In this conversation, Jamie Crosbie, founder of Proactivate, shares her journey into sales leadership, the founding of her company, and the importance of mindset in achieving success. She discusses key leadership lessons learned over her career, the common pitfalls in hiring salespeople, and the significance of understanding individual needs for success. Jamie emphasizes the need for a high-performance mindset and the impact of self-talk on performance. She also addresses the challenges leaders face in a distracted world and the importance of overcoming limiting beliefs to unlock potential.

Jamie Crosbie's journey into sales leadership was influenced by her upbringing.

Proactivate was founded to address gaps in traditional sales recruitment.

Effective leadership requires understanding individual motivations.

Great sales leaders focus on influencing and developing their team members.

Micromanagement can hinder empowerment; leaders should teach data utilization.

Sales success is 80% mindset and 20% skill set.

Hiring requires a clear ideal candidate profile, not just a job description.

A thorough qualification process is essential for hiring success.

Self-talk significantly impacts performance and mindset.

Leaders must help their teams focus on what's most important.

00:00

Introduction to Jamie Crosbie and Proactivate

00:42

The Journey into Sales Leadership

02:01

Identifying Market Gaps in Sales Recruitment

03:56

Key Leadership Lessons and Experiences

08:55

Distinguishing Great Sales Leaders from Average

10:35

Shifting from Micromanagement to Empowerment

14:37

Understanding Salespeople's Needs for Success

18:45

Common Hiring Mistakes in Sales Recruitment

22:54

The High Performance Mindset Model

25:28

The Power of Mindset

27:58

Self-Talk and Its Impact

33:43

Overcoming Limiting Beliefs

38:54

Transforming Performance Mindset

42:32

Future Aspirations and Projects

Join host David Carr on the Business Round Table podcast for an insightful conversation with leadership coach, mentor, and serial entrepreneur Jim Koetting. Jim shares his compelling journey from personal struggles and entrepreneurial ups and downs to becoming a highly impactful mentor and coach. Discover the importance of mentorship, self-awareness, accountability, and why everyone needs a guide on their path to personal and professional growth.

In this insightful conversation, "Overcoming Blind Spots: Jim Koetting on Self-awareness and Effective Leadership," CEOM Consulting sits down with Jim Koetting, a respected leadership advisor and coach, to explore the crucial role of self-awareness in effective leadership. With decades of experience guiding executives and teams through complex organizational challenges, Jim offers a grounded and practical perspective on what it takes to lead authentically and successfully.

In the video, Jim delves into the concept of "blind spots"—the hidden habits, assumptions, or behaviors that limit leaders' impact without them even realizing it. Drawing from real-world examples and his own professional journey, he explains how these blind spots develop, why they are so difficult to identify on your own, and what leaders can do to begin uncovering and addressing them.

Relevant Bullet Points:

Jim Koetting’s journey from entrepreneur to influential leadership coach

Overcoming personal struggles with addiction and its impact on his coaching approach

Why mentorship and self-awareness are critical for growth

Understanding leadership through self-improvement and lifelong learning

Practical coaching techniques for business leaders and individuals

How to identify and work through blind spots

Differentiating between coaches, mentors, and guides

Importance of accountability and realistic expectations

Building self-leadership and personal growth habits

Using Giant tools and methodologies effectively

The transformative power of effective mentorship

Jim’s insights on managing workplace conflict and stress

Preparing yourself to become more coachable

How to find the right mentor or coach

Encouragement to start your journey to growth and leadership improvement

In this insightful episode of Speaking with Authority, Jim Koetting sits down with leadership expert Zach Arend, who shares his captivating journey from rodeo champion to corporate executive and ultimately a renowned leadership coach. Zach candidly discusses his personal setbacks, powerful leadership concepts like the "Good Soldier Dilemma," and his "Saddle Your Own Horse" philosophy. Leaders looking to deepen their self-awareness, authenticity, and effectiveness will gain valuable insights from Zach's inspiring story.

Relevant Links:

Jim Koetting: http://ceomconsulting.com

Jim Koetting on LinkedIn: https://www.linkedin.com/in/jimkoetting/

Zach Arend: https://www.zacharend.com

Zach Arend on LinkedIn: https://www.linkedin.com/in/zacharend/

Episode Highlights:

Zach's journey from rodeo struggles to becoming a two-time state champion.

Navigating a surprising career setback that triggered his leadership transformation.

Understanding the "Good Soldier Dilemma" and its impact on leadership growth.

The importance of radical responsibility and self-awareness in leadership.

Exploring Zach’s powerful metaphor: "Saddle Your Own Horse."

Insights from Zach’s TED Talk and speaking experiences.

Influences from storytelling masters Bo Eason and David JP Phillips.

Benefits of the Entrepreneurial Operating System (EOS) for organizations.

Balancing support and challenge to build effective team cultures.

Practical approaches to managing burnout through resilience and accountability.

Why true leadership prioritizes authenticity and vision over task execution alone.

Selling a business is more than just a financial transaction—it’s an emotional journey. In this episode of Speaking With Authority, Jim Koetting sits down with M&A expert and former entrepreneur Joe Lieberman to unpack the process of selling a company. From personal exit stories to navigating valuation, finding the right buyer, and preparing emotionally and financially, this conversation offers invaluable insights for business owners considering a sale.

Joe shares the behind-the-scenes truths: why deals often "die three times" before they close, how to avoid leaving money on the table, and why preparation—not panic—is the key to maximizing your outcome.

In this deeply personal and revealing episode of Leadership Insights, Jim Koetting—entrepreneur, leadership expert, and business advisor—walks us through The Emotional Journey of Selling a Business. This is not just about balance sheets and exit strategies—this is about identity, legacy, purpose, and emotion.

Whether you're a founder preparing to sell your company, a leader transitioning into a new phase, or an investor interested in the human side of business exits, this episode is for you. Jim shares firsthand what it feels like to sell a company you’ve built from the ground up: the doubts, relief, grief, pride, and eventual reinvention that follows.

👉 Learn more about leadership and business growth at: https://ceomconsulting.com

🎯 Take your FREE 5 Voices leadership assessment: https://ceomconsulting.giantos.com/store/5

🔗 Learn More:

Visit CEOM Consulting: https://ceomconsulting.com

Discover Your Leadership Voice: https://ceomconsulting.giantos.com/store/5-voices

📌 Topics Covered:

Emotional aspects of selling a business

Leadership challenges during transitions

The role of self-awareness in effective leadership

Insights from the 5 Voices Framework

🔔 Subscribe for More Leadership Insights:

Stay updated with the latest episodes and leadership strategies by subscribing to our channel.

📢 Connect with Us:

LinkedIn: Jim Koetting

Website: https://ceomconsulting.com

#SellingABusiness

#FounderJourney

#BusinessExitStrategy

#EntrepreneurLife

#LeadershipDevelopment

#JimKoetting

#BusinessTransition

#EmotionalIntelligence

#ExecutiveLeadership

#LifeAfterExit

#ExitPlanning

#LeadershipInsights

#CEOMConsulting

The Neuroscience Edge Smart Leaders Already Use

In this conversation, Jim Koetting and David JP Phillips explore the critical themes of self-leadership, emotional control, and effective communication. David shares his insights on how self-leadership can transform personal and professional lives, emphasizing the importance of understanding neuroplasticity and emotional states. They discuss the art of storytelling in public speaking and how it can evoke emotions that lead to change. David also highlights the Presenter Mastery Program, which equips individuals with the skills to communicate effectively and lead themselves and others.

takeaways

Self-leadership is essential for personal and professional growth.

Understanding neuroplasticity can help in changing behaviors and emotions.

Inducing positive emotional states can enhance communication and relationships.

The concept of 'angel's cocktail' versus 'devil's cocktail' illustrates emotional control.

Mindset significantly impacts communication effectiveness.

Stories are powerful tools for change and connection.

Emotional presence is crucial in public speaking.

Self-leadership training is often overlooked in leadership development.

The Presenter Mastery Program offers unique insights into effective communication.

