SummaryBrian 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 podcast01:25 The Power of Human Connection07:03 The Emotional Impact of Magic14:04 Brian's Journey with Magic23:02 Understanding Perspectives in Sales27:52 Connecting Beyond Agreement29:09 Finding Common Ground: Connecting Despite Differences31:24 The Power of Meaningful Questions34:48 Remembering Names: Making People Feel Valued40:46 Perspective Taking: Understanding and Connecting with Others43:36 Beyond Empathy: Making People Feel UnderstoodConnect with BrianLinkedINWebsiteConnect with Us!LinkedIN: Website:

SummaryIn 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!Chapters00:00 Introduction and Background02:03 The Meaning of 'Sell by Being Human'03:00 Chapter 1: Mentors and Identity04:19 The Influence of John's Father06:18 The Skills of a Pastor in Sales08:32 Early Sales Experiences and Lessons Learned12:05 Advice for Younger Self and Overcoming Fear14:06 The Concept of Relentlessness15:01 Dealing with Fear in Sales19:16 Selling Without Fear and Pre-Call Planning20:37 Writing 'Relentless Sales'21:53 The Power of Encouragement22:40 Believing in Yourself23:23 Key Skills in Sales24:30 The Importance of a Sales Process25:31 Curiosity and Asking Good Questions26:53 Mental Toughness and Relentlessness27:16 The Role of Faith28:36 Living from Your Identity29:49 Blending Sales, Mentality, and Faith30:21 The Power of Connection32:24 Bringing Faith into Business33:40 Finding Inspiration from Church34:41 Talking About Faith in Business36:25 Being Genuine and Authentic37:20 Being Your Genuine Self38:19 Gathering People and Building Community41:36 Being a Hype Man for Others42:29 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.TakeawaysSelling 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 Human06:17 Understanding the Problem09:37 Making Tough Decisions12:26 Observing Skills in Others23:24 The Importance of Outbound Sales24:13 Sales as a Craft and Unique Experience26:05 Unique Approach to Sales Training27:36 Mindset and Skill Sets in Sales29:29 Reader-Centric Language in Outreach31:04 Earning the Right to Sell32:00 Misuse of Cold Calls33:15 Optimizing Voicemail Strategy34:12 Using Texting in Sales37:15 Being Social vs. Being a Social Seller on LinkedIn38:37 Making the Ask in Sales41:28 Authenticity and Transparency on LinkedIn43:21 Revenue Revelry EventsConnect with LeslieLinkedINConnect with Us!YoutubeWebsite:

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.TakeawaysAuthenticity 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.Chapters00:00 - Introduction to the Sugar Shack and its Origins02:03 - The Evolution of the Sugar Shack Experience07:04 - The Early Days and the Hustle09:28 - Expanding the Reach and Building a Brand13:00 - The Transition from Hobby to Career20:21 - The Pressure and Comfort of the Sugar Shack Sessions23:23 - Communicating with Artists and Building Relationships25:45 - The Challenge of Being Absent26:14 - Authenticity and Transparency in Communication26:53 - Building Connections and Networking27:19 - Creating a Movement and Community27:58 - Building Relationships with Artists28:26 - The Evolution of Sugar Shack29:02 - The Role of Photography in Sugar Shack29:34 - Empowering Others and Giving Opportunities30:03 - Expanding the Sugar Shack Experience30:38 - Maintaining the Sugar Shack Sessions31:01 - The Impact of Sugar Shack on People's Lives31:47 - Eddie's Leadership and Seeing the Best in Others32:14 - The Influence of Entrepreneurial Parents32:44 - The Impact of Military Experience33:15 - Leadership Skills Developed in the Air Force34:37 - Applying Military Skills to Sugar Shack35:05 - Confidence and Risk-Taking36:01 - Creating a Family Culture at Sugar Shack37:00 - Future Plans for Sugar Shack38:00 - Balancing Growth and Maintaining the Sugar Shack Sessions39:26 - Crazy Stories and Band Culture at Sugar Shack40:20 - Dream Artists to Collaborate With41:00 - The Next Chapter for Sugar Shack42:17 - Unique Qualities of Eddie and LisaConnect with SugarShackSugarshack Music Channel - YoutubeSugarShack 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 career05:02: Influence of Lisa's father and early sales experiences08:22: Lisa's father's transition to a non-sales role09:21: Lisa's exposure to different types of people12:21: Skills learned from Lisa's father's role as a CNC machinist15:43: Lisa's experience in retail sales at The Buckle20:34: Lisa's role as a Principal Connected Solutions Architect at Verizon25:23: Importance of empathy and understanding in sales26:00: Setting Expectations and Asking Questions27:08: Different Communication Styles28:05: Building Relationships and Getting to Know Teammates29:04: Personal Conversations and Connecting on a Human Level30:29: Balancing Work and Personal Life31:22: Advice for Non-Sales Salespeople32:05: Using Data and Building a Compelling Story33:33: Being Open-Minded and Collaborative34:32: Understanding Stakeholders and Speaking Their Language36:11: Selling Through the Lens of Human Connection40:53: Treating People with Kindness and Building Relationships45:20: Being Genuine and Putting People First46:18: Lisa's Childhood Sales ExperienceConnect with Lisa:LinkedINConnect with Us!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:00:00Introduction and Background01:26 Dee's Sales Journey04:14 - Authenticity in Sales, How to exhibit it.06:12 - Examples of Authentic People08:40 - Sharing Personal Experiences09:08 - Challenges of Authenticity12:27 - Being Authentic on LinkedIn22:16 - Domain Expertise in SalesConnect with DeeLinkedINConnect with Us!LinkedIN: Website:

Summary: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 alignment11:33 - The accumulation of showing up differently20:50 - 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 network35:00 - Path to success is not a straight lineConnect with ScottLinkedINConnect with Us!LinkedIN: Website:

Summary: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.TakeawaysEmbrace 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 it05:34: The power of asking for help09:40: The importance of self-acceptance and courage10:30: Selling by being human11:55: The impact of sharing personal stories13:55: The power of humor and jokes21:16: Creating a comfortable space for conversations27:48: Moving a sale forward through understanding30:31: Embracing sales in non-sales rolesConnect with FranciscoLinkedINConnect with Us!LinkedIN: Website:

Summary: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 sales15:10 - How does a marketer use human connection in how they sell20:44 - Recruiting in start-ups. Finding alignment instead of convincing people to join.Connect with Bethany!LinkedINConnect with Us!LinkedIN: Website:

Keith Daw is the founder and candidate concierge at Be Kinetic. Keith helps people in transition maximize their job search and land their next opportunity. He comes from a background in Sandler Sales training and also in hospitality with Ruby Tuesday's. 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 things15:36 - 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 gettingConnect with Us!LinkedIN: Website: Connect with Keith!LinkedIN:

Summary: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 salespeopleConnect with Erica!LinkedINErica's WebsiteBring Your Human to Work bookRituals Roadmap bookConnect with Us!LinkedIN: Website:

Summary: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:TakeawaysSales 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.Chapters01:26 -Dan Pink's background and inspiration for writing 'To Sell as Human'07:00 - The importance of creativity in sales and personal development08:25 - The concept of 'useful delusions' and its application in sales09:53 - The value of soft skills in sales, why they're really human skillsand their importance in the future14:10 - The connection between sales and morality17:12 - The impact of regret on buying decisions and sales28:33 - Unlocking sales skills in non-salespeople and developing a more human approach in sales professionals37:27 - The connection between sales and empathy and the difference with attunement45:00 - The future of sales and the importance of being a decent human being46:56 - A fun question about something unique to Dan Pink49:42 - How to learn more about Dan Pink's workConnect with DanWebsiteConnect with Us!LinkedIN: Website:

Summary: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 workplace12:05 - 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 IndiaConnect with SuchiLinkedINConnect with Us!LinkedIN: Website:

Summary: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 person14:17 - Influence is all about changing another persons mind18:58 - 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 ArishmaLinkedINConnect with Us!LinkedIN: Website:

SummaryAmy 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 buyer22:04 - 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 selction34:10 - How to shift response in conversation to really listen to understand your buyer39:00 - Who does this well in Amy's lifeConnect with AmyLinkedINConnect with Us!LinkedIN: Website:

Summary: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 TabLinkedINConnect with Us!LinkedIN: Website:

Summary: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 coach13:18 - 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 enthusiasm23:11 - 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 WaitleyConnect with LoyLinkedINConnect with Us!LinkedIN: Website:

Summary: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 us09:00 - Getting money until money doesn't matter14:47 - Attitude over skill, sales mindsets18:45 - Respect, transparency and having a giving attitude27:40 - The power of believing in each otherConnect with AprilLinkedINApril's WebsiteConnect with Us!LinkedIN: Website:

Summary: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 Giving3:49 - 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 pandemic17:05 - The difference between a passive giver and a go-giver.18:23 - Definition of value vs price. The desirability of a thing.Connect with BobLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary: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 emotions08:18 - How to quiet your brain to become more observant and come up with great ideas15:00 - From Wall Street banker to mentalist. Is mentalist a sales person?16:54 - What Oz is selling. How he defines his product. Creating memorable experiences20:00 - 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 OzOz's WebsiteLinkedINConnect with Us!LinkedIN: Website: