Summary:

In this episode of the Sell By Being Human podcast, we bring on Seren Silva, an executive leadership coach, author, former ad sales executive, and Reiki practitioner. For those of you not familiar with Reiki, it's a healing technique based on the principle that the therapist can channel energy into the patient by means of touch, to activate the natural healing processes of the patient's body and restore physical and emotional well-being. I've never had a session but I think there's parallels to the transfer of energy in this practice and the transfer of energy in sales.

We explore the importance of authenticity in sales, the cultural influences on personal identity, and the journey from corporate life to entrepreneurship. Seren shares insights on connecting with one's intuition, the power of energy in interactions, and the significance of self-love in overcoming judgment. The conversation emphasizes the need for genuine human connection in business and offers practical advice for navigating sales with integrity and authenticity.

You'll also hear how Serin's parents came over from the Greek island of Cyprus with barely anything and how they instilled values and a work ethic that can apply to anything you do.

Key Moments:

00:00 Introduction to Human Connection in Sales

02:50 The Essence of Selling by Being Human

08:33 Cultural Influences on Personal and Professional Identity. The story of Serin's family coming from Cyprus and what it taught her.

14:35 Navigating Career Transitions and Authenticity

17:15 Connecting with Intuition and Inner Knowing

24:23 Skepticism and the Power of Energy in Interactions

28:45 The Leap to Entrepreneurship and Coaching

34:41 Sales Strategies and Authenticity in Business

40:38 Key Takeaways for Authentic Selling

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• Serin's Website
• LinkedIN

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Summary:

Helen Wada comes on the podcast from across the pond in the UK to share her journey from being a consultant to becoming an executive coach and the founder of The Human Advantage. She discusses the importance of coaching in understanding oneself and others, the need for long-term perspectives in business, and how coaching skills can enhance commercial success.

She emphasizes the significance of building trust, practicing mindfulness, and engaging in reflective practices to improve personal and professional relationships.

You'll learn to observe some of the best coaches in your life and how those same skills can apply to any situation where you have to create change. We also also touch on overcoming pushback in coaching and the role of emotional intelligence in sales and business interactions.

Takeaways:

Helen's journey into coaching began with her own experiences as a client.

Coaching helps individuals understand their strengths and aspirations.

Long-term perspectives can lead to more effective business strategies.

The Human Advantage framework combines coaching skills with commercial focus.

Building trust is essential for successful client relationships.

Mindfulness and presence enhance coaching effectiveness.

Reflective practice is crucial for continuous improvement.

Overcoming pushback requires understanding client needs and values.

Emotional intelligence is key in sales and business interactions.

Self-knowledge is foundational for commercial success.

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• LinkedIN

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Summary:

Pablo Gonzalez shares his journey of building communities and driving business through community building. He emphasizes the power of human connection and the value of belonging in building relationships and communities. You'll learn the power of creating communities for your own business and how Pablo built them out of learning what worked in his own career.

Pablo's personal experience with his brother's illness and the support of a community during that time inspired him to explore the potential of community building in business. He discovered the power of creating touch points and brokering relationships, which led him to start his own business focused on community building

Pablo's approach involves creating stages and platforms for people to connect and share their expertise, ultimately creating value for others. In this conversation, we discuss the power of building strong communities that lead to revenue, and how to create value for people to get attracted to communities. We emphasize the importance of approaching networking with a mindset of how to be helpful and make connections, rather than focusing on personal gain. We also discuss the process of creating a compelling point of view and using content creation, such as podcasts and live events, to engage with and attract like-minded individuals.

Pablo shares examples of how these strategies have helped him build communities and achieve business success. This was one I'm going back on myself to learn from!

Enjoy!

Key Moments:

03:02 The Power of Community Building

08:02 Selling by Being Human

13:08 Creating Value for Others

18:25 The Value of Belonging and Human Connection

22:12 Creating Touch Points and Brokering Relationships

29:01 Building Stages and Platforms for Connection

36:14 Creating a Compelling Point of View

41:19 Using Content Creation to Attract and Connect

44:20 Building Communities and Achieving Success

56:16 Memorable Experiences and Happy Coincidences

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• LinkedIN

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Summary:

We welcome another former teacher turned sales trainer on the podcast. I'm always fascinated about why teachers can go from that profession and find absolute success in sales. This one is no different where we welcome Chris Caldwell. A former teacher, golf coach, and retreat leader who has now turned sales trainer and is CEO of Sell As You Are.

We explore the importance of human connection in sales, the transition from teaching to sales training, and the art of enrollment in guiding prospects. Chris offers some interesting thoughts on how to guide people with data thats meaningful to them.

Chris shares insights on bridging psychology with sales techniques, frameworks for effective sales calls, and transformative success stories from his brand of sales training. The conversation emphasizes the need for authenticity, understanding, and personal growth in the sales process. You'll pick up some subtle techniques of how teachers guide their students and how that can help you connect in a more human way in whatever you might be selling.

Key Moments:

00:00 Introduction to Human-Centric Sales

02:21 From Teaching to Sales Training

06:16 Selling Through Human Connection

12:55 The Art of Enrollment in Sales

20:12 Bridging Psychology and Sales Techniques

24:52 Frameworks for Effective Sales Calls

35:17 Transformative Success Stories in Sales Training

Connect with Chris

• LinkedIN

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• Youtube
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Summary:

In this episode, I interview Coach Dan Gordon, an executive business coach and host of the podcast For Badass Entrepreneurs Only. We discuss the importance of selling authentically and the impact of human connection in sales. Miriam Webster's Dictionary rated authenticity the #`1 word last year so it goes without saying it's overused. We actually break down what it is and isn't in sales.

Coach Dan emphasizes the need for salespeople to show up with authenticity and share their true thoughts and feelings. He believes that deeper connections and trust are formed when people drop their armor and have honest conversations.

The conversation also touches on the relationship between sales and personal relationships, the power of unlimited possibilities, and the value of embracing failure as a path to success. We also explore the importance of understanding the buyer's perspective and demonstrating value in sales. We dive into the role of fear in sales and the importance of asking for what you want. Dan shares his insights on trauma and its impact on self-perception, as well as the four pillars that entrepreneurs often struggle with: sleep, stress, focus, and performance.

Finally Dan offers a free week of a sleep improvement tool called New Calm.

Key Moments:

00:00 Introduction to Coach Dan Gordon

02:50 Selling Authentically and Building Trust

07:05 The Relationship Between Sales and Personal Relationships

10:46 Embracing Unlimited Possibilities in Sales and Life

15:00 The Role of Personal Development in Success

23:42 Understanding the Buyer's Perspective and Demonstrating Value in Sales

26:44 Overcoming Fear and Asking for What You Want

27:29 The Impact of Trauma on Self-Perception and Personal Growth

32:06 The Four Pillars Entrepreneurs Struggle With: Sleep, Stress, Focus, and Performance

35:34 Recommendation: New Calm - A Sleep Improvement Tool

Connect with Dan

• LinkedIN
• Badass Entrepeneurs Podcast

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Summary:

Sonnie Linebarger comes on the podcast today to share her remarkable journey from a Certified Nursing Assistant (CNA), to Chief Operating Officer (COO), to entrepreneur, and now to CEO.

One of toughest settings to connect with someone is in a hospice setting. These are patients at the end of their lives and can be emotionally grueling work. Sonnie shares how she's done it and has made an amazing career at it.

Sunny emphasizes the importance of human connection in sales, particularly in healthcare, where empathy and compassion are crucial. She discusses her experiences in patient care, the emotional challenges of working in hospice, and how these experiences shaped her approach to business operations and consulting.

Sonny also highlights the significance of storytelling in her consulting work and how she's been able to translate these traits to become a successful entrepreneur and CEO.

Key Moments:

00:00 Introduction and Background

04:16 Making Patients Feel Cared For

09:23 Handling Emotions in a Healthcare Setting

21:48 Transitioning from Clinical to Business

26:36 Consulting and the Power of Storytelling

32:19 Selling and Connecting in Consulting and Speaking

36:41 Sunny's Unique Trait: Singing Everyday Conversations

39:21 Conclusion and Where to Connect with Sunny

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• LinkedIN

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Summary:

Kim Nicol, a life coach specializing in mindfulness and leadership, shares her insights on helping people see different perspectives and creating a calm and safe environment. Kim coaches first time managers and part of her coaching is selling them on how they can reframe a different approach. She discusses reframing resistance in fitness and yoga, as well as the importance of presence and appreciation in everyday interactions. Kim also offers advice on having difficult conversations and advocating for professional development within organizations.

You'll unlock tips like the power of the phrase "I'm Glad You're Here". You'll learn a way to move others through intentional acts of calmness. And you'll learn how a yoga teacher sells people who hate pushups!

Key Moments:

00:00 Reframing Resistance and Overcoming Fears

06:56 Creating a Calm and Safe Environment

10:57 Mindfulness and Presence in Everyday Interactions

15:23 Having Difficult Conversations with Empathy and Transparency

22:08 Advocating for Professional Development and Growth

Connect with Kim

• LinkedIN

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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

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