How to Succeed at Improving Your Team's Batting Average with Kallie Klein
Release Date: 07/08/2024
How To Succeed at Shifting Your Sales Performance Into High Gear
How to Succeed Podcast
Podcast Summary Jennifer Cobb, the trailblazing NASCAR driver and entrepreneur, takes the wheel in our latest episode to share her extraordinary journey through the fast lanes of racing and business. Join us as Jennifer recounts her impressive achievements, like her standout sixth-place finish at Daytona, and navigates the challenges of a male-dominated sport without the cushion of major financial sponsorships. She opens up about the pivotal role her family, particularly her late mother, had in her career, and how she managed to balance racing with life's practicalities, such as securing...
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How To Succeed at the Cure For Stupidity: Understanding the Brain Science of Change, Communication, and Human Behavior
How to Succeed Podcast
Podcast Summary Eric Bailey, president of Bailey Strategic Innovation Group and bestselling author of "The Cure for Stupidity," joins us to unravel the complexities of human behavior through the lens of brain science. Inspired by a spontaneous New Year's resolution, Eric's journey from various industries to authoring a transformative book is nothing short of fascinating. He brings to light how our perception can mislead us and the illusion of certainty that our brains create, urging us to engage in self-reflection and adapt our communication for better understanding. Explore the captivating...
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How To Succeed at Being Unstoppable: Unlocking Your Full Potential in a Changing World
How to Succeed Podcast
Renowned speaker and author Krish Dhanam shares his compelling journey from a Zig Ziglar seminar to transforming his career in sales. Experience firsthand the enlightening stories and personal anecdotes that reveal how stepping out of comfort zones can shape the mindset of the top 3% who thrive in the effective zone. Krish’s insights into mindset shifts and embracing change illuminate the path to achieving sales success and overcoming any obstacles in your way. Uncover the secrets to effective leadership and consistent success as we discuss the importance of consistent daily actions over...
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How To Succeed at Creating Engagement with Corporate Events
How to Succeed Podcast
Nashville's own Benji Harris, a gifted songwriter and composer, joins us to unravel the profound influence of music on the corporate world. From his early days forming a band in middle school to sharing stages with country stars, Benji has skillfully woven his experiences into his work with Song Division—pioneering a unique approach to employee engagement and company culture through music. Prepare to be captivated by his journey and insights on using music to transform attitudes and behaviors within corporate environments. Explore the power of musical team-building exercises where skepticism...
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How To Succeed at Harnessing Innovation in Sales with Jeremy Thomson
How to Succeed Podcast
Podcast Summary Unlock the secrets of seamlessly integrating cutting-edge technology with traditional sales methods. Join us as we engage with Jeremy Thomson, a seasoned expert in the Sandler network, exploring the transformative impact of tools like AI and ChatGPT. We promise to guide you through the rapid evolution of CRM systems, illustrating how once-basic platforms have morphed into essential, AI-enhanced allies in the sales arena, crucial for staying ahead in a competitive market. Our conversation sheds light on the delicate balance between technology and the human touch in...
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How To Succeed at Empowering Leaders Through Personal Aspirations with Phil Putnam
How to Succeed Podcast
What if aligning personal passions with professional goals could revolutionize performance in your organization? This episode offers a roadmap to uncovering how "Desired Based Leadership" can transform your team's motivation and productivity. We welcome Phil Putnam, author and thought leader, as he shares insights drawn from his formative experiences with communication and relationship-building. Discover the untapped potential of integrating personal aspirations into workplace culture, and learn strategies to create a harmonious environment where both employees and companies thrive. Our...
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How To Succeed at Front-Line Sales Management with Michael Norton
How to Succeed Podcast
Join us as sales leadership veteran Michael Norton shares his deep expertise on the frontlines of sales management. With decades of experience, Michael offers a unique perspective on the complex role of frontline sales managers, who are the unsung heroes behind every successful sales team. Discover how these leaders navigate the competing demands of upper management, peers, and other departments, all while juggling the multifaceted challenges of being a player-coach. Learn about the critical importance of time management and the seemingly Herculean tasks these managers face each day. In our...
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How To Succeed at the Karpman's Triangle with Danny Wood
How to Succeed Podcast
Unlock the secrets of the Karpman Drama Triangle and transform your approach to sales, management, and relationships! In our latest episode, expert guest Danny Wood joins us to unravel the complex roles of persecutor, rescuer, and victim that can disrupt personal and professional dynamics. Through lively examples from family settings to high-stakes sales environments, we shed light on how these roles manifest and challenge us to become more self-aware. By recognizing how these patterns play out, you’ll gain powerful insights into fostering healthier, more productive interactions in every...
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How To Succeed at Time Management For Sales Leaders with Dan Stalp
How to Succeed Podcast
Unlock the secrets to mastering time management and elevate your sales leadership game with insights from Dan Stalp, a seasoned performance consultant and trainer at Sandler. In our enlightening conversation, we challenge the myths of multitasking and highlight the art of distinguishing between cognitive and routine tasks to supercharge productivity. Our discussion promises to transform your chaotic workdays into structured, effective sessions through proactive planning and the strategic use of time blocks. Discover the power of prioritization and focus, a hallmark of successful leaders who...
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How To Succeed at the Art of Powerful Sales Communication with Matt Detjen
How to Succeed Podcast
Matt Detjen, author of "The Art of Powerful Sales Communication," joins us for an insightful conversation about revolutionizing sales strategies with effective communication. Matt shares his transformative experience from attending a pivotal sales course in 2007, which inspired him to write his book during the pandemic. In our discussion, he expands on techniques like reflective listening, which goes beyond traditional listening by actively engaging with clients and providing feedback to establish mutual understanding. This approach not only clarifies communication but also fosters deeper,...
info_outlineIn a fascinating episode, Kallie delved into the powerful world of behavioral science, revealing its surprising influence on our purchasing decisions. We often think we make rational choices, but as Kallie explained, unconscious biases and emotional triggers often hold the reins. This insightful discussion highlighted the key to successful marketing and sales: striking a perfect balance between logic and emotion.
By leveraging psychological factors like loss aversion and availability bias, businesses can craft messages that resonate deeply with potential customers. Kallie emphasized the importance of creating an emotional connection, understanding that we buy not just products, but the feelings associated with them.
The episode also offered practical techniques for building trust and persuading potential clients. Addressing concerns, setting clear expectations, and employing qualifying questions that empower prospects – all these elements were identified as crucial for successful sales conversations.
Timestamps:
00:13 Improving sales performance in large enterprises, debunking misconceptions about training and attitude.
04:43 Sales training, attitude, and behavior change in an enterprise organization.
09:36 Changing behaviors in sales training, emphasizing specificity and safety.
14:23 Sales techniques for enterprise organizations, including upfront contracts and creating a common language.
19:39 Sales techniques, including reframing attitudes towards pricing and negotiation.
23:42 Sales strategies, failures, and success with an enterprise facilitator.
Key Takeaways:
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Focus on behavior, attitude, and technique training to improve enterprise sales performance.
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Cultivate personal responsibility and desire for improvement in sales teams.
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Identify and change specific uncomfortable behaviors through targeted exercises.
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Create a safe learning environment that encourages risk-taking and gradual improvement.
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Establish a common language and unified selling methodology across the organization.
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Reframe pricing conversations as impact discussions to overcome negotiation challenges.
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Internalize the success triangle of attitudes, behaviors, and techniques for personal growth.
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Practice authentic, direct communication to connect meaningfully with clients and colleagues.
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