), also known as tapping, to help reduce stress, anxiety, and pressure.

With over 20 years of corporate experience with multinational corporations and start-ups, such as Google, Pivot Software, and CareerOne, Arishma has been recognised as an award-winning top performer, a pocket rocket, and a woman to watch..

Key moments:

05:17 - Is sales a respectable profession? Traits of a respected sales person

14:17 - Influence is all about changing another persons mind

18:58 - What differentiates a good sales person from a great sales person? Simple ways of doing inner emotional work.

32:11 - Origins of the "Thrive metodology". Definition of real success.

Connect with Arishma

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Amy Hrehovcik is a sales coach with 15 years of experience in the technology sector, where she championed the buyer experience, optimized go-to-market strategies, and led teams towards unprecedented growth.

Amy has a proven track record of successfully building and launching sales enablement programs and she is an expert in designing and implementing sales processes and training programs.

She is the co-creator of the Buyer Experience Bootcamp with Andy Paul, teaching reps how to lean into the pillars of Connection, Curiosity, Understanding, and Generosity When Amy was in a full time AE role, she boasted win rates of 75% through some of these tactics.

This episode, we really dig into how Amy communications her intentions to buyers to help guide them along their buying journey. We want buyers to follow our agenda but how do we communicate that without sounding self serving? Amy breaks it down in this episode!

Key moments:

03:20 - Stand out by silencing your own agenda. How to practice connecting.

09:02 - The four pillars of "Sell without selling out"

10:59 - How Amy sets her agenda with her buyers.

14:50 - Creating a safe space for the buyer

22:04 - the three things that every rep must account for in a sale.

25:00 - Gartner's study on the top factors clients have in vendor selction

34:10 - How to shift response in conversation to really listen to understand your buyer

39:00 - Who does this well in Amy's life

Connect with Amy

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Tab is the Vice President of Recruiting & Talent Strategy at The Sales Collective - Company pioneering a new frontier in partnered selling and sales growth, whose customers and clients range from individuals who would like to improve their effectiveness and become true sales professionals to large corporations who would like to revamp, revitalize, or reimagine their entire sales operation from top to bottom.

From Healthcare to Tech, Tabitha works to help teams recruit better while putting a strong emphasis on the candidate experience. She has been a recruiter for many great organizations in the realm of helping great sales people find their next great opportunity.

In the first episode of the new podcast name, Sell By Being Human, Tab shares a little about how she puts real intention to leaning into her unique self. It's not enough to say, I'm authentic, you have to intentionally ask yourself questions and make a point to let yourself come out in the sales process. Tab shares her story of doing it as a recruiter so you can do these things in whatever you're selling.

Key Moments:

04:03 - Show up as yourself to attract the right kind of people. Meaningful connection makes the world go round. Being ok with attracting and repelling the right people.

12:34 - Story of someone who actually sang her resume on Linkedin to get a job. Attracting and Repelling.

14:12 - The traits of a good recruiter. The dynamics of a career in recruitment. Tabs story of the last few yrs in accepting and leaving positions and what she learned along the way.

19:31 - Tans mindset - How Do I leave this person better off than when we first met? How she cultivates meaningful relationships.

23:13 - Tabs approach in Linkedin messages where she doesn't push but is genuinely seeking alignment.

25:42 - Elements of sales in recruitment. Being unique in your approach.

Connect with Tab

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Loy Day is the founder an co-CEO of The Guide Culture. A sales training and consultancy business where he teaches people from all walks of life about a framework that's helped him throughout his entire sales career. Loy started his career as a school teacher and sports coach. He went on to insurance sales where he owned a very successful insurance agency in Georgia. Lloyd built his business on tried and true fundamentals of connecting with people and being authentic in the process. He teaches that framework now to salespeople, entrepreneurs, and even parents. This episode was great. We talk about how to build value as opposed to adding it, the key reasons why people buy, and how to get doubts into the open. If mothers take Lloyd training to be better moms and husbands take it to be better husbands, you want to listen to this one!

Key Moments:

4:27 - What Loy learned about sales and inspiring others from his days as a teacher and a coach

13:18 - Why it’s so important to believe in what you’re selling and being authentic, highly spiritual, and on obligation.

15:10 - difference of bringing value and building value.

17:54 - Buyers need 3 or 4 things to make a decision - logic, emotional connection, credibility, transfer of enthusiasm

23:11 - His daughters story of how she got into sales training along with one of his most successful students who stared as a Dietician!

34:45 - Why someone took his sales training so she could be a better mom. What she learned along the way.

40:00 - Story of one of his attendees convincing her child who was wanting to quit football but how she uncovered the real why behind his decision.

