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Always Be Growing
67 minutes | Apr 25, 2020
The Weekend Edition: Dr. Feelgood
Episode 8 chronological topic list: Falling into rhythm Anticipating the ruts, not just reacting The limits to willpower #LockdownLessons Being quick to conquer the self-talk How many nights in a row could you eat the same dinner? Energy management: Know thyself What about a morning routine is important? Moving toward things that feel good and moving away from that which makes us feel bad Mental Framing: Getting to do it vs having to Quantifying the quality of your friends - are you aware or not? Are you creating rocking chair stories? The many dimensions on which we evaluate The holistic thinkers and doers A tipping point in business philosophy? Keeping your sanity WFH: Having a pet Different roles, different opportunities Silly sales orgs Strategy and sales: the true value a senior rep offers Recorded April 21, 2020.
66 minutes | Apr 13, 2020
"Do You Trust Me?"
Episode 7 of Always Be Growing topic map: Are we leaving Las Vegas or arriving? Mask normalization and etiquette Eastern and Western societal differences Living the movie Are there downsides to the coronavirus? Virtual farm to table ideas Which businesses will come out the other side more robust? Will restaurants come back? Giving up the fight Do you really need to be the banker to steal in monopoly? Level of trust determines willingness to cooperate What does tactful qualification look like? Providing value as a seller through expertise Discovering commonality in buyer/seller relationships on all sides Information sharing as a buyer Qualifying RFPs beyond what's written in the request An unexpected movie recommendation Do you trust me? Recorded April 11, 2020.
60 minutes | Apr 8, 2020
Episode 6 topic minders: Time is precious, value it accordingly Who's responsible for your development? Industry averages and income How are you deploying your extra time? Coordinating with your internal team Setting up your goodreads shelves Being intentional with your learning path Certifications and degrees, worth it? Is there a place for sales in the classroom? Learning through experience Our hosts' differing college experiences Two-sided mentorship, mentee and mentor Take a step back and invest forward Pop Quiz: Can you remember your 3rd grade math teacher? Recorded April 5, 2020.
67 minutes | Apr 1, 2020
The Luxury of Choice
Topics touched in this fifth episode of Always Be Growing include: Stretch goals and respecting COVID-19 Executives who demonstrate strategic action in crisis Companies that do it right, platitudes versus real impact Distinguishing between the 'A' and 'C' players by their available options Why is trust a primary value? The respect gained by walking in someone else's shoes Doppelgangers and image management, it's the small things The expressive dimension of advertising Timing, territory, and talent -- what makes the most difference? What makes a good or bad post-mortem? Being set up for an outcome, how much do you own? The luxury of choice Talking about crushing it means you're probably missing the bigger picture Fairness doesn't scale out of Kindergarten Sales managers: defining your ideal salesperson, as you do your ideal customer and managing to changes in GTM strategy Growth solves many problems Being good enough to defend yourself Self-care: you can only be as good to others as you are yourself *Our opinions are our own, obviously.Recorded March 28, 2020.
51 minutes | Mar 26, 2020
The New World: Sales, Partnership, and Rallying to the Mission
On this #socialDistanceCompliant Episode 4 we discuss the “new narrative” that sales folks can create and the resources that might be considered to best partner with customers in this environment we find ourselves in due to the Covid-19 pandemic. Topics touched on include: The power of levity The evolution of field sales in the aftermath of Covid-19 while maintaining the partnership element of sales Refocusing on the mission of your organization and relating to your customer Managing through the era of “over-communication” Pro-tips! Optimizing your virtual engagements (lighting, meeting mechanics, Zoom feedback icons, etc.) Does the best technology always win? The funny places people take video calls from while WFH Adapting to the ‘cultural climate’ of your customer Starbuck drive-thru lunacy Optimizing meeting talk-time as a function of the sales cycle and the "sales clock" Managing meetings effectively #podcast #alwaysBeGrowing #b2bSales #life #flow #leadership #flowstate #salesLifeFlow #sales #dataToEverything #covid19Recorded March 24, 2020.
50 minutes | Mar 19, 2020
The Humanity Behind Business
What's the right way to deal with customers and prospects in the current climate? Whiplash fast changes. Professional and personal empathy. The slowing flywheel and irrelevant forecasts. Looking at the other side and asking where we want to be. How to behave in an earthquake? Uncomfortable truths and big person conversations. Man's search for meaning vs the wolf of wall street. What does it mean to always be growing in hard times? What are the social rules on outdoor exercise? Social comfort is the priority. What sales leaders really want right now. The Splunk dashboard (linked below). Influencing with data for strategy adoption. Time for us to take a breath. Is the planet making an ask of us? Things only get done during crises. Finishing on a beautiful high note.Splunk COVID Tracking Site: https://covid-19.splunkforgood.com/coronavirus__covid_19_Recorded March 18, 2020.
63 minutes | Mar 16, 2020
The Evolution of Modern Selling
Crazy times. Serendipity. Pull on the interesting string. Consultants as sellers over the last 15 years. The nebulous sales personalities of success. To sell well is to be yourself. Hidden dimensions of success. Having a spine. The pain in qualifying for a long-term strategy in the face of quarterly quotas. Oh you have a checkbook? The solo account exec vs coordinated team assaults. Forward-thinking orgs tightening the feedback loop. CMOs as scientists? Quantifying the (endless?) customer journey. Coordinated fire-fighting. Team dynamics and coordinating the sales team as a quarterback. Being fun when playing in the sandbox. Skills for tomorrow. Sales/life coaching. Grading your manager as a coach. Finding a masterful coach. Negotiating, no, demanding, for yourself. People like people who know who they are. Talk to us! @saleslifeflowRecorded March 14, 2020.
59 minutes | Mar 14, 2020
The Harbor Tour
Matt and David look back on a 32 year friendship before turning their attention to what's ahead for the show.How many restaurants has David been kicked out of? How serious is he about being not serious? What kind of people does Matt feel a kinship with? Which of them assumes they'll be cutoff when they get in a car?All this and more is on tap in the first episode of the series, so sit back and get to know your hosts as they chop it up over sales, life, and flow.Recorded March 11, 2020.
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