Mehmet Baha is a former Facebook employee, Fulbright Scholar, Global Trainer and Speaker on Psychological Safety, Agile, and Resilience, and Author of “Playbook for Engaged Employees.” With over 18 years of work experience, he has lived and worked in Germany, Turkey, Ireland, Guatemala, and the United States. He has given training and given talks in over 28 countries across five continents. His new book, “Playbook for Engaged Employees,” was released in April 2021 and has already been purchased in the United States, Canada, Germany, the United Kingdom, and Switzerland. In this expert insight Interview, John and Mehmet discuss his book “Playbook for Engaged Employees.”

This Expert Insight Interview Discusses:

• What exactly is meant by psychological safety?
• How would you advise businesses to create that environment?
• How does psychological safety assist in bridging those gaps and allowing for intrageneric communication?

Develop a Transformative Culture

The current method of treating employees has failed. Only 30% of employees worldwide are engaged in their jobs, which is insufficient in today’s fast-paced world. Psychological safety is a well-established concept that can help explain why your employees are engaged. Psychological safety, like engagement, is unquestionably an essential organizational concept that deserves to be highlighted.

It’s time to consider what psychological safety looks like in your organization and whether it’s time to allow employees to be their best, most engaged selves at work.

Self-Awareness At The Workplace

Your company should strive to hire and develop self-aware employees. When your workforce excels at identifying, managing, and productively expressing their thoughts and emotions, your business functions will improve significantly. Employers would benefit from providing assistance and tools to help their employees develop self-awareness. Not only will their teams become more responsive to their needs, but they will also be better prepared to deal with future disruptions.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Hilmon Sorey is the investor, podcast host, 8x author, speaker, and co-founder of Coach CRM, which is the first sales coaching platform. Their goal is to help people make frontline managers heroes, create transparency as it moves up through leadership, and ultimately drive individual and team performance. In this expert insight interview, Hilmon and John discuss “Coaching Methodology.”

This Expert Insight Interview Discusses:

• What is challenging about coaching?
• Difference between coaching and training.
• What is a practical approach to coaching?

Understanding the Coaching Methodology

Coaching is a term that is becoming more popular in management circles, but it is frequently misunderstood or misinterpreted. Coaching, in a nutshell, is a practice that has gained significant traction in the executive world. Working as independent practitioners, the challenges and opportunities that coaches face are frequently quite lonely.

Coaching differs from other interventions like mentoring or consulting in other important ways. Coaches encourage managers to refrain from giving advice or prospecting and instead place the power on employees in order to foster feelings of self-efficacy and control.

Coaching Vs. Mentoring

Recently, there has been some coaching talk, and the terms “coaching” and “training” are sometimes used interchangeably. So, what exactly is the distinction between coaching and training?

Coaches actively listen and ask the right questions to help people improve their self-awareness and capacity to transform and achieve their goals.
Trainers have a thorough understanding of the subject matter and can communicate it to the audience in a structured and logical manner.

Hilmon says, “Some good coaches have typically come from people who were good coaches.”

Always coach those people in the middle of the run who may have had peaks and valleys of success but haven’t quite broken through; that’s where the real revenue opportunity exists within your organization.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Mindfulness in the Workplace: Boost Sales With These Tips

Mindfulness is a surefire way to improve your own quality of life as well as the quality of life and mental health of your employees. There is plenty of evidence as to how the long-term benefits of a positive mental health environment impact the success of a business and the retention of employees.

If you’re looking to increase sales year over year and revitalize your sales process, mindfulness in the workplace is where you want to focus. 

Mindfulness opens the door to increased confidence, improves listening skills, reduces stress, strengthens mental resilience, and better regulates emotional control.

Practicing Mindfulness in the Workplace: Benefiting Clients, Employees, and Sales

Mindfulness is the ability to be fully present, aware of where you are and what you’re doing. It creates the space to observe how you feel in the moment as well as perceiving the social cues from those around you.

>Nectar Marketplace has created a resource filled with actionable tips that will help you implement mindfulness practices into your sales process. You can also check out 20 additional tips from Nectar to implement in 2022 guaranteed to drive growth.

In this Expert Insight Interview, Paul Huszar discusses how to convert military culture, norms, and values into a brand that pops. Paul Huszar is the president and CEO of VetCor LLC, staffed by veterans of the US Military, providing services to consumers, insurance agencies, and insurance companies across the county, specializing in water mitigation and other insurance-related services.

This Expert Insight Interview discusses:

• The state of the US military and the myths perpetuated by a lack of understanding
• What veterans have to offer in the private sector
• The attitude that veterans bring to any business environment

Military vs. Private Sector

Often people think that you need to change the way things are done in the military to bring them into the corporate or private sector. They believe that the military is very rigid while the private sector is pretty fluid, which isn’t entirely true.

The US is at a point in its history where only about 7% of the population has ever served in the military, while less than 0.5% actively serve. The military is downsizing, so these numbers are now dropping even further. Veterans are an increasingly older population; World War II and Korean War veterans are dying, so we’re getting farther and farther apart from those we have sought to protect and defend our culture.

Myths About Soldiers

Many myths about the military are perpetuated, and things will only worsen over time if we don’t do something about it. People see military personnel in movies, and they think these people follow orders by rote. While soldiers follow orders, they do so in a way where they’re inspired by the leadership and understand their purpose, manner, and intent.

So, soldiers follow orders, but they make them better by using their initiative. This is why the US Military is the greatest in the world — because of the initiative of the small-unit leader. If you think about it, there’s quite a lot of rigidity in the private sector, and less initiative is allowed down the ranks.

Value of Working with Veterans

Paul Huszar cautions aspiring veteran entrepreneurs against having the fact that they are veterans as their sales pitch. If you do that, you’re asking for a handout.

Instead, talk about what your customers have to gain from working with veterans, such as timely, high-quality and reliable service. Veterans show up early because early is on time and on time is late. That’s what customers want.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

After recruiting for 25 years, there is no question that the past 18 months have been the most challenging any of us have ever experienced. Candidates as well as managers have dealt with a myriad of obstacles in achieving their business objectives, ranging from having the market for their product or services entirely fall out, to having dramatically increased demand and a lack of qualified workers & supply chain issues.

Most recently, we are seeing quite a few companies moving towards having their workforce return to the office which has resulted in tremendous anxiety, as we all navigate the risks, rewards, and the logistics of how to best accomplish that in the ‘new normal’.

With those concerns in mind, we have created this Infographic that offers 5 easy to implement suggestions on ways to mitigate some of that worry, which will hopefully help those of us that are attempting to get back into an office setting as smoothly as possible.

We are Pipeliner CRM, and this is our manifesto.

Introduction: A CRM Company’s Dedication:

“We put people first, with enjoyable solutions that empower them through dynamic, instant visualization!”

We are dedicated to:

• Being the primary agent of change for salespeople worldwide
• Educating and helping them adapt to a buyer-driven world
• Utilizing network selling, and promoting its collective approach
• Creating 1 million Pipelinerpreneurs globally in the next five years

Check out these valuable tips on how to deal with toxic co-workers

Check out these 6 terrific suggestions on ways to search for a new role without jeopardizing your current job.

Learn 5 fantastic ways to increase retention, to reduce the odds of having your employees succumb to the siren song of your competitors.

About Robert Terson:

Robert has been a sales professional his entire adult life. After 40 years in business, he retired in 2010. Today Bob writes, speaks, and does some limited coaching and training. He blogs regularly on how to sell fearlessly. His book, Selling Fearlessly, released in October 2012, has received rave reviews.

Robert Terson’s Advice for  Sales!

Robert Terson believes that salespeople do carry a lot of fear with them. They feel nervous about making prospecting calls or cold calling people and even some are nervous about talking. In short, they carry a lot of fear, especially the 80% of them who only do 20% of the business. This leads to an overabundance of fear in our business and people should understand that they should overcome fear to become successful in selling.

• Nowadays, it is hard to get people’s attention, especially when buyers are becoming so good at avoiding being contacted. You need to show people that you are different and not just another prospect. So how to carry forward that?
• What are some of the ways that you can put yourself on equal footage and ensure that you have the respect of the person you are interacting with?
• In today’s world, there are so many shiny new toys out there and we are living in a shortcut culture where everything is quick and easy; diminishing the idea of work ethics. But it is a fact that if you put hard work in your every step, you can easily do better than 90% of the other people that don’t believe in putting the hard work in.
• One of the greatest values that you can create for a prospect is to uncover either an unforeseen opportunity or an unforeseen problem.
• Why there is a need to be curious about the business in general and how it can help you gain better results in the wrong run?

What Strategy Should One Keep In Mind While In Sales?

According to Robert Terson, three things help in enhancing your sales. He describes it with the three sides of the triangle. One side of the triangle is the mental attitude of the individual, then the other side is working habits and the last side stands for knowledge and salesmanship. A triangle is geometrically a very solid figure so if all the angles are connected and all the sides are strong, you can easily proceed in the right direction.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

What Does the Customer Value?

Don Shapiro is known as the eyes of the customer because of his ability to understand how customers think. Don helps businesses in over 34 industries boost sales by over 20% and has 33 years of research into customer value. He is currently working on a book called Stealth Value. In this interview, Don discusses the importance of digging deeper when discovering customer value. He talks about how it is a salesperson’s job to guide and lead the buyer who is typically so overwhelmed with their day-to-day tasks and information overload.

This Sales Expert Interview covers:

What is stealth value?

• It’s about something that is hidden deep within the customer. Don talks about what he learned in his 33 years of research.
• You think you have uncovered all the needs but you should go deeper. Don gives a hypothetical example.

Real meaning of value

• What’s your definition of value? It might be an outdated one.
• The customer assigns a value to everything. What are their priorities?
• Salespeople are so focused on the sale and sometimes forget about the whole world surrounding the customer.

Consultative selling

• The consultant has to come in without a preconceived notion.
• You have to change the reality of the customer.
• It may seem counterintuitive to bring more people into the selling process but you need to understand everything at play.
• Don’t think you are in a subservient role in sales. You know things the buyer doesn’t know.
• The buyer having more access to information today than ever before does not necessarily mean they are more informed.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Richardson’s annual research reveals a panoramic view of the changes confronting sales professionals today.