133: Nancy Wilhite – Grow Leadership

Guest: Stacey Hanke Guest Bio: Stacey Hanke, a pioneer in influential communication strategies, began her career in voice-overs. She learned that every word matters and delivery is the key to being remembered. After twenty years of research, Stacey learned that titles don’t matter. Real influence requires trust and credibility—two factors determined by how we show up, communicate, and connect. Because of this, professionals at any level can influence action, motivate decisions, and drive momentum in every conversation. Stacey’s work is a catalyst for change. She empowers Fortune 500 executives to gain a fresh perspective by seeing themselves through the eyes and ears of others. Her transformative, humor-filled presentations equip audiences with proven strategies to overcome modern communication hurdles, capture attention, foster authentic connections, and inspire action. From high-stakes presentations to casual conversations, prepare to elevate your communication skills and raise your level of influence, Monday to Monday®. Key Points: ·        Stacey defines influence as consistent body language and messaging that moves people to action long after the interaction has ended. She emphasizes trust and credibility as critical components of influence, achievable through effective communication. ·        Stacey discusses the necessity for professionals to self-reflect by recording themselves to see how they are perceived versus how they feel. The disconnect between personal perception and external perception is a common challenge addressed through self-assessment. ·        Stacey shares common communication mistakes, including lack of awareness of how one comes across and the tendency to ramble, particularly in sales settings. The role of body language in building trust and enhancing communication effectiveness, especially in sales. Authenticity is defined as consistently presenting one's true self across all interactions, whether personal or professional. The importance of being genuine and avoiding the stereotype of the insincere salesperson by focusing on educating and providing value. The value of feedback from both personal and professional circles in understanding and improving one's communication style. ·        Stacey's approach to receiving feedback, including using recordings and seeking specific, constructive input to enhance personal branding and communication effectiveness. Shift from traditional sales tactics to a mindset focused on delivering value and educating clients about how products or services can improve their lives. Guest Links: https://staceyhankeinc.com/salesology/   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

22 Jul 202434min

Guest: Frederick Cary   Guest Bio: Frederick Cary is a powerhouse entrepreneur and CEO of IdeaPros, a company that guides qualified entrepreneurs through the complexities and pitfalls of the startup world. With his entrepreneurial spirit, Fred started many businesses in different industries, created many successes, and acquired thousands of lessons along the way. His desire to give back to a community of like-minded eccentrics led him to create IdeaPros, the world’s first super venture partner – a company that could roll up its experienced sleeves and provide every entrepreneur with the opportunity to see their vision become a real company with a real product. He also produces a weekly show for entrepreneurs that has been viewed by over 4 million people. As a Top 1% Business Professional, Who’s Who in America, and top-ranked attorney for several years, Fred’s personal brand can best be described as: “F *CK Average, Be Legendary.”   Guest Links: Email: fred@ideapros.com Pitchcraft workshop, pitch.ideapros.com   Key Points: 1. Understanding the Big Idea ·       The "big idea" is crucial and must align with broader societal or market shifts. ·       Airbnb's example illustrates how understanding the big idea (people needing extra income and rising interest rates) was crucial for their success.   2. Startup Dos and Don'ts ·       Do's: Conduct thorough research, understand market demands, and focus on customer needs. ·       Don'ts: Don't create something without market demand, avoid micromanagement as a founder, and be financially prepared.   3. Transitioning from Entrepreneur to Leader ·       Entrepreneurs must transition to leaders by surrounding themselves with skilled individuals and letting go of micromanagement. ·       Leadership involves empowering others and fostering growth beyond personal control.   4. Raising Capital ·       Investors look for market validation, growth potential, and a clear, well-structured plan. ·       Entrepreneurs should think like investors, emphasizing market size, growth rates, and customer demand in their pitches.   5. Founder Fatigue and Strategic Growth ·       Founder fatigue can hinder growth; successful founders continually innovate and delegate to sustain growth. ·       Strategic planning and understanding investor expectations are crucial for sustained growth and funding success.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

15 Jul 202432min

Guest: Benny Rubin   Guest Bio: Benny Rubin is an email deliverability expert with broad knowledge of sales, marketing, and email landscapes. He is a 3x entrepreneur — with 1 sale, 1 failure, and now his current company, Senders. Benny has a wide view of what is working in sales, cold email, email deliverability, and sales team execution, which he shares freely. His team has overseen cold emails that have generated hundreds of millions of dollars in pipeline and garnered interested responses from massive companies such as Starbucks, Visa, Equinox, Coca-Cola, and beyond. Benny’s team facilitated the sending of over 30 million emails in the last 12 months alone and is eager to demystify cold emailing, debunk common myths, and give advice to anyone trying to grow anything on how they can leverage cold email while avoiding the spam folder. Oh, he also lived and worked for 7 years in Japan, has his degree in music (violin, viola, electric bass), and even toured on bass for a Sony artist… so he is happy to dig into any of that stuff, too   Guest Links: benny@senders.co   Key Points: 1. Introduction and Background: ·       Benny Rubin, Owner of Senders, is introduced as an email deliverability expert with experience in generating substantial pipeline revenue through cold emailing. 2. Benny Rubin's Background and Expertise: ·       Benny shares his entrepreneurial journey, highlighting his experience in starting and running businesses, including his current venture, Senders. He discusses his transition into cold emailing and email deliverability, noting the evolution of techniques and strategies in this field. 3. Cold Emailing Insights: ·       Benny demystifies cold emailing, debunking common myths and emphasizing effective strategies to avoid spam filters. He stresses the importance of technical expertise in ensuring email deliverability, especially as the landscape evolves. 4. Personal Insights and Analogies: ·       Benny draws parallels between his musical background (violin, viola, electric bass) and his entrepreneurial journey. He discusses how repetition and practice in music translate to business success, highlighting the importance of persistence and refining processes in sales. 5. Sales Techniques and Philosophy: ·       Wendy and Benny discuss sales methodologies, emphasizing the need for preparation, rehearsal, and asking the right questions (including hard questions) during sales interactions. They agree on the value of making a positive impression and providing value during sales calls, even if a deal isn't immediately closed. 6. Future of B2B Sales: ·       Benny predicts that the future of B2B sales will blend entertainment and education, suggesting that sales interactions should be engaging and informative to justify customer engagement.   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

8 Jul 202444min

Guest: Ivana Taylor   Guest Bio: Ivana Taylor is the publisher of DIYMarketers.com where small business owners get low-cost tools, tips and strategies to do marketing on about $17 a day.  Her popular #BizapaloozaChat weekly Twitter chat teaches about 2 million small business owners each week. She’s been a contributor to AMEX OPENForum and has appeared in MSNBC.   Guest Links: ivana@diymarketers.com DIYMarketers Marketing Process Course: https://diymarketers.trainercentralsite.com/course/do-less-marketing-process   Key Points: Ivana Taylor shares her journey from corporate marketing to consulting, focusing on low-budget marketing strategies, particularly in the manufacturing sector. She emphasizes her approach of achieving significant marketing results with minimal financial investment. The discussion highlights the evolution of marketing costs from expensive traditional methods pre-internet to more cost-effective digital strategies. They discuss the shift in marketing dynamics post-internet and the current challenges of rising lead acquisition costs. Ivana advocates for businesses to conduct thorough research akin to pre-Internet era practices. This involves understanding market opportunities, customer segmentation, and ideal customer profiles. She emphasizes the importance of engaging directly with customers through conversations rather than relying solely on digital metrics. Ivana shares her experience conducting a webinar as part of her content marketing strategy. She discusses the challenges of securing speaking engagements with national organizations and the value of gaining direct feedback from webinar attendees through personal conversations. Ivana stresses the effectiveness of content marketing, such as webinars and podcasts, in reaching target audiences effectively and efficiently.   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

1 Jul 202433min

Guest: Jakub Hon   Guest Bio: Jakub Hon is the Co-Founder and CEO of SALESDOCk. With a hands-on approach to sales, he has provided leadership and consulting services to over 150 organizations, including UberEats, Microsoft, YSoft, and Google, helping them set up effective sales processes and implement scalable sales methodologies. Alongside his work at SALESDOCk, Jakub has co-founded Banana.bi and served as the Head of Sales for YSOFT Clerbo. Through his various roles, he has developed a passion for helping organizations break free from sales mediocrity and unlock their full potential. Jakub is dedicated to showing audiences that sales can be a fulfilling and rewarding profession when approached with the right mindset and techniques.   Key Points: 1. Sales Processes and Methodologies: ·       Jakub emphasizes the importance of sales processes in standardizing sales activities and improving overall organizational performance. ·       He argues that having a structured process is crucial as it ensures consistency and reduces variability in sales outcomes. 2. Challenges with Sales Processes: ·       He acknowledges initial resistance to processes among experienced salespeople who have been successful with unstructured approaches. ·       Jakub stresses the need for coachability in sales teams to adopt new methodologies effectively. 3. Components of Sales Processes: ·       Sales processes include defined stages and milestones that guide salespeople through customer interactions, ensuring they gather essential information and progress efficiently. ·       Jakub emphasizes understanding customer needs, decision criteria, and involving key stakeholders as crucial aspects. 4. Sales Methodologies vs. Scripts: ·       He distinguishes between sales methodologies (e.g., how to conduct discovery, and build relationships) and scripts, advocating for understanding and adapting methodologies rather than rigid scripts.  5. Hiring Best Practices: ·       Jakub discusses common mistakes in hiring salespeople, such as not clearly defining success criteria and not focusing on coachability. ·       He suggests using role-playing exercises during interviews to assess candidates' abilities and coachability. 6. Role Differentiation in Sales: ·       He highlights the difference between sales roles like hunters (focused on acquiring new business) and farmers (managing and nurturing existing clients), emphasizing the need for tailored hiring criteria.  7. Final Thoughts on Hiring: ·       Jakub emphasizes the importance of formalizing hiring criteria based on successful traits observed in top-performing salespeople within the organization.   Guest Links: Use Promo Code JAKUB100 to get Sales Academy FREE     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

24 Jun 202431min

Guest: Deniero Bartolini   Guest Bio: Deniero Bartolini has been a digital entrepreneur for two decades, a podcaster for 14 years, ⁠an Amazon best-selling author, and ⁠a remote work consultant. His moonshot is to change the world of work by enabling small businesses to retain control of their marketing. Key Points: ·        Introduction and Background o   Wendy Weiss introduces Dinero Bartolini as the CEO of The Remote CEO, highlighting his extensive experience as a digital entrepreneur, podcaster, and author. ·        Transition to Remote Work o   Dinero explains how he transitioned to remote work nearly two decades ago to maintain connections with both European and North American roots without sacrificing stability or family ties. ·        Definition of Remote Work o   Dinero contrasts traditional remote work post-COVID (hybrid models) with his concept, emphasizing complete independence from physical location, leveraging global talent and time zones for continuous operations and 24/7 support. ·        Employee Engagement and Fair Compensation o   He emphasizes finding remote workers globally who are dedicated and motivated, often paying above local averages and providing profit-sharing opportunities, which has built a loyal and effective team. ·        Recruitment Strategies o   Dinero discusses his recruitment strategies, including using platforms like Upwork and specialized internship sites where motivated individuals seek mentorship opportunities, ensuring a rigorous screening process based on core values like critical thinking and problem-solving. ·        Small Business Marketing Control o   Dinero's mission involves empowering small businesses to retain control over their marketing strategies, advising against outsourcing entire marketing functions to agencies due to potential disconnects in brand understanding and execution. ·        The Remote CEO Academy o   He introduces The Remote CEO Academy, designed to help businesses build sustainable internal marketing systems, covering areas such as podcasting, PR, social media management, and SEO to achieve agency-level results without high costs. ·        Benefits of Podcasting o   Dinero advocates for podcasting as a powerful tool for brand building, audience engagement, and community indoctrination, citing its effectiveness in providing valuable content and building authority within a niche. Guest Links: theremoteceoacademy.com     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

17 Jun 202427min

Guest: Alyssa Thornley Guest Bio:  Alyssa is a dynamic leader recognized as a 2024 San Diego Business Journal Leader in Technology. With a background in non-profits like Teach For America and fast-growing SaaS companies, she excels in driving impactful initiatives through strategic vision, innovative thinking, and collaborative leadership. Alyssa has a proven track record of leading growth efforts through M&A integrations, optimizing operational efficiency, and spearheading strategic initiatives for SMB tech companies in San Diego. Her expertise lies in scaling teams and implementing cost-effective solutions to support business growth. Key Points: Guest Introduction: Featuring Alyssa Thornley, a revenue operations consultant with extensive experience in nonprofits and SaaS companies. Alyssa’s career journey from middle school teacher to a pivotal role in sales operations and strategy. Career Transition: From teaching to customer service, where Alyssa discovered inefficiencies and improved sales processes. Her progression from supporting SDRs to managing sales and demand generation in an education technology company. Role of Mentorship: Mentorship’s significant influence on Alyssa’s career development and success. The impact of mentorship on understanding sales systems and individual seller needs. Sales Approaches: Discussion on high volume versus personalized engagement strategies. Encouragement for sales teams to leverage their strengths in these approaches. Team Management and Support: Alyssa’s focus on identifying energizing aspects of the sales process for her team. Importance of understanding team personalities to create effective support systems. Sales Roles and Skills: Differentiation between “hunters” (aggressive prospecting) and “farmers” (client retention). Necessity of tailored training and resources for each sales role. Challenges and Tools: Challenges faced by new salespeople, including administrative burdens and inefficient CRM systems. The importance of equipping sales teams with efficient tools and drawing parallels to scenarios like cooking for better understanding. Effective Client Engagement: Significance of providing sales teams with information and tools such as dialers and quality control scripts. Emphasis on repetition and authenticity in scripts for higher conversion rates and positive customer experiences. Quality Control and Training: Importance of maintaining quality control through effective scripting and accessible templates. Advocating for natural communication in scripts to avoid robotic delivery and ensure authenticity. Scaling Sales Teams: Necessity of having a well-defined sales process, scripts, and roles before scaling. Training that promotes authentic speech and natural communication in sales interactions. Cold Call Scripts: Creating authentic cold call scripts focusing on individual customer experiences. Recommendations for practicing conversations and refining messaging for better engagement. Guest Links: https://www.linkedin.com/in/alyssathornley/   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

10 Jun 202434min

Guest: Robert Weiss   Guest Bio: President of MultiVision Digital, a New York video production and video marketing company, that provides the full spectrum of video strategy, video production, and video marketing services. Having produced over 1,500 videos since their inception, MultiVision Digital's holistic approach has allowed clients to increase sales, and lead generation, improve SEO rankings, and increase awareness and client loyalty.   Key Points: Transition from Sales to Video Marketing: Robert Weiss shares his journey from a sales background to becoming the president of MultiVision Digital. Insights on how his sales expertise complements video marketing strategies. Impact of Video Marketing: The power of video in conveying information quickly and effectively. Building customer relationships and enhancing engagement through video content. Over 1500 videos produced by MultiVision Digital, driving significant benefits in sales, lead generation, SEO, and customer loyalty. Versatility and Longevity of Sales Videos: Differentiating between product videos for websites and personalized one-to-one sales videos. Importance of aligning video strategy with overall business goals. Emphasis on the enduring value of industry use cases and process videos. Content Strategy and Planning: Recommendations for featuring real people, especially technical experts, in videos to build trust. Creating multiple videos for product launches to address diverse client needs. Repurposing video content across various channels, such as websites, social media, email campaigns, and press releases. SEO and Sales Funnel Impact: Examples illustrating how videos improve search engine rankings and website conversions. Role of videos in engaging buyers and impacting different stages of the sales funnel.   Guest Links: Revolutionize Your Business Story with Strategic Video Production https://www.multivisiondigital.com/download-ebook/      About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

3 Jun 202430min