Summary:

John Barrows is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He’s been in Sales his entire life and held every position from making 400 cold calls a week to being the VP of Sales at one of the fastest growing companies in Massachusetts that they eventually sold to Staples and is now the CEO of his own company where he still actively sells every day.

John came on the podcast to talk about how to stand out as a human in sales despite the world of AI that we live in. He dives deep on ways to use AI to augment your sales process over automating your sales process. While AI can write some uncanny human like emials, it still can't replace your soul. Or being the "last mile" in how you can humanize your process.

We discuss the importance of maximizing meeting efficiency, doing AI research to show someone you respect their time, the human element that will never die in sales, and the impact of AI on the sales process. John also covers common questions that sales people ask that we should remove from our vocabulary completely in the world of AI that we live in. This is a good one gang!

Key Takeaways: (using AI)

Sales has always been a human-human interaction.

AI can enhance sales processes but should not replace human connection.

People buy based on emotions and justify with facts.

The essence of sales is helping people solve problems.

Empathy and curiosity are crucial traits for sales professionals.

AI can personalize content but lacks the human touch.

Sales is not about convincing but about understanding needs.

The 'give a shit' factor is something AI cannot replicate.

Automation in sales can lead to a loss of personal connection.

Successful sales depend on how you sell, not just what you sell. Maximizing meeting efficiency is crucial for productive conversations.

Focus on the client's needs rather than your own agenda.

AI can enhance sales processes but cannot replace human empathy.

Avoid asking generic questions that waste clients' time.

Research is essential before engaging with potential clients.

Sales professionals must adapt to AI or risk becoming irrelevant.

Custom AI solutions can enhance personal and professional productivity.

Authenticity in communication builds trust with clients.

Curiosity drives engagement and effective sales conversations.

Investing in AI tools is necessary for modern sales success.

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Summary:

This conversation, I invite someone who got to intentionally know me and who I've worked a little harder for because of how he's made an impact on me. In sales, we sometimes overthink the experience we need to give to people and Sean has found ways to simplify that.

Sean met me at a company event and we've developed a great friendship. What I love about how Sean sells is he is constantly thinking about how we can "over index" on his gives. He tells a story about how a tattoed pizza owner taught him everything he needed to know about sales and networking.

You'll learn how to emphasize the importance of understanding others' needs and being thoughtful in interactions, whether in sales or your personal life. We also cover networking strategies and the value of making genuine connections, highlighting how small gestures can have a profound impact on relationships.

If you can think of a person in your life that just sells you on them as a person and people enjoy being around because of that, this is the episode for you!

Key Moments:

00:00 Introduction to Human Connection in Sales

02:46 The Importance of Genuine Relationships

06:12 Sean's Unconventional Career Path

08:59 Influential Figures in Sean's Journey

11:55 Deepening Conversations for Meaningful Connections

14:52 The Power of Networking and Introductions

18:01 Skills for Connecting on a Human Level

21:45 The Importance of Preparation in Conversations

27:29 Proactive Relationship Building

32:38 Networking with Intent

37:54 Unique Personal Connections

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Summary:

Have you ever had someone make a profound impact on your life but you can't really name them? We all have had people that made lasting impacts on us but only for a brief moment in time. We bought into their selflessness so much we even forgot to ask their names.

Maybe it's your barista. Maybe its a flight attendant. For Dan, it was the nurses and doctors who saved is life. To make a point that we're all in sales, this episode reminds us how these people don't do what they do for recognition. They do it because it's the right thing to do.

Dan Vasquenza is an entrepreneur and nonprofit advocate. He's on the board of Kulture City, a nonprofit that helps venues cater to individuals with sensory inclusive needs. He's also worked for the Atlanta Hawks in corporate partnerships and he's had a long career in sales.

We explore Dan's journey from a challenging childhood accident to a successful career in sales, emphasizing the role of empathy, listening, and personal experiences in building relationships. Dan shares insights on the traits of successful salespeople, the impact of role models, and his transition to working with Kulture City, a nonprofit focused on supporting individuals with sensory needs. In this conversation, Dan Vasquez shares his journey of self-discovery and the challenges he faced while building purpose-driven businesses. He discusses the importance of understanding the human side of sales and philanthropy, learning from mistakes, and the value of experiences over material possessions. Dan emphasizes the significance of relationships in both personal and professional settings, and how they contribute to success.

You can learn how Dan has brought his unique style of connecting into securing donations for his non-profit and how he's been able to develop close relationships with high profile people.

