How to drive sales motivation and maximize energy, focus, and engagement

As sales professionals, we can sometimes get stuck in a rut when selling the same products and services over and over again. This can make it difficult to come to work everyday excited to repeat the same processes. In this #SalesChats host John Golden interviews John Doerr on how salespeople and sales leaders can create a lasting mindset of motivation.

Mark your calendars for Thursday, April 11th at 9am PT and join John Golden, Martha Neumeister and John Doerr to reinvigorate your mind and surrounding sales team.

Recorded Live 11th April 2019 9am PT/Noon ET

Episode Questions

1. How can salespeople cultivate the mindset and motivation for selling a product or service?
2. Which habits are proven to inspire and strengthen motivation systematically across sales teams?
3. What are some hacks salespeople can apply immediately in order to increase motivation?

Our Guest

John Doerr

As president of RAIN Group, John Doerr works closely with a wide range of national and international clients and hundreds of others to unleash sales performance. For his outstanding accomplishments and client results, John was honored at the 2019 Stevie Awards, winning Gold for Sales Training Professional of the Year. Author of Wall Street Journal Best-seller Rainmaking Conversations (Wiley, 2011) and Insight Selling (Wiley, 2014), he was named a Top Sales Thought Leader globally by Top Sales World in 2011.

Links › rainsalestraining.com | twitter.com | linkedin.com

Our Hosts

About 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.

Martha Neumeister

Martha is 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, CSMO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

Leadership Strategies for Turning Setbacks into Success

As a former emergency room doctor, Dr. Susan O’Malley lead a different team every day she came to work, but the leadership principles remained the same. At the age of 50, Dr. O’Malley hung up her lab coat and started her own business to help entrepreneurs and corporate executives become better leaders. In this interview, she talks about the most important leadership principle and who is responsible for the success of a team. She stresses the importance of humility and provides strategies for turning setbacks into success.

This Sales Expert Interview covers:

Learning how to lead teams that change

• Being an ER physician, Dr. O’Malley always had to lead a team but that team changed constantly based on who was working that day. Find out what leadership style made her consistently the favorite doctor amongst the staff.

How to handle dramatic changes

• Obviously, the situation in an emergency room can change on a dime. This can also happen in the corporate world and people tend to get very thrown off. So how do you ensure your team can handle it and how does trust play into this?

Turning setbacks into success

• Learn to admit when you make mistakes and ask for help.
• What happens when we focus too much on the big picture?

Dealing with a less than ideal team

• Maybe there is someone on your team that isn’t your favorite person. What can you do to push through that struggle?

What it means to lead people

• In today’s digital world it takes a lot more energy to be a leader, so it’s important that people who want to be leaders think about these challenges ahead of time.

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.

The Power of Hope in Life and Leadership

We’ve all heard of a self-fulfilling prophecy. Well, there is now a body of research on the science of hopefulness. After leading public relations and corporate communications at media giants Universal and Turner Broadcasting, Libby Gill began looking into this research and started her own coaching and leadership consulting company. In this interview, she discusses what a hope-driven leader is and the powerful components of hope theory. Libby explains how there are multiple ways to an end goal and that hope is a strategy that helps people follow along.

This Sales Expert Interview covers:

Insights from two pioneers from the medical and psychology communities

• How the Adult Situational Hope Scale was founded and what it looks at

How to motivate the people around you and instill hope

• We live in a fairly cynical society today. Leaders must understand that what they say is heard in different ways so the customization of their message is important.
• Everyone has an opportunity to exceed expectations. That’s real leadership.

Don’t be a bystander

• People tend to be more passive than they need to be, and it can be hard to lead people who don’t have drive. It’s much easier for us to connect to a mission when there is a narrative of success and passion behind it.

Working toward goals

• Often times we do things that aren’t actually working toward our goals if we take a step back to really think about it. Make sure you aren’t trying to solve every problem. Pick a couple of things that are really important.

Generational blend

• Communicating as a leader can be tough when you have a mix of different generations. Be careful not to categorize all millennials in the same way and don’t deny them a purpose.

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.

The Keys to Resiliency to Prevent Burnout

Burnout is a widely discussed topic today not just nationally but globally as well. So many organizations have employees that are just plain burnt out. How does this relate to resiliency and what are leaders doing wrong? Eileen McDargh, Chief Energy Officer of The Resiliency Group, author, motivational speaker, and #1 ranked communication professional by Global Gurus, explains how we can look inside ourselves to redefine what resiliency means to humans. She discusses how certain leadership techniques, putting unnecessary pressure on ourselves, and not taking care of our bodies and minds are major causes of burnout.

This Sales Expert Interview covers:

Resiliency re-defined

• There is no such thing as going back in the human system. So what does resiliency mean for us?

What does success look like to you?

• Our world is so digitally connected but at the same time emotionally disconnected. Social media has given us a window into our peers’ lives although that window is narrow and biased. We tend to compare ourselves to others 24/7. What are you really comparing?

Unrealistic expectations at work

• There are three things that motivate people and believe it or not, one of them is not money. It can be powerful to have validation outside of yourself.

Distracted and overwhelmed

• There is a difference between choosing to and having to. Try keeping a log of where your time goes and force yourself to be present.

How to keep your energy alive

• A practice from the middle ages that could help and learn how to take care of your body and mind

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.

Become an Expert of Negotiations

Negotiations don’t always come naturally to everyone, and some of us absolutely despise this part of doing business. Negotiating is a learned skill that you acquire by practicing. Herb Cohen, a corporate and government negotiator, strategy consultant, and author, discusses what makes someone a great negotiator and common mistakes people make when getting into these types of conversations. He provides three crucial steps for success in negotiations and explores the importance of how you make people feel in the process of selling.

This Sales Expert Interview covers:

• Mistakes people make when they approach negotiations
  • Some people see negotiations as a competitive game but this is not the case.
• Is everything negotiable?
  • Mostly everything came about as a result of a negotiation. Herb even has a book called “You Can Negotiate Anything” that was New York Times bestseller.
• Three Crucial Steps to Success
  • Herb goes over his three crucial steps to success and how you have more power than you think you do.
• Selling as an honorable profession
  • Salespeople should realize that they have a lot of independence and should be empowered by that.
  • The best way to approach the customer
  • The magic words of selling
  • It’s not what you say, it’s the way you say it
• Why kids are successful negotiators
  • Kids get what they want a lot of the time. Why is that? Maybe we could all learn a lesson from our younger selves.

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.

Powerful Tips and Insights for Networking

What makes a good networker? You might think you are excellent at it and have nothing to learn here. But you might be coming across too strong and putting people off from the get go. Diane Darling, professional speaker, consultant, business coach, and author, defines networking to start and points out the parallels between it and relationship building. She provides great tips for different types of networking situations and ideas for opportunities to network you may not have thought of.

This Sales Expert Interview covers:

• Networking online and face-to-face or hybrid networking
  • Diane discusses the delicate balance to hybrid networking and what’s appropriate
  • The importance of making someone feel included when networking
• What can you do if you’re shy by nature?
  • By only being worried about your own insecurities about talking to someone, you’re not thinking about the fact that the other person might need what you’re offering. You wouldn’t want to deprive someone of that, would you?
• Body language, words, and voice in networking
  • Some people don’t realize the kinds of messages that certain body language sends
  • Beware of uptalk!
  • First impressions are important. Learn the dangers of being too casual or too formal in early interactions.
• Places to network
  • What are the informal and formal places to network, how to strategically pick out situations, and where to look for less obvious opportunities like the airport security line!
  • Being cognizant of inclusivity in certain networking situations

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.

How to Find, Hire and Retain Sales Talents

Employees can be your biggest asset. Unfortunately, they can also be your biggest liability if you aren’t careful in the hiring process. Your sales team is especially important because they are in direct contact with your prospects and customers. In this #SalesChat host John Golden interviews Neal Benedict on strategies employers can use to find the right sales talent. Benedict also discusses the makeup of an effective on-boarding process and why certain personality traits are so important to focus on in successful hiring.

Mark your calendars for Thursday, March 21st at 9am PT and join John Golden, Martha Neumeister and Neil Benedict to uncover the secrets of hiring exceptional salespeople.

Recorded Live 21st March 2019 9am PT/Noon ET

Episode Questions

1. What are some key strategies to finding the right sales talent?
2. What are the most important fundamentals of an effective on-boarding process?
3. Why attitude, beliefs, and values are crucial to hiring success and how you can make sure you keep focus on this?

Our Guest

Neal Benedict

Neal is President and Founder of Silver Brick Management Solutions, with over 20 years of experience in sales and sales management. His passion is for sales leadership and strong competencies in strategic planning and marketing. He helps organizations grow revenue while maximizing profitability.

Links › silverbricksolutions.com | twitter.com | linkedin.com

Our Hosts

About 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.

Martha Neumeister

Martha is 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, CSMO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

Learn the #1 Attribute of Top Sales People

Everyone is in sales. Any time we influence anyone to do anything we are selling them on a course of action. Justin Cohen shared the #1 attribute of top sales people in London recently. The good news is that we can all develop it.