Sales POP - Purveyors of Propserity
SalesPOP Contributor Spotlight: Deb Calvert
Blog / For Sales Pros / Sep 17, 2018 / Posted by Sales POP! Recommends / 2624 

SalesPOP Contributor Spotlight: Deb Calvert

2 comments

Meet Deb Calvert:

Deb Calvert is September’s Contributor Spotlight! Each month, SalesPOP! interviews one of our top contributors, giving readers a peek into the mind of experts in the sales industry. Calvert has had a long relationship with SalesPOP!, sharing her insights as one of Treeline’s “65 Most Influential Women in Business” and a professor at University of California, Berkeley.

Her SalesPOP! Contributions include numerous blog articles, such as Sales Managers: Focus on Employee Engagement, Stop the Revolving Door of Sales Hiring, and How Learning Leadership Improves Sales Results; media features like her true sales tale, Ask the Right Discover Questions…or Suffer the Consequences, and a #SalesChat, Stop Selling, Start Leading.

An expert on sales management, training, coaching, and leadership development, she shares information about her career. Check out her interview below.

Thanks for being such a prominent contributor! We love how you’ve shared your insights with us over the years. What’s your favorite part of contributing to SalesPOP!?

SalesPop! is the real deal. Like Pipeliner CRM, Go Ahead!, and many of the contributors and supporters in this universe, I’m a strong believer that we have to focus first on today’s buyer. I have a natural affinity with Pipeliner. After all, I’ve been championing the notion of “putting people first” for 13 years through my business People First Productivity Solutions. So the mission of Pipeliner, which begins with “We put people first…” really resonates with me! It’s an honor to be part of a community where this is a true commitment (not just a platitude). SalesPop! delivers quality content and is making a difference when it comes to educating sellers and helping them adapt to a buyer-driven world. Being some small part of that is what I like best about being associated with SalesPop! and Pipeliner.

How did becoming a University Instructor change how you think about the sales and business world?

The opportunities I’ve had to work at seven universities has changed my thinking about sales and the business world tremendously. Mainly, I’ve come to appreciate the importance of being both a doer and a learner. Inside and outside of academia, far too many people resist learning and change. They defend antiquated ideas about how to sell and reject the uncomfortable truth that sellers aren’t keeping up with emerging buyer demands. Similarly, there are those who focus too heavily on theory and rely too much on new technologies without testing them in real-world selling situations. Being in the classroom and keeping up with research is important. Being in the field and getting a reality check is equally important. Teaching sales people and leaders from every sector opens my eyes to a variety of perspectives. Researching what drives buyers balances those perspectives. Coaching sellers in the field and continuing to be my company’s sales lead gives me an opportunity to test what I’m hearing vs. spreading unproven or half-baked theories of my own. Continually learning and doing the hard work to get appropriate certifications in coaching, instructional design, and assessment tools provides me with rigorous standards and deep confidence in what I offer my clients and students.

You seem to do it all. You have a book named by HubSpot as one of the highest rated sales books of all time, you’re a University Instructor, a sales influencer, and a certified sales coach. What advice do you have for others who want to follow in your footsteps?

My advice is to find your passion before trying to find your outlets for it. What’s most gratifying for me is when I’ve contributed to someone else’s growth. My passion to make a meaningful difference to others is what steers my decisions about what to do and how to do it. Making a difference — one that really helps people — happens in training workshops, 1:1 coaching, through books and speaking engagements, and in collaborations with colleagues. I choose to do the work that fuels my passion. Examples include founding The Sales Experts Channel, contributing to SalesPop!, and training trainers to deliver our leadership, management and sales courses.

It’s easy for others to misunderstand this sequence. They see the outlets and the activity, and they try to emulate what others have done by following rote steps. Without the passion and purpose, they run out of fuel. I “do it all” because I am constantly refueled by work that makes a genuine difference.

What is your proudest accomplishment?

Professionally, what is most gratifying for me is when I’ve contributed to someone else’s growth. That happens in training workshops, 1:1 coaching, through books and speaking engagements, and in collaborations with colleagues.

What was your biggest failure, and what did you learn from it?

I have to admit that there’s one way I’ve failed multiple times. I’m still learning on this one! In business, you have to be careful when it comes to selecting partners and associates. I’ve been burned a few times by people I trusted and respected. What I’ve learned is that some of the titans in our industry don’t back their public image with personal integrity. They don’t walk their talk. Professionally, that’s been an expensive lesson to learn. Personally, it’s been deeply disappointing to realize that my admiration and respect had been misplaced. The takeaways I’m reluctantly adopting are to proceed with caution no matter how well-known someone is, to read the early warning signs about character before it’s too late, and to accept that “birds of a feather flock together.” With these reminders, I am becoming more discerning and refining my inner circle.

About Author

The editorial staff at Sales POP! online Sales Magazine love to bring you the best content available.

Author's Publications on Amazon

People are the lifeblood of a company. Without a clear process for recruiting, interviewing, hiring, and development of the team, finding the right talent is difficult and limits your growth potential. This book is a fable to illustrate the need to always be looking for…
Buy on Amazon
Outlines the multichannel marketing sequence used by the Obama campaign to win the 2008 Presidential Election. Video, audio, microblogging, blogging, and user-generated content are a few of the business applications examined in this guidebook. This case study is the definitive reference for the use of…
Buy on Amazon
Sales training doesn’t develop sales champions. Managers do. The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude,…
Buy on Amazon
The bible for bringing cutting-edge products to larger markets now revised and updated with new insights into the realities of high-tech marketing Crossing the Chasm, Geoffrey A. Moore shows that in the Technology Adoption Life Cycle which begins with innovators and moves to early adopters,…
Buy on Amazon
Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and winning highly competitive accounts. It is based on extensive research and interviews with more than 1,000 key information technology decision-makers, top technology salespeople, and…
Buy on Amazon
Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even…
Buy on Amazon
This book will increase your prospecting for new business! Everybody is promoting something, and most of us have some resistance to the process of getting other people interested in whatever you are offering.
Buy on Amazon
Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment―and the rest of their lives.
Buy on Amazon
Get More Face Time and Higher Close Rates--the SMART Way Smart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than…
Buy on Amazon
Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and…
Buy on Amazon
Every day, expert consultants like Mike Weinberg are called on by companies large and small to figure out why their sales departments are falling short. Is it lazy and ineffective salespeople? Is it outdated methods of client building? Why are these team members not producing…
Buy on Amazon
You know how to sell—that’s your job, after all—but getting CEOs and VIPs to call you back is the tricky part. You’re in luck: That impossible-to-reach person isn’t so impossible to reach after all.
Buy on Amazon
Comments (2)

0

emmanuel msimbe commented...

am inspired by this.

0

emmanuel msimbe commented...

Great stuffs

..
..
..
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.