Summary:

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:

Summary:

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

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• LinkedIN:
• Website:

Summary

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

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• LinkedIN:
• Website:

Summary

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

Summary:

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:

Summary:

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

Summary:

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

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• LinkedIN:
• Website:

Summary:

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: