Seller's Lounge

Ever wondered about the inner workings of sales psychology? Or pondered about the role of gender dynamics in leadership and sales? Then this conversation with Sara Storm, a sales expert who has trodden this path for over two decades, will give you some thought-provoking insights.

As the host Pritha Dubey get talking to this industry veteran, they underline the value of long-term customer relationships and how crucial it is for sales reps to shepherd their customers throughout their initial year. She emphasizes the importance of an inclusive environment and gender balance in leadership roles in sales.

From the realms of Ideal Customer Profile (ICP) and Go-to-Market strategy in the current AI-driven era, Sara provides insights on the challenges of understanding decision making, building a robust marketing team, and how to stay afloat amidst market shifts.

Key highlights you should listen into:

Importance of Long-Term Customer Relationships: Sara discusses her sales expertise, her favorite tech, blending of sales and marketing, mid-size/mid-market focus, and customer journey responsibility.

Gender Disparity in Leadership and Sales: Male and female leadership in sales, lack of female representation, need for role models, female-led teams outperform male, 50/50 split in management leads to better bottom line.

Decoding of ICP and Go-to-Market Strategy: a deep explanation of these, market shifts, understanding buyers, building marketing teams, and sales teams' efficiency

Developing Customer Stories for Effective Marketing: Sara elaborates with a couple of customer stories, budget, decentralizing communication, ICP differences, and interviews with decision makers to refine go-to-market strategy

Adopting a Customer-Centered Sales Approach: Top insights from Sara for salespeople on having a customer-centered mindset to understand customer needs and exceed quotas.

If you are sales leader or professional, then don't miss this episode packed with valuable insights and advice from an industry veteran!

About the guest:

Sara drives growth and sales excellence as an advisor, speaker and consultant specialising in selling to the mid-sized market. In addition to a strong track record in sales strategy and GTM, her extensive hands-on operations experience spans deep sales tech stack knowledge, branding, storytelling, coaching and skills enhancement. She is passionate about equality, inclusivety and moving people.

Key titles held:

• VP New Business Sales - Implema
• Business Advisor - Velocity AI
• Board Member - Avidly
• Head of Revenue - Avidly
• Head of Key Accounts - Canned.io
• Head Of Business Development - Vainu.io
• Senior Sales Consultant - Break the Box

Connect with Sara: https://www.linkedin.com/in/saralstorm/

Website: www.breakthebox.se

Connect with the host Pritha Dubey at:

Website: www.prithadubey.com and www.thesuccessvitamin.com

Linkedin: https://www.linkedin.com/in/pritha-dubey/

Instagram: https://www.instagram.com/successvitamin/

Have you ever wondered about the journey to becoming a successful CEO? The coveted title that is an aspiration for many. Listen in as Vishal Sharma, the seasoned CEO of Godrej Industries and Godrej Chemicals, spills the beans on his successful journey to becoming a CEO, underlining the vital role of hard work, learning agility, and effective people management. He further brings a new perspective to leadership and decision making, emphasizing the underestimated power of calmness.

As the host, Pritha Dubey digs into his unique leadership style, she also unravels with the guest successful sales growth strategies and how aligning these strategies with the organization's vision and mission is key to achieving long-term success. They delve into the role of technology in driving sales growth and the importance of measuring activities and identifying success factors.

Key discussions inside the episode:

Journey to CEO Success and Productivity:

CEO Vishal Sharma shares his journey and insights on hard work, learning agility, managing people, and the power of calmness in leadership.

Productivity and Work-Life Balance:

Productivity, balance, and prioritization are key to managing time and energy effectively and avoiding burnout.

The Importance of Diversity and Inclusion:

Diversity in business, women in sales, cultural/organizational factors, allyship, addressing bias, women pushing for progress.

Strategies for Successful Sales Growth:

Understanding vision and mission, aligning sales strategies, measuring activities, using technology and analytics for successful revenue growth.

Managing Stress and Finding Personal Time

Managing stress and maintaining mental peace in sales, understanding management's perspective and communicating effectively within the organization.

Whether you are a sales leader or an aspiring to be one, this episode holds the golden nuggets of wisdom to help you achieve your professional goals. So tune in...

About the Guest:

Vishal Sharma is the CEO of Godrej Chemicals. He is passionate about driving sustainability, helping people succeed and building strong businesses. Over three decades and across five continents, in operational & strategic roles, he has led businesses in developing & developed markets in varied business situations and dynamic environments.

Linkedin: https://www.linkedin.com/in/vishal-sharma-36737b8/

Connect with the host Pritha Dubey at:

Website: www.prithadubey.com and www.thesuccessvitamin.com

Linkedin: https://www.linkedin.com/in/pritha-dubey/

Instagram: https://www.instagram.com/successvitamin/

Have you ever pondered about the multi-faceted and ever-evolving complexities of the sales management landscape?

Well, you're in luck! Our insightful guest, sales maven Tony Cross, joins the host Pritha Dubey to unravel the intricate fabric of this fascinating arena. The conversation takes a deep dive into the diverse roles sales managers play - from being strategists and culture setters to being coaches and motivators. Tony underscores the significant role of sales managers in driving customer value and implementing business strategies, while also addressing the challenges they encounter.

Key conversations inside:

Challenges Faced by Sales Managers: Tony Cross discussed sales manager role, investment in sales professionals and technology, challenges, time management, recruitment, and motivation.

Sales Coaching in Leadership: Salespeople benefit from one-on-one coaching, developing understanding through questions, creating leaders, and using a framework.

Feedback and Emotional Intelligence in Leadership: Sales managers use emotional intelligence to give effective feedback, using the Start, Stop, Continue framework to empower team members.

Coaching Sales Leaders and Ethical Selling: Tony shares advice on leading teams ethically, setting boundaries, and creating a culture of noble purpose.

Ethical Selling in Sales: Ethical selling reduces customer resistance, understanding 'why', customer trust, emotional intelligence, and effective feedback.

Gear up for an enlightening episode that's sure to offer a wealth of information, whether you're a sales manager seeking guidance or a sales leader looking to coach your sales team, this is the episode where you'll gain invaluable knowledge about the importance of selling with a noble purpose and the right approach.

About the guest:

Tony is the founder and CEO of Growth Matters International, a sales performance company focused on developing the disciplines and practices of Sales Management globally. With a presence in Africa, UK, the Middle East and Americas, his team has facilitated senior-level workshops in over 15 countries in North and South America, Asia, Australia, Africa, United Kingdom, and Europe.His business book was published in 2010. So you’re in Charge. Now what? 52 ways to become a better leader focuses on the 7 qualities great leaders have, and what any leader can do to improve in 52 areas.

Connect with Tony at:

Website: https://www.growthmattersintl.com/

Linkedin: https://www.linkedin.com/in/tonycross-gmi/

Connect with the host Pritha Dubey at:

Website: www.prithadubey.com and www.thesuccessvitamin.com

Linkedin: https://www.linkedin.com/in/pritha-dubey/

Instagram: https://www.instagram.com/successvitamin/

What distinguishes a good seller from a great one, and a great seller from an exemplary one? How and what does it take to consistently elevate your sales game?

Host Pritha Dubey finds out in her conversation with Colly Graham, an international sales powerhouse with over 5 decades of experience and 27 years as a dedicated sales trainer. His expertise in neural science is particularly fascinating in empowering organizations to achieve their sales targets.

Colly says, “Sales is 10% hard work and 90% inspiration.” Through the conversation, he justifies his statement by discussing how a positive attitude, the power of self-belief, product knowledge and building strong client relationships guarantees sales deals. Colly also shares his perspectives on prospecting, cold calling and reimagining the process of opening sales.

