Energy4Sales
76 episodes - English - Latest episode: almost 2 years ago - ★★★★★ - 4 ratingsWe believe if we’re not having fun in sales we may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of connecting and adding value. Winning in sales starts by making every connection count which starts with our energy - HOW we show up! Whether, you're already selling successfully, struggling to find your rhythm, or lacking confidence, we’re here for you! As the premier sales professional accelerator, our certification program and continuing education will show you how to build consistency, proactivity, and accountability into your sales process!
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Episodes
Energy4Sales Summit - 2022
September 22, 2022 05:01 - 2 hours - 139 MBSales Metrics, Management & Mindset That Matters! Powered by Energy4Sales Registration for 2023's annual summit is LIVE here (please share with your team as well): https://bit.ly/Energy4SalesSummit2023 - Subscribe to our weekly Podcast: https://podcasts.apple.com/us/podcast/energy4sales/id1529777771 - Follow for events on LinkedIn: https://www.linkedin.com/company/energy4sales/ - Join Facebook Group for daily inspiration and sales accountability: https://www.facebook.com/groups/Energy4S...
Following Up — the key to winning more business is in the work before and after
June 30, 2022 17:47 - 25 minutes - 23.2 MBSales leader and friend of Energy4Sales podcast, Andrew Warf, joins David & Tim to dive into where follow-up in the sales process really begins; and, how to do it effectively. Andrew shares that research ahead of time is necessary, but the visit is NOT a sales pitch, it's an INTERVIEW! Making the connection is key here: discovering what really motivates a person and makes them tick! Also, finding common ground! Curiosity is the #1 tool, or as David calls it, an "art", that you can leverag...
Timing Isn't Everything — making the time is everything!
June 13, 2022 22:33 - 9 minutes - 9.24 MBDavid and Tim believe timing ISN’T everything! Timing is a bit like luck. Remember that quote – “Luck is nothing more than the intersection of preparation and opportunity”? That’s why timing isn’t everything! MAKING the time is everything! Leveraging consistency to show up WITH an understanding of what’s important to your prospective client at that time and asking timely questions of them. Oh, and be on time – that helps! Remember, we often think the “crickets” from our last 3 voicemails ...
Next Play & Heroic Minute — overcoming the distractions of failure and success
June 02, 2022 14:14 - 27 minutes - 25 MBBen Rogers, founder of TBL Coaching, joins David and Tim to unpack the distractions of failure and success, and give 2 keys to staying consistent: #NextPlay and #HeroicMinute You can connect with Ben here: https://www.linkedin.com/in/brogers53 Ben shares the difference between sales and sports is we often look at sales as “game day” while in sports the emphasis is on practice days. Why can’t we shift our focus here as well, Ben challenges. The Bottom Line: the practice is more important tha...
Data or Emotion — what are you relying on?
May 25, 2022 11:56 - 6 minutes - 6.42 MBDavid & Tim unpack this thought, "without data, you're left with emotion, and emotion can lead to drama"! Are we proactively defining our metrics as a team and having the data pushed to us as sales leaders? If not, we're going off our gut and missing critical coaching moments as ALL activities aren't necessarily the right activities. Sales professional, get vulnerable and lean into the data + the accountability it gives you to grow and get better! Join our sales group on Facebook for no-nons...
Bare Minimum Huggers — but why?
May 21, 2022 13:13 - 24 minutes - 22.7 MBSales superstars never live at the low end of activity; they’re always far exceeding expectation ... and funny thing — it’s their own expectations that they exceed! Tim & David unpack what believing and exceeding metrics looks like, and share why we should all start hugging maximum instead of minimum! Why hang out at the bottom? Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/Po...
Motivation! Motivation! — why it’s foundational to your success
May 04, 2022 20:20 - 16 minutes - 15.2 MBJulie Turner joins Tim Hooper in this impactful podcast sharing why motivation is key to every Real Estate Agent’s success; she also shares a golden nugget you don’t want to miss! You can connect with Julie here: https://www.linkedin.com/in/julie-turner-7946097 At the core of success is ALWAYS motivation! Why do we do what we do? Ask WHY and REVISIT your WHY often. At every level there's a comfort level; leveling up our WHY takes us to the next level! About whining a national, prestigious...
Don’t Close The Deal — own the buying process
April 20, 2022 10:37 - 13 minutes - 12.4 MBIn this powerful episode, David and Tim share"Closing isn't an event, it's the logical culmination of multiple steps." Listen in and ask yourself these questions: Buying Process - do we have one? Is it clearly defined? Does our sales team own it? Buyer Confidence - have we communicated the buying process and set proper expectations? Buyer Delight - are we gaging along the way? Do we have a team connection process with each new client? David’s caveat: bringing in "The Closer" vs playin...
Don’t Jump To F — start with abc
April 19, 2022 19:35 - 19 minutes - 17.6 MBAs managers, we often assume our new hires know the ABC’s, so we jump to DE and F. Even if they know the ABC’s of the role, they may not know our culture, vision, mission, etc and how to best apply our ABCs. Do we have a solid onboarding process and ongoing training rhythm? Are we investing the time to train? If we’re in a credential-dependent industry, are we blocking time for our team to accomplish required training? Someone asked, “what happens if we train them and they leave?” Someone ...
Stop, Start, Keep — a practical exercise going into a new year
January 02, 2022 12:50 - 8 minutes - 7.54 MBDavid and Tim share a practical exercise that’s been worth their investment of time to complete it together year after year, and they believe it’ll be worth your time to do individually AND as a team activity! They simply ask a few questions in context of their vision: 1. STOP: What do I need to stop doing that’s distracting me or holding me back? 2. START: What do I need to start doing that will help me become who I’m aspiring to be and help me achieve the goals I’ve established? 3. KEEP: ...
SPARK 2022 — inviting title agents to invest in your sales & marketing teams
December 30, 2021 21:37 - 9 minutes - 9.03 MBHappy New Years! Give your sales and business development teams a New Year’s gift by investing SPARK 2022 into them! Registration is open: https://wfg.swoogo.com/spark22/ Listen as Justin Stutz https://www.linkedin.com/in/justinstutz and Sam Trimble https://www.linkedin.com/in/samtrimble share the WHY of putting Orlando on your March planner! Register today: https://wfg.swoogo.com/spark22/ WFG exists #BecauseOfYou ... we don’t compete with you, we coexist with you and THIS event will gen...
SPARK 2022 — title agent special: will you invest in your sales & marketing teams?
December 30, 2021 21:37 - 9 minutes - 9.17 MBHappy New Years! Give your sales and business development teams a New Year’s gift by investing SPARK 2022 into them! March 15-16, it all goes down in Orlando! Registration is open: www.wfgspark.com Listen as Justin Stutz https://www.linkedin.com/in/justinstutz and Sam Trimble https://www.linkedin.com/in/samtrimble share the WHY of putting Orlando on your March planner! Register today: www.wfgspark.com WFG exists #BecauseOfYou ... we don’t compete with our agents; we coexist with you and T...
Cultivating Culture — the commitment it takes and impact it makes
December 09, 2021 10:43 - 35 minutes - 32.4 MBConnect with Karen: https://www.linkedin.com/in/karengbowen Karen Bowen, Change Healthcare’s Culture Champion joins us and asks the question, “If you're not having fun, what are you doing?” You don't have to live painfully! Cultivating culture takes commitment! Company, Team, Individual! These must be ALIGNED! Ensure everyone knows your vision & core values! Cultivating culture begins with being passionate about it and realizing what you bring to it! Bad culture? Look in the mirror FIRST...
W.A.I.T. — a power question that increases the effectiveness of our next sales call
December 09, 2021 10:31 - 34 minutes - 31.8 MBConnect with Mark: https://www.linkedin.com/in/markstileslaw Mark Stiles joins us to share the power question W.A.I.T. Why am I talking? Naturally, we want to interrupt; finish others’ sentences! Listening to UNDERSTAND takes discipline and exercise. When I'm talking, I'm not learning! WAIT starts with our teams; starts in our families! Mark shares it took him some personal acknowledgement … painful in fact; but, you practice and get better. Listen, pause and get comfortable with silence...
Content Is King — stay proactive with it, but don’t babysit it!
December 09, 2021 10:18 - 30 minutes - 28.3 MBConnect with Brad: https://www.linkedin.com/in/bradbald/ Brad Bald joins us to discuss staying proactive in our sales & marketing communication by - finding a piece of value, - talking about it, - sharing it with the world, - creating attraction, and - following up with people connecting with it! Other perspectives he inspires us to think about: Don’t be afraid to INITIATE SOMETHING! Your sales career is what you make of it! Stay proactive in standing out! How do you communicate, wha...
Taking Their Temperature — how well are we really connecting?
November 18, 2021 13:05 - 23 minutes - 21.8 MBDavid & Tim flip connection on its head with this riveting question, “On a scale of 1 to 10, how would our client or prospective client rate our connection?”. We may think we’re connecting well, but are we REALLY, and what do THEY think. What’s their temperature? Hot? Cold? Warm? If we answer the question with an evidence-based approached and totally unbiased, we can then move from the “overly optimistic” stance many sales professionals take, and really dig into the why. Why haven’t I conne...
Delighting Customers — proactively deepening relationships & making it fun!
October 29, 2021 12:27 - 30 minutes - 28.3 MBSummit speaker and ACS Executive Director, Tswana Sewell joins us to discuss how people don’t give to organizations who HAVE needs, but rather to organizations who MEET needs! You can donate here: https://energy4sales.biz/ACS If you can meet their need, that’s delightful! See, our quote isn’t THEIR need. Our sales goals aren’t either. How we show up, how we connect, how we smile, how we listen to them, how we resource them, how we followup up and be a consistent partner in THEIR goals — the...
Extreme Ownership — no more excuses; just prioritization & execution
October 28, 2021 12:41 - 18 minutes - 17 MBDavid & Tim kick the podcast back off post E4S Summit with a riff on Extreme Ownership! Yep, we dusted Jocko and Leif’s book off and discuss what effective leadership looks like! Our lives and the lives of those around us are bettered when we stop making excuses, define what the next step to move us forward is, and then take action. From pipelines we need to dig into, to picking up the phone and making a call. Whether it’s someone we need to stop chasing, or a boundary we need to put on ou...
Sales Roundtable — C is for consistency in the “CPA” of sales
September 26, 2021 20:33 - 25 minutes - 23.8 MBAmerican Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Consistency: Craig (be fanatical about these 4 buckets) • hire the RIGHT sales reps • onboarding & training 30/60/90 days • consistently coaching our team • provide quality of leads Ryan • time blocking - sacred time lead gen and followup • time block - think tank blank slate • diversifying our kinds of touches (be the resources) • Resource touch points! Intr...
Sales Roundtable — P is for proactivity in the “CPA” of sales
September 26, 2021 20:29 - 14 minutes - 13.5 MBAmerican Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Proactivity: Janelle • set firm expectations • act with intention! • ask leading questions. Help them be realistic. • pay for A! Todd • proactively setting up convos • Elephant in the room • Here’s what we’re going to do, here’s why we’re going to do that! Carnell • anticipating clients need before they come up • think about teams career path and education d...
Sales Roundtable — A is for accountability in the “CPA” of sales
September 26, 2021 20:26 - 26 minutes - 24.3 MBAmerican Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Accountability: Justin • accountability is NOT what you do to people • it’s a combination of great leadership and management. Leadership - questions to ask yourself: • 1 have you cast the vision? • 2 have you equipped them? • 3 are you letting go and delegating • 4 are you acting with the greater good in mind? • 5 are you taking clarity breaks? Management - ...
Effective Conversations — generating buy-in for better results
September 09, 2021 11:53 - 28 minutes - 26 MBREGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit Jeff Bajorek, author of Rethink The Way You Sell, and fellow sales coach, brings his perspectives, experiences and insights on how to be a better & more effective sales leader! Underperforming sales reps indicate underperforming leadership. Jeff shares the power of 1 on 1 accountability meetings. He helps us recognize when someone is lost, lacking focus or burned out, and what we can do about it. We can pu...
Wow Experiences — treat your prospects more like family
September 09, 2021 11:41 - 7 minutes - 6.95 MBREGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit Jeremy joins us on this BONUS episode where we ask him some questions about the touches he’s made with Dad’s clients and what emotion he feels that delivered. Listen in as a nine-year-old shares his perspective on wow experiences, encouraging people and closing big deals! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ or LinkedIn group htt...
“I’m Not OK if I Don’t Connect” — bettering connection, earning buy-in & developing trust
August 31, 2021 14:16 - 23 minutes - 21.9 MBREGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit Andrew Hooper, Business Sales Strategist for JP Morgan Chase joins us in this dynamic conversation. The context is a statement he made as he gets in the field with his branch managers and their teams — “I’m not ok if I don’t connect!” It’s not good enough to just “do my job” and deliver content, or tell them how it should be done. Andrew shares practical, in-the-trenches, tried and true thoughts on making...
What Do You Call A Broken Can Opener? — words matter and here’s one we CAN change
August 31, 2021 13:58 - 8 minutes - 7.85 MBREGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit David and Tim share a powerful mindset shift when it comes to our ability — CAN, and our willingness — WILL. Either we can or we won’t and making this clear in sales will radically shift our reliability and followup. Our words are powerful and often times (although subtle) plant doubt in our minds and the minds of those listening. Words matter. Being our word matters. Keeping our word matters. For more ...
Authenticity — one word that changes everything in sales
August 06, 2021 10:32 - 20 minutes - 19.2 MBREGISTER for our Sept 18, 2021, Virtual Sales Summit here: bit.ly/Energy4SalesSummit Friend of the show and leader in the Real Estate industry, Ryan Koppel, joins us and shares why he got into sales to begin with. A “gut check” early in his career changed everything and he shares how it was the greatest gift he could’ve received! It changed his focus, his sales and his life! This one word has the power to take you to the next level in connecting with people! Get to know Ryan and you’ll find ...
You’re Invited — Sept 18th | Energy4Sales Virtual Summit
August 05, 2021 19:44 - 3 minutes - 2.93 MBREGISTER for our Sept 18, 2021, Virtual Sales Summit here: bit.ly/Energy4SalesSummit 💯Want to grow your sales and develop an energized culture? 💯Energy4Sales virtual summit has partnered with American Cancer Society to invest more consistency, proactivity and accountability into our sales teams while creating lasting impact! 🔥This value-packed Saturday morning is a time our sales teams can “get off the grid” with energizing, in-the-trenches sales leaders who will give insights & strategies t...
Random Acts of Connectivity — getting creative and more effective in connecting with others
August 05, 2021 19:21 - 29 minutes - 27.4 MBREGISTER for our Sept 18, 2021, Virtual Sales Summit here: bit.ly/Energy4SalesSummit We’re honored to welcome Ken Bernardo to the show as he brings a revolutionary idea and one that can transform your sales & influence. It’s “random acts of connectivity”! He’s a masterful networker and adds value to everyone he’s around — truly a person of interest! You can connect with him here: https://www.linkedin.com/in/ken-bernardo-b53725 Join our sales group on Facebook for no-nonsense sales accountab...
Trusting Your Gut — keep opportunity costs down with the right fit
August 05, 2021 11:50 - 31 minutes - 29.2 MBREGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit Justin Cook returns to discuss the opportunity cost many organizations face because a sales team member isn’t a good fit. Being proactive in helping the right people get on your bus and find the right seat on the bus is crucial. Skills of the empathetic sales leader include helping people find their passion, bring their A-game, or getting off the bus to find a place they can be happy. Detecting negativit...
Contingency Coaching — proactively mitigating why they won’t buy from you
August 03, 2021 10:20 - 7 minutes - 7.36 MBREGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit David & Tim discuss an often-overlooked coaching moment — contingency coaching. As sales professionals emotionally vested in relationships, it’s easy to get “happy ears” and imagine the best case scenario. By stopping and thinking through what’s most likely to happen, and even the worst case scenario, we equip our team to proactively mitigate what may actually lose them the business. It’s truly about asking...
Drama Triangles — understanding them so we can exit & take ownership instead
July 15, 2021 16:40 - 31 minutes - 29.3 MBEnjoy this deep discussion & executive-level coaching with Craig Eggleton as we dig into the Kartman Drama Triangle — similar to the Bermuda Triangle in that it’s a danger zone! Understanding how we may be operating in this zone helps us exit and take ownership. Be it at home, our business culture or clients we’re calling on, we often find this triangle taking place with 3 players: Victim, Persecutor & Rescuer. Coaching comes down to understanding what ROLE is being played in the triangle. ...
So What? — we’ve got to pass this test
July 15, 2021 12:10 - 15 minutes - 14.2 MBDavid & Tim discuss one of the most important questions we can ask ourselves, “So What?” Why ask this? Because our prospective clients are ALREADY asking it! Every time we go to sell via phone call, voicemail, email, etc. our words must be ruthlessly relevant to THEM, not us! Jack Daly says people love to buy, they hate being sold! Do our communications pass the “So What?” test? If our scripting is “we are, we do, I this”, they probably aren’t! “Our resource is irrelevant until we map it to...
Being Accessible — getting in the trenches with our teams
July 10, 2021 12:18 - 10 minutes - 10 MBAs sales leaders, are we accessible? Jason Kron, Businesses Dev. Manager & Attorney at BridgeTrust Title and good friend of the show joins us. He shares how people are yearning to connect, but the word is also wobbly right now. Do our teams feel we’re accessible to them. Do we think they know, or have we explicitly told them we want to get in the field, on zoom, in their goals and metrics with them? Loyalty, trust and results skyrocket when we do! Jason agrees there’s an Empathetic Urgency...
From Product Pusher to Trusted Advisor - the art of making wholistic sales calls w/ the BANT recipe
June 29, 2021 16:14 - 23 minutes - 21.8 MBWhitney McKinney, AVP for Change Healthcare, joins David and Tim on this episode of Energy4Sales. Much of her success as a sales leader has come from nurturing a Wholistic Sales Mindset in her team. Instead of picking your favorite product or two and “pushing” them, we can learn about our entire suite of solutions as a business and engage in more wholistic sales calls. Her Buddy System is the glue here as Whitney shares, “we can all learn something from everyone on the team”! Paring your m...
Networking Post-Pandemic— it’s just like riding a bike ...
June 16, 2021 10:58 - 17 minutes - 16.4 MBTodd joins David and Tim to discuss networking—getting back out there! It’s just like riding a bike, he shares, with an added measure of emotional intelligence. People are ready to see you post-pandemic. Be courageous and bold enough to show up. Evolve your discovery, lead with empathy and have fun with it — be human. Mask if necessary, fist bump if still preferred, but whatever you do, show up! Connect boldly, now. Join our sales group on Facebook for no-nonsense sales accountability: ht...
If You’re Not Having Fun — you might be doing something wrong!