46:24 - What only Loy does that no one else does. Hint - it involves Ketchup!

Books Mentioned:

The Psychology of Winning - Dennis Waitley

Connect with Loy

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

April Shprintz is the Founder of Driven Outcomes, where she helps helps CEOs and leaders build a Generosity Culture within their business so they enjoy, more revenue and employee engagement. Her focus is guiding her clients to scale or turn around their business in record time using the principles of The Generosity Culture®. Mindset and Generosity are the keys to achieving the extraordinary, learning to better understand your power and uncovering your genius in business and in life.

She is also the author of an amazing book called, Magic Blue Rocks, which are a compilation of stories from April's life where she traversed a road from growing up creating extra money from selling rocks, to selling Avon, to the military, and eventually into VP of sales roles. All along the way, April used some of her greatest set-backs in life to make amazing come-backs. If you have ever had something not go your way - (which is anyone selling anything) listening to April's story will help propel you forward in ways you never thought possible. This was such a fun convo!

Key Moments:

03:00 - Nothing happens to us, everything happens for us

09:00 - Getting money until money doesn't matter

14:47 - Attitude over skill, sales mindsets

18:45 - Respect, transparency and having a giving attitude

27:40 - The power of believing in each other

Connect with April

• LinkedIN
• April's Website

Connect with Us!

• LinkedIN:
• Website:

Bob Burg is a Hall of Fame keynote speaker on referrals, relationship building, and genuine influence. He is the coauthor of the international bestseller, “The Go-Giver” and founder of The Go-Giver Success Alliance.

His message is all about shifting your focus from getting to giving (giving meaning constantly and consistently providing immense value to others) is not only personally fulfilling; it’s also the most financially profitable way of doing business.

For the past 30 years Bob shared his powerful concept in front of audiences ranging from 50 to 15,000 at hundreds of events, conferences and professional gatherings around the world. This includes sharing the stage with top business leaders, Olympic athletes and even a former U.S. President.

IN this episode you will learn a new way of what you give in a sales situation. Every sales dynamic contains a measure of giving. When we look at a sales through a lens of what we can get or what a client can receive, we lose sight of such an important human skill: giving. There is a difference between active and passive giving. Bob teaches you how to look at defining what you give in sales and how the act of giving can quickly help you become remembered by who you sell to.

Key Moments:

02:57 - Selling Literally Means Giving

3:49 - Simple definition of sales. Discovering what someone does want, what they need, and helping them go get it.

6:18 - How to shift your focus to giving without losing sight of what you want to get.

09:00 - Selling is not about being nice. The laws of success.

14:42 - Story of a roofer who implemented the principles of the Go-Giver to grow his business during the pandemic

17:05 - The difference between a passive giver and a go-giver.

18:23 - Definition of value vs price. The desirability of a thing.

Connect with Bob

• LinkedIN
• Website

Connect with Us!

• LinkedIN:
• Website:

You're in for a real treat for episode 100!!!!

Oz Pearlman is a world-class entertainer and one of the busiest mentalists in the world. He developed an interest in magic at a young age and what started as a hobby quickly became a lifelong passion. After a couple of years spent working on Wall Street, Oz decided to pursue his dream and become a full time entertainer. He has now been dazzling audiences with his unique mind-reading ability for over a decade.

When he isn’t blowing the minds of audiences around the world, Oz is an avid marathon and ultra-marathon runner, having completed such grueling races as the Badwater 135 Miler, Hawaii Ironman World Championships, Western States 100 and Spartathlon. He takes great pride in his marathon PR of 2:23:52 and has won dozens of races throughout the country.

Reading people is such a key skill in sales. In this episode you'll learn how Oz's mind works when he reads people. He doesn't read minds, he reads people and it's a key distinction. You can pick up subtle gestures, subtle openers, and you'll learn how to be more aware. All of this will help you get people to engage with you and interested in whatever it is you want them to pay attention to. This was a really fun one for the 100th episode! Thanks to everyone who's been on this journey.

Key Moments:

04:20 - How memories are linked to emotions

08:18 - How to quiet your brain to become more observant and come up with great ideas

15:00 - From Wall Street banker to mentalist. Is mentalist a sales person?

16:54 - What Oz is selling. How he defines his product. Creating memorable experiences

20:00 - How to read people and open up the doors for human connection. Taking the work I out of your interactions and replacing it with you.

27:00 - How Oz likes to create a hook in the first meeting with a group or an individual. A way you can frame your questions.

Connect with Oz

• Oz's Website
• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Robert Hamilton Owens is an international corporate business consultant and inspirational speaker. For more than 25 years in over 30 nations, he’s been speaking before audiences on leadership and management topics, free enterprise, and democracy issues. Some of Robert’s past clients include the Navy SEALs, New York Jets, The Baltimore Ravens, the Philadelphia Eagles, and the Philippines Joint Chiefs of Staff.

Robert was described by Triathlete Magazine as “The Most Interesting Ironman in the World.” He has completed the “300 of Sparta” 8 day 238 mile run-climb trek from Sparta to Thermopylae Greece, became the oldest finisher ever in SEALFIT’s Navy SEAL “Kokoro 50 Hour nonstop Hell Week Challenge” and has recently finished his 12th Ironman challenge.

In this episode we talk about how one of the most important people you'll ever have to move is yourself. In sales we are tasked with changing others but how do we wrestle with moving ourselves? Robert gives little pieces of advice on how to reach your full potential, and how others helped him reach his. He'll make you look at potential in a different way and how tapping into your own potential and the potential of others is absolutely a sales skill worth mastering.

Key Moments:

03:00 - Roberts story of personal transformation. Getting rid of limiting beliefs.

6:27 - We all have snakes in our head. Explaining our limiting beliefs.

13:07 - Hard work beats better talent. If you focus, you can do anything.

14:48 - Having faith in people's faith in you.

16:15 - How a water polo coach changed the trajectory of Roberts life.

17:57 - Bringing out potential in yourself and others.

26:22 - How to persuade and convince people to change for the better

33:47 - Power of complimenting someone to begin all interactions.

Connect with Robert:

• LinkedIN
• Robert's Website:

Connect with Us!

• LinkedIN:
• Website:

Will Aitken is the head of all things Social Marketing/Content at Lavender and is one of the most creative content creators on Linkedin today. He boasts over 40,000 followers to his Linkedin pages and his content to viewed or shared by millions of people per year.

This episode we talk about Will's journey from top sales rep to content marketer and what he's learned along the way. Will has a really unique framework to posting content on LinkedIN and stopping the scroll. He thinks about being helpful, being relatable, and being motivational. He'll also talk about what he's learned studying some of the best content creators.

We also get into how you can tap into being relatable over cold email outreach. Cold email outreach can work but you have to look and feel like a human. Will goes into a framework to do just that. This episode is for anyone that's trying to feel less buttoned up but while still being someone worth talking to. We even get into a hot debate happening around cold email outreach and why Will jumps into a freezing cold lake to make content.

Key Moments:

4:40 - Will's answer to what it means To Sell By Being Human - showing up as you.

8:30 - Will's journey from top salesperson to top marketing person

10:24 - Will's video: If all departments got treated like sales

13:00 - getting people to reach answers themselves without telling them.

17:10 - Will's framework when he thinks about creating Linkedin content

20:50 -Will's Ice Lake video

23:46 - How AI can augment what sellers do, not replace them

26:03 - Pretend personalization in cold email - hot debate!

32:10 - Will's formula for a great cold email - in a human way - Re-thinking personalization at scale

Connect with Will

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Stories of Selling Human, Jaclyn Fidler, New York Seller, Creativity, Empathy, Leadership, Sales, Alex Smith, A, B, C, D, E, F, G, H, I, J, K, L, M, N, O , P, Q, R, S, T, U, V, W, X, Y, Z

Laurie Forster is one of America’s leading wine experts and author of the award-winning book The Sipping Point: A Crash Course in Wine. Laurie is a Certified Sommelier, National Speaker and TV personality who is not afraid to tell you her first wine came from a box. Her edgy approach to demystifying wine caught the eye of major networks and led her to guest appearances on The Dr Oz Show, FOX Morning News, Martha Stewart Living Today and ABC News at Noon.

I first met Laurie when our company fired her to run a virtual wine tasting experience for clients. She popped off the screen and was really able to get attendees to open up. This is skill of creating comfortable experiences for people to share is so key in selling anything. This episode you'll learn how Laurie creates experiences, what her Mom taught her about sales, and also what she learned moving from software sales to a Wine entrepreneur.

Key Moments:

5:11 - Laurie's road and what she learned in software sales. Making complicated things simple.

7:30 - How she engages her audience and connects with people in her events. Connect, Being Present, Educating.

10:11 - Laurie's definition of coaching and difference between teaching

12:20 - The difference of a boring sommelier and an exciting sommelier

15:30 - What convinced Laurie to get out of sales and into the wine business.

21:00 - How Laurie give people things to do and make what she's doing Less Crazy Than...

Connect with Laurie!

• LinkedIN
• Laurie's Website - Book Laurie for en event. Your clients will tell you it will be one of the most memorable experiences and they'll really appreciate you for doing it!

Connect with Us!

• LinkedIN:
• Website:

Megan Torrance is CEO and founder of TorranceLearning - helping organizations connect learning strategy to design, development, data and ultimately performance. Megan has over 25 years of experience in learning design, deployment and consulting. Megan and the TorranceLearning team are passionate about sharing what works in learning, offering professional development programs in instructional design, learning technologies, racial equity and Agile methods. She is the author of Agile for Instructional Designers (2019), The Quick Guide to LLAMA (2012), two ATD TD at Work publications: Agile and LLAMA® for ISD Project Management (2014) and Making Sense of xAPI (2017) and she is a frequent speaker at conferences nationwide.

Many people don't realize that the skills that an instructional designer use are no different than what makes a great salesperson. It's all about facilitating a behavior change. Megan helps L&D professionals connect to learners on a personal level and ultimately help them apply what they learn on the job. We chat about how she thinks about creating a compelling reason to change, how she got into this work, great questions she likes to ask to get to the heart of her clients problems, why she teaches her kids hockey, and so much more!

Key Moments:

09:20 - The reasons and motivations for becoming a teacher. Passing knowledge

14:48 - The differences between teaching and learning in person and online

20:54 - A story of how she helps a manufacturing client show their learners a compelling reason to change and balance the workers need to get it right with the organizations need to be right.

28:28 - Questions Megan likes to ask her L&D clients to get to the heart of their problems.

Connect with Megan

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

This episode with Jen was wide ranging. We discussed why the skill of being human is a real differentiator in sales and where salespeople are getting it wrong. Our chat also talk about things like - how to think about crafting your POV, tips from her favorite mentors, and how she approaches her content strategy on Linkedin.

Enjoy this one and get your notebooks ready!

So much goodness here.

Key Moments:

03:14 - Talking to a seller should feel like a conversation you enjoy having

4:34 - Why being human is a differentiator in sales today.

6:18 - Why you don't have to be an expert in sales.

09:45 - How Jen discovered her passion for sales

11:05 - Where Jen's skills of selling started before she started her sales career.

13:11 - Story of Jessie Dingwell, one of her first mentors and what she did so well

14:55 - The Challenger Sale and the meaning of it, and where salespeople get it wrong.

19:00 - Building relationships that start as a byproduct of being helpful.

24:00 - How to be human over cold email

32:00 - Jen's strategy on Linked in with her content.

Connect with Jen

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Jackie Hermes is the founder and CEO of Accelity - An agency born from software, whose team has years (and years) of hands-on experience working with high-growth B2B software companies. Accelity began as a one-woman consultancy blossomed into a kick-ass team of 20 and counting and a group of amazing, loyal clients all over the US. Jackie started her entrepreneurial journey with cookies. Really. A vegan cookie company… and she wasn’t vegan. She turned four cookie recipes into a business—designing packaging, finding a kitchen and making the cookies, eventually outsourcing production, then selling and establishing distribution to 12 grocery stores around Wisconsin.

Outside her professional life, Jackie was a foster parent for two years and two of her three kids were adopted in Milwaukee. She enjoys travelling, fitness, exploring Milwaukee and playing a whole lot of Star Wars Trouble with her kids.

This episode with Jackie packed alot of goodness on how Jackie moved from being someone that was really resistant with selling and networking to running her own company. She realized that most of the skills she was good at with connecting with people were actually some of most useful skills in selling anything. Learn how Jackie tapped into her strengths and used them to her advantage so you can too!

Key moments:

04:58 - Start from an emotional place before doing business

14:20 - Asking meaningful questions instead of "grilling" someone

22:15 - We are all in sales. Using your traits in a different context.

Connect with Jackie

• LinkedIN
• Accelity Marketing

Connect with Us!

• LinkedIN:
• Website:

I met Susan through the Outlier Project where she was such an engaging speaker. I was intrigued because she literally wrote a book on the art of creating strong connections with others. In this episode, we discuss what her parents did so well to build lasting bonds with people, a framework to think about on building your own connections, and subtle things you can do to get people engage with you. All the while mixing in stories from Susan's career as a communications consultant, and author, and a CEO. This is one you'll be going back and recording for notes.

Key Moments:

05:13 - The importance of active listening and showing people that you truly are listening.

07:58 - The art of human connection

22:35 - Eleven questions to break the ice. The "Gather, Ask, Do" Methodology

Connect with Susan

• LinkedIN
• Susans Website

Connect with Us!

• LinkedIN:
• Website:

Chris Bondarenko is the Chief Revenue Officer at MentorcliQ - The leader in mentoring and DEI software solutions. He actively participates in professional revenue, diversity, and mentorship communities as well as pursuing his passion as an early stage tech investor and advisor. Previously, Chris was responsible for North American & APAC sales at Docebo. He's held executive positions at start-ups BERA Brand Management and Maropost, and spent 10 years with Vision Critical (now Alida). All where he repeatedly built world-class revenue engines while consistently leading hyper customer and revenue growth.

This was a full circle moment for me because almost 3 years ago now, I had to convince this guy to give me a job. He was my last interview before I'd find out if I would get hired. Spoiler alert, I got the job! In this episode we chat about what things Chris looks for in sales people, how I approached him, and what situations as a CRO require him to lean on his human skills.

Key Moments:

03:32 - The relationship between the sales leader and a sales person. Qualities of a good sales hire.

10:28 - The job of a good sales person is to be authentic.

23:27 - The proper way of setting goals.

25:45 - Window into a life of a CRO

Connect with Chris

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Alison Shea is a Learning Development Professional who has lead learning and development teams for global organizations. She's won a variety of awards in L&D for her work in creating DE&I Prgorgamming, for LMS Implementations, and for Virtual Meetings. She also recently launched an awesome newsletter called the Learning Manifesto in which she shares her insights from her over 20 years in the L&D profession.

You might look at your HR department or your learning team and think their job is to train people to become better versions of themselves. But in many ways your training deperatment is using the same skills as your sales department. Just to different audiences. They have to understand their stakeholders needs, create courses that will resonate with learners, and engage teams to want to learn. In this episode, we talk about what you can learn about sales from an L&D professional!

Key Moments:

2:30 - Creating a needs assessment in L&D how not all needs are created equal. Why that's important.

6:00 - A framework of different kinds of learning and how types of learning can be similar with how you sell.

13:39 - What inspired Alison to become a teacher

17:12 - How the pandemic shaped organizations and educational system

20:52 - How to measure effectiveness

Connect with Alison

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Brad Harmon is the Industry Sales Executive at Oracle. Brad has a long history working as a strategic enterprise seller working with some of the largest companies in the world. He's had consistent success at being a #1 rep and in 2021, he achieved 300% of his annual quota. He is a dedicated, self-starter sales professional with various experience across many different industries.

In this episode we talk about how to give more of yourself in the sales process to connect to buyers. We also discuss how you really exhibit how to show a customer that you really care about their business. It's not enough to act like a trusted advisor, you have to become one.

Key Moments:

02:57 - Tips on consistency and customer-centric approach

08:09 - Acting like a trusted advisor vs being a trusted advisor

12:34 - Adding a personal touch to structured selling motions

24:42 - Tips from top sales professionals

Connect with Brad

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Stories of Selling Human, Jaclyn Fidler, New York Seller, Creativity, Empathy, Leadership, Sales, Alex Smith, A, B, C, D, E, F, G, H, I, J, K, L, M, N, O , P, Q, R, S, T, U, V, W, X, Y, Z

J. Scot Heathman is the Owner and Founder at Elevating Others - A professional coaching business focused on creating the best conditions for creating the highest rate of personal and professional climb. He is an executive coach and servant leader who is a Jedi at growing emotionally intelligent and resilient leaders. Throughout his 25+ year Air Force career, Scot developed solid leadership, development and organizational skills and achieved numerous out-of-the-box results.

In this episode we break down what Scott learned in his 25 year military career and rising to some of the highest levels of the Airforce. He had to gain influence by leading different teams and he was able to gain influence through really knowing people beyond the water line.

Key Moments:

02:18 - The key things J Scott learned in the military and transferred to sales

06:56 - Bringing your whole self to the situation.

11:44 - You don't need to be a "Yeller Screamer" to be a good sales person

17:17 - The power of true leadership

23:45 - "It's about them". Personal traits of leaders.

37:05 - Receiving feedback, reverse mentoring

Connect with Scot

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

We talk about alot in this episode about the parallels between sales and improv. Why it's so important to be in the moment with the person in front of you. Accepting their realities. We also get into some tactics on using video and even a little bit of comedy in a sales process. How to create short videos to get people to react.

Key Moments:

05:00 - Limitations breed creativity. How we can all be creative.

06:43 - Persuasion is only a small part of the sales process. You're not changing their minds. Most of sales is about staying open. My job isn't to sell to everyone, it's to keep doors open.

08:40 - Videos aren't selling. They're create interest to get in into a door to a meeting.

13:01 - Building a sales process and setting up the right flow. The connection between comedy, improv and selling. Yes And.

17:13: - Chris story of growing up an developing his comedic muscles.

20:08: - Why everyones funny in the right context

22:38: - How to produce engaging videos and boost your business success.

37:20: - "Red, Yellow, Green System" for categorizing leads.

Connect with Chris

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

JR Butler is the CEO and founder of Shift Group - a company transitioning elite athletes to sales professionals with free foundational skills training and job placement in tech. A former athlete himself, JR understands the challenges that come with switching careers without losing your identity and succumbing to depression, substance abuse and other roadblocks preventing people from living in their truth. Athletes spend their lives engaging in team-based activities where they are rewarded for performance-based outcomes. Competitive drive, work ethic, and the desire to win are innate qualities of those performing at elite levels. Athletes at this level must have discipline, resilience, and grit. These are the intangible parts of any elite athlete’s identity. When combined with confidence, curiosity, and coachability, these traits separate great athletes – and great salespeople.

Key Moments:

02:21 - "There are a lot of people who sell, but not a lot of sales people". To be a good salesman you need to care about both sides of the table.

14:59 - Who inspired JR to become a great salesman

21:05 - What is the "Shift Group" and how they're working with atheletes

23:19 - Skills and traits for a successfull transition into a sales career

37:47 - Key human skills and traits for professional growth

Connect with JR

• LinkedIN
• Are you an athelete and want to be an elite sales athelete?
• Check out JR's website:

Connect with Us!

• LinkedIN:
• Website:

Ravi Rajani is an author, speaker, and sales consultant. He's the founder of Ravi Rajani Consulting and host of The Influential Communicator Podcast. His mission is to help B2B SaaS sales teams present their story, solution and message in a way that gets attention, builds trust and wins new business without competing on price.

I met Ravi through a mutual connection on LinkedIn and right away knew he was a fit for the podcast. In this episode, you'll learn how to communicate to people in a way that makes you magnetic, charasmatic, and personable through the skill of being interested not being interesting. You'll learn frameworks of asking really curious questions, how to tell really impactful stories, and how you can get to a level with people that most people don't ever get to in sales through connection. You'll learn great frameworks in the process.

Key Moments:

03:10 - To sell by being human

9:44 - Who asks Ravi powerful questions and what they do successfully.

11:05 - Why the question - How are you can be a lazy question.

13:50 - How Ravi learned to tell his authentic story. The importance of context for asking questions.

17:34 - You never truly know what you want in life until you experience it. Dr. Zoe Chance. Ravi's story of coming up in tradking floor in the U.K

20:30 - The difference between being formal and being professional

Connect with Ravi

• LinkedIN
• Website
• Influential Communicator Podcast

Connect with Us!

• LinkedIN:
• Website:

Kristin A. Meekhof is an author, life coach, writer and obtained her M.S.W. from the University of Michigan. She has more than 20 years of clinical experience. A nationally recognized expert on resiliency and gratitude, her best-selling book, A Widow’s Guide to Healing, was inspired by her own personal experience with widowhood, grief, and healing. When Kristin is not writing she enjoys traveling, training for half-marathons, and writing. She is a life- coach and therapist providing services online and in person.

I first met Kristin in a community we're apart of where she lept off the screen with how she was able to connect to really well known people. She approached Jesse Itzler by offering to give something to him without asking for anything in return. I later found out her story goes from being a social worker, to tragically losing her husband to cancer, and picking up the peices to write a book about it.

What's interesting is that Kristin had to sell herself in a time where she was at her lowest point. Her abilities got her in rooms with people like Deepak Chopra, Katie Couric, and Maria Shriver! Hear how Kristin did it and what you can learn for yourself.

Key Moments:

07:09 - Selling in an authentic way. Developing compassion by going through grief.

14:40 - Helping people go through grief. The power of compassion and active listening.

27:40 - People First, Not Things First - How to make offers before asks.

32:45 - Share your story in an authentic way. Being clear about your intention.

Connect with Kristin!

• LinkedIN
• Kristin's Website

Connect with Us!

• LinkedIN:
• Website:

Amarpreet Kalkat is the founder at Humantic AI and co-founder at Frrole AI - Companies he founded with the mission to humanize the internet. He founded Frrole AI in 2014. It was one of the first companies to bring AI to consumer intelligence. It led to Forrester naming Frrole AI as one of the only 7 products out of hundreds in its “AI In Consumer Intelligence” report in 2020.

In 2021, he founded Humantic AI, with a goal to humanize the internet by building a layer of people intelligence. Amarpreet believes that people derive most happiness when they can really understand each other and technology, especially AI, is best used in a direction to support human connections.

In this episode, we talk about how AI can help us understand each other better before our first meetings with someone new. We discuss the role of intuition and data and how the best people use both to inform their interactions. We answer the question how AI might be able to foster more human interactions.