Key Moments:

00:00 Introduction to Human Connection in Sales

07:15 Learning from Role Models in Sales

13:25 Personal Journey and Overcoming Adversity

21:30 Transitioning to Nonprofit and New Beginnings

29:46 The Journey of Self-Discovery

36:00 The Art of Philanthropy and Sales

49:32 The Value of Experiences and Personal Connection

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Summary:

Today's I talked to Robert Timmons, a successful sales coach and painter known for his unique project of painting millionaires. Robert has this unique way he connects over giving what he's talented at (painting) and we connect the docts on how that applies to sales. He has made unlikely connections with well know people over giving them paintings.

The conversation explores the importance of human connection in sales, the role of mentorship in Robert's life, and how art can serve as a powerful medium for change.

Robert shares his journey from being an artist focused on ocean conservation to painting influential figures who have impacted his life. We emphasizs the value of understanding others, the impact of giving back, and the transformative power of personal growth through connection and creativity. He talks about the shift from a lack mindset to one of abundance, illustrating how giving can lead to unexpected returns and deeper connections. He also touches on the art of sales as a service, highlighting the significance of listening and understanding others' needs. This is a really good one that might inspire you to think of a creative ways you can give something without any expectations on getting it back and how that sometimes comes back to you in ways you'd never expect.

Key Moments:

Chapters

00:00 Introduction to Human Connection in Sales

03:05 The Journey of Robert Timmons

05:57 Selling by Being Human

09:13 Mentorship and Early Influences

11:58 The Power of Connection

14:53 Art as a Medium for Change

18:11 The Impact of Giving Back

21:07 The Evolution of Robert's Art Journey

24:03 Connecting with Millionaires through Art

29:54 Embracing the Journey: A New Beginning

30:52 The Power of Connection: Art and Influence

32:55 Giving Without Agenda: The True Value of Generosity

34:01 Cross-Pollination: Building a Network Through Art

37:39 Unexpected Returns: The Gifts of Giving

41:44 Shifting Mindsets: From Lack to Abundance

44:55 Sales as Service: The Art of Listening

46:48 Tireless Passion: The Essence of Robert Timmons

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Summary:

Do you think it's possible to meet 10,000 people for a 1 hour conversation? Before you answer that question, as yourself another on - what could you learn about connection if you did take on such a monumental journey? I'm going to answer both questions for you with my guest today, Rob Lawless.

Rob was disillusioned in corporate American back in 2015 when he set out on a quest. He wanted to meet 10,000 people for 1-1 conversations for an hour. Almost 9 yrs later, he's got nearly 2,000 to go! He's since been featured on The Kelly Clarkson show, The Today Show, and ABC News top share what he's learned and now this podcast!

Rob shares his experiences, insights, and the lessons learned from his unique project, emphasizing the importance of building relationships without transactional motives. He highlights the value of being seen and heard, the unexpected outcomes of connection, and the universal insecurities that bind us all together. He introduces the 'Friend Framework' for deeper conversations and emphasizes the significance of understanding one's identity through personal stories. If you've ever struggled with the concept for being a friend while also selling, this is an episode for you!

Key Moments:

00:00 The Journey of Connection

10:01 Building Bridges, Not Transactions

20:11 The Power of Human Connection

29:59 Unexpected Outcomes and Life Lessons

26:32 The Friend Framework for Deeper Conversations

29:56 Understanding Identity Through Pie Charts

33:51 Authenticity in Building Relationships

38:17 Beyond Career: Valuing Life Connections

41:43 Calculated Risks and Consistency in Life

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Summary:

This is a conversation with a woman who found her authentic side of sales by becoming a mom. I interviewed Kelsey Neibel, a successful SaaS sales executive who shares her journey from management consulting to becoming a top seller. If you've ever wanted to know how someone found elite levels of success through finding their authenticity, this is the episode for you.

I've interviewed alot of people around the topic of authenticity but Kelsie approached this through the lens of how she wanted to show up for her new daughter.

Kelsey discusses the importance of authenticity in sales, the mindset shifts she made after becoming a mother, and how her family background influenced her beliefs about work and success. She emphasizes the need to challenge limiting beliefs and the role of coaching in her personal growth. Kelsie shares her journey of personal and professional growth, emphasizing the importance of coaching, understanding one's purpose, and maintaining a resilient mindset. She discusses the significance of knowing your 'why' behind goals, the impact of mindset shifts on performance, and her desire to empower others through her experiences and insights.

Kelsie is a woman who visualized becoming the #1 rep in her company and was able to make her reality come true. Not because of an ego driven mindset but by finding her purpose for others. Enjoy!

Key Moments:

00:00 Introduction to Kelsey Neibel's Journey

02:46 Selling by Being Human: Authenticity in Sales

04:40 The Shift: From Consulting to Sales

06:59 Becoming a Mom: A Catalyst for Change

10:59 Influence of Family: Lessons from Dad

14:14 Challenging Limiting Beliefs

18:16 Mindset Shifts: From Fear to Love

21:59 Investing in Personal Growth: The Role of Coaches

22:52 Uncovering Personal Strategies for Success

25:45 The Importance of Knowing Your 'Why'

27:10 Aligning Goals with Purpose

30:52 Resilience in the Face of Challenges

32:50 Mindset Shifts for Top Performers

40:52 Empowering Others Through Transformation

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Summary:

This was a 2022 episode of Stories of Selling Human with one of my favorite guests, Rachel Druckenmiller. We're releasing all the goodness again for you on Sell By Being Human!

Rachel is on a mission to humanize the workplace by igniting resilience, connection, engagement and compassion in organizations, associations and their leaders and teams. Recognized by Forbes as a Next1000 honoree in 2021, the #1 Health Promotion Professional in the U.S. in 2015, a 40 Under 40 Game Changer in 2019, and one of The Daily Record’s Leading Women of 2020, Rachel is a national thought leader in the field of employee engagement and wellbeing.

In this episode we go through how important it is to do the work to understand what your strengths are and harnessing them to connect to others. Rachel offers powerful questions you can ask yourself to find your essence. We talk about how Rachel went from being a perfectionist to finding vulnerability, what Rachel learned through burnout, and how her personal story can help you create genuine trust and connection with people.

Stay to the end to hear Rachel sing and give you some inspiration in your day!

Key Moments:

3:00: How Rachel defines Selling By Being Human through finding your essence.

6:20: Rachel's personal story of connecting to herself through being very disconnected to herself.

9:05: How You Can Find Your Essence. The Two Questions You Can Ask Yourself to Find It: What Shows Up When I do? What Qualities Do I Bring in A Room?

19:12: A story of how a teacher made Rachel feel warmth and really safe.

20:37: How Rachel changed perspectives of her colleagues around what Wellness should actually be. Through sharing her own personal story.

37:53: How Rachel thinks about building a brand - being more of what you are at your your core to fill a need for someone else.

42:29: Rachel's approach to how she sells through offering to meet needs vs selling to someone.

Connect with Rachel

• LinkedIn: https://www.linkedin.com/in/rachelbdruckenmiller/
• LinkedIn Newsletter: https://www.linkedin.com/newsletters/unmute-yourself-6862381507273605120/
• Instagram: https://www.instagram.com/unmutedlife/
• YouTube: https://www.youtube.com/user/racheldruckenmiller
• Facebook: http://facebook.com/unmutedllc

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Summary:

Today we bring Casey Jacox, a former #1 seller turned consultant and speaker, who emphasizes the importance of human connection in sales. We dive into "uncommon human skills" in sales.

We discuss how things like vulnerability, curiosity, and humility can transform the sales process into a more authentic and effective experience. Casey shares personal stories and insights from his journey, highlighting the power of asking great questions and building genuine relationships. Casey has a unique perspective being someone that excelled for over a decade as a top seller and shares how he stayed consistent for so long. Part of his approach he know consults and many of these skills are things we all have the capability to employ but we may be a little afraid of showing these skills to people without looking weak.

Casey also shares a nice approach when people ask how are you different from your competition and just a little technique to think about without making stuff up. This was a good episode for anyone that's always tried to figure out what human skills can set you apart whenever you're selling anything in your personal life or in a business context!

Key Moments:

00:00 Introduction to Human Connection in Sales

02:53 The Essence of Selling: Asking Great Questions

06:11 Vulnerability and Authenticity in Sales

08:49 The Power of Storytelling and Connection

12:10 Lessons from Sports: Humility and Teamwork

15:01 Curiosity as a Superpower in Sales

17:53 The Journey of Personal Growth and Learning

27:50 Mastering the Art of Inquiry

32:32 Differentiation in Sales: Unique, Comparative, and Holistic

40:15 Creating a Culture of Curiosity and Feedback

44:42 Personal Connections: The Human Element in Sales

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