Episode 29

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Published on:

16th Dec 2020

Passion is the Truest Sense of Enthusiasm in Sales - Bryan Elsesser, Senior SDR Director, Aircall

Summary:

I knew I wanted to have Bryan Elsesser on as soon as someone told me, you gotta interview this guy. He's a former opera singer turned salesperson. If that isn't a more unique profile for a salesperson, I don't know what is. This is certainly a road that few people travel so I needed to talk to Bryan about how that happened.

Bryan also happens to be a father of 3, a volunteer firefighter, real estate enthusiast, and sales leader.

We spoke alot about what themes connect those roles. We also dove into ways you can practice thinking about what concerns people and letting that be our guide in sales. Bryan will show you how to be open to new situations and also how to ask questions to allow you to break down walls that may exist between yourself and others.

Key Takeaways by Time!

  • 3:31 - Enthusiasm can be inauthentic, passion can't
  • 8:25 - Brian's first cold call story and how it relates to his days as an opera singer
  • 17:40 - Exercise on writing out concerns, Top 5 industry concerns, top 5 personal concerns
  • 28:40 - When people put a wall up, there's a reason for it. How to address it.

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About the Podcast

Sell By Being Human
On the Sell By Being Human podcast, award-winning sales professional Alex Smith provides the proven way to harness your innate human skills like empathy, curiosity, and kindness to learn how to sell and navigate the sales journey.
This is where human connection and sales meet. You may be someone whose success depends on influence, negotiation, and your ability to create change, but you may reject aggressive sales tactics. Maybe you feel stuck in corporate "autopilot," knowing your best asset is your genuine personality, but you struggle to use it to get what you want. Then this channel is for you.

It will teach you how to close the gap between wanting to be ethical and feeling pressured to sell aggressively. You’ll also learn actionable strategies for translating emotional intelligence into high-trust results. Join Alex and top guests, including NY Times bestsellers, keynote speakers, and global founders, as they prove that being truly human is the ultimate sales advantage.

About your host

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Alex Smith

Alex Smith is a seasoned sales professional and podcast host who champions a human-first approach to selling. With nearly two decades of experience, he explores how empathy, curiosity, and genuine connection drive influence in everyday life. Through his podcast, he highlights stories from people across all professions, showing that anyone can persuade and create impact simply by being human.