June 16, 2021 10:31 - 13 minutes - 12.8 MBDavid & Tim discuss having fun in sales! “Don’t count the days you live; make the days you live count!” We believe that if you’re NOT having fun in sales, you may be doing something wrong! What does “fun” mean to you? We discuss enjoyment — did I enjoy today? Do I enjoy what I get to do? Do I enjoy working with the people I work with? Fun isn’t mindless nor whimsical; fun is being comfortable in your own skin, ability to be yourself, laugh at yourself, not take things too seriously, try n...
How To Avoid Coasting — especially when business is booming
May 22, 2021 06:15 - 21 minutes - 20.1 MBConnect with Janelle here: https ://www.linkedin.com/in/janelle-rosenbaum-79b4a34 We discuss how to keep our teams away from “coasting”. Times are great! Business is booming! It’s EASY to take our eye off the prize of leading indicators — prospecting, activities that generate opportunities, pipeline review and keeping urgency around what’s next. Like Mike Weinberg’s RPA model, are the results there? Is the pipeline full? Are your activities consistent? Celebrate the wins — absolutely! No...
Get On The Floor — leading from the trenches
May 22, 2021 05:36 - 14 minutes - 13 MBOur sales teams need empathetic leadership; our families do, too! Especially during this pandemic/post-pandemic era where lines between work and family easily become blurred to non-existent. David encourages Tim and listeners to go get on the floor with their kids! And in sales, avoid becoming too prestigious to go get in the trenches with your team! #GoThere Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/
Why You Need A Film Room — pros practice & role play
May 22, 2021 05:20 - 30 minutes - 28.1 MBConnect with Thom : https://www.linkedin.com/in/thom-coats/ Middle Tennessee State University is dedicated to developing the “SOFT skills” in their business school students. Thom leads their dynamic sales lab program. No, they don’t have beakers cloning sales people. Thom describes it as more of a film-room in sports where you get to watch yourself play. In your organization, when do your sales people practice & roleplay? Do you have a Film-Room? Thom shares that everyone DOESN’T get a ...
What’s Your Trademark — teammate or trouble maker?
May 22, 2021 05:08 - 23 minutes - 21.8 MBOur TM is the essence of who we are and it’s felt — around our team and our clients! Are we abundant-minded teammates, or limited-minded “trouble makers”? Like Simon Sinek states, “The finite-minded player strives to climb to the top; but, the infinite-minded player strives to constantly improve”! Their is no “I” in team may sound cliché, but in fact, it’s a mantra worth living by! Raise your tide and ALL ships rise! Join our sales group on Facebook for no-nonsense sales accountability: https...
Lean Into Conflict — and remove the springs!
April 29, 2021 11:56 - 41 minutes - 38.8 MBConnect with Justin: https://www.linkedin.com/in/justincookctgcoach/ As an Enneagram 9 (Peacemaker) Justin's LEANED INTO conflict. He shares the biggest room for improvement in most organizations is CONFLICT. Often, we look at conflict as a bad thing instead of seeing it as the greatest area for growth. Encourage people to LEAN INTO conflict. What causes the most conflict? Justin shares it's the emotions generated by the poor stories we tell. As leaders, we can take the story we're used t...
Vitamin D for Sales - so that we can “enjoy our chips & beer”
April 17, 2021 22:02 - 30 minutes - 27.9 MBSpecial guest Mike Fisher takes us back to the Fundamentals! Sales requires daily Vitamin D (discipline) to focus on the RIGHT activities! “What got us here worked so well, we stopped doing it” has to be one of this show’s biggest takeaways! When we fall into Self-Pity City, we have to shift perspective - No's AREN'T failures! The gals & guys who are out there selling A LOT are having FUN! Sometimes SUCCESS can be our greatest enemy. The fundamentals that got us here worked so well we stopp...
Energizing Sales Leader — some strategies & Bono quote
April 08, 2021 19:08 - 21 minutes - 19.5 MBConnect with Craig LinkedIn: https://www.linkedin.com/in/craigeggleton1 Email: [email protected] Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ David Oliphant & Tim Hooper interview Craig Eggleton who shares golden strategies on energizing your sales team from setting proper expectations, addressing the cause and not symptoms of a problem, being crystal clear in our communication, and avoiding the flavor of the mont...
Ask Better Questions — then, go deeper!
April 01, 2021 11:23 - 23 minutes - 21.9 MBDavid & Tim interview Certified Business Performance Advisor with Insperity, Todd Bowman. Everyone's trying to find the right deal - Venture Capitalist or Sales Pro … it can be hard to say, “No”, but just as difficult not to prejudge a good opportunity. Looking at our PIPELINEs as Deal Flow: know who YOU are and are THEY a good fit. DEFINE who makes a good fit and do better DISCOVERY. The KEY? Asking good questions!! We asked Todd how far into a conversation he could sense a fit or not: 15 mi...
Hiring Talent - or recruiting the RIGHT people?
March 31, 2021 16:53 - 36 minutes - 33.6 MBAre you just looking to hire people; or, are your wanting to hire the RIGHT people? Jim Collins said, “if you begin with the WHO rather than the WHAT, you can more easily adapt to a changing world!” David & Tim interview guest coaches Jeff Jamaleldine and Mike Noblin and discuss points like: 1. Looking for candidates who are moving toward as opposed to running away from something. 2. Is your culture attracting the right people? Are candidates values-aligned? Jeff shared his personal values o...
Capes Off — the importance of being there for your team!
March 11, 2021 20:50 - 11 minutes - 10.2 MBWhen we as sales leaders no longer need to be the superhero, but we realize our job is to create super heroes — multiplication truly begins. We no longer micromanage, and accountability becomes a gift. The team FEELS our care and they’re free to thrive! When we no longer worry about WHO gets the credit, and we accept we’re in this together as a team, we’ve become Energizers! We’re no longer just a company on a mission to meet quota, we’re a movement on a mission to transform lives! It all sta...
Watered-Down Coffee? — the importance of systems & processes in sales!
February 22, 2021 13:44 - 16 minutes - 14.8 MB“Systems & processes, systems & processes, systems & processes!” We can still hear Jack Daly’s voice reverberating around the auditorium of our Nashville sales conference! Yes, we’ve all been the “benefactors” of a lack of process at some point leaving us confused and disappointed! If we confuse, we lose! David and Tim stress the importance of INVESTING the time to begin with the END in mind and DEFINE, REFINE & SIMPLIFY the process so it’s repeatable in your sales. Join our sales group on Fa...
Don’t Be “That Guy” — be a “Go-Giver” instead.
February 13, 2021 19:17 - 15 minutes - 14.5 MBWe all know “that guy”. The person that calls you only when THEY need something. “Don’t be that guy” is an episode compelling us to think about becoming a GIVER instead. “If you may need them someday, then call them today.” Build mutually beneficial relationships and do life with people remembering Bob Burg & John David Mann’s quote in their book the Go-Giver, “Your influence is determined by how abundantly you place other people’s interests FIRST.” Sales coaches David & Tim unpack some pract...
Momentum — the “RPM” formula to becoming more consistent
February 05, 2021 10:40 - 8 minutes - 7.89 MBIt’s not what we do once in a while that changes us; rather, it’s who we are and what we do on a consistent basis! The “flywheel effect” is the culmination of consistent actions. But why be consistent?! Because it creates MOMENTUM in our lives! Coaches David & Tim unpack the nR + nP = M formula in this podcast. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/
Micro-Pivots — stay agile & “unstuck” by adopting a “micro-pivot mindset”
February 03, 2021 10:35 - 15 minutes - 14.3 MBSomething’s not working? Try a small tweak. Or perhaps something’s working well? Try a small tweak to make it even better. Micro-pivots keep us agile and evolving so that change isn’t some BIG, scary, last-ditch effort, but something we’ve exercised on a DAILY basis. Don’t get stuck! Adopt a micro-pivot mindset! Coaches David & Tim unpack this. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/