Key moments:

03:15 - Creating a persona vs. true authenticity

07:50 - How technology helps us understand people better.

12:57 - Intuition, Dunning-Krueger effect, the role of AI

25:35 - Why are human interactions becoming more transactional

Connect with Amarpreet

• LinkedIN
• Humantic AI - try it out!

Connect with Us!

• LinkedIN:
• Website:

In this episode, Lindsay and I talk about how to be human on Linkedin and how to connect with authentic intention. We talk about how selling on Linkedin is done today and the subtle things that you may be doing that are turning people off. This is a good one for anyone curious on how to build really strong connections on Linkedin without just winging it. Lindsay consults with tons of business owners and entrepreneurs. She's got you covered.

Key moments:

08:27 - Anticipating peoples needs, Empathy

16:43 - Doing the right things on LinkedIn. Making genuine connections on the platform.

27:51 - What users do wrong on LinkedIn

32:00 - Starting conversations the right way

Connect with Lindsay

• LinkedIN
• Lindsay's Website

Connect with Us!

• LinkedIN:
• Website:

This was a fun episode where we dig into how anyone can practice soft skills in their personal life and also how salespeople can bridge the gap between knowing and doing. We make the point that sales isn't something that you only learn steps to and then can automatically succeed. There are key skills that must be constantly developed, practiced, and applied in order to find continued success. We talk about skills that are not commonly practiced. Things like how to practice curiosity or empathy and the difference between impactful curiosity and where curiosity can miss the mark. If you want to learn sales outside of typical sales steps and find ways to practice it more in casual personal situations, this episode is for you. And if you are in sales and want to really dive into practicing this stuff in a community of sellers, please visit - www.thepracticelab.co

Key moments:

05:05 - Patterns, puzzles and the game of human behavior. How Jonathan went from a shy kid to becoming someone who could meet new people easily and get them talking.

24:07 - Practicing genuine curiosity and honing your human skills. How to practice things like curiosity and empathy in personal interactions.

45:41 - What will the world of sales look like in the future bridging the gap btw knowing and doing.

Connect with Jonathan

• LinkedIN
• The Practice Lab - Apply

Connect with Us!

• LinkedIN:
• Website:

Laurie Ruettimann has been telling work-life stories and building groundbreaking solutions to drive better employment experiences, increase retention rates, and improve job satisfaction for more than 20 years. Through her storytelling, she casts a spotlight on innovators who are advocating for driving better employment experiences that benefit everyone — individuals, managers, employers, and organizations. Her career began in 1995 as an HR assistant for Leaf Candy Company and since then, she has worked at Monsanto, Alberto-Culver, Kemper Insurance, and Pfizer. Laurie became a writer, speaker, and podcaster as a result of the heartbreak and outrage she's experienced throughout her corporate career. Laurie says, while I love calling out boorish behavior, I am dedicated to the revolutionary and long-overdue mission of fixing work by telling stories and teaching leaders how to create workplace cultures that support, empower, and engage workers meaningfully.

In this episode, we talk about how you lean on your humanness in any workplace sales scenario, how to connect to executives to create change, and how you can even sell an idea to redeem an employee when everyone in the org says that person should be fired. Laurie has seen some things in the workplace and created change even when she had strong forces pushing against her.

Key Moments:

09:38 - The heart of sales is finding a problem and help solve it

20:35 - Coaching and consulting is a framework of asking the right questions

31:00 - You are more than the work you do. Not taking criticism personally.

36:04 - The right approach to gain influence

Connect with Laurie

• LinkedIN
• Laurie's Website
• Purchase Laurie's Book

Connect with Us!

• LinkedIN:
• Website:

Stephanie Rogers is the host and creator of Story Jam and Story Serenade, two acclaimed live lit, live music shows which feature diverse personal narrative storytellers and original songs which echo each story. Since 2018, Steph and a team of talented coaches, writers, performers, and producers have offered hundreds of workshops, classes, and retreats through Story Jam Studio. The Studio also provides the chance for companies and organizations to use storytelling to develop marketing and sales initiatives, team build, or improve corporate culture. It is Stephanie’s goal to connect people from different backgrounds through the art personal narrative storytelling, and to build upon those connections by providing a safe, creative space for people to craft and share their life stories.

Key Moments:

03:10 - "The journey of events mixed with the journey of emotions"

14:30 - Involve listeners in your story and spark their imagination

17:05 - How to get people excited about what you do by being vulnerable and open

28:37 - We are all driven by emotions

Connect with Stephanie

• LinkedIN
• See What Story Jam is ALL About

Connect with Us!

