Marcia Reynolds is the president of Covisioning LLC is the master of teaching others how to engage in powerful conversations that connect, influence, and activate change, even when emotions are strong. She has trained, spoken at conferences, and coached leaders in 36 countries and reached over 100K people worldwide. From government agencies and large multi-national companies to coaching schools in Italy, Turkey, Russia, China, Kazakhstan and across North America, she’s been hired by organizations around the globe, not just because of her highly engaging presentations but because of ability to change people’s minds.

John Golden and Marcia Reynolds cover the following topics:

• How leaders can turn difficult emotional conversations into productive results? What is the first step in addressing that or overcoming that?
• In today’s virtual world, a lot of conversations don’t even take place face to face and carry forward in the virtual arenas. Is that increase or decrease or change how you should approach things or is it the same underlying philosophy?
• Our life experience of receiving feedbacks is in such a way that we don’t generally remember the good feedbacks but easily remembering the bad ones. So how to tackle this situation and stay motivated to do good work!
• Why it is essential to listen to people first?

Most of the people are not trained and know the exact meaning of coaching and how to coach others. With their own experience, the leaders learn how to tackle this issue and proceed in the right direction.

Where People Go Wrong?

Leaders and coaches are charged with getting people to stretch their limits but are often unsuccessful. Top leadership coach Marcia Reynolds says the problem is, incorrectly handled; difficult conversations create more resistance than growth. Reynolds offers a model and methods for discovering what to say so people change their own minds. As a result, leaders equip people to find their own solutions, see situations more strategically, and grow beyond their limitations. She explains why it is important to pick the right time and place to enter the discomfort zone.

Change your thoughts, change your behavior has long been the mantra for the personal growth movement. Yet no matter how hard you try, there are times you can’t stop the mental chatter that leads to needless arguing, tension, frustration, and eventually a numbing process that restricts access to your joy and passion.

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.

Sally Helgesen is the world’s premier expert on women’s leadership, is a best-selling author, speaker, and leadership coach. For 30 years her mission has been to help women recognize, articulate and act on their greatest strengths and help organizations build more inclusive cultures. She has been named Number 18 on the Global Gurus list of top leadership experts and selected as MEECO’s International Thought Leader in Cultural Transformation for 2019.

John and Sally cover the following topics:

• We will talk about Sally’s favorite subject that is how women rise! According to Sally, women have distinctive strengths and behaviors that provide many advantages that help them early on their career but sometimes hold them back later. What is the exact idea behind that?
• What are some of the habits that are more prevalent for women than maybe men?
• What is the role of perfectionism in women’s success and you can it become extremely deliberating?
• What is the concept of argument dilution?

Sally’s most recent book, How Women Rise, co-authored with legendary executive coach Marshall Goldsmith, examines the behaviors most likely to get in the way of successful women as they seek to move to a higher level. It became the top-seller in its field within a week of publication and rights have been sold in 12 languages.

“How Women Rise”: About The Book

Leadership expert Sally Helgesen and bestselling leadership coach Marshall Goldsmith have trained thousands of high achievers—men and women—to reach even greater heights. Again and again, they see that women face specific and different roadblocks from men as they advance in the workplace. In fact, the very habits that helped women early in their careers can hinder them as they move up. Simply put, what got you here won’t get you there . . . and you might not even realize your blind spots until it’s too late.

Sally and Marshall identify the 12 habits that hold women back as they seek to advance, showing them why what worked for them in the past might actually be sabotaging their future success. Building on Marshall’s classic bestseller What Got You Here Won’t Get You There, their new book How Women Rise is essential reading for any woman who is ready to advance to the next level.

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.

Dr. Richard Ruff has spent the last thirty years designing and managing sales training projects for Fortune 1000 companies. These projects have varied in scope from targeted sales training efforts for launching new products to large-scale sales training performance engagements with organizations like UPS and Smith & Nephew. Richard is a part of Level Five Selling.

Here we will be discussing:

• What is the meaning of Level Five Selling?
• Sales training is something to which people look at all the time. How the landscape change in the way that the traditional sales training doesn’t work or meet the needs of the modern seller anymore!
• Most people don’t know what coaching looks like in a professional business sense and goes triple for sales coaching. This is the reason why most of the people misunderstood the actual meaning of coaching. What is the exact meaning of coaching in a sales management sense?
• A lot of training in the past is being set up assuming that all selling is done face-to-face as it used to be but the reality is that’s not the case anymore. Nowadays, a lot of selling is done online. Hence using technology to coach is a good idea as a lot of salespeople are using technology to sell and a lot of sales training isn’t really adapted to that chair. What are Richard’s views on the same?

As a salesperson, you need to take cues from the customers – right from buyers because if the buyer wants to engage with you in a particular way and you try to force him to engage in a different way, then it can ruin the whole deal. This is why it is always prescribed to take the cues from the prospects and figure out how they want to be communicated.

Yes, coaching is effective but it is also true that it takes a lot of time. Hence the availability of online coaching facilities helps people to manage their multiple tasks at a time. There are tremendous numbers of learning management systems that are really good.

Level Five Selling: The book

If you apply a simple rule of six sigma to your sales culture that the single most important metric you can track is a quality sales call, and you make your sales leaders accountable and responsible for developing a team of Level Five salespeople, you will have happier more loyal customers, improve your win rates, improve your forecast accuracy, and reduce costly time consuming turnover.

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.

About Harry Kraemer:

Harry Kraemer, Jr. is a professor of management and strategy at Northwestern University’s Kellogg School of Management, where he teaches in the MBA and the Executive MBA programs. Additionally, he is an executive partner with Madison Dearborn Partners (MDP), one of the largest private equity firms in the United States where he consults with CEOs and other senior executives of companies in MDP’s extensive portfolio.

Here we will be discussing:

• What is the meaning of value-based leadership and how does that differ from other forms of leadership?
• How does a leader demonstrate in the best way possible?
• Nowadays, people are less reflective as they get so consumed in different activities and other devices that are demanding their attention. This is something that you need to very deliberate about. Isn’t it actually separating you to be reflective because it almost counters to the pervasive culture?
• It is right that we celebrate frenetic activity when we are in work. This helps you separate activity from productivity and it is counted as one of the greatest challenges to a leader; to not fall into that trap of feeling comfortable as there is so much going on.
• There is always a need for an element of self-awareness and you can’t be a self-aware person without being self-reflective. One is the journey to the other.

It is a challenge for the organizations – how they can organize themselves to provide some of the additional value to their employees. The changing structure of work is the fact that now people can live and operate pretty much wherever they want to be. They can be completely mobile and don’t have to be tied to a place or a physical building. All of these things have really challenged leadership. It’s up to you how you harness all the benefits of this collapsing in chaos!

It’s up to you – what to choose! Either, you can have thousands of people stuck in one building and be completely disconnected with them or thousands of people spread around the world, connected effectively.

Every single person understands how their job contributes to the overall success of the organization. The organization must see and communicate with the people and make them understand that how they are playing an essential part in the success of the company.

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.

About Ryan Lowe:

Ryan Lowe is a professional motivational keynote speaker, sales trainer, consultant & author, whose passion is to work with organizations that want to inspire and motivate their leaders and team members with principles that will help create a positive culture and mindset to achieve excellence. He writes articles for several magazines and is the author one of the most talked-about books in the market today, “Get off Your Attitude.”

Here we will be discussing:

• What is the importance of a Positive Mindset in sales?
• What is the perfect advice for people who may be losing hope that they don’t achieve their closure this year?
• There are times when things are not going well. At this stage, you somewhere convince yourself that you have put your best efforts but inside, you also know that you are not putting your best. So how to overcome this issue!
• There are a lot of times when salespeople have been bombarded with negative stereotypes. What are some of the ways that say people just can start to build a better sense of self-confidence?
• What is the role of sales managers in observing and coaching the salespeople?
• It is true that we are not good at analyzing ourselves most of the times. Another thing is to go back and practicing the basics. So is it necessary to strengthen our basics to perform well in advanced stages?
• What are some of the things that you can do immediately to make sure you go into an engagement with the best mindset possible?
• What are the other ways that can help you keep a positive mindset with a positive attitude; especially when you are facing critical situations?
• Why it is important to look at your past record?
• How to self motivate yourself in low times?
• It is always recommended to look at your past successes and learn of them. So what difference does that make in your future commitments?
• It is true that there is a temptation when things are tough and you want to go away from all of them. But at that point, you need to sit down and analyze everything to feed your mind with good insights or positive insights. How to carry out this successfully?

How To Get Positive Mindset?

• Gain insight into the power of choosing positivity
• Understand how vision creates success
• Realize the power of engaging in positive relationships
• Identify and implement the habits of thinking, talking & acting positively
• Acquire tools for a team culture of positivity and responsibility

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.

Join us for a high-energy sales chat with Michelle Beauchamp who will provide you with great insights into how to be a top networker. Michelle will uncover for you steps you may have missed when starting your networking strategy and ways to maximize the effectiveness of every interaction.

Hosts John Golden & Martha Neumeister will keep the conversation going in-person and on the hugely popular #SalesChats Twitter Chat.

There are 2 different ways to watch this #SalesChats Episode:

1. Register for this Event
2. Visit our #SalesPOP! YouTube Channel and start playing the Live-Discussion

#SalesChats and the accompanying Twitter chat are very popular ways to learn and engage with other sales professionals – join in and offer you own insights during the show.

Recorded live on 21st November at 9am PT/Noon ET

EPISODE QUESTIONS:

Q1: Why salespeople should networking? What is the motivation behind building relationships through networking? #SalesChats

Q2: What are the most important steps for salespeople who didn´t include networking in their strategy yet to start with? #SalesChats

Q3: How can salespeople improve their networking skills to ensure they´re networking efficiently and effectively?

Our Guest

Michelle Beauchamp

Michelle Beauchamp is the founder of The Champ Group, brings her real-world experience to your business environment. Her combination of corporate sales and leadership, as well as multiple years as an entrepreneur, has equipped her to empathize with a variety of business needs and challenges.

Links › beasaleschamp.net | linkedin.com

Our Hosts

John Golden

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.

Martha Neumeister

Martha is a social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

About Annie Meehan:

Annie Meehan is an inspirational Keynote Speaker, an award-winning author & Certified Coach. After 9 years climbing the ladder in corporate America, she became a serial entrepreneur – buying one gym and building a second one, starting a speaking business, leading an AdvoCare Supplement team, writing one book and then another. She has just written a new book called ‘The Pineapple Principle’.

Here we will be discussing:

• What exactly the meaning of “The Pineapple Principle”?
• We live in an increasingly self-absorbed world where you find the comparison culture and people on social media platforms show off from time to time. In this way, others can feel inadequate, no matter what others are showing are true or not. So how do people get out of that mode of being self-absorbed but at the same time, feeling inadequate by comparing to others?
• How to help people standing up and being nice to people as not everybody believes they have a crown to wear. So how to help people who don’t believe that they have a crown?
• What are some of the favorite stories of Annie Meehan from the book?
• What is the best advice to people who are in the dark? How to deal with the darkest seasons of their life like a pro?

It is a fact that you can’t be liked by everyone as it is impossible and yes, that does not make you a bad person. You need to keep on going forward in your life.

There are times when you don’ feel like doing a particular task but when you complete it, you get a really good feeling. So people need to find things like that which give them the feel of accomplishment and prove helpful in building self-confidence.

About “The Pineapple Principle”:

You must have heard about the pineapple poem as a child in preschool or kindergarten which goes like:

Be a pineapple. Stand up straight, wear a crown, and be sweet on the inside. Be a pineapple!

The pineapple poem can really make us reflect on what it would look like if people shared their deepest, most vulnerable stories. When taken from a poem to a principle, these words are so simple and profound, and Annie Meehan believes they can change the world. This book reminds you of how simple and important it is to value people.

Annie Meehan is committed to transforming achievement from good to great by teaching people to rewrite their excuses into successful accomplishments.

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.

Andrew is an International Lecturer and Consultant specializing in Sales Management and Sales Process Optimization. He helps companies define, measure, analyze, improve, and control their sales processes. Helps clients segment their entire sales process into four phases and apply techniques from Lean, Six-Sigma, Theory of Constraints and TRIZ. He has more than 30 years of sales experience and now consults globally on sales management.

Here we are discussing the following points:

• What can salespeople learn from their engineering counterparts?
• What can lean and lean principles teach salespeople?
• Updating the sales process is one of the essential things that the company must do on a regular basis and it is also seen that some of them don’t do that quite often. What all this may lead to?
• When it comes to sales, one thing that may go wrong is people don’t spend enough time looking at the process and seeing if every part of the process is working effectively. How to tackle that?

Looking from the customers’ perspective can help; especially when it comes to sales. At the end of the day, most people build processes to suit themselves.

Disciplines and Specialization:

Throughout centuries of scientific discovery, polymaths such as Leonardo da Vinci, Darwin, Galileo, and Richard Feynman stand out. They were able to take their knowledge from one discipline and bring it into others. The need to understand a plethora of topics has been replaced with specialization — in academia, medicine, and law, to name a few.

Using TRIZ methods can help. View each new hiring process as an opportunity to improve the entire system, rather than an end in itself.

Components of TRIZ:

• Ideal Final Result

Conduct blue-sky thinking and brainstorming about the perfect candidate. Leonardo said, “Think of the end before the beginning.” Know what you would like if you could have it all.

• Everyone’s Ideal Result

Look at the problem from all sides — not only your viewpoint but every stakeholder.

• Functionality, Harms, and Benefits

Analyze everything about the position. List all “must-haves” and “nice to have.” Now, what do you not want to see in a candidate? If you list skillsets, defend them — why are they important? Now, what does the role look like?

If you revisit your sales process before you replace your sales manager, you will probably find that you can recruit from a wider and more diverse group, enabling you to improve both the efficiency and effectiveness of your sales force.

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.