Feelings are the core of memorable presentations.

titles

Unlocking Self-Leadership for Success

The Science of Emotional Control

Sound Bites

"Whatever you repeat, you become."

"You can change your emotional state at will."

"Feelings are what matter in a talk."

The Leadership Neuropeptides - Brain Chemistry and Self-Leadership dives into the fascinating science behind how our brain chemistry shapes leadership behavior, emotional regulation, and personal growth. In this powerful episode, we explore the key neuropeptides—such as oxytocin, dopamine, serotonin, and cortisol—and their impact on decision-making, empathy, stress management, and motivation.

Whether you're an executive, team leader, entrepreneur, or someone on a journey of self-improvement, understanding the neuroscience of leadership is a game changer. Learn how your brain chemicals influence your reactions, relationships, and resilience in high-pressure environments. Discover actionable insights for managing your neurobiology to foster emotional intelligence, build trust, and cultivate a leadership mindset that drives both performance and well-being.

This episode blends neuroscience, psychology, and leadership strategies, providing both scientific knowledge and practical tools for becoming a more effective, mindful, and emotionally aware leader. Unlock your inner potential by mastering the chemistry that drives behavior and leadership habits.

Chapters

00:00 The Importance of Self-Leadership

04:04 Understanding Neurotransmitters in Self-Leadership

10:44 The Connection Between Mindset and Communication

11:47 Overlooked Aspects of Leadership Development

13:54 Crafting a TED Talk: The Art of Storytelling

20:00 The Science Behind Storytelling and Change

21:30 Presenter Mastery Program Overview

#LeadershipNeuropeptides

#BrainChemistry

#SelfLeadership

#NeuroscienceOfLeadership

#EmotionalIntelligence

#NeuroLeadership

#MindfulLeadership

#LeadershipScience

#CortisolAndStress

#OxytocinLeadership

Can AI help with sales role-play and coach a salesperson after the sale?

Discover the power of effective sales role-playing with this in-depth demo call featuring "Practis." Watch as the host navigates a mock sales conversation, addressing objections, highlighting the importance of practice in sales, and emphasizing actionable feedback. Gain insights into how "Practis" helps sales teams improve performance and drive revenue through structured practice and innovative tools. Perfect for sales professionals looking to refine their pitch and increase their success rates.

https://www.practis.ai/

*Bullet Points:*

Introduction to "Practis" and its role in sales improvement.

A detailed role-play demo showcasing a cold call scenario.

Techniques for addressing objections and managing skepticism during sales calls.

Emphasis on the importance of practice for sales teams.

Explanation of how "Practis" improves performance and boosts revenue.

Key questions to evaluate a sales team's current practices.

Strategies for presenting a solution effectively and creating interest.

Offering compelling data and case studies to build credibility.

The transition from addressing concerns to proposing actionable next steps.

Breakdown of role-play performance with a detailed evaluation and feedback.

Tips for refining sales approaches to better address pain points.

Persistence and adaptability in overcoming objections.

Highlighting the impact of improved sales conversations on team success.

A friendly, engaging tone was maintained throughout the role-play.

Final actionable steps for scheduling a follow-up meeting and building rapport.

Designed roleplay with AI.

SHow is AI revolutionizing sales management and team development? Join Jim King and Ed Kerr, founder of Practice AI, as they discuss how artificial intelligence is transforming sales processes, training, and team performance. From live demos to insights on leveraging AI for better sales conversions and employee onboarding, this conversation explores actionable strategies to elevate your sales team’s effectiveness. Discover how Practice AI enables personalized training, improves conversion rates, and addresses common sales challenges like objections and inconsistent messaging.

*Bullet Points of Relevant Content:*

AI’s role in delivering objective feedback and enhancing sales training.

Common sales challenges: objection handling, inconsistent messaging, and conversion rates.

How Practice AI helps new hires ramp up quickly with tailored training and simulated scenarios.

Live demo of AI in action, showcasing its adaptability in sales conversations.

Importance of focusing on different stages of the sales funnel to boost performance.

Addressing sales reluctance through confidence-building simulations.

Gamified learning experience for sales reps to practice in a low-pressure environment.

Leveraging AI to distill organizational sales strategies into actionable scripts.

Benefits of AI for VPs of Sales: dashboards, performance tracking, and reduced churn.

Personalization of AI training based on sales roles, industries, and methodologies.

AI as a scalable and cost-effective alternative to traditional sales coaching.

The impact of practice and repetition on creating lasting behavioral change.

Importance of addressing buyer resistance and understanding customer needs.

How AI enhances soft skills like empathy, professionalism, and active listening.

Real-world examples of improved revenue and reduced training costs with AI tools.

00:00:00 Introduction

00:01:41 How will AI transform a sales team

00:05:46 Where in the sales pipeline will AI help the most?

00:08:38 Setting up the AI as a coach and as a customers

00:10:51 What are the current challenges with Sales Managers

00:12:47 Leading large sales teams theory vs reality

00:16:29 Why shouldn't sales managers set higher expectations

00:20:09 Building confidence in sales teams by practicing with AI

00:22:54 Struggling with Confidence and Warmth

00:25:46 Looking at the Data - Practice Dashboard

00:28:21 Getting More Out of Sales Leads

00:30:01 Sales Personalities 5 Voices

00:32:07 Psychological Safety using AI vs Bad Sales Manager

00:36:10 Is AI more cost effective than hiring sales coaches?

Revolutionizing Sales Management with AI: Creating A Safe Space For Salespeople To Improve And Excel

https://www.practis.ai/

In this video, Jim Koetting and Ed Kerr introduce Practice, an innovative mobile training platform designed to transform sales managers performance. Dubbed the "batting cage for sales teams," Practice leverages cutting-edge AI to provide a psychologically safe environment for sales reps to refine their skills through interactive roleplay, real-time feedback, and adaptive learning. From onboarding new hires to upskilling experienced professionals, Practice empowers sales teams to build confidence, master key strategies, and drive revenue growth like never before.

*Introduction to Practis.ai:* A mobile practice facility designed for sales teams to refine their skills.

*Core Concept:* Roleplay sales conversations in a psychologically safe environment.

*AI-Powered Training:* AI simulates realistic customer interactions for tailored practice.

*Why Practice Works:* Reinforces training that typically fails to stick long-term.

*Sales as Performance:* Parallels between acting and sales in preparation and execution.

*Customizable Training Modules:* Tailored content based on organizational needs (e.g., Sandler, Challenger, Mike Weinberg methods).

*Progress Tracking: *Managers receive detailed reports on sales reps’ practice habits and scrimmage performance.

*Applications Across Industries: *Effective for service industries like pest control, lawn care, and HVAC sales teams.

*Case Study Results:* Call center close rates jumped from 19% to 64% after one month of Practice usage.

*New Hire Monetization: *Practice accelerated onboarding and increased revenue generation timelines.

*Retention Impact:* Reduced churn and improved overall team performance.

*Real-Time Feedback: *Salespeople can refine tactics through realistic AI-driven scenarios.

*Parallels with Acting:* Emphasis on preparation, active listening, and understanding objectives.

*Future Vision: *Enhancing AI to simulate empathetic, emotionally intelligent customer interactions.

*Target Audience:* Companies with sales teams of 100+ looking to improve efficiency and effectiveness.

00:00:00 Introduction

00:02:57 Knowing Your Lines - The Buyer Seller Dance

00:06:45 Why is AI a more effective sales manager?

00:09:35 Incorporating AI for top sales methodologies

00:14:44 From The Hollywood Actor to Sales Practis and AI

00:22:04 The Parallels between Acting and Sales

00:26:25 Sales Person and AI Customer Scrimmitching

00:29:01 Sales Training, Handling Objections, and Changing Behavior

00:34:42 Sales Team Turnover and Retention

00:38:31 Building Confidence in Sales People

00:41:17 Sales AI Recognizes good delivery vs platitudes and cliches

00:45:32 What Sales Conversations Move the Needle?

00:49:14 Training the AI to help your sales team

00:53:07 Gamification of the AI Sales Tool

00:57:46 Success Stories of companies using Practis AI

01:03:17 What is the Suite Spot for Practis AI