• LinkedIN:
• Website:

Cyndi Bishop is an experienced client support specialist with a demonstrated history of working in the eLearning industry. Skilled and knowledgeable in K-8 Education, eLearning, Moodle, Training and Customer Service. She is a professional who’s passionate about building client relationships and serving them with her all. Cyndi has a Master's degree focused in Educational Leadership and Policy Studies from The University of Texas at Arlington. In our conversation we talk about how Cyndi used to connect to her students as a teacher, how she like to think about creating human connection in every client interaction, and how she in't afraid to share her Christian faith with her clients on Zoom calls in a way that doesn't alienate folks. She's a Texas girl with a big smile and an even bigger heart.

Key Moments:

05:35 - "Communicate the essence of You"

07:27 - Why Teachers Make Great Salespeople

19:25 - Tips on building rapport in the beginning of calls

28:38 - Strengthening the bonds with your clients

Connect with Cyndi

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Emet Ozar is a seasoned Program Manager with 15 years experience in technology and education sectors passionate about creating effective processes and programs, managing relationships and using data to drive informed decision making. She was born and raised in California. After graduating with a degree in Learning, Design, & Technology from Stanford University, Emet worked primarily in Technology, Education and Operations. Emet's passions include reading, hanging with family, creative problem solving, crossword construction and solving, and building and fixing things. Emet is married with three children.

Key Moments:

03:16 - Trust based influence and deep empathy

14:20 - The importance of being transparent. Vulnerability opens people up.

27:07 - What is Program Managers job? Are there elements of sales in it?

32:42 - Quantitative approach vs human approach when requesting budget from executives for software projects.

Connect with Emet

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Constantine Johns is the Regional Sales Director at Workiva. Constantine is constantly a top performer and dedicated person of influence with a demonstrated history of overachieving and continuous development. He is passionate about serving his partners and leaving a long-lasting impact on everyone he interacts with. He is dedicated to his journey of self-awareness and self-development, working to be the best version of himself that he can possibly be. These are driving forces in his life and he aspires to make a positive impact in every interaction he has. With Constantine, it's always more than sales. It's about partnership and collaboration.

Key Moments:

03:10 - Selling by being human. All sales are based on human to human relationships.

09:23 - Being more intentional about ways to care about people

14:56 - Asking difficult questions

20:07 - "The conscious community"

34:25 - Don't focus on the outcome, commit to being the person who achieves it.

Connect with Constantine

• LinkedIN

Connect with Us!

• LinkedIN:
• Website:

Jason Wasser is a therapist and coach for professionals, entrepreneurs, family businesses & athletes. He has an interest in working with high performance individuals through his consulting and coaching practice. He utilizes integrative and alternative medicine modalities to amplify his successful outcomes with his clients. He enjoys working with clients who are looking for something different than the "more of the same" approach and uses a mind-body approach along with a collaborative partnership with his clients to make quick and effective change. Jason also works with individuals, children, couples and families with a wide variety of challenges that the client wants to get unstuck from. Jason owns The Family Room Wellness Associates, a Mind-Body therapeutic healing practice in Fort Lauderdale and also hosts his own podcast - You Winning Life Podcast.

This episode we talk about the parallels between therapy and sales. The best therapists aren't giving advice, they're helping people see their challenges from a new perspective. We go over how Jason does that in a way that gets the most out of his clients. And how you can use these techniques the next time you're needing to create change.

Key Moments:

02:15 - Understanding people and breaking down their walls

06:17 - Building relationships, importance of great mentors

17:45 - "The first sale is yourself"

28:40 - Asking the right questions. Reading between the lines to find correct answers.

36:50 - First rule of self-development - Having full accountability and responsibility for your actions

Connect with Jason

• LinkedIN
• Family Room Wellness
• Youtube - You Winning Life Podcast

Connect with Us!

• LinkedIN:
• Website:

Vincent Pugliese is a conference speaker, leader of a mastermind group and an author. His journey takes him through being one of the greatest sports photographers in the country, working through the newspaper industry, to becoming an entrepreneur, starting his own photography business and writing two books - The Wealth Of Connection and Freelance to Freedom. Freelance to Freedom is full of inspirational and practical advice for anyone who wants to acheive financial freedom and live the American Dream. It's packed with real life examples and how-to's that will make a difference for those who apply it.

Key moments:

06:50 - What Journalism Didn’t Teach Vincent About Sales

16:00 - How Vincent utilised selling techniques to grow his photography business

23:33 - "Becoming the person someone wants to know"

36:30 - How Vincent helps people discover their power to make connections

Connect with Vincent

• LinkedIN
• The Wealth of Connection Book
• Vincent's Website - Community and Newsletter

Connect with Us!

• LinkedIN:
• Website: