Embracing Digital Transformation

As the host of this enlightening podcast, I had the pleasure of introducing Govind Balu, the founder and CEO of QuaXigma, and interim Chief Digital Officer at Roadside Protect. Our conversation revolved around the concept of digital transformation, with a particular focus on the role of Artificial Intelligence (AI) in sales and marketing.

Understanding Digital Transformation

Govind Balu defines digital transformation as a change in the way businesses operate using digital technologies and data. He emphasizes the importance of understanding the need for change, aligning people in the organization, and knowing the value of the desired outcomes.

Our discussion also touched on the shift from analog thinking to digital thinking, where data-driven decisions play a crucial role. This shift is not just about adopting new technologies but also about changing the mindset and the way we approach business problems.

The Role of AI in Digital Transformation

We delved deeper into the role of AI in digital transformation. Govind explained that AI is not just about automation but also about dynamic business rule generation based on data analysis. He gave an example of how AI has transformed the roadside assistance industry by reducing response time and providing a better customer experience.

Govind emphasized how AI improves human life and addresses significant issues that are beyond the scope of human capacity. He believes that AI will enhance human jobs rather than replace them, especially in small to medium-sized companies where labor capacity is limited.

The Potential of Automation in Sales and Customer Service

Our conversation then shifted to the potential of automation in sales and customer service. We agreed that automation can handle routine tasks, allowing salespeople to focus on building relationships and improving their sales skills.

Govind gave an example of how automation helped a university raise funds by identifying the right people to reach out to and the best time to contact them. He also mentioned how automation can enhance the customer experience in retail stores by personalizing interactions based on customer data.

I added that automation can be a great equalizer for businesses, allowing them to compete and scale in ways that were not possible before. We both emphasized the importance of addressing pain points and optimizing processes before implementing digital transformation. We cautioned against automating bad processes and stressed the need for proper change management and employee adoption.

The Impact of Digital Transformation on Small and Medium-Sized Companies

Govind shared his passion for helping small and medium-sized companies with their digital transformation and enabling them to make an impact. I acknowledged the importance of small and medium-sized businesses in driving the economy.

We concluded the episode by thanking each other and the audience. This conversation with Govind Balu was a deep dive into the world of digital transformation and AI, shedding light on their potential to revolutionize businesses and enhance customer experiences.

The key takeaway from our discussion is that digital transformation is not just about adopting new technologies but also about changing the way we think and operate. It’s about leveraging data to make informed decisions, optimizing processes, and enhancing human capabilities with AI.

To learn more about Govind Balu:
LinkedIn (Govind Balu)
LinkedIn (QuaXigma)
Website
Offers for listeners

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.

The Power of Morning Routines

As the host of the Sales POP! Online Sales Magazine and Pipeline CRM podcast, I recently had the pleasure of interviewing Glenn Lundy, a highly accomplished individual in the automotive industry, author, motivational speaker, and founder of the 800% Elite Automotive Club. Joining us from Kentucky, Glenn shared his insights on the importance of morning routines and how they can positively impact one’s life.

Meet Glenn Lundy: A Man of Many Talents

Glenn Lundy is a man of many talents. With 25 years of experience in the automotive industry, he is a devoted husband and proud father of eight. He has written books, is a sought-after motivational speaker, and hosts a morning show called the 800 Club, where he shares insights and knowledge to help people unlock their full potential.

The Power of Morning Routines

Our conversation quickly shifted to the topic of morning routines. Glenn shared his personal journey of discovering the importance of morning routines after going through a transformative season in San Diego, which included battling depression and suicidal thoughts. He started studying different religions and stumbled upon the world of self-development, where he noticed that successful people all had a powerful morning routine.

Glenn developed a five-step process for his own morning routine, which he later shared with others. The steps include not hitting the snooze button, avoiding the phone in the morning, practicing gratitude and setting goals, taking care of the physical body, and sending out an encouraging message to others. Glenn emphasizes the simplicity of the process and how it can make a positive impact on one’s life.

Prioritizing Personal Needs Over Digital Distractions

Glenn Lundy discusses the significance of starting the day without immediately reaching for our phones. He emphasizes the need to prioritize personal needs, such as using the bathroom, before diving into the digital world. By doing so, we become more aware of how deeply ingrained our phone addiction has become. Glenn suggests that this simple act can serve as a trigger to develop healthier habits around phone usage.

The Power of Gratitude and Goal-Setting

The conversation then shifts to the power of gratitude and goal-setting. Glenn highlights the fact that while many people are aware of the importance of writing down goals, a majority still fail to do so. He explains that writing goals can sometimes feel negative, as it often focuses on what we lack or desire. However, Glenn proposes starting with gratitude as a way to fuel positive energy towards our goals. By acknowledging and appreciating what we already have, we can approach our goals from a positive space and be more consistent in pursuing them.

Recognizing Our Achievements

Glenn shares a story about a paralyzed child who walks miles every day to collect plastic for recycling. This story serves as a reminder that even in challenging times, there is always something to be grateful for.

The 800 Club: A Source of Motivation and Education

Glenn Lundy explains the content and schedule of his show. He mentions that they provide training and consulting services for automotive owners and general managers. As for the show itself, it offers motivation, education, inspiration, celebrity interviews, and thought-provoking conversations. The show is live at 5:30 am Eastern Time, but it can also be accessed on replay through YouTube, podcasts, and other platforms.

Starting the Day Right

Instead of hitting the snooze button in the morning, consider tuning in to the 800 Club. However, Glenn suggests that it’s not necessary to watch it first thing in the morning. Instead, start the day with gratitude and setting goals before watching the show.

A Word of Thanks

I express my gratitude to Glenn for sharing his insights and thank the audience for watching and listening. Glenn also expresses appreciation for the support.

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.

Harnessing the Power of Birthdays to Build Relationships

Recently, we had the pleasure of speaking with Brendan Kleinman, a serial entrepreneur and the founder of Birthday App. Our conversation revolved around the power of using birthdays and special events to build relationships, both in business and personal life.

The Genesis of Birthday App

Brendan Kleinman is no stranger to entrepreneurship. Having successfully launched three consumer companies, he has a knack for leveraging technology to make exclusive experiences and products available to a broader audience. The idea for Birthday App was born out of a simple realization – the universal celebration of birthdays and the touchpoint they provide in relationships. Brendan wanted to make it easier for people to connect and create meaningful experiences for each other on their birthdays.

The Challenge of Authentic Touchpoints

In our conversation, Brendan and I delved into the challenge of finding authentic touchpoints and the importance of personalization. In the post-COVID world, people tend to have smaller circles and are investing deeper in closer relationships. The goal of Birthday App is to make it easy to be thoughtful in a way that feels unique and not generic. They aim to provide personalized recommendations, such as gifting a local restaurant reservation, to make the recipient feel special.

The Importance of Genuine Relationships

We also touched upon the performative nature of social media and the importance of genuine relationships. We referenced a happiness study that found relationships to be the key factor for long and happy lives. This underscores the mission of Birthday App – to foster authentic and personalized interactions for birthdays and special events.

Building Relationships: Finding Reasons to Reach Out

Brendan explained that the key to building relationships is finding reasons to reach out to people. In the current world, it can be challenging to find those reasons due to the ongoing pandemic and changing patterns. However, Birthday App aims to make it easier for users to connect with others by providing suggestions and reminders for thoughtful gestures.

The Impact of Unexpected Gestures

When I asked Brendan about the impact of unexpected gestures on people, he agreed that being pleasantly surprised by someone we care about or have a business relationship with is powerful. He mentioned a theory by Derek Thompson, called the “80% familiar, 20% surprising” rule, which suggests that things that catch our attention often have a balance of familiarity and surprise. Birthday App incorporates this concept, such as creating personalized bobblehead cards and offering unique experiences.

The Success of Birthday App

Since launching Birthday App, Brendan shared that the app has grown to a user base of around 30,000 active users through word-of-mouth marketing. This is a testament to the app’s effectiveness in helping users connect with others in a meaningful way.

The Importance of Being Seen, Heard, and Understood

In our conversation, we acknowledged the importance of being seen, heard, and understood, which aligns with research showing that people crave these things. Birthday App plays a role in fulfilling the “seen” aspect by reminding users to acknowledge and celebrate birthdays.

The Convenience of Birthday App

Brendan explained that Birthday App provides a convenient way to keep track of birthdays and offers features like sending cards and gifts. Many people secretly use the app as a “secret weapon” to connect with others. Wishing someone a happy birthday not only benefits the recipient but also makes the sender feel more connected.

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.

From Podcast to Million-Dollar Success

John Golden, your host from Sales POP! Online Sales Magazine and Pipeline CRM. Today, I’m thrilled to introduce you to my guest, Dr. Darnyelle Harmon, the CEO of Incredible One Enterprises and the author of the upcoming book, “Move to Millions: The Proven Framework to Become a $1 Million CEO with Grace and Ease Instead of Hustle and Grind.”

The Incredible Journey of Dr. Darnyelle Harmon

Dr. Harmon is a force to be reckoned with in the world of entrepreneurship. She has helped her small business owner clients generate over $365 million in revenue and has coached 40 entrepreneurs to become multimillion-dollar CEOs. Her new book, set to be released on November 7th, focuses on her proven framework for achieving financial and spiritual success as a CEO without sacrificing one’s well-being.

The Five S’s of Success

In “Move to Millions,” Dr. Harmon emphasizes the importance of strategy, sales infrastructure, systems, support, and a success mindset in building a successful business. She firmly believes that entrepreneurs can achieve their financial goals with grace and ease, rather than through constant hustle and grind.

Thinking Like a CEO from the Start

Dr. Harmon encourages entrepreneurs to think like CEOs from the start and to prioritize setting up systems and processes to reduce the need for excessive work. By documenting tasks and creating an operations manual, entrepreneurs can build a business that can thrive without their constant presence. This not only increases the business’s valuation but also allows for scalability and the ability to delegate tasks to others.

The Game Changer: Documenting Processes and Procedures

During our conversation, Dr. Harmon and I discussed the importance of documenting processes and procedures in business. We highlighted how some of the best salespeople and entrepreneurs are unconsciously competent, meaning they don’t realize how they achieve their success. By documenting their methods, they can create a framework that makes results predictable and increases the value of their company.

The Power of Purpose

Dr. Harmon emphasizes the importance of knowing your “why” in order to have a greater impact in your work. When you are connected to your purpose, your actions will be more energetic and vibrant, attracting attention and opportunities for growth in your business or career.

Making the World a Better Place

Dr. Harmon runs Incredible One Enterprises, a business transformation company that helps entrepreneurs and small business owners build financially and spiritually fulfilling businesses. Their goal is to turn entrepreneurs into CEOs of million-dollar companies, not only to eradicate small business poverty but also to create the means to support causes and make a positive impact on the world.

“Move to Millions”: A Call to Action

Dr. Harmon’s book “Move to Millions” aims to reach as many people as possible to help them achieve million-dollar success. By shifting the statistics and increasing the number of businesses sustaining millions, Dr. Harmon believes we can transform the economy, generational wealth, and create a planet that we are excited to inhabit every day.

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.

Leveraging Virtual Assistants for Business Growth

As a podcaster, I recently had the pleasure of interviewing Chris McShanag, an expert in leveraging virtual assistants for businesses. We had an insightful discussion about the concept of virtual assistants, their benefits, and how they can be effectively utilized to drive business growth. Here’s a detailed account of our conversation.

Understanding Virtual Assistants

Chris Mechanic began by explaining that virtual assistants (VAs) are individuals who handle tasks that don’t require direct interaction from clients or patients. These tasks can range from bookkeeping, administrative support, sales phone calls, to other back-office functions. He emphasized that VAs can handle these tasks just as effectively as in-person employees, a fact that has been highlighted during the pandemic.

The Benefits of Virtual Assistants

We then delved into the benefits of leveraging virtual assistants for businesses. Chris mentioned that by delegating repetitive and process-driven tasks to VAs, entrepreneurs and business owners can focus on business growth strategies and moving their businesses forward. He also addressed common pain points for clients, such as finding the right staff and the cost of staffing. His company provides a dedicated team that handles the heavy lifting of staffing needs, allowing clients to concentrate on driving their businesses forward.

Challenges and Opportunities of Virtual Recruiting

Our conversation shifted to the challenges and opportunities of virtual recruiting. Chris highlighted that his company doesn’t just find people for clients, but also handles recruitment, compliance, training, and ongoing coaching for VAs. They also provide dedicated account managers to assist clients throughout the onboarding process and address any concerns or issues. Chris shared that leveraging VAs can result in cost savings of up to $80,000 when transitioning from in-house staff to VAs, as well as a productivity improvement.

The Scope of Virtual Assistants

Chris explained how VAs can support businesses by taking care of tasks that are holding them back. These tasks can range from being responsive to clients, managing accounts receivable, handling financials, managing social media and websites, and more. He offered a list of 250 common tasks that VAs can handle in various industries such as legal, real estate, property management, and construction.

Success Stories

Chris shared examples of clients who have benefited from using VAs, including private equity firms that have seen cost savings of up to $80,000 per VA. Other clients in construction and real estate have experienced improved responsiveness to clients, faster turnaround on quotes, and efficient property management. He emphasized that outsourcing these tasks not only increases productivity but also leads to revenue growth at a lower cost base.

The Human Element in Business Interactions

We discussed the value of the human element in business interactions and how AI and automation can support but not replace it. Chris mentioned that their VAs are based in the Philippines, known for its excellent customer service, as well as other bilingual teams from Latin America. He emphasized the importance of human touch and interaction in a remote world.

Looking to the Future

Chris sees exponential growth in the demand for staff in various industries. He mentioned that while unemployment rates are decreasing, the need for high-quality professionals is growing exponentially. His company, VA and VA, can manage the process effectively and provide cost-effective solutions. They take care of HR tasks, onboarding, and other administrative headaches, allowing businesses to focus on driving their growth.

Special Focus on Healthcare Industry

Chris explained that VA and VA primarily focuses on the healthcare industry, working with doctors, dentists, and veterinarians. They handle patient communication, scheduling, insurance verification, billing, claims management, and real-time medical scribing. Additionally, Chris announced the launch of their new business, My Ortho VA, which caters specifically to the orthodontic space.

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.

The Power of Sales Leadership and Emotion in Sales

Hello everyone, I’m John Golden, your host from SalesPOP! Online Sales Magazine and Pipeline CRM. In this blog post, I’m excited to share the insights from my recent podcast episode with John Crowder, the VP of Healthcare with Integrity Solutions. We had an enlightening discussion about the importance of sales leadership, the role of emotions in sales, and the impact of effective coaching on sales teams and organizations.

The Crucial Role of Sales Leadership

John Crowder and I kicked off our conversation by discussing the significant role that sales managers and leaders play in their team’s performance and engagement. We agreed that the number one reason people leave an organization is because of their boss. Therefore, the level of employee engagement is heavily influenced by the boss’s leadership style.

We also touched on the fact that many sales leaders are promoted based on their sales performance without receiving any leadership or coaching training. This is a critical issue as there is a stark difference between managing and coaching. Coaching is focused on improving performance rather than telling people what to do. It involves asking questions and helping individuals discover their own solutions, which is both a coaching and selling skill.

The Power of Belief Systems in Sales and Leadership

During our discussion, we also delved into the significance of belief systems in sales and leadership. These belief systems shape one’s approach and effectiveness in their role. We highlighted the need for effective sales leadership and coaching, and the profound impact it has on sales teams and organizations.

Building Authentic Relationships in Sales

We then moved on to discuss the importance of building relationships and being authentic in sales. We highlighted the concept of message fatigue, where sales reps become tired of talking about their product because they sense that the customer has heard it all before. This leads to interactions that focus on rapport building rather than identifying customer needs and offering solutions.

In today’s business landscape, the relationship part of sales is more important than ever. Being authentic and helpful is crucial in gaining trust and standing out from the competition. However, we noted that authenticity is not often trained or taught to salespeople.

The Importance of Coaching and Leadership

We also touched on the topic of coaching and leadership. We stressed the importance of recognizing and leveraging individual strengths rather than focusing on weaknesses. We discussed the need for leaders to create an environment where people are not afraid to make mistakes and have learning opportunities. We suggested that coaching should be routine and not treated as a low priority task that gets canceled or rescheduled frequently.

We addressed the lack of leadership development and coaching skills in many organizations. We mentioned that over 60% of leaders are left to define coaching themselves, leading to a lack of shared mission and a focus on administrative tasks rather than developing their teams.

Integrity Solutions: Bringing the Human Element Back into Business

John Crowder, the VP of Healthcare with Integrity Solutions, discussed the impressive clientele that the company has built over its 50-year history. Their client base spans various sectors, showcasing their ability to bring value to organizations across different industries. He believes that the reason these companies choose to partner with Integrity Solutions is because the company focuses on bringing the human element back into business interactions.

By prioritizing human connection, Integrity Solutions helps their clients improve their relationships with customers, as well as foster stronger connections within their own organizations. This emphasis on humanity not only benefits professional relationships but also extends to personal connections outside of work.

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.

The Art of Recruiting Salespeople

As a podcast host, I recently had the pleasure of interviewing Gabe Lullo, a sales expert based in New York. We had an insightful conversation about the challenges of recruiting salespeople, the impact of technology on sales, and the importance of understanding individual motivations. Here’s a recap of our discussion.

The Challenges of Recruiting Salespeople

Recruiting salespeople is no easy task, especially when it comes to entry-level positions. As Gabe pointed out, there are fewer indicators of skills and experience for these candidates, making the hiring process even more challenging. With the advancements in technology and the increasing number of applicants for each job, finding the right salesperson becomes a bigger challenge.

We also touched on the perception of sales as a career. It’s often seen as a stepping stone rather than a lifelong profession. However, Gabe emphasized that sales is a valuable and lucrative career path, with many CEOs having a background in sales.

The Impact of Technology on Sales

Our conversation then shifted to the impact of technology on sales. Initially, there was fear that automation would replace salespeople. However, as Gabe pointed out, it turned out to be an enhancement rather than a replacement. He highlighted the importance of assessing a candidate’s technology skills during the interview process, especially in a remote sales environment.

We discussed the various tools and applications that salespeople need to manage their sales pipeline effectively. However, we also cautioned against getting too caught up in technology and emphasized the need to focus on metrics and outcomes.

Recruiting Younger Generations

Recruiting younger generations presents its own set of challenges. These individuals are tech-savvy but also need to possess relationship-building skills. Gabe discussed the importance of communication skills, particularly on the phone, in the interview process for sales candidates. His company conducts role play sessions and provides opportunities for candidates to record themselves to assess their tonality, communication style, and articulation of messages.

We agreed that younger generations may not have as much experience talking on the phone, so training is necessary in this area. Gabe mentioned that they provide training and support to help candidates improve their phone communication skills. He also noted that finding individuals who can effectively influence others on a phone call is crucial.

The Importance of Attitude and Listening Skills

When it comes to recruiting, Gabe highlighted that attitude is everything. He looks for candidates with a positive attitude, enthusiasm, and charisma, which cannot be seen on a resume but can be assessed through video calls or Zoom meetings. He also values curiosity and intellectual curiosity, as it is essential for salespeople to understand the business of their customers and prospects.

Gabe also mentioned the importance of listening skills and how easily distracted people can be, regardless of their generation. He shared a trick they use in the interview process to test candidates’ listening skills.

Understanding What Motivates Salespeople

We also discussed the importance of understanding what motivates salespeople individually. Gabe mentioned a video by Gary Vaynerchuk, where he emphasizes that as sales leaders, it is crucial to know what motivates each team member instead of simply throwing money at them. He believes that many new sales leaders make the mistake of assuming that what motivates them will also motivate their team. He suggests asking salespeople directly what motivates them and then creating incentives around those motivations.

I agreed with Gabe and added that the answers to what motivates salespeople may surprise you. It’s significant to understand individual motivations to effectively incentivize and drive performance.

Introducing Alley Oop Audio

Gabe took the opportunity to introduce his company, Alley Oop Audio, which specializes in helping businesses generate more qualified demos and appointments for their sales teams. They handle the front end of prospecting through various personalized methods such as phone, LinkedIn, and email. Their goal is to increase the number of scheduled appointments and qualified demos for executive sales teams.

I acknowledged the value of Alley Oop Audio’s services and encourage you to check them out.

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.

Unveiling the Iceberg: A Deep Dive into Customer-Centric Sales

Hello everyone, I’m your host, and today I’m excited to share with you the insights from a recent expert insight episode where I had the pleasure of interviewing Karl Becker, the founder of Improving Sales Performance and author of several insightful books on sales and marketing alignment. Our conversation revolved around his new book, “Iceberg Selling,” and the importance of understanding customers on a deeper level.

The Iceberg Selling Concept

Karl Becker introduced us to the concept of “Iceberg Selling,” a sales approach that goes beyond the surface-level understanding of customers. He emphasized that to be successful in sales, we must delve deeper into the customer’s world, understanding their needs and connecting with them on a more profound level. This approach, Karl believes, can set us apart from our competitors and lead to better results.

Karl and I found common ground in the belief that people crave to be seen, heard, and understood. This simple yet powerful concept forms the foundation of effective sales. Drawing from his extensive experience as a consultant, Karl noticed that salespeople often focus solely on closing deals without truly understanding the customer. He stressed the importance of investing time in understanding the customer’s unique situation and building a connection with them.

Strengths Over Weaknesses

Our conversation then shifted to the idea of focusing on people’s strengths rather than their weaknesses. Karl highlighted the importance of recognizing and leveraging each individual’s strengths. He shared a conversation he had with a peer group of marketing agency owners, discussing the role of account managers and their level of ownership in client success. Karl suggested changing the title from account manager to account leader to emphasize the need for them to take ownership and lead their accounts to success. This idea resonated with the group, as it shifted their perspective on the role and highlighted the importance of driving outcomes and creating value for clients.

I found myself agreeing with Karl’s point about the distinction between management and leadership. I emphasized the psychological and executional differences between the two and the importance of understanding what leadership means in the context of sales. The concept of an account leader signifies taking responsibility for the transfer of value and the success of the client.

Building Authentic Relationships

Karl added that account managers in sales and marketing often have a natural inclination towards building relationships and understanding people. He suggested that they should apply this mindset to understanding their clients’ success and needs. By aligning with clients and bringing value, account managers can create successful outcomes. He encourages account managers to immerse themselves in their clients’ world, building strong relationships and rapport.

Karl also emphasized the importance of authenticity and being true to oneself in sales. He believes that when salespeople show their genuine selves, amazing things happen, and clients are more likely to open up and reveal their needs and challenges. This leads to co-creating solutions and a deeper understanding between the salesperson and the client.

I agreed with Karl’s point and added that in today’s world, people’s defenses are often up when they encounter salespeople. Therefore, being authentic from the beginning is one of the fastest ways to break down that initial distrust. Karl further explained that salespeople sometimes carry baggage or “head trash” that affects their approach to sales. He shared a story about a founder who had hang-ups about sales due to negative experiences and perceptions. Through coaching, the founder realized that sales is about genuinely showing up, caring, and offering solutions to help others.

The Pride in Sales

Both Karl and I expressed our passion for sales and the pivotal role it plays in society. We believe that salespeople should be proud of their profession and the value they bring to their clients. After all, sales is not just about closing deals; it’s about understanding, connecting, and creating value for others.

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.