Sales Enabled

In Episode 24 of Sales Enabled, Dan is speaking with Jim Rees, an Executive Coach, Motivational Speaker, Author and Ultra-Cyclist in a deep discussion on the critical aspects of emotional intelligence and personal development. The conversation begins with an emphasis on awareness—understanding and deliberately managing one's emotions to influence positive outcomes. The ABC of Success model is introduced, comprising Awareness, Beliefs, and Commitment, offering a framework for personal and professional growth. 

A significant portion of the conversation revolves around the power of beliefs and their impact on behavior. The distinction between limiting beliefs and empowering beliefs is explored, highlighting the transformative potential of changing one's belief system. The metaphor of leaving a "fingerprint" in interactions underscores the importance of being intentional about the emotional impact we have on others in various relationships.

Specifically, the pair go into detail in the following areas:

Emotional Intelligence in Leadership: Explore the importance of emotional intelligence, focusing on how leaders can be intentional about their emotional impact in various relationships.

The ABC of Success: Delve into the ABC model discussed in the conversation, which stands for Awareness, Beliefs, and Commitment. Understand how these elements contribute to personal and professional success.

The Power of Beliefs: Highlight the impact of beliefs on behavior and performance. Discuss the concept of limiting beliefs versus empowering beliefs and the role they play in shaping one's mindset.

The Fingerprint Metaphor: Explain the significance of leaving a positive "fingerprint" in interactions, whether in intimate relationships, work relationships, or random encounters. Discuss how being intentional about these interactions can contribute to a positive world.

Commitment to Success: Explore the theme of commitment and the importance of seeing goals through to completion. Discuss how commitment plays a vital role in personal and professional achievements.

This is essential listening for anyone looking for practical insights into enhancing their emotional intelligence, challenging and transforming limiting beliefs, and committing to the journey of personal and professional success. The podcast serves as a valuable guide for those seeking to navigate the complexities of emotional awareness and personal growth.

In the episode, Jim refers to a number of materials. A couple of these are linked below:

- EI Framework

- OK Corral

About Jim Rees

What finger print are you going to leave?

Recent achievements:-
3 consecutive solo finishes in the Race Across America (Ultra cycle race covering 3000 miles of non stop cycling) in 2007, 2008 & 2009 going faster each year.

2009 Oct set a new record for the static Watt bike in 24 hours, cycling a total of 448 miles.

Having flown around the world competing in some of the toughest races on the planet, I have met some amazing athletes and I have a very clear idea of what is possible. Drawing from my personal sporting and professional career, I have seen and experienced perceived impossibilities turn into reality. From this, I absolutely know that the majority of us are barely scratching the surface of our potential, whether that’s on the tennis court or in the boardroom.

More recently I have run Leadership development programmes around Being an Authentic Leader, focusing on the finger print leaders are leaving in every conversation, every look and every hand shake. Creating more Awareness around their Emotional Intelligence and the impact that they have on the rest of the business.
Everything we do is rooted in our beliefs about what is achievable and whether it's through the keynote speech, 1:1 coaching or group coaching I have the ability to challenge people's patterns of thinking that might be holding them back.

Find out more at theEIGuru.com

In episode 20 of Sales Enabled, Dan is speaking with Danny Wasserman, Director of GTM Enablement at Gong on the topic of behavioural economics, decision science, and generally how to use the research around influence and persuasion to help salespeople be more effective. When Danny first got into enablement, he decided he was going to give salespeople more than just the generic sales training advice that they may have been used to, and committed to always using the best available science and research to both drive messaging and also help structure sales conversations. In this conversation, Dan and Danny explore the different research available around behavioural economics, and Danny shares some of the ways he has turned theory into practice with his salespeople. Specifically, Dan and Danny dive deep into the following topics:

• What was the one piece of information that nudged Danny into learning more about decision science 
• The importance of tension in a sales conversation and how to generate the right amount of tension
• How to avoid coming across as a doom-monger when using pain to motivate prospects and create urgency 
• Danny’s recommendation on which books to read to get started in studying persuasion science 
• How Danny sells his training and enablement ideas internally to get engagement 

If you want to know how to apply the theory of persuasion and decision science in a practical, sales-focused way, this is a great episode. It will also really help you to understand why some of the top sales training companies in the world structure their training the way they do, and how you can use these techniques to really improve your ability to persuade and influence. 

About Danny Wasserman

As a former restaurateur turned SaaS seller, Danny Wasserman is no stranger to grit. From consistently over-achieving on quotas to innovating sales programs, Danny has thrived in fast-paced environments that celebrate change. Most recently, he has researched, architected, and subsequently delivered sales enablement content that globally serves SMB, Commercial, Enterprise, Partner, and Customer Success teams. Danny has facilitated for audiences ranging from 30 people onboarding to thousands of people attending a sales kickoff. In between, he’s taken tremendous pride in ramping numerous facilitators to create a global faculty versed in teaching leaders and sellers alike on relevant, actionable curriculum. Whether it's in front of the room facilitating or in the back office ghostwriting communications for leaders, Danny remains equally committed to always playing for the team and never losing sight of humility. In my free time, you'll see him on the soccer pitch, on the ski slopes, or in the lab distilling his own gin.

In episode 23, Dan Storey is speaking with Dre Baldwin, CEO and Founder of Work On Your Game Inc. Dre is a former professional basketball player who now teaches the mindset of success he developed in his sports career to business owners and salespeople globally, either through his coaching, 4 TedX talks, one of his 33 books on the topic of success mindset, or his podcast which has had over 7 million listeners. Dre is a living example of the power mindset has on a sales and business career, and this is a topic that is of highest importance for all salespeople, whatever stage of their career they are at. In this episode, Dan and Dre discuss the crossover between sports, business and sales, tying it back to Dre’s success on the court, as a YouTube content creator, and now as a coach to people all over the world. 

Specifically in this conversation, Dan and Dre go into detail on:

• How Dre realised he needed to approach the challenge differently to other athletes to get to play professional basketball
• How Dre approached making 60 cold calls to 60 different sports agents in order to get a job 
• Why personal initiative is a key mindset for success for people who have the odds stacked against them
• How Dre got started on YouTube, and how he would approach AI if he was starting again today
• Why salespeople need to focus on developing their skills in the same way a sportsperson would
• The 4 areas of mindset that Dre advises all business owners to focus on during his coaching 

This episode is essential listening if you want to develop a mindset that is going to guarantee you success in your sales career, regardless of what is happening around you in the current environment. Dre’s stories about discipline, confidence, mental toughness and personal initiative are guaranteed to leave you feeling inspired and energised, so make sure you take the initiative and put these lessons into practice. 

About Dre Baldwin

Dre Baldwin is CEO and Founder of Work On Your Game Inc. He has given 4 TEDxTalks and has authored 33 books. 

Dre’s content has been viewed over 100 million times. His daily Work On Your Game Podcast has over 2,600 episodes and over 7 million listeners. 

Dre had a 9-year professional basketball career, playing in 8 countries. Dre’s framework is the "roadmap in reverse" for professional mindset, strategy, systems and execution.

In Episode 22 of Sales Enabled, Dan is speaking with Galem Girmay, manager of revenue enablement at UserTesting and host of the awesome podcast, What Is Your Legacy. Galem learned early on how to hustle, and at just 10 years old found her way to get to the top of the leaderboard by outworking all the other kids. Fast forward to the today and she used that same hustle mentality to get into tech sales, first as a BDR, then AE, and now into Enablement, using those same characteristics and curiosity to learn and expand herself along the journey. 

A lot of Galem’s work is focused around helping teams improve their effectiveness with outreach and cold calling, and given that this is a challenge for all businesses today, it made sense to focus the conversation on that topic. 

In this episode, we dive into detail in areas such as:

• How do reps stay up-to-date on current outbound and prospecting best practices. 
• How to create a culture where reps and SDRs are hungry for and proactively seek-out coaching
• What are some of the specific sales culture elements that encourage sales rep development 
• The top traits that set top SDRs and sales reps apart from other people in their role 
• Who is responsible for the development of sales reps within the organisation 
• How SDRs should think about their career growth and effectively map out their next move
• What are the key skills and mindset shifts that an SDR needs to effectively transition to their next role

Galem prides herself on always trying to be the best version of herself and figure out how her experiences can positively impact and contribute to an organization and individual contributors. She definitely brings that passion and focus to this episode, making this a must-listen for anyone in a sales team that relies on outbound efforts to fill their top-of-funnel requirements.  

In episode 21, Dan Storey is joined by Harry Kendlbacher⁠ from Global Performance Group talking to discuss a topic that is shaking the world of sales at the moment - AI. However, they don’t go into topics such outreach sequences and creating new prompts and content, but instead talk about how salespeople need to think about developing their skills as buyers start to use AI to push salespeople out of the buying process. Harry has a wealth of experience in training buyers and salespeople alike, so has a great perspective on how these two parties can work together, combining AI with HI (or Human Intelligence) to improve the impact salespeople can have on the decision making process. This is a really interesting look at how salespeople need to be evolving themselves to develop elite-level relationship and questioning skills if they want to remain relevant, especially in the world of high-value sales. In particular, some of the key topics covered include: 

• Secrets behind a successful 23 year marriage and how to be happier now than ever
• Why elite relationship building skills will become critical for salespeople to develop as AI becomes more prevalent 
• How do we use our skills to generate new outcomes in the mind of the buyer to increase value our solutions can add
• How buyers are going to use AI to improve their buying processes and how salespeople need to align to these changes 
• Why buyers will still need HI (Human Intelligence) at various parts of the buying cycle and how salespeople can add value

This is a really interesting look at how salespeople will need to work alongside AI as tools such as ChatGPT evolve, and what skills are going to be even more important in the future of sales. 

About Harry Kendlbacher

Harry Kendlbacher is the CEO, Managing Partner, and a part of the original founding team of Global Performance Group. With over 20 years of experience in the sales, negotiation, and organizational development industry, Harry has helped Fortune 500 organizations implement behaviour change approaches to embed a culture of courage, innovation and collaboration within sales, leadership and procurement teams. Prior to Global Performance Group, Harry has worked at BayGroup International as the Managing Director for EMEA, overseeing all aspects of the firm outside of the US. Harry enjoys keeping fit by running, biking and swimming, competing in triathlons and spending time with his family in Salzburg, Austria.

In Episode 19 of Sales Enabled, Dan Storey is speaking with Chris Beall from Connect and Sell on the topic of cold calling, outreach, and why the traditional model of SDRs trying to research clients and book meetings might be wrong. Typically SDRs waste tons of time researching prospects that never pick up the phone which Chris believes is crazy. Instead, he teaches people how to push the research until after the cold call so you know you are investing your time wisely. This requires SDRs to be able to book meetings without the use of research, and his data shows that this is done by rapidly building trust, creating a sense of curiosity, and then booking an appointment for a meeting that has a ton of value in it for the prospect. 

Specifically, Dan and Chris dive into some of the following topics in more detail:

• Why the purpose of a cold call is actually NOT trying to get a meeting 
• How to build trust in the first 7 seconds by doing just 2 things - demonstrate empathy and solve an immediate problem 
• The mindset behind turning lame call blitzes into successful appointment-booking sessions with a 96% success rate 
• Chris answer to the question “what is the value of a discovery meeting for a prospect?”
• How do you start the discovery call and “induce people to confess” rather than having the prospect be apprehensive to share information

This is a great session that challenges the traditional way of looking at the SDR workflow but also provides a super effective way of approaching cold calling. If you are an SDR, you need to learn the techniques and science behind this approach, and Chris does an awesome job of breaking this down during the call. If you are responsible for top-of-funnel success for your organisation, perhaps you need to think differently about how you use SDRs within your organisation, and start to use tech to facilitate more connects. 

About Chris Beall 

For most of the past 30 years, Chris Beall has participated in software start-ups as a founder or at a very early stage of development. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without having to take a course or read a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to let the computer do what it does well — go fast without getting bored — in order to free up human potential. Toward that end, Chris has been involved with Requisite Technology, GXS, Epiance, Qlip Media, Aptara, Cadis, Sun Microsystems, and Unisyn. He is currently CEO of ConnectAndSell, Inc., based in Silicon Valley, and hosts a podcast at MarketDominanceGuys.com.

In Episode 18 we hear from Johnnie Cass, Co-Founder and Chief Development Officer at Brilliance Lab, a consultancy that seeks to transform the way organisations work by elevating the human experience and enabling everyone to achieve brilliance. Brilliance Lab focuses on blending neuroscientific knowledge with philosophical perspective to enable peak performance in teams and individuals, and are able to quantify their impact using their qEEG peak performance brain scans. 

In this conversation Dan and Johnnie discuss how individuals can reach peak performance by developing their mental capabilities and track improvements using technology that provides quantifiable evidence of performance improvements. The concepts of neuroscience-plasticity and growth mindset have been around for a while, and now Johnnie and his business partner work with businesses to put together specific training programs to develop these skills within organisations. 

Specifically, Dan and Johnnie discuss the following topics:

• Why it is important for sales teams to aim for peak performance as teams are asked to achieve more results with less resources
• Why neuroscience and neuro-plasticity is a key component of peak performance that should be developed alongside technical performance 
• How to gather actual data on brain activity during sales scenarios and how you can use this to improve performance in key sales engagements
• Why developing stronger neural pathways for skills such as critical thinking or creativity or better decision making is essential for peak performance in all areas of life
• Why sales technique isn’t enough to perform at your best, and why the top salespeople need to develop their mental muscles too

This is a great episode for those of you interested in neuroscience and how to practically apply it in a business context with measurable impact. 

About Johnnie Cass

Johnnie Cass is the Chief Development Officer at Brilliance Lab where he develops and delivers personalised implementation plans that connect with stakeholders on a deeply human level.

Johnnie is an experienced international advisor with over 30 years of expertise in individual and organizational performance, leadership, and human development. Throughout his career, he has helped individuals and organisations across the world achieve their full potential. Johnnie's purpose is to empower individuals and organisations to bring out their brilliance and become the best version of themselves. With a wealth of knowledge and experience, he is committed to helping others reach their goals and achieve success.

In Episode 17 of Sales Enabled, Dan Storey is speaking with Kunal Pandya from Sales Velocity Labs. Kunal is a global enablement leader with over 20 years of experience in this area, so has some great insights and experience that he brings to this conversation, making this podcast a must-listen for all you sales enablement professionals out there. He also gives some great tips to sales leaders for how to get the most out of your sales enablement teams which is a big question teams are facing as revenue pressures continue to increase. 

