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TV Expert Interviews / For Sales Pros / Jun 16, 2024 / Posted by Kristie Jones / 17

Navigating the Sales Industry – Insights from a Sales Pro (video)


As the host of an expert sales channel dedicated to the intricacies of sales and personal development, I recently had the pleasure of engaging in a thought-provoking conversation with Kristie Jones, a renowned author, speaker, coach, and sales process consultant. In this blog post, I’ll share the valuable insights and lessons from our discussion, which centered on the critical importance of intentionality, self-awareness, and personal development in the sales industry.

The Intentional Sales Career

Kristie Jones, the author of “Selling Your Way In,” brought to light a compelling point about the sales profession: many individuals find themselves in sales roles by chance rather than choice. This lack of intentionality can lead to a career that doesn’t fully leverage one’s unique “sales superpowers” and “secret weapons.” Kristie emphasized the need for sales professionals to approach their careers with the same strategic planning and intentionality they apply to outbound prospecting.

Understanding Your Strengths and Weaknesses

A recurring theme in our conversation was the importance of self-awareness. Kristie and I concurred that many sales professionals ascend to leadership roles without the necessary competencies, which can result in a fundamental misunderstanding of the art of selling. Recognizing one’s strengths and weaknesses is crucial for making informed decisions about one’s career trajectory.

Exploring Diverse Roles in Sales

The sales industry is rich with opportunities that extend beyond traditional roles. Kristie encouraged listeners to explore different positions that align with their passions and strengths. She urged sales professionals to think creatively and not confine themselves to the career paths laid out by their companies.

The Imperative of Personal Development

We discussed personal development and the alarming dearth of expert sales training available from many organizations. Kristie underscored the responsibility of individuals to take charge of their career advancement. She advocated for continuous learning through podcasts, industry influencers, and other educational resources.

The Reality of Management Roles

John and I acknowledged the common misconception that management roles are glamorous. In reality, managing people is multifaceted and can involve elements of therapy, parenting, teaching, and discipline. It’s a complex task that requires a diverse skill set.

Kristie Jones: A Specialist in Sales Process Optimization

Kristie shared her expertise in working with early-stage startups, where she focuses on building and formalizing sales processes, customizing CRM systems, and managing the hiring process. She also offers interim sales leadership to support organizations during transitional periods.

A Call to Action

As our conversation drew to a close, I encouraged the audience to explore Kristie’s book, “Selling Your Way In,” and her other services. Her insights are invaluable for anyone looking to thrive in the sales industry.

The sales industry demands more than just a knack for negotiation and persuasion. It requires a deep understanding of oneself, a commitment to personal growth, and the courage to forge a unique path. My discussion with Kristie Jones was a powerful reminder of these truths. For sales professionals eager to take control of their careers, the message is clear: be intentional, be self-aware, and never stop learning.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Kristie, author of “Selling Your Way IN”, is a speaker, coach, and sales process consultant. Companies hire Kristie to elevate their sales organization because most sales leaders and professionals are discouraged and frustrated about anemic pipelines, low close rates, and missed targets. Kristie’s willingness to get her hands dirty and her “take no prisoners” approach when helping companies drive more revenue from their Sales and Customer Success teams is what makes her so valuable to her clients. Her mission is helping companies find top talent as well as creating a sales accountability culture to ensure revenue growth. Kristie is passionate about coaching sales teams to leverage their superpowers to reach their full potential, and she wants representatives and sales leaders to identify and embody the practices and characteristics of Top Ten Percent achievers.


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