Mental Selling: The Sales Performance Podcast

In part 2 of our podcast interview with Bruce Wedderburn, Chief Sales Officer at Integrity Solutions, we explore other unseen factors that limit growth within sales organizations. Bruce explores the large gap between developing what makes salespeople successful and where organizations tend to focus their sales training efforts.

It is often difficult to shift from a “go-it-alone” to a more “team-oriented” mindset if you're used to working independently. However, it is important to realize that no one person has all the answers and that true success often arises from a team's collective wisdom and diverse perspectives. Diana Gurwicz is a core team member for Leadership Strategies Inc., the global leader in facilitation services and training, and the founder of Acrux Consulting LLC. With more than 20 years of consulting and facilitation experience, Diana Gurwicz has helped clients worldwide in varying industries improve their performance, invigorate their organizations, and streamline their processes to win and change the game in their respective environments. In this conversation, Diana discusses the critical aspects of leadership, including coaching for individual visions, cultivating strategic thinking, and the often-overlooked skill of managing up. She also touches on the pivotal role of customer perception in branding and the importance of team-based selling. She emphasizes that sales success isn't the result of individual efforts alone but a collective endeavor that requires relationships and collaboration of diverse expertise. Resources: Diana’s LinkedIn: https://www.linkedin.com/in/dgurwicz Follow Diana on Instagram: @dianagurwicz Learn more about Diana: https://acruxconsult.com

Referrals are like golden tickets in the world of sales. They open doors to opportunities, build bridges of trust, and pave the way for lasting connections. However, many sales professionals fail to realize the full potential of referrals due to various misconceptions and challenges. Joanne Black, founder of No More Cold Calling, joins this episode to discuss the critical importance and value of referral selling in sales prospecting. She talks about how many salespeople struggle with asking for referrals due to mindset barriers like feeling uncomfortable or fearing rejection. Joanne emphasizes the importance of building trust and credibility through referrals and the need for a systematic approach to referral generation. She also advocates for a culture shift within sales organizations where referrals are viewed as a cornerstone of the sales strategy rather than a peripheral tactic. Through her insights, Joanne underscores the transformative potential of referrals in boosting sales effectiveness and building stronger relationships with prospects. In this episode, you’ll learn: The mindset barriers and fear of rejection that hinder sales professionals from asking for referrals How to cultivate and expand your network of referral sources by leveraging existing connections Why sales leaders fail to prioritize and coach their teams on effective referral strategies Jump into the conversation: [03:26] Referral Mindset Challenges [05:49] Why Sales Teams Struggle with Referrals [07:11] Referral Selling Is a System [12:10] The Power of Trusted Introductions in Sales [14:13] The Limitations in LinkedIn [19:17] Practice Is the Key [23:56] Referrals Build Trust [28:01] External vs. Internal Referrals [29:37] Keeping Focus on the Problem Joanne is America’s leading authority on referral selling, the only business development strategy proven to convert prospects into clients more than 50% of the time. She is a captivating speaker, innovative seminar leader, and influential figure in sales and business development. Joanne has spent her career helping sales teams and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time. Related Resources: Joanne on LinkedIn: https://www.linkedin.com/in/joanneblackreferralsales/ Joanne on Twitter: https://twitter.com/ReferralSales Learn more about Joanne: https://www.nomorecoldcalling.com/ Joanne’s Books: https://www.nomorecoldcalling.com/no-more-cold-calling-book/

When Chantel George, Founder & CEO of Sistas in Sales, started her own journey into sales, she had no idea how much support and community she really needed to thrive. Once she found that support system, everything changed! Sales can be rewarding IF you're passionate about negotiating, problem-solving, and creating client relationships. With these attributes, you not only help your clients excel in their business, but you're also making a significant impact on your colleagues' success. In this episode, Chantel shares advice for navigating complex dynamics in sales and the power of finding a community of like-minded individuals. Chantel founded Sistas In Sales in 2017, the first and only global organization serving women of color in sales, out of a determination to build a community where diversity is celebrated and underrepresented talent is found and recognized. Today, Sistas in Sales is transforming lives, providing opportunities, and making sales a better place its more than 8,000 members. She emphasizes the importance of building a supportive community and highlights the need for intentional efforts from companies to attract and retain more diverse talent in sales. Chantel also shares insights into the changing dynamics of the buying journey, and the significance of curiosity and passion in successful selling. Lastly, she discusses the impact of providing validation, opportunities, and resources for her members, contributing to a more inclusive and empowered sales community. What to listen for: [1:19] - Chantel's journey into sales and her assumptions (and misassumptions) about sales as a profession [3:35] - What salespeople need around them to succeed and avoid imposter syndrome [04:50] - Intangibles that set successful salespeople apart [7:24] - Chantel's unwritten rules in sales [9:52] - The shifting buyers' journey and how to better meet customer expectations [11:23] - Asking tough questions, being genuinely curious and overcoming objections as ways to solve problems [14:02] - Having genuine belief and interest in the products and services you sell [16:40] - The motivation and goals for starting Sistas in Sales and how it evolved [21:36] - Reasons minorities are still so underrepresented in sales and sales leadership [23:58] - Advice for women of color getting into (or considering getting into) sales [28:24] - Going from good intentions to action in attracting (and retaining) diverse sales teams [29:24] - The best advice Chantel ever received [30:03] - Better preparing future sales leaders and what makes great sales leaders [33:15] - Empathy, feedback, and importance of the humanity in leadership Chantel sheds light on the challenges faced by (and opportunities for) underrepresented groups- especially women of color- in sales. She explores the significance of representation and role models in executive sales positions and the need for providing equal opportunities for success. Additional Resources: - Chantel on LinkedIn: https://www.linkedin.com/in/chantelgeorge - Follow Chantel on Twitter: https://twitter.com/ChantelCreates - Learn more about Sistas in Sales: http://sistasinsales.com/

It’s 2022 — why is there still a gender gap in sales? Studies definitively show diverse sales teams generate more revenue. So... what’s the hold up? My guest today is Lori Richardson, the Founder of Score More Sales and a passionate champion for #WomenInSales. She’s an author, in-demand speaker, and one of the most popular sales coaches at Harvard Business School. Lori also serves on the advisory board of the Sales Education Foundation, where she seeks to destroy old misconceptions about our industry. Sales is a helping profession. This is backed up by the fact that during the pandemic, many women had to leave the field to stay closer to home or become full-time caregivers. Remote work has increased the accessibility of sales roles, but Lori still encounters all-male teams all the time. But women are the majority of undergraduates now. Many companies haven’t yet realized that female sales pros bring a lot to the table, such as empathy, coachability, and a deep motivation to succeed. Lori believes diversity builds strength, which leads to higher revenues. Customers want to buy from brands that reflect their beliefs and values — and companies lagging behind the times will be on their way out. Check out the full episode 🎧 click the link below!