Specifically, Dan and Kunal dive deep into the following areas:

• What sales enablement teams need to do to get a seat at the table 
• Why it is essential to be able to measure the revenue impact of enablement initiatives
• How to tie all enablement initiatives to the 4 levers of sales velocity 
• How to tie leading and lagging indicators to prove impact of enablement 
• Should sales enablement professionals come from a sales background

Kunal also shares some information about his own Sales Velocity Simulator which can help enablement professionals calculate the revenue impact of their initiatives and demonstrate the effectiveness their programs have on revenue teams. 

This is a must listen for all sales enablement professionals who are looking for ways to prove their impact to sales leadership to earn a seat at the table. 

About Kunal Pandya

Kunal is the founder of Sales Velocity Labs and a global enablement leader with over 20 years experience helping scale-up and enterprise B2B tech companies skyrocket revenues.  He is passionate about elevating the enablement profession to be a strategic business driver, by focusing on ROI-centric programs that deliver revenue impact. 

LinkedIn: https://www.linkedin.com/in/kunalpandya/ 

Sales Velocity Simulator: https://www.salesvelocitylabs.com/sales-velocity-simulator 

In episode 16, Dan is speaking with Nick Hems, a salesperson who swapped product packaging for people packaging to help people create opportunities through appearance and first impressions. Nick works with businesspeople who are realising that their physical appearance can be the key that unlocks the next step in their career. Whether they are needing to move from back office to client facing, start to give presentations in front of key decision makers, or generally want to feel more confident in their appearance, Nick helps them figure out how their clothes choices can help maximise their opportunities. In this episode, Nick guides Dan through many of the discussions he has with clients regarding clothing choices, and they dive into more detail in the following topics:

• Why you need to consciously decide on what to wear as we transition back to the office
• How do you balance what is smart casual versus what is acceptable for clients
• Why what you wear impacts your performance as a salesperson and presenter
• Which is more important - style or function?
• How important is the fit of your clothes, and how to make clothes fit effectively
• What are the 5 F’s to consider when it comes to choosing what to wear
• How important is visual appearance on Zoom calls?

If you are someone who is planning on spending more time face-to-face with clients, or are starting to realise that maybe you need to pay more attention to the physical aspect of delivering your messages, this is a great episode for you. 

About Nick Hems

Nick Hems began his Men’s Personal Styling journey at London College of Style in 2019 and since then Nick has featured regularly in Men’s styling blogs, national newspapers, radio and magazines. 

With a background in corporate sales and marketing, Nick swapped product packaging for people packaging to build a business based around his true passion in helping people create opportunities and release their potential through appearance and first impressions.

Nick primarily works with male entrepreneurs and business leaders to organise their wardrobes for both their personal and professional lives. He believes that personal style, communication, and presentation have a significant impact on the opportunities and outcomes we create. Nick also specialises in fashion psychology and advanced colour theory.

Nick has witnessed the benefits of coming from a career outside of fashion when it has come to connecting with and engaging with his growing male customer base. Often using the phrase ‘function over fashion’ Nick realises that many male clients often put the overall result of having a new wardrobe over the feeling it gives them when first enquiring.

“It’s a beautiful thing when clients realise that their purchases haven’t simply solved a clothing issue, but have made them feel more confident and proud of the person steering at them in the mirror”. “There’s always a magic moment, and that’s when you both know, the job is good one”.

Web: www.nickhemsstyle.co.uk

Social: nickhemsstyle

In Episode 15, Dan is speaking with Nin Gandhi-Patel, award-winning speaker and the creator of the AIQ Sales Technique. Nin spends a lot of his time teaching businesses how to handle inbound enquiries effectively and maximise conversion, even when the person handling the enquiry is not a salesperson. Businesses often spend a lot of money on marketing only to have inbound leads methyl receptionists and gatekeepers who lack the skills to convert these into clients, and Nin teaches his AIQ method to ensure that marketing budgets are not going to waste. 

In this episode, we get into the following topics:

• How to support non-salespeople who handle inbound inquiries that may have cost the business significant amounts of money
• Why connection and engagement are the most important elements that convert opportunities into clients 
• How to structure your qualification questions in a way that sounds conversational rather than a robot reading a script
• Why every business needs to understand their sales process to ensure inquiries are progressed effectively toward the close 
• The impact great sales training can have on revenue in small and medium businesses 

If you run a business where your inquiries are handled by team members who are not dedicated salespeople, this episode will teach you a lot about how to maximise the returns you get from your inquiries. 

About Nin Gandhi-Patel

Nin Gandhi-Patel is an award-winning speaker and the creator of the AIQ Sales Technique. 

'Acknowlege-Information-Question' is the simple strategy for engaging prospects, building rapport and creating a buying environment that accelerates conversions and drives revenue. An expert in lead conversion with over 15 years in the art of sales, psychology and persuasion. He has a unique skill set for delivering 'excellence in business', he has built an impeccable track record for impacting people and motivating teams. Nin has implemented growth strategies for leading businesses across the UK.

He now runs a sales training course to help businesses teach these powerful techniques for peak performance. 

www.ningandhipatel.com

www.aiq.training

Connect with and follow Nin on Instagram:

AIQ Training

Nin Gandhi-Patel

Dental Business Growth Consultancy

In Episode 14, Dan Storey is speaking with Mark Wright. Mark is a former student of Dan’s that went on to have a successful career in digital marketing before winning The Apprentice in 2014. He used the investment from Lord Sugar to create the digital marketing agency Climb Online and recently sold the company for a value of around £10 million pounds. He now spends his time investing and educating business owners on what it takes to grow and scale companies. As a self-proclaimed professional salesperson, Mark is passionate about helping people develop a successful sales mindset, and this is what we dive into in detail in this conversation. Some of his views are controversial, and he is not a huge fan of the work-from-home, work-life balance focus of people entering today’s workforce. However, having worked hard to build his business, he is speaking from experience and these are lessons we should all consider when thinking about the level of success we want to achieve in life. 

In particular, we touch on the key topics below:

• Why work-life balance should be the aim for the END of a successful sales career and why we shouldn’t expect it from the beginning
• Why if you want to be a millionaire, you need to commit a year-and-a-half of hard work and grind to your goals 
• How you need to be intentionally creating opportunities to connect with key people that hold the keys to the future of your career, and why working from home might be destroying your career advancement opportunities 
• Why Mark is so proud to call himself a salesperson and how he has taken his professional education seriously 
• How to create a culture of high-performing entrepreneurial salespeople through effective hiring and interviewing, and why this is essential to both business and individual success
• What were some of the biggest lessons Mark learned about sales on his journey from beginner salesperson to successful business exit? 
• What are Mark’s top tips for brand new salespeople and for salespeople who are thinking of transitioning to starting their own business?

This episode is a great balance of motivational advice grounded in solid sales experience and is essential for any salesperson who is serious about being successful in their career. 

About Mark Wright 

Mark Wright is the CEO of Wrighton Investments having recently sold his stake as Founder of Climb Online that he founded with the investment he won from Alan Sugar after winning The Apprentice in 2014. Since winning The Apprentice, Mark has been recognised on the Forbes 30 Under 30 list, as well as winning the UK Entrepreneur of the year in 2018. Mark now spends his time investing, advising business owners and also helping educate entrepreneurs on how to scale up their businesses and create the systems and processes required for a successful exit. 

In Episode 13 of Sales Enabled, I am speaking with Kevin “KG” Gaither. KG help leaders at early-stage tech startups avoid mistakes when growing their sales teams. Having built sales teams from 30 to 550 salespeople, often starting from zero, KG knows a thing or two about how to hire good sales talent. 

This podcast is all about helping salespeople who are looking for their next role, whether that is because of being impacted by the recent rounds of redundancies, or simply because they have decided that it is time for the next adventure. Whatever the situation, the techniques and ideas KG shares in this podcast will certainly help you in your job search. 

Specifically, KG and Dan discuss the following:

• Why you need to have a job search “Mission Statement” and how best to communicate that you are on the market
• How to enrol your network in your job search, and why you might not even need everyone on your list
• The biggest mistake that KG sees in CVs and how to write a CV that grabs attention
• How recruiters screen CVs and resumes, and what you can do to get yours to the top of the pile immediately

If you are currently looking for your next sales job, or you know someone who is, this is a great podcast full of practical tips and advice on picking the best-possible next role. 

About Kevin KG Gaither 

Kevin “KG” Gaither helps leaders at early stage tech startups avoid mistakes, the mistakes he made, when growing their sales teams. KG loves sharing his experience and expertise from over 25 years and with KG, you get over 25 years of experience, not inexperienced opinions.
- 8 startups, 3 startups have had liquidity events

- Built teams of 30 salespeople - 550 salespeople, often from only a few or 0 salespeople

- Built multiple Inside Sales, SDR/BDR, Account Management and Enterprise Sales teams.

- Made lots and lots of mistakes

Learn more about KG at his website - https://www.insidesalesexpert.com/https://www.insidesalesexpert.com/

In Episode 12 of Sales Enabled, Dan is speaking with Sirita Donaldson, Head of Global Diversity, Equity & Inclusion at Finastra. Sirita is an award-winning leader in DE&I (Diversity, Equity and Inclusion) and in this conversation, they discuss the topic of diversity in sales teams. When it comes to hiring salespeople, many sales leaders opt for someone who can easily fit into the organisation and start to contribute to target quickly. However, this can quickly lead to one-dimensional sales teams that show little sign of diversity or inclusion. Instead, Sirita and Dan discuss why the future of sales success needs diversity, and what sales leaders can practically do to help create a culture of diversity and inclusion in their teams.

Some of the specific topics of this episode include:

• How you answer the question “who are you” identifies some of the labels we assign to people
• Why we need to be thinking “culture add” rather than “culture fit” when hiring
• What can sales leaders do practically to increase diversity and inclusion in their teams
• How you need to be INTENTIONAL about building a brand with the communities you want in your organisation
• Growth and comfort do not exist - why we need to get comfortable being uncomfortable if we are going to make a positive impact
• How anyone can become an “ally” and some of the specific actions people can take immediately to help make a difference

Please see the links below to some of the books and websites referenced in this podcast. 

Why I'm No Longer Talking to White People About Race - Reni Eddo-Lodge 

Think Again - Adam Grant  

Harvard Implicit Bias Tests 

How to be an Antiracist - Ibram X. Kendi

DE&I is a hugely important topic, not just in sales but in the business world in general, and the advice and ideas that Sirita shares in this episode are important for all sales leaders, today’s leaders as well as the leaders of tomorrow, need to hear. Please subscribe and share with anyone you feel needs to hear this advice. 

In episode 11, Dan is speaking with Anthony Parker, a revenue leader helping companies launch or accelerate profitable growth in the UK, Europe, and EMEA. Anthony is MD in EMEA for the sales enablement platform Mindtickle and so is in an interesting position when it comes to sales enablement, both needing to enable his own sales teams as well as selling this as a service into other businesses. His perspective on how sales enablement teams should be best setup and engaged is an important lesson for all sales leaders and sales enablement practitioners to understand.

Specifically in the conversation, Dan and Anthony dive into the following topics:

• Why a leader of a sales enablement company pokes holes at the sales enablement industry
• Why the phrase “let’s do some enablement” gets on his nerves so much
• Why companies should consider moving all teams under the umbrella of Revenue
• Why Sales Enablement needs to evolve and stop being seen as a cost centre
• How salespeople can reclaim their time and where they should invest those extra hours
• How sales leaders need to work with their sales enablement team to get the best results
• Why sales enablement needs to do less, go deeper, and measure impact

This is a really interesting conversation from a senior sales leader working within the sales enablement industry and gives real insights into how sales organisations can best work with their enablement teams to generate the results they want.

About Anthony Parker

Since 2019, Anthony has been leading a bootstrapped region within a heavily backed global SaaS Unicorn. He is a revenue leader helping companies launch or accelerate profitable growth in the UK, Europe, and EMEA, and has deep scaling experience with Series B>C>D>E in European and US HQ Orgs from 0-25% of global revenue. Anthony has a strong focus on sales process, especially MEDDPICC, and has real-world, extensive knowledge of this critical deal inspection framework and language of the revenue org. Follow Anthony Parker on LinkedIn at https://www.linkedin.com/in/readiness/.

In episode 10 of Sales Enabled, Dan is Speaking with Gary Noesner, former Chief of the FBI’s Crisis Negotiation Unit, Critical Incident Response Group and author of the book Stalling for Time: My Life as an FBI Hostage Negotiator which has been used as the basis for tv shows and documentaries on the Waco siege of 1993.

In the conversation, Gary shares some of his insights into the similarities and differences between hostage negotiation and sales negotiation and teaches us through both specific techniques and by telling stories of situations he has experienced as an FBI negotiator, how we as salespeople can become more effective at negotiating our own deals.

Gary created the Behavioural Change Stairway Model that the FBI uses to structure their negotiation conversations and takes us through some of the specific techniques he has used to build empathy and rapport with hostage takers so that he can eventually bring the situation around to his agenda and begin the behaviour change process.

Some of the specifics from this episode include:

• The key differences between hostage negotiations and sales negotiations
• Why we need to demonstrate empathy and build rapport BEFORE we try to bring people to our way of thinking
• What are the fundamentals of Negotiation and what do I learn on Day 1 at Negotiator school
• How to establish credibility and get the other person to solicit your opinion
• How to maintain your composure in the heat of a negotiation
• What are the training drills you go through in Negotiator training
• Some of the listening techniques that will get your prospect talking more about themselves

After this episode, you will never look at sales negotiations in the same way again, as the perspective Gary brings and how that contrasts to hostage negotiations makes our job seem a whole lot easier. If we combine the negotiation skills Gary shares with the mindset and mentality that only comes from a 30-year career as an investigator, instructor, and negotiator, we will all be far better negotiators.

About Gary Noesner

Gary Noesner retired from the FBI in 2003 following a 30 year career as an investigator, instructor, and negotiator. A significant focus of his career was directed toward investigating Middle East hijackings in which American citizens were victimized. In addition, he was an FBI hostage negotiator for 23 years of his career, retiring as the Chief of the FBI’s Crisis Negotiation Unit, Critical Incident Response Group, the first person to hold that position. In that capacity he was heavily involved in numerous crisis incidents covering prison riots, right-wing militia standoffs, religious zealot sieges, terrorist embassy takeovers, airplane hijackings, and over 120 overseas kidnapping cases involving American citizens.

Gary has written a book about his FBI negotiation career which was published by Penguin Random House in 2010, entitled: Stalling for Time: My Life as an FBI Hostage Negotiator. The book is being used in part as the basis for a six part mini-series on Waco that aired on the Paramount Network on January 24, 2018.

You can find out more about Gary Noesner and the work he does at his website - https://www.garynoesner.com/.

In episode 9 of Sales Enabled, Dan is speaking with Leigh Ashton from The Sales Consultancy. Leigh is a speaker, trainer and coach and the author of two books, iSell - Unlock Your Winning Sales Mindset and Grow Your People Grow Your Sales and with Sales Leaders and their teams to develop Sales Growth Mindset and healthy sales growth cultures that support personal development, mental well-being and sales success.

In this conversation, Leigh and really get to talk about the mindset of sales success, and how all sales leaders really need to get a better understanding of psychology if they are going to get the most out of their teams. Leigh also has a really interesting take on performance culture versus growth culture, and why we might be looking at the wrong metrics if we really want to build a strong, sustainable sales team.

Some of the specific topics include:

• How Leigh recently moved to a 4-day week and why she recommends this approach to everyone
• Why sales leaders all need to understand psychology if they really want to influence their teams
• The difference between performance culture and growth culture, and which will build long-term sales success for companies
• How coaching, feedback and failure all need to be incorporated to create the optimal sales environment
• How mission, purpose and spirituality can be applied to sales, and why salespeople need these to align if they are going to succeed

Leigh has studied mindset and psychology and has a really practical perspective on how to apply these tools in a sales environment. This is a must-listen for anyone who knows that these are two of the keys to unlocking sales performance, either as a leader or as a salesperson.

About Leigh Ashton

Leigh Ashton is the author of two books,  a speaker, trainer and coach...and the founder of The Sales Consultancy.

She works with Sales Leaders and their teams to develop Sales Growth Mindset and healthy sales growth cultures that support personal development, mental well-being and sales success.

Her programmes develop Sales Leaders and Sales Teams to think and perform at a higher level and her clients include NatWest, Harrods, Wright Medical, AVEVA, Motorpoint, British Airways, Stryker, Headspace, Siemens, Clarivate, Oracle…and many more.

She's known for increasing sales...and leaving people feeling confident, motivated and inspired to go beyond their comfort zone…and achieve greater sales and leadership success!

In episode 8 of Sales Enabled, Dan is speaking with his good friend Rober Ruiz. Rober has held Vice-President roles at Groupon and WeWork, C Suite roles at Groupon (Spain) and at Taster, and in this conversation we get into a topic that both of us hold close at heart which is Sales Culture.

In this conversation, Rober and Dan discuss what makes a good Sales Culture, discussing how to find the balance between a high-performance machine and creating an environment for people to succeed and grow with a sense of security. With many companies who recently focused on blitz-scaling and hyper-growth finding themselves rightsizing, many salespeople are looking for companies that are focused on sustainable growth, and that is associated with a strong sales culture.

Specifically, in this episode, some of the talking points include:

• Why sales culture is key to driving sustainable growth for companies
• What should salespeople look for in a company’s sales culture, and what questions to ask to decide if it is a good fit for them
• What can a sales leader do to create a strong sales culture (and how does this compare to ChatGPT’s list of 10 recommended activities)
• Why Rober loves Gifs and donuts
• What role does training and enablement play in sales culture, and how leadership and enablement should be working together

This is a must-listen for sales leaders who are responsible for setting the culture at their company, especially if they are looking to attract and retain talent given the changing economy.

About Rober Taracido Ruiz

Rober has held Vice-President roles at Groupon and WeWork, C Suite roles at Groupon (Spain) and at Taster. Managing teams from 60 to 350 FTEs across the globe, together they have generated more than 2B GBP in revenues. Holding strong views in favour of enablement being a continuous job more than an onboarding task, he enjoys the most building high-performing teams that accept sales as a profession. He defines himself as intensely curious, purpose-driven, energetic and gregarious. You can find Rober on LinkedIn here - https://www.linkedin.com/in/robertaracidoruiz/.

Andrea Abbate is a global sales enablement leader, trainer and public speaker, with over 20 years of corporate experience across the US, EMEA and APAC.  Currently, Andrea is the Vice President of Revenue Enablement at Showpad, a leading sales enablement platform. She had a varied career spanning sales, training, recruitment, and arts fundraising.  Andrea first stepped into enablement during her 8 years at LinkedIn, moving from front-line enterprise seller in EMEA, to building the enablement function in APAC, and leading all of enablement for global Go-to-Market.  Andrea is one of the Sales Enablement Collective's 2023 "Ones to Watch" list of top sales enablers globally, and is an in-demand keynote speaker, workshop facilitator, podcaster and applied improv practitioner.  She holds an MBA from Manchester Business School in the UK, is a certified Executive Coach through Marshall Goldsmith, and is an award-winning podcaster through Tigerhall.  You can find her on LinkedIn at https://www.linkedin.com/in/andreaabbate/

In episode 6 of Sales Enabled, Dan is speaking with Travis Carson from Kerage.

Travis has been coaching the Market Force Style Indicators and behavioural models for over 30 years, working with global companies such as Avis Car Rental, CBRE, the world's largest commercial real estate services and investment firm, Microsoft and WeWork. He is a sought-after presenter, coach, and trainer, and Travis’ clients think of him as their “Economic Chief of Staff”.

In this call, Dan and Travis dive deep into the neuro-biology of pressure, and how that affects each of us from a biological standpoint, rather than purely psychological. Travis explains how our brains are perfectly designed to help us survive in a world full of threats and danger, but how our brains have not adapted to deal with a world full of stress and pressure. Specifically, some of the topics they cover include:

• How the brain is structured to protect us against long-extinct dangers and threats
• Why we aren't very good at playing "The Game of Business" and how we need to think differently if we are going to win
• What is happening in our biology when we get under pressure, and some of the errors we make when acting without strategy
• How even in a shrinking economy we can grow our identity and personal brand
• How we should still be planning for the future, and the perfect balance of how we invest our time accordingly. 

In the show, Travis refers to two coaching models in particular, and we have included links to the visuals for these below:

Pressure Model

Income Equity Model

FREE BONUS

At the end of the show, Travis offers a free Marketforce Styles Indicator to listeners. This is an amazing tool that helps you understand your personal behavioural preferences, and especially highlights your tendencies when acting under pressure. To get your copy of the report, either:

• Go to SalesEnabled.com/Bonus and fill out the registration form on the page. 

or

• Send an email to info@salesenabled.com mentioning Travis or the Marketforce Styles Indicator

This offer is limited to the first 25 responses, so please act now to get your copy. Also, requests are batched so please allow a couple of days to hear back regarding your free report. 

In episode 5 of Sales Enabled, Dan speaks with Raoul Monks, the Founder and CEO of Flume Sales Training. Raoul Monks is an International Keynote and Sales Kick Off Speaker and has helped thousands of salespeople succeed by encouraging them to change perspective and look at the world through the eyes of their customers. This change in perspective allows salespeople to design approaches that make it easy for the customer to say “yes”.

In this conversation Dan and Raoul dive into how the current climate has impacted buyers and how this is dramatically changing how salespeople need to think and act if they are going to meet quota.

Specifically, we dive into detail on topics such as:

• Why the selling experience is even more important now than ever
• How the current economy is reinforcing status quo bias, and how salespeople need to adapt
• How the balance of logic vs emotion has shifted in the sales process but how salespeople think it has gone the other way
• The important differences in ways of dealing with new versus existing clients
• Why it is essential salespeople need to be selling business futures, even if we can’t necessarily see beyond the current climate

Some great tips for how sellers can still succeed in a tough economy, so let’s jump into the show with Raoul Monks.

More About Raoul Monks

Raoul is the Founder and CEO of Flume Sales Training and an International Keynote and Sales Kick Off Speaker.
He cuts through the noise surrounding sales and simplifies complex research into actionable insights that are 100% focused on driving revenue.

He has helped thousands of salespeople succeed by encouraging them to change perspective and look at the world through the eyes of their customers. This change in perspective allows salespeople to design approaches that make it easy for the customer to say “yes”.

Raoul is an ultra-marathon runner, a film-buff and an avid reader of business books.

At the end of the show, Raoul mentions his white paper on Selling in a Crisis which you can download here.

Find out more about Jon at his website jonselig.com or connect with him on LinkedIn at linkedin.com/in/jonselig

Andrea Abbate is a global sales enablement leader, trainer and public speaker, with over 20 years of corporate experience across the US, EMEA and APAC.  Currently, Andrea is the Vice President of Revenue Enablement at Showpad, a leading sales enablement platform. She had a varied career spanning sales, training, recruitment, and arts fundraising.  Andrea first stepped into enablement during her 8 years at LinkedIn, moving from front line enterprise seller in EMEA, to building the enablement function in APAC, and leading all of enablement for global Go-to-Market.  Andrea is one of the Sales Enablement Collective's 2023 "Ones to Watch" list of top sales enablers globally, and is an in-demand keynote speaker, workshop facilitator, podcaster and applied improv practitioner.  She holds an MBA from Manchester Business School in the UK, is a certified Executive Coach through Marshall Goldsmith, and is an award-winning podcaster through Tigerhall.  You can find her on LinkedIn at https://www.linkedin.com/in/andreaabbate/

In this episode of SalesEnabled, Dan Storey speaks with Chris Hatfield from Sales Psyche on how salespeople and sales leaders can better deal with the stresses associated with the sales profession. With burnout from stress at an all-time high, and stress being the #1 reason for people taking time off sick from work, they discuss if there is a better way we can approach stress in sales?

During the show, Dan and Chris discuss:

• how Chris spent New Years posting motivational notes to strangers (check out Andy Leek's website for details)
• how the pandemic has highlighted the need for people to focus on how they handle stress
• why stress isn't negative or positive and how to interpret stress more effectively
• techniques to deal with stress in the moment to avoid it developing into overwhelm
• how our interpretations of events need to be defended in a courtroom-style scenario
• why it is important for sales leaders to set the example of personal management

If you want to find out more, check out Chris's site at Sales Psyche and be sure to take the Resilience Test to see the specific areas you can develop to become more mentally tough - https://www.salespsyche.co.uk/how-resilient-are-you.