Sell By Being Human

Summary:Today we bring on Jen Mueller, a seasoned sports broadcaster and communication expert.Jen Mueller is a business communication expert and the founder of Talk Sporty to Me, where she helps companies level up their communication skills with actionable strategies inspired by her 25-year career as a sports broadcaster.An Emmy-award-winning producer, Jen is in her 16th season as the Seattle Seahawks sideline radio reporter and has spent 18 years with the Seattle Mariners on ROOT SPORTS. She’s known for building strong relationships, delivering meaningful content in short bursts, and expertly handling post-game interviews (while dodging Gatorade baths!).She’s also the author of three books on communication and the creator and host of “I Cook, You Measure”—a YouTube cooking show that blends instruction with connection over food and wine. Our conversations explores the nuances of human connection in sales and broadcasting, emphasizing the importance of empathy, consistency, and effective questioning. Jen shares her experiences interacting with professional athletes, particularly in challenging situations and losses. She tells stories of the significance of small gestures, like thank you notes, in building relationships. We talk about practical strategies for asking better questions and creating safe spaces for honest dialogue, ultimately showcasing how personal connections can enhance professional interactions.Key Moments:00:00 Introduction to Human Connection in Sales02:47 The Art of Meeting Athletes Where They Are06:01 Building Relationships Through Consistency08:48 The Importance of Intentional Communication12:08 Navigating Tough Conversations After Losses14:51 Learning from Experience and Trial17:56 Asking Better Questions in Interviews21:00 Handling Difficult Post-Game Interviews24:10 The Impact of Losses on Athletes and Reporters28:01 Navigating Tough Conversations30:21 The Importance of Clear Communication32:00 Creating a Comfortable Interview Environment34:07 Crafting Effective Questions37:51 Understanding Client Needs39:51 The Impact of Small Interactions42:50 Memorable Moments in Sports Journalism51:26 Personal Insights and QuirksConnect with Jen!LinkedINConnect with Us!LinkedIN: Website: Youtube

Summary:Today I speak to Jared Cook, a seasoned expert in customer success and sales. Jared has most recently been a SR VP of Customer Experience at Docebo and has held senior roles in Customer Success at companies like Domo and Adobe. He is the founder of Crush Churn Consulting where he helps companies reduce churn by 30%.Our conversation explores the importance of human connection in sales, the role of customer success in driving retention, and the need for genuine relationships with customers. Jared shares insights from his childhood about sales, emphasizing the importance of confidence, connecting on a human level as a leader, and a seller, and understanding customer needs. There are so many useful approaches that Jared shares on having difficult interactions with clients to creating a personal connection with a new team that you can take into what you do. If you want practical strategies for improving customer retention and preventing churn, and implementing curiosity and empathy in your sales interactions. You'll walk aways with foundational skills to integrate your personal and professional lives to foster deeper connections with the people your work with and the clients you serve. This was a fun one to learn from an executive is customer success and how those skills can help you in sales!Sound Bytes:"It's about helping a human solve a problem.""You can create human connection at scale.""I'm always up for an adventure."Key Moments:00:00 Introduction to Human Connection in Sales02:41 Defining Selling by Being Human05:01 Lessons from Childhood: Sales and Confidence10:47 Integrating Personal and Professional Life17:24 The Role of Customer Success in Sales21:28 Curiosity as a Sales Tool28:09 Improving Customer Retention Strategies33:18 Identifying and Preventing Customer Churn39:36 Building Genuine Connections with CustomersConnect with JaredLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:Today I bring on Kevin Yates, known as the L&D Detective, to explore the intersection of authenticity, resilience, and effective learning and development practices. I knew that I needed to talk to Kevin after seeing him present at our conference. He was able to connect with the crowd in a unique way with his engaging talk and also shared inisghts of how he sold big ideas in previous roles by focusing on business performance and human performance.Kevin shares insights on how to he sells by being human as a speaker, emphasizing the importance of authenticity in engagement. His. method of speaking is to really immerse his audience within a problem and take them on a journey. You'll learn how Kevin crafts his speaking frameworks to take people on a journey and you'll also get insights on how he would get really big initiatives done by focusing on business outcomes. Kevin has had to gain influene with business leaders, executives, and now with audiences. You'll leave with takeaways on how he's done that in his career and how you can apply it to your own situations where influence needs to be built.Key Moments:00:00 Introduction to the Podcast and Guest02:33 The Essence of Selling by Being Human07:23 Authenticity in Sales and Learning Development11:19 The Responsibility of Sharing Knowledge15:37 Lessons from Ella Yates: Resilience19:48 Understanding the L&D Detective Brand26:23 The Essence of Collaborative Selling29:33 Creating Experiential Learning Opportunities32:59 Democratizing Access to Learning Resources35:56 Defining Impact in Learning and Development40:17 Shifting Mindsets in L&D42:42 Performance Consulting vs. Traditional Training ConversationsConnect with KevinLinkedINConnect with Us!LinkedIN: YoutubeWebsite:

Summary:Today I sit down with Dr. Miriam Kirmayer, a renowned expert on friendship and human connection, to discuss the importance of building meaningful relationships in the workplace and how we underestimate principles of friendship. As she likes to say, "We overestimate the amount of both energy and discomfort that can come from reaching out, initiating plans, And we underestimate the amount of pleasure, joy, meaning, and impact that can come from both deep conversations and also frankly, casual moments of chit chat, whether that's with strangers or a quick reconnect with an old or long lost friend. Sometimes people compartmentalize their "work friends" or business friends with their personal friends and Miriam teaches us how principles of friendship can help you in sales.Key Discussion Points:The role of friendships in enhancing workplace productivity and engagement. Overcoming myths about workplace friendships and their impact on professional success. Practical strategies for fostering genuine connections with colleagues and clients. The balance between professional boundaries and personal connections.Guest Bio: Dr. Miriam Kirmayer is a clinical psychologist and leading voice on the science of friendship. Her work has been featured in major publications like The Atlantic, BBC, and Psychology Today.Key Moments:[00:02:15] - Introduction to Dr. Miriam Kirmayer and her expertise in friendship and human connection.[00:10:30] - Discussion on the importance of building friendships at work and their impact on productivity.[00:18:45] - Overcoming common myths about workplace friendships.[00:25:00] - Practical strategies for fostering genuine connections with colleagues.[00:35:20] - The balance between maintaining professional boundaries and personal connections.[00:45:10] - Dr. Kirmayer shares personal stories and insights from her research.[00:55:30] - Closing thoughts on the value of human connection in professional settings.Resources:Visit Miriam's website for more insights and resources on building connections. Connect with Miriam on LinkedIn and Instagram for personal updates and tips.Subscribe to the "Sell By Being Human" podcast for more episodes on leveraging human connection in sales and business.#WorkplaceWellbeing #HumanConnection #FriendshipAtWorkConnect with MiriamWebsiteLinkedINConnect with Us!Website: Youtube

Summary:Today's episode is with Stephen Steers, a sales consultant, keynote speaker and author. We explore the art of storytelling in sales. Not how to tell your story but how to help people tell a better version of their own story. When you can help someone better understand themselves and through your interaction you better understand them., that's where magic happens.Stephen has come through the ranks of sales as a business development rep an account executive, and now owns his own sales consultancy business around how to tell effective stories as part of a sales process.We discuss how human connection, story telling, and emotional intelligence can transform the sales process, moving away from traditional pushy sales tactics to a more empathetic approach. Stephen shares his personal journey with storytelling, the importance of understanding client needs, and effective questioning techniques to foster genuine conversations. The episode emphasizes the significance of emotional responses in decision-making and how to leverage personal stories to build trust and rapport with clients.You'll learn how to ask questions to help people tell a better story of their problems. You'll help tell stories in a way that gets people to reframe their own stories, and you'll learn how to build trust through understanding whKey Moments:02:19 Redefining Sales: From Selling to Problem Solving11:43 The Power of Storytelling in Sales - Helpin People Tell Their Stories Better16:49 Learning from Experience: The Journey of a Salesperson21:07 Emotional Connection: The Key to Effective Selling26:02 Building Rapport in Sales Conversations28:52 Effective Questioning Techniques33:51 How to Craft A Better Story in Sales40:50 Humanizing Customer Stories45:51 Finding Authentic ConnectionsConnect with StephenLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:Alot of people reach out to me to inquire about being a guest but this one stood out amongst almost 150 episodes. Dre Baldwin was the first to make me a personalized video and it landed with me.Dre Baldwin is a former professional athlete turned entrepreneur and performance coach. Dre shares his unique framework for success, emphasizing the importance of discipline, mental toughness, and authentic communication in both personal and professional settings. He discusses his transition from basketball to business, the significance of understanding one's audience, and the common pitfalls that many face in sales and performance. Dre really dove into discipline in his sport and he realized a lot of his skills translated to business professionals once his playing days were over. It takes a talent to sell your skills on the court to people in a boardroom and Dre does that every day with his consulting practice, his online presence, and his speaking business.Throughout the conversation, Dre highlights the role of mental conditioning and decision-making in achieving success, while also sharing insights on how to effectively coach others by asking the right questions.You'll also learn how to reframe what discipline means to make it easier for you to continue at whatever you're working towards. You'll learn mindset techniques that will serve you when you're inevitably faced with a no or a failure to help you keep getting back up. Dre has got you with this one. Books Mentioned:"The 48 Laws of Power" by Robert Greene"The Art of Seduction" by Robert Greene"10X is Easier Than 2X" by Dan Kennedy and Ben HardyKey Moments:03:00 Dres Framework of Selling by Being Human05:48 Transitioning from Athlete to Entrepreneur08:58 The Importance of Authentic Communication12:02 Techniques for Effective Selling15:03 Infusing Authenticity in Personal Life17:58 Understanding Your Audience20:57 The Work on Your Game Framework24:01 Common Pitfalls in Sales and Discipline26:43 The Challenges of Entrepreneurship and Parenthood29:19 Understanding Mental Conditioning32:01 The Role of Discipline in Achieving Freedom36:17 The Importance of Decision-Making and Discipline39:07 Influences of Family on Discipline and Work Ethic41:34 Coaching: Asking the Right Questions47:01 The Unique Traits of Dre BaldwinConnect with DreLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:Have you ever wondered if or how human connection happens in the military? For someone that's never been in the military like myself, I've often thought the military is about a chain of command and an order structure. That's it. You follow orders or else. Human connection and order seem to be opposing forces. But today's guest says that's not always the case. People get sold on staying or leaving the military by the people they report to. Today I interviewed Enrique Acosta Gonzalez, a leadership expert and former Navy veteran. We discuss the importance of human connection in leadership, the transition from military to civilian leadership, and the significance of building trust and relationships. Enrique shares his experiences in the military, the impact of different leadership styles of his commanding officers, and how authenticity plays a crucial role in effective leadership. We touch on the concept of 'selling by being human' in the military and in his current practice of coaching his clients. This is for you if you've ever wondered how these skills show up in any of these places!Key Moments:00:00 Introduction to Leadership and Human Connection02:56 The Military's Human Element in Leadership06:06 Building Trust and Relationships in Leadership09:07 The Impact of Leadership Styles11:59 Lessons from Military Leadership Experiences15:05 Transitioning from Military to Civilian Leadership20:07 The Importance of Authenticity in Leadership24:00: Selling by Being Human in his current role26:54 Nurturing Relationships for Long-Term Success31:59 Working with Strong-Willed Leaders36:44 Final Thoughts on Leadership and LegacyConnect with Enrique:LinkedINConnect with Us!LinkedIN: Website:

Summary:Have you ever wondered what the best people do to build high quality business relationships? Today I talk to a guy that devoted seven years of his lif studying just that. And the insights he's gained from asking exdecutives one simple question."Can you think of the best person you've ever worked with from a vendor/partner perspective and what made the so great?"Today, Dr. Ryan O'Sullivan comes on the podcast. He's originally from Brittain but lives in Spain. His work you can find in the book, "Building B2B Relationships". We dive into significance of human connection in sales, emphasizing authenticity, and the importance of investing time in relationships.We also talk about the role of humor and banter in building rapport. What is banter and how he's seen people use it feectively.Dr. O'Sullivan shares insights from his extensive research on business relationships, highlighting the distinction between personal friendships and professional connections, And the key components that contribute to successful business interactions. You'll leave understanding how to leverage strong lifelong business relationships by doing the little things for others that can have a profound impact on them. Ryan will also show you how when he's done that, how it's come back to him. Key Moments:00:00 Introduction to Human Connection in Sales03:08 The Importance of Authenticity and Being Human06:03 Learning Relationship Skills from Early Life08:57 The Role of Banter in Building Relationships in the UK11:54 The Value of Initiating Conversations14:55 Understanding the Dynamics of Business Relationships18:07 The Distinction Between Personal and Business Relationships20:58 Insights from CXO Interviews on Relationship Building24:06 Key Components of Successful Business Relationships29:04 The Art of Intelligence Gathering32:04 Building Trust in Business Relationships36:00 Navigating Different Personalities40:08 Cognitive Capital and Relationship Building43:50 The Dynamics of Social Exchange Theory46:09 Creating Lasting Connections52:08 The Personal Side of Professional RelationshipsConnect with Dr. RyanLinkedINConnect with Us!LinkedIN: YoutubeWebsite:

Summary:We've got a force of nature on the program today. She is a 16 year professional athelete. One of only 270 women in history to wear the jersey of the US Womens National Team. She was the first woman in Washingto Spirit history to have her jersey retired. Joanna Lohman played at the pinnacle of her sport and now owns stages where she speaks on leadership, performance, courage and resilience. We speak. Joanna shares her journey from sports to business, emphasizing the importance of authenticity, storytelling, and teamwork. Joanna has a unique perspective on how the art of selling through human connection showed up for her as an athelete and on her teams. ItThose lessons also go to explaining how creating a culture of safety and belonging can build influence on those around you. . Joanna also introduces her concept of 'refiring' after retirement, focusing on the idea of continuing to contribute and impact in new ways. The episode concludes with practical advice on how to connect with others authentically and the importance of self-awareness in building relationships. If you never thought a soccer player was ever in sales, this episode might just prove you wrong. Her value is in how she creates spaces for people to let people be more of themselves and how that skill can some back to you in ways you may never realize.Key Moments:00:00 Introduction to JoAnna Lohman04:09 The Power of Storytelling in Selling07:35 Teamwork and Individual Contributions11:46 Celebrating Uniqueness in Teams20:09 Transitioning from Sports to Business26:18 Harnessing Resilience and Leadership30:15 Chasing Feelings Over Strategies33:52 Authenticity in Leadership and Sales39:57 Creating Safe Spaces for Authenticity42:02 The Three Steps to Authentic ImpactConnect with JoannaLinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:In this episode, I chat with Francie Jain, founder of Terrawatt, to explore the intersection of sales, human connection, and entrepreneurship. Francie shares her journey from the hedge fund industry to founding a company that connects individuals with executive coaches. The conversation delves into the importance of relationships in sales, the challenges of career changes, and the role of coaching in personal development. Whenever people make big career shifts, it always amazes me how well their sales skills can transfer from one role to the next. Francie will show you what that looks like as an entrepeneur.Francie emphasizes the need for authenticity and respect in sales, and discusses the key questions that can lead to personal growth. Things as simple as "What Do You Want?She emphasizes the need for effective communication of the benefits of coaching, overcoming common objections, and the significant return on investment (ROI) that comes from employee development. Francie shares success stories that highlight the impact of coaching on reducing turnover and improving organizational performance. She also reflects on personal growth and the importance of self-awareness as a founder, encouraging others to embrace their strengths and remain curious.Key Moments:00:00 Introduction to Human Connection in Sales03:00 The Role of Relationships in Sales05:57 Navigating Career Changes and Entrepreneurship08:55 The Origin Story of Terrawatt12:02 The Importance of Coaching and Mentorship14:54 Defining Success and Overcoming Fear18:02 Key Questions for Personal Growth21:11 Evaluating Coaches and Personal Development25:22 The Value of Executive Coaching27:03 Communicating the Why Behind Coaching29:44 Overcoming Objections to Coaching30:41 The ROI of Employee Development35:22 Success Stories in Coaching39:27 Self-Discovery and Personal Growth44:35 Connecting with TerawattConnect with FrancieLinkedINConnect with Us!LinkedIN: Website:

Summary:John Barrows is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He’s been in Sales his entire life and held every position from making 400 cold calls a week to being the VP of Sales at one of the fastest growing companies in Massachusetts that they eventually sold to Staples and is now the CEO of his own company where he still actively sells every day.John came on the podcast to talk about how to stand out as a human in sales despite the world of AI that we live in. He dives deep on ways to use AI to augment your sales process over automating your sales process. While AI can write some uncanny human like emials, it still can't replace your soul. Or being the "last mile" in how you can humanize your process. We discuss the importance of maximizing meeting efficiency, doing AI research to show someone you respect their time, the human element that will never die in sales, and the impact of AI on the sales process. John also covers common questions that sales people ask that we should remove from our vocabulary completely in the world of AI that we live in. This is a good one gang!Key Takeaways: (using AI)Sales has always been a human-human interaction.AI can enhance sales processes but should not replace human connection.People buy based on emotions and justify with facts.The essence of sales is helping people solve problems.Empathy and curiosity are crucial traits for sales professionals.AI can personalize content but lacks the human touch.Sales is not about convincing but about understanding needs.The 'give a shit' factor is something AI cannot replicate.Automation in sales can lead to a loss of personal connection.Successful sales depend on how you sell, not just what you sell. Maximizing meeting efficiency is crucial for productive conversations.Focus on the client's needs rather than your own agenda.AI can enhance sales processes but cannot replace human empathy.Avoid asking generic questions that waste clients' time.Research is essential before engaging with potential clients.Sales professionals must adapt to AI or risk becoming irrelevant.Custom AI solutions can enhance personal and professional productivity.Authenticity in communication builds trust with clients.Curiosity drives engagement and effective sales conversations.Investing in AI tools is necessary for modern sales success.Connect with JohnLinkedINWebsite:Connect with Us!LinkedIN: Website: Youtube

Summary:This conversation, I invite someone who got to intentionally know me and who I've worked a little harder for because of how he's made an impact on me. In sales, we sometimes overthink the experience we need to give to people and Sean has found ways to simplify that.Sean met me at a company event and we've developed a great friendship. What I love about how Sean sells is he is constantly thinking about how we can "over index" on his gives. He tells a story about how a tattoed pizza owner taught him everything he needed to know about sales and networking.You'll learn how to emphasize the importance of understanding others' needs and being thoughtful in interactions, whether in sales or your personal life. We also cover networking strategies and the value of making genuine connections, highlighting how small gestures can have a profound impact on relationships. If you can think of a person in your life that just sells you on them as a person and people enjoy being around because of that, this is the episode for you!Key Moments:00:00 Introduction to Human Connection in Sales02:46 The Importance of Genuine Relationships06:12 Sean's Unconventional Career Path08:59 Influential Figures in Sean's Journey11:55 Deepening Conversations for Meaningful Connections14:52 The Power of Networking and Introductions18:01 Skills for Connecting on a Human Level21:45 The Importance of Preparation in Conversations27:29 Proactive Relationship Building32:38 Networking with Intent37:54 Unique Personal ConnectionsConnect with SeanLinkedINConnect with Us!YoutubeWebsite:

Summary:Have you ever had someone make a profound impact on your life but you can't really name them? We all have had people that made lasting impacts on us but only for a brief moment in time. We bought into their selflessness so much we even forgot to ask their names.Maybe it's your barista. Maybe its a flight attendant. For Dan, it was the nurses and doctors who saved is life. To make a point that we're all in sales, this episode reminds us how these people don't do what they do for recognition. They do it because it's the right thing to do.Dan Vasquenza is an entrepreneur and nonprofit advocate. He's on the board of Kulture City, a nonprofit that helps venues cater to individuals with sensory inclusive needs. He's also worked for the Atlanta Hawks in corporate partnerships and he's had a long career in sales.We explore Dan's journey from a challenging childhood accident to a successful career in sales, emphasizing the role of empathy, listening, and personal experiences in building relationships. Dan shares insights on the traits of successful salespeople, the impact of role models, and his transition to working with Kulture City, a nonprofit focused on supporting individuals with sensory needs. In this conversation, Dan Vasquez shares his journey of self-discovery and the challenges he faced while building purpose-driven businesses. He discusses the importance of understanding the human side of sales and philanthropy, learning from mistakes, and the value of experiences over material possessions. Dan emphasizes the significance of relationships in both personal and professional settings, and how they contribute to success.You can learn how Dan has brought his unique style of connecting into securing donations for his non-profit and how he's been able to develop close relationships with high profile people.Key Moments:00:00 Introduction to Human Connection in Sales07:15 Learning from Role Models in Sales13:25 Personal Journey and Overcoming Adversity21:30 Transitioning to Nonprofit and New Beginnings29:46 The Journey of Self-Discovery36:00 The Art of Philanthropy and Sales49:32 The Value of Experiences and Personal ConnectionConnect with DanLinkedINConnect with Us!LinkedIN: Website:

Summary:Today's I talked to Robert Timmons, a successful sales coach and painter known for his unique project of painting millionaires. Robert has this unique way he connects over giving what he's talented at (painting) and we connect the docts on how that applies to sales. He has made unlikely connections with well know people over giving them paintings.The conversation explores the importance of human connection in sales, the role of mentorship in Robert's life, and how art can serve as a powerful medium for change. Robert shares his journey from being an artist focused on ocean conservation to painting influential figures who have impacted his life. We emphasizs the value of understanding others, the impact of giving back, and the transformative power of personal growth through connection and creativity. He talks about the shift from a lack mindset to one of abundance, illustrating how giving can lead to unexpected returns and deeper connections. He also touches on the art of sales as a service, highlighting the significance of listening and understanding others' needs. This is a really good one that might inspire you to think of a creative ways you can give something without any expectations on getting it back and how that sometimes comes back to you in ways you'd never expect.Key Moments:Chapters00:00 Introduction to Human Connection in Sales03:05 The Journey of Robert Timmons05:57 Selling by Being Human09:13 Mentorship and Early Influences11:58 The Power of Connection14:53 Art as a Medium for Change18:11 The Impact of Giving Back21:07 The Evolution of Robert's Art Journey24:03 Connecting with Millionaires through Art29:54 Embracing the Journey: A New Beginning30:52 The Power of Connection: Art and Influence32:55 Giving Without Agenda: The True Value of Generosity34:01 Cross-Pollination: Building a Network Through Art37:39 Unexpected Returns: The Gifts of Giving41:44 Shifting Mindsets: From Lack to Abundance44:55 Sales as Service: The Art of Listening46:48 Tireless Passion: The Essence of Robert TimmonsConnect with RobertWebsiteLinkedINConnect with Us!LinkedIN: Website:

Summary:Do you think it's possible to meet 10,000 people for a 1 hour conversation? Before you answer that question, as yourself another on - what could you learn about connection if you did take on such a monumental journey? I'm going to answer both questions for you with my guest today, Rob Lawless. Rob was disillusioned in corporate American back in 2015 when he set out on a quest. He wanted to meet 10,000 people for 1-1 conversations for an hour. Almost 9 yrs later, he's got nearly 2,000 to go! He's since been featured on The Kelly Clarkson show, The Today Show, and ABC News top share what he's learned and now this podcast!Rob shares his experiences, insights, and the lessons learned from his unique project, emphasizing the importance of building relationships without transactional motives. He highlights the value of being seen and heard, the unexpected outcomes of connection, and the universal insecurities that bind us all together. He introduces the 'Friend Framework' for deeper conversations and emphasizes the significance of understanding one's identity through personal stories. If you've ever struggled with the concept for being a friend while also selling, this is an episode for you!Key Moments:00:00 The Journey of Connection10:01 Building Bridges, Not Transactions20:11 The Power of Human Connection29:59 Unexpected Outcomes and Life Lessons26:32 The Friend Framework for Deeper Conversations29:56 Understanding Identity Through Pie Charts33:51 Authenticity in Building Relationships38:17 Beyond Career: Valuing Life Connections41:43 Calculated Risks and Consistency in LifeConnect with RobInstagramLinkedINConnect with Us!LinkedIN: Website:

Summary:This is a conversation with a woman who found her authentic side of sales by becoming a mom. I interviewed Kelsey Neibel, a successful SaaS sales executive who shares her journey from management consulting to becoming a top seller. If you've ever wanted to know how someone found elite levels of success through finding their authenticity, this is the episode for you. I've interviewed alot of people around the topic of authenticity but Kelsie approached this through the lens of how she wanted to show up for her new daughter.Kelsey discusses the importance of authenticity in sales, the mindset shifts she made after becoming a mother, and how her family background influenced her beliefs about work and success. She emphasizes the need to challenge limiting beliefs and the role of coaching in her personal growth. Kelsie shares her journey of personal and professional growth, emphasizing the importance of coaching, understanding one's purpose, and maintaining a resilient mindset. She discusses the significance of knowing your 'why' behind goals, the impact of mindset shifts on performance, and her desire to empower others through her experiences and insights. Kelsie is a woman who visualized becoming the #1 rep in her company and was able to make her reality come true. Not because of an ego driven mindset but by finding her purpose for others. Enjoy!Key Moments:00:00 Introduction to Kelsey Neibel's Journey02:46 Selling by Being Human: Authenticity in Sales04:40 The Shift: From Consulting to Sales06:59 Becoming a Mom: A Catalyst for Change10:59 Influence of Family: Lessons from Dad14:14 Challenging Limiting Beliefs18:16 Mindset Shifts: From Fear to Love21:59 Investing in Personal Growth: The Role of Coaches22:52 Uncovering Personal Strategies for Success25:45 The Importance of Knowing Your 'Why'27:10 Aligning Goals with Purpose30:52 Resilience in the Face of Challenges32:50 Mindset Shifts for Top Performers40:52 Empowering Others Through TransformationConnect with KelsieLinkedINConnect with Us!LinkedIN: Website:

Summary:This was a 2022 episode of Stories of Selling Human with one of my favorite guests, Rachel Druckenmiller. We're releasing all the goodness again for you on Sell By Being Human!Rachel is on a mission to humanize the workplace by igniting resilience, connection, engagement and compassion in organizations, associations and their leaders and teams. Recognized by Forbes as a Next1000 honoree in 2021, the #1 Health Promotion Professional in the U.S. in 2015, a 40 Under 40 Game Changer in 2019, and one of The Daily Record’s Leading Women of 2020, Rachel is a national thought leader in the field of employee engagement and wellbeing.In this episode we go through how important it is to do the work to understand what your strengths are and harnessing them to connect to others. Rachel offers powerful questions you can ask yourself to find your essence. We talk about how Rachel went from being a perfectionist to finding vulnerability, what Rachel learned through burnout, and how her personal story can help you create genuine trust and connection with people.Stay to the end to hear Rachel sing and give you some inspiration in your day!Key Moments:3:00: How Rachel defines Selling By Being Human through finding your essence.6:20: Rachel's personal story of connecting to herself through being very disconnected to herself.9:05: How You Can Find Your Essence. The Two Questions You Can Ask Yourself to Find It: What Shows Up When I do? What Qualities Do I Bring in A Room?19:12: A story of how a teacher made Rachel feel warmth and really safe.20:37: How Rachel changed perspectives of her colleagues around what Wellness should actually be. Through sharing her own personal story.37:53: How Rachel thinks about building a brand - being more of what you are at your your core to fill a need for someone else.42:29: Rachel's approach to how she sells through offering to meet needs vs selling to someone.Connect with RachelLinkedIn: https://www.linkedin.com/in/rachelbdruckenmiller/LinkedIn Newsletter: https://www.linkedin.com/newsletters/unmute-yourself-6862381507273605120/ Instagram: https://www.instagram.com/unmutedlife/YouTube: https://www.youtube.com/user/racheldruckenmiller Facebook: http://facebook.com/unmutedllcConnect with Us!LinkedIN:Website:

Summary:Today we bring Casey Jacox, a former #1 seller turned consultant and speaker, who emphasizes the importance of human connection in sales. We dive into "uncommon human skills" in sales.We discuss how things like vulnerability, curiosity, and humility can transform the sales process into a more authentic and effective experience. Casey shares personal stories and insights from his journey, highlighting the power of asking great questions and building genuine relationships. Casey has a unique perspective being someone that excelled for over a decade as a top seller and shares how he stayed consistent for so long. Part of his approach he know consults and many of these skills are things we all have the capability to employ but we may be a little afraid of showing these skills to people without looking weak.Casey also shares a nice approach when people ask how are you different from your competition and just a little technique to think about without making stuff up. This was a good episode for anyone that's always tried to figure out what human skills can set you apart whenever you're selling anything in your personal life or in a business context!Key Moments:00:00 Introduction to Human Connection in Sales02:53 The Essence of Selling: Asking Great Questions06:11 Vulnerability and Authenticity in Sales08:49 The Power of Storytelling and Connection12:10 Lessons from Sports: Humility and Teamwork15:01 Curiosity as a Superpower in Sales17:53 The Journey of Personal Growth and Learning27:50 Mastering the Art of Inquiry32:32 Differentiation in Sales: Unique, Comparative, and Holistic40:15 Creating a Culture of Curiosity and Feedback44:42 Personal Connections: The Human Element in SalesConnect with CaseyLinkedINConnect with Us!LinkedIN: Website:

Summary:Today we engage in a deep conversation with Brian Hicks, exploring the intersection of sales and human connection. Brian shares his journey from jewelry sales to B2B pipeline generation, emphasizing the importance of authenticity and genuine relationships in sales.Before you jump in, you should be warned that this episode can be triggering for some. Brian shares a deeply personal story of what he learned by being a witness to a mass shooting. It completely changed Brian's life but it also changes how he sells is a profound way.Our talk delves into Brian's story, the concept of human-centric selling, the power of storytelling, and the value of engaging in difficult conversations. BBrian also reflects on the influence of his mother in shaping his values and approach to life and sales. He also shares profound insights about the impact of his mother's love and values on his life, the transformative experience of surviving a mass shooting, and how these events reshaped his approach to sales and personal connections. He emphasizes the importance of authenticity, genuine relationships, and the need to focus on what truly matters in life and business. This episode is one not to miss and will teach you how a once robotic salesperson found his human side through realizing what really matters.Key Moments:00:00 Introduction to Human Connection in Sales02:01 The Journey of Brian Hicks: From Jewelry to B2B Sales03:04 Defining Human-Centric Selling06:14 The Essence of Being Human in Sales09:49 Storytelling: The Power of Authenticity12:14 Engaging in Difficult Conversations15:15 The Value of Authentic Discovery18:45 Lessons from Family: The Influence of Brian's Mother19:32 The Influence of a Mother's Love26:28 Transformative Experiences: From Sales to Survival28:11 Life After Trauma: A New Perspective on Sales44:09 Building Genuine Connections in SaleConnect with BrianLinkedINConnect with Us!LinkedIN: Website:

Summary:This episode I invite my good friend Rich Bishop to the mic. Rich has had a pretty extensive career in the world of sales and revenue operations. He's currently the CEO of Mind Game Consulting, where he works with venture capital and private equity companies to conslut around key operations strategies.Part of Rich's role is to come into organizations and uild trust quickly with the C-Suite.We discuss Rich's definition genuine care, and how you express that in sales. He expresses this through a story of his personal life and it's one that really anyone can relate to even if you don't have a quota for a living.Rich shares personal experiences that shaped his understanding of empathy and the significance of connecting with others. We emphasize the value of maintaining relationships and how these connections can lead to business opportunities, all while focusing on the human aspect of sales. We discuss the challenges of change management and the necessity of executive buy-in for successful projects. Rich shares insights on using evidence to influence decisions and highlights that everyone engages in some form of selling in their daily lives, whether in professional or personal contexts. It's not every day you get to open the curtain to how a an operations consultant approaches the executive suite and this is a good look into how genuione care shows up for him.Key Moments:00:00 Introduction to Human Connection in Sales06:07 Empathy and Genuine Care in Sales12:06 Building Connections and Relationships23:55 Nurturing Connections Without Expectations30:51 Navigating Change Management and Executive Buy-In40:19 Selling Beyond Sales: Influence in Everyday LifeConnect with RichLinkedINWebsite - Mindgame ConsultingConnect with Us!LinkedIN: Website: