"It's your job to understand what the customer's biggest issue is and connect them with the right resource."- Joseph Michelli

Joseph Michelli, an internationally sought-after speaker, author, and organizational consultant, shares his journey from working at a fish market to becoming a customer experience expert.

He emphasizes the importance of creating value for customers and delivering on promises made during the sales cycle.

Michelli discusses the significance of emotional connections in customer experiences and highlights the success of brands like Starbucks and Zappos in prioritizing customer care.

He also emphasizes the importance of building partnerships and relationships with other businesses to create a thriving ecosystem.

Takeaways

• Sales is about creating customer value and delivering on promises made during the sales cycle.
• Emotional connections play a crucial role in customer experiences and can lead to long-term relationships.
• Successful brands prioritize customer care and focus on creating positive experiences for customers.
• Building partnerships and relationships with other businesses can create a thriving ecosystem.

Chapters

• 00:00- Introduction and Joseph Michelli's Background
• 03:24- The Importance of Customer Experience in Sales
• 06:26- Lessons from Pike's Place Fish Market
• 09:22- The Role of Organizational Change and Development
• 12:19- Lessons for Small Businesses
• 15:46- Enveloping Products in an Emotional Context
• 21:24- Lessons from Working with Challenger Brands

Connect With Joseph Michelli

LinkedIn- linkedin.com/in/josephmichelli

Websites

• josephmichelli.com (Company)
• josephmichelli.com/blog/ (Blog)
• amzn.to/3iZvEeF (Stronger through Adversity)

Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.

For daily tips on sales and leadership connect with Wesleyne

LinkedIn- linkedin.com/in/wesleyne

Instagram- @wesleynewhittaker

Tiktok- https://www.tiktok.com/@thewesleynewhittaker

Facebook - https://www.facebook.com/transformedsales

Youtube- www.youtube.com/@wesleynewhittaker

Website- TransformedSales.com

Email- podcast@transformedsales.com

"Referrals are a powerful tool because they have already done a lot of the qualifying for you."- Catherine Brown

Summary

Catherine Brown shares her journey from being a technical recruiter to running a cold calling company and eventually becoming a sales trainer.

She emphasizes the importance of referrals and building relationships in sales.

Catherine discusses the challenges of being a business owner and the need to learn various aspects of the business, including sales.

She highlights the psychology behind sales and the importance of persistence and self-mastery.

Catherine also emphasizes the need for founders to have sales skills and understand the sales process.

Catherine Brown and Wesleyne Whittaker discuss the importance of focusing on your strengths and passions as a business owner, rather than trying to do everything yourself.

They emphasize the need to be realistic about your abilities and build a plan that allows you to leverage your strengths.

They also discuss the value of practice and experience in discovering what you truly enjoy and excel at.

They highlight the importance of not limiting yourself or your team based on your own limitations, and instead, embracing diversity and different skill sets to foster growth.

Catherine shares her journey of building a B2B referral network and the power of referrals in generating qualified leads and long-term relationships.

They also discuss the upcoming Sell Well conference, which aims to provide B2B sales development insights and networking opportunities.

Takeaways

• Referrals are a powerful tool in sales and can lead to highly qualified leads.
• Building relationships and understanding clients' goals are key to successful sales.
• Business owners should learn sales skills and understand the sales process to manage their teams and evaluate their performance effectively.
• Persistence and self-mastery are crucial in sales, and rejection should not be taken personally.
• Founders should have sales skills and be involved in the sales process to understand their market and customers. Focus on your strengths and passions as a business owner and build a plan that allows you to leverage them.
• Practice and experience are essential in discovering what you truly enjoy and excel at.
• Don't limit yourself or your team based on your own limitations; embrace diversity and different skill sets to foster growth.
• Referrals are a powerful source of qualified leads and can lead to long-term relationships.
• The Sell Well conference provides insights and networking opportunities for B2B sales development professionals.

Chapter

• 00:00- Introduction and Background
• 02:18- The Power of Referrals and Building Relationships
• 04:44- The Psychology of Sales: Persistence and Self-Mastery
• 13:37- Understanding Why People Buy
• 25:02- Embracing Your Strengths and Passions
• 27:16- Embracing Diversity and Different Skill Sets
• 32:29- The Power of Referrals
• 39:18- The Sell Well Conference

Want to gain some new referral relationships with less awkwardness?

On September 6th, at the Sell Well 2024 conference, you’ll meet founders & B2B professional service providers who can introduce you to their clients.

You’ll walk away with new strategies for business development and new relationships with trusted advisors who like to give sales referrals.

Plus, I'm speaking at the event! My followers & clients register here and use the code SELLWELL100 for $100 off the one-day conference ticket.

To Connect...

"Good salespeople can't outsell a bad product or half-baked or non-existent processes."- Kristy Jones (Author- Sell Your Way IN")

In this episode, Kristy Jones, author of 'Sell Your Way In', shares her insights and expertise on sales and business.

She emphasizes the importance of identifying 'ugly babies' in business and addressing them head-on. Kristy discusses her career journey and the lessons she learned along the way.

She also highlights the impact of personal biases on sales and the need to normalize conversations about money.

Kristy introduces her book, 'Selling Your Way In', which provides a playbook for sales success.

She emphasizes the importance of building relationships and finding personal fulfillment in sales.

The episode concludes with a discussion on leadership and the power of servant leadership.

Takeaways

1. Identify and address 'ugly babies' in your business to drive revenue growth.
2. Personal biases can impact sales performance and should be acknowledged and addressed.
3. Normalize conversations about money to improve sales effectiveness.
4. Building relationships and finding personal fulfillment are key to sales success.
5. Servant leadership can have a powerful impact on sales and business.

Chapters

• 00:00 Introduction and Background
• 01:15 Identifying 'Ugly Babies' in Business
• 04:37 Career Journey and Learning Sales
• 07:23 Lessons from Parents on Sales and Business
• 09:38 The Impact of Personal Biases on Sales
• 11:24 Normalizing Conversations about Money
• 12:44 The Importance of Allowing Silence in Sales
• 16:11 Dealing with Rejection and Learning from Losses
• 18:00 Taking Responsibility and Accountability in Sales
• 22:12 Introduction to 'Selling Your Way In'
• 23:30 The Concept of 'Accidental Sales'
• 26:25 The Importance of Building Relationships in Sales
• 29:14 The Impact of Sales on Personal Fulfillment
• 30:42 Upcoming Book Release: 'Selling Your Way In'
• 31:45 An Experience that Impacted Leadership Style
• 33:27 The Power of Servant Leadership
• 34:09 Conclusion

Interested in getting more information about Kristie’s book or getting a pre-released copy, sign up at sellingyourwayin.com

Book Title: "Selling Your Way IN"

Release Date: August 20th

Pre-Order and Updates: Sign up at sellingyourwayin.com

To Connect with Kristy

LinkedIn- linkedin.com/in/kristiekjones

Websites

• kristiekjones.com (Company)
• kristiekjones.com/blog (Blog)
• kristiekjones.com/book/selling-your-way-in/ (Company)

Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question.

For daily tips on sales and leadership connect with Wesleyne

LinkedIn- linkedin.com/in/wesleyne