125: Mitch Lewandowski – Selling with Generosity

Guest: Mitch Lewandowski

Guest Bio:

I was recently asked, "What's your passion?" That made me think about who I am as a person, husband, father and contributor. As I considered my 35-plus years of leadership, it wasn't about the deals I'd done or the places I'd gone. What made me tick and come alive was something so much more meaningful.

It came down to the sense of purpose and fulfillment I've gotten through making a difference in the lives of the people and companies I've impacted. Helping an individual come alive and gain freedom to be a better person. Assisting a company to break free from costly and/or ineffective habits. Working with a customer that has given me passport into their lives and business and trusting me along the way of change that forever improves them. You can't put a price on that. It's priceless and it has no number. That's my passion.

Key Points:

Genesis of Cymbionic: Founded a consulting firm to help businesses achieve health and wholeness. Focusing on investing knowledge gained from past experiences to support others.

Concept of Healthy Organizations: Healthy organizations foster collaboration and shared beliefs among leadership teams. Emphasizing the importance of collective growth rather than individual gain.

Engaging Teams in Vision Creation: Encourages inclusive brainstorming to develop a shared vision and destination. "If there's no way in, there's no buy-in": team involvement leads to greater commitment.

Overcoming Resistance to Change: Leaders must inspire and equip teams rather than dictate actions. Leaders should be open to team input to find a mutually agreeable direction.

Addressing Self-Limiting Beliefs: Look for candidates willing to take risks and learn from failures. Use motivational examples (like the "death crawl" from Facing the Giants) to challenge and inspire.

Fostering Coachability and Teachability: Use the FAITH acronym (Faithful, Available, Interdependent, Teachable, Hungry) to screen candidates. Emphasize teamwork and the importance of interdependence for success.

Behavioral Change Approach: Focus on capturing team members' hearts to inspire behavioral change. Promote an environment where mistakes are viewed as learning opportunities.

Continuous Improvement: Encourage ongoing dialogue and teamwork to refine strategies and maintain engagement. Highlight the importance of shared goals to drive collective success.

Team-Oriented Mindset: Emphasis on collaboration and recognizing team contributions over individual achievements. The speaker values "we" over "me." Look for individuals who are driven to help the team succeed rather than those focused solely on personal gain or material rewards.

Learning from Others: Importance of understanding how candidates have successfully worked with various teams (like pre-sales and onboarding) to achieve goals.

Community Engagement: Suggesting that salespeople participate in volunteer activities to cultivate a mindset of service and generosity, which can translate to better performance in the workplace.

Client-Centered Approach: Emphasizing the need for salespeople to be genuinely interested in their clients, as building relationships leads to better outcomes.

Awareness and Attunement: Encouraging salespeople to "raise their antenna" to be more receptive to client needs and signals, enhancing communication and relationship-building.

Guest Links:

cymbionic.com

mitch@cymbionic.com

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