Revenue Real

This week’s episode features Ashley Welch, Co-Founder at Somersault Innovation. By marrying the ideas of design and sales and focusing on co-creating, Ashley came up with design thinking. This way of thinking decreases risk of failure and increase your chances of delighting the customer.

Amy and Ashley also chat about sales culture and innovation. Many times, successful organizations feel no need to try something new because the numbers prove that they are doing something right. However, what this may lack is a customer-centric idea that informs on how your organization can make customers even happier above just getting what they need from you.

You can connect with Ashley in the links below:

• LinkedIn - https://www.linkedin.com/in/awelch1/
• Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue Book Page - https://www.amazon.com/Ashley-Welch/e/B076H9J4DX%3F
• Email - [email protected]

Resources featured on this episode:

• The Greatest Competitive Advantage You’ll Ever Know - https://www.uncrushed.org/content/2021/2/9/the-greatest-competitive-advantage-youll-ever-know-mental-health
• Project Oxygen - https://rework.withgoogle.com/guides/managers-identify-what-makes-a-great-manager/steps/learn-about-googles-manager-research/

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

This week’s episode features Peter Winick, Founder and CEO of Thought Leadership Leverage and host of the Leveraging Thought Leadership with Peter Winick Podcast. Peter begins by diving in on the topic of learning and how sales teams must first determine how each individual learns instead of forcing conformity.

Amy then introduces the Four Phases of Learning, the Competency Quadrant: unconscious incompetence, conscious incompetence, conscious competence, and unconscious competence, and how staying at phase 2 is the most dangerous and must be dealt with as soon as possible.

Peter shares that thought leadership has two levels of learning: evergreen and cyclical. And to be a thought leader, you have to release content. He advises aspiring thought leaders to stop thinking and start doing and develop thick skin to take feedback that may or may not be positive.

HIGHLIGHTS

• Peter’s backstory and being an entrepreneur on a thought leadership basis
• The art of learning: Hack your learning by knowing your learning style
• The need for training at the management and CEO level
• The competency quadrant
• Thought leadership and pivoting behaviors according to cycles
• Amy’s upcoming book Sell Well and the steps of publishing a book
• Thought leadership is personal branding to stand out

QUOTES

Peter: “The bottom line is your A team never winds up in training, full stop. And that's reflected in almost every training and development entity at the Fortune 500 level. Do you know of any CEO that came from training? It just doesn't happen.”

Peter: “Book is step one. It's like opening a retail store and I walk in and there's one thing on the shelf. I'm like, oh, this is cool. I guess I'll grab that. But I have no reason to come back. I bought the thing. Like it's an ice cream shop that sells one flavor. Why would I go back? So those are some things to think about.”

Peter: “Isn’t thought leadership really personal branding, I don't know what number, up to 5.0 where it's a representative of who you are and what you think and what you say and what you believe in that could be perfectly aligned to the position that you have today? And the added superpower of being transportable to come with you to the next gig and the next gig and the next gig.”

You can connect with Peter in the links below:

• LinkedIn - https://www.linkedin.com/in/peterwinick/
• Website - https://thoughtleadershipleverage.com/
• Podcast - https://www.youtube.com/c/ThoughtLeadershipLeverage
• Email - [email protected]

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

On this installment of the RRH, we’ve got the fabulous Kelly Harbour. Kel is the Chief Business Development Officer at Goulston & Storrs. She’s a change agent extraordinaire and friend. And today, Kel and I dig into how to spearhead change, quickly.

Topics Discussed:

Who is Kelly Harbour? (1:11)

How to approach product launches or new client services? (5:10)

Stepping into the big C-level seat when your predecessor has really big shoes? (11:34)

For more Guest:

• Kelly Harbour LinkedIn
• Sali Alliance
• Goulston & Storrs

For more Amy:

• Connect with Amy on LinkedIn
• Connect with Amy on Twitter
• Join the Conversation

On this installment of RRH, Kevin Hopp and I get into the power of stories. Where communication goes wrong. And when skill development goes right.

Topics Discussed:

How Kevin Hopp fell in love with stories? (4:11)

When is miscommunication not the problem? (13:29)

Whose responsibility is it to check perspectives and validate information? (16:50)

Resources Mentioned:

• Season One Highlights Reel
• Steve Schmitt episode (18:55)

For more Guest:

• Kevin Hopp LinkedIn
• Sales Career Podcast
• Hopp Consulting Group

For more Amy:

• Connect with Amy on LinkedIn
• Connect with Amy on Twitter
• Join the Conversation

On this installment of RRH, we’ve got the fabulous Kate Leidy. Long-time tech seller turned founder. Currently helping formerly incarcerated humans break into tech sales. And we talk about how these radical conversations are landing with sales leaders.

Topics Discussed:

• Where does passion come from? (1:19)
• What happens after you experience a great sales culture? (7:45)
• What to do when you’re not sure what you want to do next, career-wise? (10:02)
• How are tech sales leaders receiving the Strively/re-skilling game plan? (11:04)

Resources Mentioned:

• Conversations with God by Neale Donald Walsch (5:04)
• Read To Lead Challenge (6:16)
• How Can I Help by Ram Doss (7:34)
• Ryan Walsh & RepVue (8:49)

For more Guest:

• Kate Leidy on LinkedIn
• Strively website

For more Amy:

• Connect with Amy on LinkedIn
• Connect with Amy on Twitter
• Join the Conversation