145. No One Sees the World the Way We Do, and What to Do About It, with Jason Cutter
Release Date: 05/27/2024
165. Kill Your Darlings
Full Funnel Freedom
The phrase “Kill Your Darlings,” attributed to writer William Faulkner, is a piece of advice given to authors that suggests cutting the parts of a story or novel that they love the most. The idea is that these "darlings" often hinder the overall flow, clarity, or effectiveness of the piece. In a business context, the concept translates well. We often hold on to projects, products, or services that we’re emotionally attached to, despite evidence that they may be draining resources or no longer serving the overall goals of the company. When I looked at the bigger picture, I realized that...
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164. Desire Based Leadership, with Phil Putnam
Full Funnel Freedom
Understanding what truly motivates employees is the key to unlocking top performance. While many organizations focus on achieving business goals, the real secret lies in aligning the company’s objectives with the personal aspirations of employees. It’s no longer enough to push for corporate success as the primary driver—employees want to see how their work contributes to their own life goals. Leaders who acknowledge and foster this connection between personal desires and professional roles tap into an intrinsic motivation that can drive exceptional results. By focusing on what employees...
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163. Why you need a Process for Sales, with Don Hicks
Full Funnel Freedom
In the complex world of enterprise and B2B sales, the importance of following a structured process cannot be overstated. Discovery, often underemphasized, plays a pivotal role in identifying not only the problems customers face but also the best solutions tailored to their needs. A disciplined approach to discovery helps sales professionals dig beyond surface-level concerns and better understand the true impact, economics, and urgency behind a prospect's problem. Without a solid framework, discovery quickly devolves into an interrogation, making it harder to build trust and uncover the real...
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162. Why Marketing and Sales Must Collaborate to Deliver Customer-Centric Solutions, with Christian Klepp
Full Funnel Freedom
In today’s fast-paced B2B landscape, marketing and sales can no longer operate in isolation. Both functions have different strengths, but when combined, they create a powerful, customer-centric force that drives results. Marketing builds the brand’s story and awareness, while sales directly engages with customers to convert opportunities into revenue. A collaborative relationship between the two functions ensures a seamless customer experience, removes barriers to conversion, and produces a more unified approach to solving customer challenges. The real magic happens when sales and...
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161. Sales through Storytelling, with Kyle Gray
Full Funnel Freedom
In today’s fast-paced sales environment, facts and figures alone are not enough to close deals. Storytelling has emerged as a powerful tool to build connections, engage prospects, and convert leads into clients. Effective stories enable salespeople to highlight solutions in a way that addresses customer pain points and taps into emotions. By crafting relatable narratives, sales professionals can guide prospects through the decision-making process with clarity, presenting themselves as trustworthy and solutions-driven. Storytelling helps sales leaders empower their teams to communicate not...
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160. Master Mental Toughness, with Matt Phillips
Full Funnel Freedom
As a sales leader, it's critical to elevate your team's confidence. Your success doesn't solely rest on strategies or tools but on your ability to develop confident salespeople who can face setbacks and still persist. By reinforcing their mental toughness, you'll not only enable your team to overcome obstacles but also build a culture of resilience that drives long-term sales success. Confidence fuels performance, allowing your sales team to believe in themselves, take risks, and engage with prospects more effectively. Matt Phillips, a leadership and confidence coach, has honed his expertise...
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159. Managing Change
Full Funnel Freedom
Change management is crucial in sales departments because it ensures that transitions are smooth, minimizes disruption, and enhances overall performance. When sales teams are asked to adapt to new processes, tools, or strategies, the success of these changes often hinges on how well the transition is managed, not just the change itself. Effective change management addresses the human element—helping team members move from denial and resistance to exploration and commitment. By understanding and supporting these transitions, leaders can foster an environment where changes are not only...
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158. Extreme Curiosity, with Neil Harkins
Full Funnel Freedom
In the world of sales, curiosity isn’t just a trait—it's a critical component of success. Extreme curiosity allows sales professionals to dig deeper, uncover hidden needs, and truly understand their clients' challenges. This deep understanding enables salespeople to offer solutions that aren't just off the shelf but are tailored to the specific pain points of their clients. When you approach every interaction with a genuine desire to learn and understand, you're not just selling a product—you're providing value that resonates on a deeper level. This approach not only builds trust but...
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157. Whatever They Answer, They are Right
Full Funnel Freedom
Effective communication in sales leadership is crucial for fostering honest and productive interactions within a team. Asking the right questions without being attached to a specific outcome allows leaders to gather genuine information, which is essential for making informed decisions and guiding sales strategies. By expressing appreciation and maintaining rapport, even when faced with unexpected or unfavorable responses, leaders can create an environment where team members feel safe to share openly. This approach not only strengthens relationships but also enhances the overall effectiveness...
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156. Maximize Your Market Presence: The Power of Networking and a Strong Website, with Jessica Gruber
Full Funnel Freedom
In today's fast-paced business landscape, maintaining a strong presence in the marketplace is crucial. This involves not just having a great product or service, but also establishing a robust network and a compelling online presence. Networking, particularly in B2B environments, is about more than just meeting potential clients—it's about forming meaningful connections with referral partners who can introduce you to your ideal clients. This strategic approach to networking transforms it from a tedious task into a powerful business development tool. Meanwhile, your website serves as the first...
info_outlineThis episode is also available on YouTube: https://youtu.be/v9PW1onH2fU
The traits that make a great salesperson are strikingly similar to those that define an effective leader. Both roles require the ability to guide and inspire others, often in situations where the path forward is unclear.
Jason Cutter, Chief Transformation Officer at Cutter Consulting Group's background is a testament to his unique approach to sales and leadership. With analytical upbringing Cutter initially pursued a degree in marine biology, preferring the company of sharks to people. However, his career took a significant turn when he ventured into the sales industry in 2002. Despite having no formal training in sales or leadership, Cutter's knack for understanding and helping people propelled him forward. He combined his analytical skills with a deep empathy for client needs, eventually authoring the influential book "Selling with Authentic Persuasion." Now, as an international speaker and thought leader, Cutter helps organizations build scalable, profitable sales teams that prioritize genuine human connection over traditional sales tactics.
What you'll learn:
- How can sales professionals leverage their authentic selves to build trust and close more deals?
- What strategies can leaders use to transition from operations to effective sales leadership?
- How do you balance the need for structured processes with the necessity for human interaction in sales?
We want to hear from you!
Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.
Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta
Resources:
- Selling with Authentic Persuasion: Transform from Order Taker to Quota Breaker, by Jason Cutter
- The Five Love Languages: The Secret to Love That Lasts, by Gary Chapman
- The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People, by Gary Chapman, Dr. Paul White
- No Ego: How Leaders Can Cut the Cost of Workplace Drama, End Entitlement, and Drive Big Results, by Cy Wakeman
- The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance, by Howard Dover
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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/
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