Key conversations inside:

The Four Pillars of Success: Colly lays the foundation for achieving sales excellence: motivation, decision making, creativity and awareness.

The Power of Self-Belief: Knowing why it is essential to believe in yourself and your product first to build trust with your client.

Prospecting and Cold Calling: Techniques on how to approach and overcome challenging aspects of sales.

Opening Sales vs Closing Sales: Colly encourages the discipline of being inspired and motivated in the sales process in order to keep the sales door open rather than closing it.

Improving is a good habit and if you’re looking for a sales skill upgrade, tune in to this episode. For sales pros, sales leaders, entrepreneurs and anyone curious about the future of sales, Colly Graham’s pearls of wisdom are what you need to hear and apply!

About the guest:

Colly Graham is an internationally acclaimed sales trainer with 54 years of sales experience and 27 years dedicated to sales training in the UK, USA, Thailand, Dubai, Singapore, Mauritius, and Australia. He holds a Masters in NLP and transformed his life from overcoming addiction to becoming a top 10 sales trainer in the UK, proving to himself his will to keep improving and never giving up.

Connect with Colly at:

Website: www.salesxcellence.com

LinkedIn: https://www.linkedin.com/in/salesxcellence/

Email: [email protected]

Connect with the host Pritha Dubey at:

Website: www.prithadubey.com and www.thesuccessvitamin.com

Linkedin: https://www.linkedin.com/in/pritha-dubey/

Instagram: https://www.instagram.com/successvitamin/

Get ready to navigate through the capricious waves of the market with your host Pritha Dubey and her esteemed guest, Marcus Cauchi, renowned global sales coach, as they delve into the Kondratiev wave and its predictions for world crises and cyclical change.

Together they also take a deep-dive into the books "The Fourth Turning" and "Pendulum," which suggest that we may be poised to enter a period of unraveling and uncertainty in 2024. To thrive in these challenging times, they emphasize the importance of sticking to ethical standards and focusing on medium-term pipelines.

Some key discussions in the episode:

Traditional Sales Practices: Sales coach Marcus Cauchi discusses harmful traditional practices, the consequences of bad decisions, and the shift from customer service to financial goals.

Customer Focus in Sales: Nature's cyclical changes predict potential crises and war in 2024, emphasizing ethical standards and long-term success in sales.

Sales Training and Managerial Coaching Importance: Sales should focus on understanding the buyer's journey, hiring the right people, and promoting honesty and ethics.

The Power of Envy and Inspiration: Envy can be a powerful tool for inspiration, but it's important to combat negative connotations and the drama triangle.

Discover why as a sales leader it's crucial for you to shift your mindset away from short-term gains and towards long-term success, and how measuring second meetings and third renewals could offer valuable indicators of prosperity.

About our Guest:

Through his value-focused approach, Marcus builds trust-based relationships with clients and expertly navigates objections to provide tailored solutions that address their most pressing needs and goals. But Marcus doesn't stop there – he goes the extra mile to understand clients' personal and family aspirations, treating them as unique individuals rather than mere business transactions.

Website: www.globalsalesmentor.com

Linkedin: https://www.linkedin.com/in/marcuscauchi/

About our Episode Sponsor:

Salestable is a purpose-built sales readiness platform for growing teams. They help drive revenue by reducing sales reps ramp time and increasing visibility into sales activity. Their solution allows you to provide onboarding, training and assessments to get the sales team ready to sell faster. They provide visibility into what the reps are doing on a daily basis with metrics and insights on sales activities to collaborate and make better decisions.

Know more about them at:

Website: www.salestable.ai

Linkedin: https://www.linkedin.com/in/dakota-w-may

Email: [email protected]

Connect with the host Pritha Dubey at:

Website: www.prithadubey.com and www.thesuccessvitamin.com

Linkedin: https://www.linkedin.com/in/pritha-dubey/

Instagram: https://www.instagram.com/successvitamin/