How to properly structure a discovery call and first presentation

Rebecca Gebhardt shared her persoal sales journey and advice for aspiring sales leaders

Rebecca Gebhardt is a successful author, speaker, and trainer that has built a successful business helping to elevate sales leaders. In this episode she shares her sales origin story and how she overcame early struggles and doubts. She has advice for aspiring sales leaders and her story from her humble start selling books door to door to running a successful business is an inspiration for those interested in a sales career.

How to properly structure a discovery call and first presentation

When we engage with potential prospects in a sales cycle, there are 3 key things we need to understand: why anything, why now, why us. Too often salespeople rush into Why Us, trying to explain to a prospect why we are the best choice for them. The best of the best follow a more structured model, understanding first why the prospect would do anything, then understand why is now the best time, all before presenting the case for why they are best to solve it. In this episode I give some tips on how to prepare for an execute a sales call in the most effective manner.

Lyle Smith - The Story Guy - talks about the importance of story telling as a marketer, salesperson, entrepreneur and throughout your life and career

Lyle Smith - owner of the Marketing firm Nymblesmith and author of the new book Why Yellow Matters shares his personal story and journey in how he became associated with Brand Storytelling. Everywhere we go in life as salesperson, parent, spouse, business owner, candidate, or any other role we play, story telling is important. Lyle shares his journey from beat writer at a NJ Newspaper to Marketing Agency writer to Business Owner and now Author. Much to learn in here about the importance of focus, specificity and finding your niche.

Dana Skaggs - the Queen of Boundaries - shares her advice on how to create healthy boundaries in your personal and professional life

Whether you are in sales, leadership, or other professional role - the line between home, work, family is more blurry than ever. It is so easy for us to be impacted by others that are constantly inserting themselves in our lives. Taking control of these interactions and establishing boundaries in our life is critically important. Dana is the Queen of Boundaries - a licensed psychotherapist that works with people from all walks of life in how to manage the relationships in our lives. She gives practical advice on how to think of the people in your life and how to take control of the impact they have on you and your mental health. If you find yourself struggling with critical relationships in your life this episode is for you.

Salespeople are People too - Kathy Mayerhofer shares her sales journey and how she successfully leads a multi-national sales organization

I had the opportunity to sit down with one of the most accomplished sales leaders I have had the pleasure to work with in my career: Kathy Mayerhofer. Kathy has worked her way up the ranks from the beginning of her career as an Account Executive to now running a large multi-national sales organization. We touch on a wide range of subjects and go deep into her perspective on sales culture, recruiting, leadership, and women in sales. This one is a doozy!