Art & Science of Complex Sales

Sales Skills and Mindset Barriers with Oliver Tuffney

Switch gears with us as we delve into the mental roadblocks that can hamper a salesperson's performance with sales expert and coach, Oliver Tuffney, Engagement Director from Emerse Group.

 

Sales Skills and Mindset Barriers (14:22) 

Olly & Paul discuss how through data-backed and objective findings, salespeople can be shown to have the capability and potential to have successful CEO conversations. We then discuss how role practice is key to overcoming this mindset and becoming a successful salesperson.

 

Transitioning From Inbound to Outbound Sales (22:43)

Paul and Oliver discuss the changing dynamics in the sales world, particularly the shift from a predominantly inbound focus to a need for outbound sales efforts. They discuss the challenge of adapting sales teams from being skilled at handling inbound leads to becoming effective in proactive outbound sales. Oliver also talks about the importance of creating a sense of camaraderie and ownership within the team, appointing outbound champions, and introducing feedback loops to improve outbound performance.

 

Sales Meeting Structure for Transformational Growth (33:42)

Olly outlines the framework of Unpack, which he has implemented in many different businesses, leading to increased accountability, transparency, and efficiency. This structure empowers sales people to take ownership of their goals and helps managers stay on top of progress.

The Impact of Data in Today’s Business Landscape: Interview with Ben Tagoe

Have you ever experienced the power of data, how it shapes decisions, and the impact it can have on performance? Our guest, Ben Tagoe, CEO of Objective Management Group (OMG), takes us on a journey where he weaves his experiences in finance, data analytics, and into his current role.

 

Utilizing Data to Improve Sales Performance (8:49)

Ben shares a story of how he used Objective Management Group's candidate assessment to make a difficult decision between two candidates he was fond of. The assessment revealed that one candidate had higher responsibility scores and that one piece of data made the decision easier. We also talk about the hundreds of questions in the assessment and the hundreds of data points generated for each evaluation.

 

Improving Sales Skills and Self-Awareness (20:09)

Ben has learned many lessons from his experience with the trainers and coaches at Objective Management Group. Research has been conducted on what it takes to be an elite sales manager and how managers can impact coachability. The importance of coaching frequency and how managers can maximize the time they spend coaching their team is also discussed.

 

The Future of Sales and OMG (25:48) 

We discuss Ben's experiences taking over Objective Management Group and leading them through the changing sales landscape. Ben shares his approach of immersing himself in the culture of OMG instead of imposing his values and ethics. We discuss the company's vision for the next five years, in terms of data insights, the partner network, and the use of AI in assessing salespeople and their approach to pitches and questions. 

Qualification, Coaching, and Culture of Success: Interview With Mark Burton Brown

Are you tired of the push and pull of sales? Then this episode will change your perspective. In an intriguing conversation with Mark Burton Brown from Engagement Partners, we redefine sales as a collaboration and problem-solving process. 

 

Importance of Qualification & Disqualification in Sales (09:16)

Mark Burton, emphasizes the importance of both qualification and disqualification in business and sales. He shares how disqualification is even more critical than qualification based on his experiences and provides an example of a client who saved time by disqualifying certain leads. The subsequent conversation between Paul and Mark underscores the significance of disqualification in avoiding wasted time and the need to handle it with care.

 

Creating a Culture of Positive Learning (17:23)

In this conversation, Paul and Mark discuss the power of coaching through mistakes and how to create a safe environment for people to learn from their failures and "fail forward." Mark suggests that instead of focusing on what went wrong, it's more effective to concentrate on what went right. When a salesperson or manager achieves success, they should analyze what they did well and build on those strengths. Then, they should identify just one thing they could do differently in a similar situation in the future. This process helps boost confidence, reinforces the importance of following a process, and encourages continuous improvement in a positive way.

 

From Successful Salesperson to Effective Sales Manager (20:04)

Mark reflects on his journey from being a successful salesperson to a less effective sales manager. He was promoted into a management role due to his sales performance but lacked the skills to manage, lead, motivate, and coach his team effectively. About 12 years ago, he was introduced to the concepts of coaching, motivation, and accountability through the Objective Management Group. Since then, he has been on a journey to improve his coaching abilities and learn how to build healthier relationships with his team members. He mentions that a recent webinar highlighted the importance of trust, respect, and a healthier relationship between managers and salespeople in making the latter more coachable. Additionally, he has learned that putting the team's needs ahead of one's own can also lead to increased motivation and performance.

Rising Above Challenges: Interview with Carrie Richardson

Ever wondered how selling vacuum cleaners door-to-door could possibly lead to owning two of the top sales call center operations in North America? Carrie Richardson, our guest for this episode, has accomplished just that and much more. 

 

From Alcoholism to Sales (07:32) 

Carrie discusses her past struggles with alcoholism and her journey to sobriety, which she achieved in her 30s. She found that in sales, as long as she met her targets, her bosses were more forgiving of her behavior. She talks about her experience in sales, starting with selling vacuum cleaners door-to-door in a cold Canadian city. She credits a motivating leader who emphasized personal improvement for her success in this role. She shares a humorous anecdote from her time in sales, where she cleaned a potential customer's house with a vacuum cleaner and tried to persuade them to buy it, even going so far as to put the dirt back on the carpet when the customer refused. Ultimately, the customer bought two vacuum cleaners the next day, one for herself and one for her daughter's house.

Transitioning Careers (18:41) 

Carrie talks about her experience covering a personal training shift at a gym for six weeks, as a colleague was returning to their home country. Her previous training experience and the gym's understanding of her recovery journey made it a good fit. She excelled in selling personal training, surpassing regular monthly sales within a week consistently for six weeks. As a result, the gym's manager offered her a position at a high-end gym for membership sales, but she found it wasn't the right fit for her and left the job after less than a month. She decided to start her own personal training business, but the challenge was that she had to work split shifts. She preferred working with elite athletes and highly motivated individuals. She also shared her journey into Muay Thai and eventually going to Thailand to immerse herself in it, with a strong determination to excel at whatever she pursued, regardless of the financial outcome. 

From Telemarketing to Business Success (36:29) 

Carrie discusses the challenges of hiring employees for a telemarketing business, describing their workforce as "second chance employees." They had to make telemarketing an attractive and exciting career option and implemented the Entrepreneurial Operating System (EOS) in their business to achieve this. They noticed that regardless of the salary offered, they received the same applicant pool because telemarketing was not the first choice for job seekers.

 

This episode is packed with wisdom from Carrie's own experiences, valuable insights, and practical advice that will leave you better equipped, whether you're a seasoned professional or a beginner. Join us to uncover Carrie's inspiring journey from being unemployed to creating a successful business empire. It's a story you don't want to miss!

Building Trust and Confidence in Sales: Interview with Brian Kavicky

Join us in today’s interview as we welcome the Co-founder of Lushin, Brian Kavicky to share his personal journey from how he started out with electrical wholesaling and ended up in the sales sector. Listen in as he details his early years in a management training program where he faced challenging accounts and learnt the importance of being present in conversations. 

 

On-the-Job Learning (8:44)

Paul discusses the value of Brian's three-year management training program, which shaped his career. Brian explains that the industry faced challenges in finding managers, so they recruited flexible individuals like him. Brian learned from being in the field and dealing with skeptical employees. He took on challenging accounts, demonstrating his skills to the sales team, and encouraged them to learn from his successes.

 

Mindset and Strategy in Sales Conversations (17:07)

Paul and Brian discusses the importance of building trust to facilitate sales transactions.

Brian elaborates on the distinction between prospecting and selling, highlighting that prospecting involves qualifying potential clients based on their needs and challenges. They emphasize the need to quickly establish credibility and understand clients' issues without directly asking about them. Brian suggests that once a meeting is scheduled, it's crucial for the salesperson's mindset to shift away from trying to prove themselves and instead focus on creating a safe and collaborative environment. They recommend using curiosity to understand why the client wants to meet and avoid immediately showcasing their capabilities, as this can escalate conflict.

 

Major issues in the current Sales Industry (25:34)

Brian points out the rapid advancement of technology in sales, especially in prospecting. He mentions the increasing use of tools like AI-powered email analysis and messaging tailored for different types of potential customers. Brian stresses that while these tools can be helpful, their improper use, such as excessive automation, can damage the prospecting process. He shares a personal experience of receiving automated, irrelevant emails that tried to create a false sense of connection. Brian also touches on the difficulties faced by sales managers when it comes to identifying and bringing on board the right salespeople, often resulting in hiring and onboarding errors.

 

Discover how the perfect blend of technology and automation can streamline your sales process in this episode.

 

Becoming the Happy Sales Manager with Gretchen Gordon

Listen in as we welcome back Gretchen Gordon to explore the practical insights and actionable advice found in her new book, The Happy Sales Manager. With a rich background in sales and management, Gretchen uses her experiences to equip individuals looking to break into sales management, founders handling sales, and sales managers aiming to enhance their performance.

Coaching Your Way to Sales Excellence: Interview with David Mullins

Join us in today’s episode with David Mullins, High Performance Sales Coach. David's a father of seven, a former pastor and a successful salesperson and leader across multiple industries and businesses. His greatest professional gift and joy is coaching people to help them achieve the right mindsets, skill sets and processes to exceed their largest stretch goals.

Building Sales Relationships with Casey Jacox

Join us in this episode with Casey Jaycox, a star sales leader, executive leadership coach, and author of 'Win the Relationship, Not the Deal'. Drawing from his experiences in athletics, sales, and leadership, Casey unpacks how his self-belief paved the way for his success and helped him soar to his potential.