Listen Now

Get Your https://go.transformedsales.com/p3 (FREE GUIDE) to Building A High-Performance Sales Team Highlights The journey from starting out in tech sales selling computer systems to becoming a successful sales guru, entrepreneur, and podcaster (02:29) What it really means for a sales manager to be enabled (04:14) Stepping off the hamster wheel: Why he decided to transition from corporate to entrepreneurship (08:40) Helping turn around mature startups that have stalled in growth (11:38) The inspiration behind his first book and his advice for new authors (15:11) How to succeed as a thought leader in your space (21:00) Passionate about inspiring salespeople to keep learning and improving (22:54) The importance of understanding how buyers form perceptions of you as a seller (25:26) Achieving sales success by lifting up the lower tier of salespeople on your team just as much as you do with the top performers (29:36) Distinguishing between the job of a salesperson and the job of a sales manager (32:47) Growing your business by enabling your salespeople to grow (36:41) In this episode of the Science of Selling STEM, I will have a chat with global sales guru, top podcaster, and entrepreneur, https://www.andypaul.com/ (Andy Paul). Andy has a hit podcast, Accelerate Your Sales, that was acquired by ringDNA in 2020. It has since been renamed “Sales Enablement with Andy Paul.” This show inspires thousands of sales professionals each week. Andy has also written two award-winning books, “https://www.amazon.com/Zero-Time-Selling-Essential-Accelerate-Companys/dp/1614480508 (Zero Time Selling)” and “https://www.amazon.com/Amp-Your-Sales-Strategies-Customers/dp/0814434878 (Amp Up Your Sale)s”  Having sold any kind of item in the past, Andy Paul now coaches and consults CEOs and sales teams. He's worked with all kinds of companies from start-ups to Fortune 100. He’s ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts and he’s consulted with some of the biggest businesses in the world including Square, Philips, GrubHub, and more, making him one of the leading voices in the sales industry today. Paul shares his interesting journey, from a start in tech sales to a successful sales career and then transitioning into entrepreneurship. To teach us his strategy for revitalized selling, he will talk about what's important to your buyers and how you can help them get it with his 4 pillars of selling in. Wanna get better at selling? You'll learn how in this episode. So stay tuned! Quotes “We move salespeople into roles of authority and positions of authority and responsibility without educating them in just some of the basics” - Andy Paul “A sales manager is the most influential person in a new seller’s life and so we must help managers get better” - Andy Paul “If we spent 90% of the money on sales managers, we would actually end up with better results” - Andy Paul “At the end of the day, in an overwhelming majority of cases, the decision the buyer makes, the difference between you and another vendor is you as a seller” - Andy Paul “Your job as a salesperson is not to persuade somebody to buy your product, your job as a salesperson is to go out and listen to your buyer, understand the most important things to them both in terms of the challenges they face and the outcomes they wanna achieve, and then help them get that” - Andy Paul Resources Mentioned: https://www.amazon.com/Sell-without-Selling-Out-Success-ebook/dp/B09G8464LL/ref=tmm_kin_swatch_0?_encoding=UTF8&qid=&sr= (Sell Without Selling Out By Andy Paul) https://www.amazon.com/Zero-Time-Selling-Essential-Accelerate-Companys/dp/1614480508 (Zero-Time Selling By Andy Paul) https://www.amazon.com/Amp-Your-Sales-Strategies-Customers/dp/0814434878 (Amp Up Your Sales By Andy Paul) Learn More About Andy in the Links Below: LinkedIn - https://www.linkedin.com/in/realandypaul/ (https://www.linkedin.com/in/realandypaul/) Website -...

Get Your https://go.transformedsales.com/p3 (FREE GUIDE) to A Build High-Performance Sales Team Highlights How he became a go-to-market and revenue acceleration leader (02:12) Defining the authentic conversations that you can have with buyers (04:27) Applying the skills he acquired doing qualitative market research to his revenue growth work (06:48) Why you should start with your customer stories before going into your product (09:41) Being a Revenue Officer: Getting the sales team, marketing team, and other team players in alignment (12:09) Shifting your focus away from your product to thinking about your customer’s WHY (14:39) The value of ensuring your core goal is to get into your buyer’s world (17:53) Pattern recognition: The one thing that he took from his academic training into the corporate realm (22:47) NOBODY cares about your product (28:36) In this episode of the Science of Selling STEM, I will have a value-packed conversation with the Founder and President of https://winalytics.com/ (Winalytics LLC), Brent Keltner, Ph.D. Winalytics is a go-to-market and revenue acceleration consultancy that helps clients reach their top growth potential by shifting from product-driven selling to value-driven go-to-market strategies. Brent is also the author of the forthcoming book https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019 (“The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success”) Brent brings to the role more than a decade of experience as a revenue leader in enterprise to early-stage companies and ten years as a Ph.D. social scientist at Stanford and the RAND Corporation.   His clients have included Ascend Learning, Credo Reference, DealerRater, Lexmark, Mursion, Ready Education, True Fit, and Verisk Analytics. Brent and I will dive into the topic of authentic conversations: what they are, how to spot them, and how they differentiate a business. You will learn what authentic conversations with your customers should look like and how to build and train a sales team that can have these conversations. We will cover all aspects of having authentic conversations with buyers during our discussion.  You’ll also learn how to find out if your sales team is currently having authentic conversations, and how authentic conversations can lead to better discovery calls and more sales. If you’re looking to differentiate yourself from the competition, having authentic conversations is the way to do it. Listen in to learn more! Quotes “Every phase of the buyer and customer journey starts with your buyer why and then your customer why. Then look at how you can make them more successful. You will grow faster, you will have better buyer and customer relationships, you will like your work more, and you will learn every day” - Brent Keltner “If you wanna capture your customer stories, don’t just go and show up with a bunch of random questions. Ask 6 or 8 questions around what you think is your value” - Brent Keltner “Don’t start with your product. Start with your customer stories” - Brent Keltner “Shift from thinking about your product and focus more on a story around how a customer used your product” - Brent Keltner “Don’t focus on sales skills, focus on sales skills in the context of go-to-market skills because we should all be running authentic conversations at different depths” - Brent Keltner Resources Mentioned: https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019 (The Revenue Acceleration Playbook By Brent Keltner) Learn More About Brent in the Links Below: LinkedIn - https://www.linkedin.com/in/bkeltner/ (https://www.linkedin.com/in/bkeltner/) Website - https://authenticitywins.com/ (https://AuthenticityWins.com/) Email - BKeltner@Winalytics.com Connect with Wesleyne Greer: Wesleyne’s Website - https://transformedsales.com/ Wesleyne on LinkedIn -...

Get Your https://go.transformedsales.com/p3 (FREE GUIDE) to A Build High-Performance Sales Team Highlights Starting out his career on the shoulders of giants. Dealing with the CRM challenges that salespeople face and where Nimble comes in. How to go about effectively enabling your salespeople. Selling GoldMine and taking a 10-year hiatus before starting Nimble. Why empathy is important in sales leadership. The diverse experiences that made Nimble the amazing CRM that it is today. His pride and passion for family and helping people. In today’s episode of the Science of Selling STEM, I had a chat with Jon Ferrara, the Founder, and CEO of Nimble, a social sales and marketing CRM company. He is a SaaS entrepreneur and CRM pioneer. He’s mostly known for founding one of the first CRMs, GoldMine, in the 1990s. In 2010, he re-imagined CRM by building Nimble. John’s core values are building products that help others achieve their passion, plan, and purpose, and what drives his success.  We will discuss how CRMs started and how to get usability and usage. Jon will then teach us how to sell and where to start with our selling. He will share how a big personal challenge he faced after selling GoldMine (His previous company) changed his life forever. And he will explain how Nimble is more than just another CRM solution. Enjoy! Quotes “People don’t buy great products, they buy better versions of themselves” - Jon Ferrara “If you lead with empathy then you’re really leading with listening, and a desire to understand the people that you’re interacting with, and how you can serve them” - Jon Ferrara “If you really truly get in the trenches with your team, with your customers, and understand their plight, and adjust what you’re doing with each of them in an individualized way, that resonates with people” - Jon Ferrara “Leading your sales team with empathy really helps for you to better understand the constituency around them, to serve them better, and to produce more” - Jon Ferrara “The best product comes from your own need, because you’re passionate about it and you understand the problem” - Jon Ferrara Learn More About Jon in the Links Below: LinkedIn - https://www.linkedin.com/in/jonvferrara/ Email - Jon@Nimble.com Website - https://www.nimble.com/ (https://www.nimble.com/) Subscribe to Nimble and Use the Code “JON40” To Get a 40% Discount For The First 3 Months. Connect with Wesleyne Greer: Wesleyne’s Website - https://transformedsales.com/ Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/ Wesleyne on Facebook - https://web.facebook.com/wesleynegreer Wesleyne on Twitter - https://twitter.com/wesleynegreer Email Her at WGreer@TransformedSales.com

In this episode of the Science of Selling STEM, I had a chat with https://www.ronnellrichards.com/ (Ronnell Richards), the Founder of https://www.businessandbourbon.live/ (Business & Bourbon), a platform dedicated to helping people do business better. Ronnell has built a career out of creating businesses and developing sales professionals into high-level performers. He’s taught individuals how to feel part of a team and perform better as a result. He successfully strategized with both small and large businesses to take their progress to the next level. This has given him a unique perspective on success that he brings to every aspect of his life.  As an award-winning entrepreneur, Ronnell knows what it takes to aim high and hit even higher. Within ten minutes of listening to Ronnell, you’ll see why he's been so successful as a sales coach, entrepreneur, business coach, speaker, and trainer. He and I discussed how his parents instilled in him the values that made him a success in sales and entrepreneurship at a young age, why philosophy is important in sales, what effective sales leadership looks like, and so much more. Get ready for the sales development training of a lifetime in this 42-minute episode. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast. On Today’s Episode of the Science of Selling STEM: How his upbringing equipped him for a long and successful sales and entrepreneurship career (01:59) Shut the Hell Up and Sell: Philosophy + Execution in Sales (10:05) Why you need to learn how to build a connection in a short period of time (16:00) Disrupting an improperly built system that programs salespeople to be too product-focused (20:41) How to help your sales managers consistently lead their teams to success (25:17) Business and Bourbon: Creating an environment that’s conducive to building relationships and connection (30:24) Everything he’s most grateful for (36:43) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)      https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Ronnell Richards: https://www.linkedin.com/in/ronnellrichards/ (Ronnell on LinkedIn) https://www.businessandbourbon.live/ (Business and Bourbon) https://www.instagram.com/imabusiness.man/ (Ronnell on Instagram) https://www.ronnellrichards.com/ (Ronnell’s Website) Ronnell@RonnellRichards.com Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I had the great privilege of speaking with Leslie Venetz, a three-time head of sales and founder of a consulting company, https://www.insidesalesteambuilder.com/ (Sales Team Builder LLC). Leslie is one of the biggest sales TikTok influencers in the game and although she's got a big following on TikTok, her message is so much more. She is super passionate about creating inclusive, respective sales teams to level up their profession of sales. As you will hear for yourself, Leslie has a genuine passion for sales and helping others become the best they can be. She consistently and with pleasure, gives back to the sales community. We will talk about her inspiring professional journey in sales, how far we still need to go for more women in sales, bringing inclusivity to the sales industry, and so much more. Don’t miss out on this incredible episode.  And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast. On Today’s Episode of the Science of Selling STEM: From a cold caller to a three-time head of sales (01:43) How to know the difference between uncomfortable and icky in a sales role (03:16) Rebuilding her confidence after leaving a toxic work environment (08:12) Positively impacting salespeople that she had in her team (12:26) Moving down from manager to individual contributor is not a step back (17:29) Why it's important to set good boundaries between your work and personal life (22:11) Being great at talking about sales on TikTok (28:28) Having the courage to quit her corporate day job and become a full-time entrepreneur (32:14) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)      https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Leslie Venetz: https://www.linkedin.com/in/leslievenetz/ (Leslie on Linkedin) https://www.instagram.com/lv_mt2chicago/ (Leslie on Instagram) https://www.tiktok.com/@salestipstok?_d=secCgsIARCbDRgBIAIoARI%2BCjwGxdcvfXLmPtcGxYflzXanc3OTfvciImDBZ6B5cD940Tyk4d%2Fn5SN1s1owT4678wWTp%2BarE18%2BFUae%2FOUaAA%3D%3D&language=en&sec_uid=MS4wLjABAAAAqGikuNcNBp7FwzUNuhTKJB7AtI0fdy2AfS0WJCrwHhiymnzVfaNgAC-RK0itaH23&sec_user_id=MS4wLjABAAAAqGikuNcNBp7FwzUNuhTKJB7AtI0fdy2AfS0WJCrwHhiymnzVfaNgAC-RK0itaH23&share_author_id=6848230484397556742&share_link_id=63A14BA1-6F37-4B74-82A5-4EA9C71F1906&tt_from=sms&u_code=ddb97gg0mld827&user_id=6848230484397556742&utm_campaign=client_share&utm_medium=ios&utm_source=sms&source=h5_m&_r=1 (Leslie on TikTok) https://www.insidesalesteambuilder.com/ (Leslie’s Website) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I sat down with Jordan Benjamin, the Founder of https://www.mycoreos.com/ (My Core OS). He built My Core OS to help teams and top performers create their personal Operating System to enable them to sustain peak performance and harmony between work and life. My Core OS works with companies and specializes in working with sales teams to help drive a growth mindset and open the doors for more effective learning and growth for your team. For 13+ years, Jordan has been exploring different tools and strategies paired with neuroscience to understand how we can create sustainable peak performance. As a top seller at HubSpot since joining pre-IPO, leading mental health, resilience, and mindfulness trainings in and outside of HubSpot, he is continuously focused on helping humans show up at their best at work and home.  Tune in as Jordan shares the backstory of his illustrious sales career and talks about the many different ways we as salespeople and sales leaders can build a framework to sustain top performance and learn the skills to unlock even more greatness. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast. On Today’s Episode of the Science of Selling STEM: His unexpected start in sales and the incredible journey to date (01:55) The experience of being laid off and how he picked himself up (04:00) Starting from the bottom at HubSpot, going up the ranks, and doing things differently (05:59) Achieving balance: Optimizing your mornings, time blocking, goal setting, and more (09:30) Supporting his team to be their best and the valuable mindset-oriented conversations he has with sellers (13:29) Helping people build their personal operating system so they can perform at their best (18:33) The power of finding the WHY of your sales career (22:34) How coupling his work with giving has impacted his life (28:42) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)      https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/ (Jordan on Linkedin) https://twitter.com/jbenj09 (Jordan on Twitter) https://www.mycoreos.com/ (Jordan’s Website) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I had a chat with https://www.linkedin.com/in/samsalesli/ (Samantha McKenna), the Founder of https://www.samsalesconsulting.com/ (SamSales Consulting). Sam is the former head of LinkedIn Sales Solutions, Enterprise, NYC, and VP of Sales at ON24.  She is an award-winning leader, who has broken over a dozen sales records across three different companies, created seven global sales programs for culture, training, and onboarding, and has been named a Top 50 Leader by Outreach.io, and Top 50 Women in Revenue by Engagio.io.   She has been an individual contributor and executive in sales for the last 12 years and has spoken globally on the topics of sales, leadership, and technology. She is a brand ambassador for Linkedin and a highly sought-after speaker who spent her career doing two things; breaking records for herself, her employers, and now her clients. She always puts others first to ensure every client engagement she delivers has an exceptional experience. Sam will demonstrate (From her own hands-on experience) what successful sales leadership really looks like and how you should go about advancing your sales career.  She will also share the tactics you can apply to thrive in entrepreneurship, and so much more. You won’t wanna miss this one. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast. On Today’s Episode of the Science of Selling STEM: Falling into sales despite not being into it at first (01:50) What sales is really all about (03:52) Taking time to build her skills and relationships before moving up the ladder (08:00) Great sales leadership: How sales leaders can build great teams (13:25) The WHY behind her transition into entrepreneurship (16:53) Tips on how to succeed as an entrepreneur (19:33) How she efficiently and effectively services her 100+ clients (24:23) Building her brand with tons of experience before venturing into business (27:51) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)      https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Samantha McKenna: https://www.linkedin.com/in/samsalesli/ (Samantha on Linkedin) https://www.samsalesconsulting.com/ (Samantha’s Website) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I sat down with Collin Mitchell, the Co-Founder and CRO of Salescast, a thought leadership platform that works in revenue-first podcasts designed to create demand and expand networks. He is also the Founder and CRO of Monster VoIP, which operates as a streamlined communications platform. Collin is a 4X founder passionate about sales and serving others.  He loves everything about sales and still makes cold calls for fun. In fact, he is a practitioner, not just a founder who wants to help people. He started out moving furniture until he got the chance to work in sales despite the fact that he had no college degree. There, he put in the work and went up the ranks to become a major account executive. By the age of 25, he had founded his first company, Monster Technology LLC.  In our very candid conversation, Collin will share his sales story and journey as an entrepreneur and podcaster. He will also share his insight into how sales leaders can significantly increase their revenue and create scalable sales systems, and how podcasting can be used as a channel for sellers to reach their ideal buyers. Stay tuned to gain from all the valuable wisdom Collin had to share.  And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast. On Today’s Episode of the Science of Selling STEM: How sales changed the trajectory of his life (01:48) Hurdles he had to overcome as a new VP of Sales (05:25) Why it’s important for every sales leader to understand what motivates each team member (07:50) Transparency and good communication: The path to success for any sales leader (11:36) Getting the Sales Leadership MBA (14:39) Leaving the corporate life as VP of Sales to start a company that they grew to $5 Million in annual revenue within 26 months (17:12) Vulnerability and humility in sales leadership (24:24) Helping people start and monetize their podcasts (28:09) Resources Mentioned: https://www.amazon.com/Selling-Heart-Your-Authentic-Sells/dp/1720220131 (Selling from the Heart By Larry Levine) https://www.amazon.com/Revenue-Harvest-Leaders-Almanac-Planning/dp/1734343001 (Revenue Harvest By Nigel Green) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)      https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Collin Mitchell: https://www.linkedin.com/in/collincmitchell (Collin on LinkedIn) https://www.salescast.co/ (Salescast) https://podcasts.apple.com/us/podcast/sales-transformation/id1533493437 (Sales Transformation Podcast) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I had a chat with Alexis Scott, the Partnerships Manager at Aspireship, an industry recognized reskilling and job placement platform that helps you pivot your career into SaaS sales. Alexis is a well-rounded sales leader with a diverse background of industry experience, from hospitality to technology. She has adapted and grown throughout her career. Her passion for building relationships and dynamic organizations, and her experience building sales teams makes her a powerhouse in the development of employer partnerships.  The partnerships she builds with dynamic technology companies facilitates the hiring of Aspireship graduates and  individuals looking to start careers in software sales. Alexis has amazing views regarding sales, self-awareness, and the difference between being picky or particular. She will share all that and more in this episode. You won’t wanna miss out on the juicy sales tips she will share. Stay tuned. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast. On Today’s Episode of the Science of Selling STEM: The journey from a beverage cart girl at a golf course to a sales leader (01:46) How her combined experience in customer service, hospitality sales, and marketing helped her move up the ladder (04:28) Ending up with a team of 70 under her leadership within a short time (07:50) Moving from a solo salesperson to the leader of a team and managing to keep every team member productive (12:44) The trauma of being let go out of the blue with her entire team including her boss (14:37) Deciding to follow her passion after the job loss within a global pandemic that eliminated job opportunities (18:10) A mindset game: The internal tug of war of sales every salesperson has (22:59) Why salespeople should focus on asking questions and solving problems (27:16) From a dark place to changing lives at Aspireship (31:27) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)      https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Alexis Scott: https://www.linkedin.com/in/alexisjscott/ (Alexis on LinkedIn) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I interviewed Todd Caponi, the Founder, Speaker and Workshop Leader at Sales Melon. Todd is the author of a three time best book award winning and international best-seller, “The Transparency Sale”. He is a multi-time sea-level sales leader, behavioral science and sales history nerd. He’s guided two companies to successful exits. His next book, “The Transparency Sales Leader” is planned for the Spring of 2022.  Todd built the revenue capacity of a tech company from the ground-up into Chicago’s fastest-growing, helped drive an organization to a successful IPO followed by an acquisition worth almost $3B, and in another organization his turnaround efforts were rewarded with a successful exit and the American Business “Stevie” Award for Worldwide Vice President of Sales of the Year. Todd was gracious enough to reveal his hard-earned sales secrets including how to engage potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience. If there has ever been an episode that you mustn’t miss, it’s this one. So stay tuned and if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). On Today’s Episode of the Science of Selling STEM: Inspired by his dad to go into sales and combining it with his passion for leading and teaching (02:02) Becoming a good sales leader despite having been an average sales person (03:48) The experience of leaving his franchise business to become a new sales leader (05:48) Using the five Fs framework to successfully build process (10:26) Why every sales leader should embrace their flawsomeness and ensure that they don’t just focus on the forecasts (14:18) How the negative are needed in order to trigger a purchase decision (17:51) Breaking down his passion for sales history (26:12) Taking sales back to being a respected profession (30:32) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)      https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Todd Caponi: https://www.linkedin.com/in/toddcaponi/ (Todd on Linkedin) https://toddcaponi.com/ (Todd’s Website) https://twitter.com/tcaponi (Todd on Twitter) Resources Mentioned: https://www.amazon.com/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801 (The Transparency Sale By Todd Caponi) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources

In this episode of the Science of Selling STEM, I had a chat with Amy Franko, a keynote speaker, sales strategist, and author specializing in B2B Sales and Sales Leadership Development. She works with professional services, insurance, and technology organizations to accelerate their growth. With over 20 years of client-facing sales experience, Amy began her career with global companies such as IBM and Lenovo before taking a 180° pivot into entrepreneurship in 2007, launching a training company, Impact Instruction Group. Since that time, the company brand offerings have evolved. It’s now known as Amy Franko Associates, with a specific focus on sales and leadership excellence. Her book of business includes some of the world’s most recognizable brands and her book, “The Modern Seller” is an Amazon Best Seller, and was named a top sales book by Top Sales World. She is recognized by Linkedin as a top sales voice. Amy shares her journey in sales from starting out in inside sales and how powerful having a technical background was in helping her grow to a leadership position. Along the way, she discovered that her number one skill was her ability to uncover problems, engage with customers, and sell.  She says the way to go for anyone who wants to thrive in sales is to build up one skill at a time and have engaging conversations one customer at a time so that with time one will have created a whole body of work and success. If you’re just starting out and you’re feeling discouraged, she says you have to start where you’re at and stick with it until you’re good at it. Tune in to learn more about that and how she applies skill-based development to help sales teams win consistently. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). On Today’s Episode of the Science of Selling STEM: Being a natural-born leader and putting it into practice until she got to where she is today (02:07) The one thing that propelled her interest in sales (05:02) How her technical experience helped her grow in her sales career (08:04) Diving into entrepreneurship after proper planning (10:16) Realizing her number one ability was selling and uncovering problems (12:10) Marrying her sales skills with her consulting background (13:53) Living at the intersection of her personal and professional life in the form of leadership (16:47) Helping leaders and salespeople with skill-based development (20:52) Struggling with conflict avoidance and how she has learned to deal with it (27:11) Her pride in the business she’s been able to build in the last 15 years (28:56) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Amy Franko: https://www.linkedin.com/in/amyfranko/ (Amy on Linkedin) https://www.amazon.com/Modern-Seller-Increase-Impact-Economy/dp/1945389621 (The Modern Seller By Amy Franko) https://amyfranko.com/ (Amy’s Website) https://twitter.com/amyfranko (Amy on Twitter) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I spoke to Tom Slocum, the Program Director at RevGenius, a community for those in revenue-generating sales and marketing roles. Tom is also the Co-Founder of RevLeague, an exclusive community within RevGenius that helps SDRs and AEs become proficient at their jobs and blow past goals to outperform their peers. He is a sales leader with over a decade of sales experience. He finds his passion in helping startups scale their go-to-market teams and enabling sales reps to be more human in their outreach.  Tom has had an incredible sales career that has evolved multiple times between operating within diverse industries (Including being a car salesman). He will be sharing the valuable takeaways that enabled him to grow into a sales leader and now an incredible sales coach. He will also teach us how to master the science of sales so we can consistently hit quota and succeed in sales regardless of the role or industry we are in. Stay tuned for that and so much more. And if you ever need help with a sales or leadership issue, don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). On Today’s Episode of the Science of Selling STEM: Being a car salesperson and the crazy ups and downs of building his extensive sales career (01:39) Why there is a science to sales and why every salesperson should master their sales success formula (06:10) Sales Leadership 101 - How a sales leader can coach their team to find their individual strengths and the sales formula that works for them (10:53) Transitioning from sales in a business and consumer space to a corporate B2B space (12:24) Breaking down how sales works in the SaaS industry (14:42) Leaving the 9 to 5 to become a coach and build a community around helping people with sales development (18:20) Differences between being a sales leader and being a sales coach (21:03) The power of the third party outside opinion in accelerating a salesperson’s growth (22:53) How companies are increasingly investing in the development of their salespeople (24:04) The fulfillment he gets from helping people level up (27:03) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Tom Slocum: https://www.linkedin.com/in/tom-slocum (Tom on Linkedin) Find Tom at https://revgenius.com/ (RevGenius) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this special Black History Month episode of the Science of Selling STEM, I had a chat with Gabrielle “GB” Blackwell, the Manager of Business Development - Strategic Accounts at https://www.airtable.com/ (Airtable). Gabrielle is a repeat LinkedIn Sales Star and has built 10,000+ followers over the past year. She leads a team of business development reps where she partners with people to cultivate a healthy culture of learning, development, and collaboration. She’s also the Co-Founder at https://www.linkedin.com/company/women-in-sales-club/ (Women in Sales Club), an organization built to drive conversations around enabling, empowering, and promoting women within the sales profession.  She mainly focuses on driving content and community. She will share how she overcame insurmountable odds to thrive in sales within the tech space, especially as a woman. She will also talk to us about her people-centric approach and how her infinite curiosity about her team members gets the best out of them. Our conversation will definitely be of great value to you as we also discuss what it takes for sales leaders to build teams that always win, and so much more. So don’t miss it. And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). Stay tuned! On Today’s Episode of the Science of Selling STEM: Starting in sales out of desperation only for it to actually align with her vision in life (02:44) Why it’s important for every sales professional to lay out a road map for their career (05:50) Becoming a top-performing 3xing sales development rep in her first sales role (08:30) A Path Less Traveled: How she became a sales manager (10:15) Having the cards stacked against her as a woman of color in the tech industry and how she overcame it to win big (16:47) Rebuilding her sales career despite having a misdemeanor (20:20) Mentoring others to invest in relationships with their sales leaders (25:08) The inspiration behind her co-founding Women in Sales Club (27:58) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Gabrielle Blackwell: https://www.linkedin.com/in/gabrielleblackwell/ (Gabrielle on Linkedin) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources

In this re-broadcast episode of the Science of Selling STEM, I had a chat with Elaine Lindsay, the CFO ofhttps://www.troolsocial.com/ ( TROOL Social Media). Elaine works with entrepreneurs to achieve more visibility online. She serves to get you found fast and first in search results! You can be Google’s preferred choice in your niche when you harness the power of your Mindset + Website + Social Media + SEO efforts altogether. Elaine believes INTEGRATION is KEY to all you do, especially in the digital space. Online since the dial-up modem, Elaine created her first website for a regional counselor in 1999 and immediately knew there must be more to assure your business would stand out in the digital space. Enjoy the episode and if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE).  On Today’s Episode of the Science of Selling STEM: Who Elaine is and how she works with entrepreneurs 40+ to achieve more visibility online (01:53) Getting to the top of search results by crafting your words to fit your niche (04:08) Integrate your NAP - Name, Address, Phone (06:25) Stay in your lane- maintain your authority in your niche () Speak to one person... In all ways it’s about them not you () Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Elaine Lindsay: https://www.linkedin.com/in/elainelindsay/ (Elaine on LinkedIn) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources

In this re-broadcast episode of the Science of Selling STEM, I spoke to Shannon Wayman, a Senior Coaching Manager at https://www.joincalibrate.com/ (Calibrate). Shannon is a proven business leader, and she offers a track record of achievement in leading territory management, change initiatives, strategic growth, staff development, project management, and program implementation.  She demonstrates excellence in ensuring smooth business operations through periods of growth, restructuring, and turnaround while working to optimize talent, customer service, and top/bottom lines. She offers leadership skills to coach and mentor teams in creating a positive customer experience, driving quality outcomes. Enjoy the episode and if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE).  On Today’s Episode of the Science of Selling STEM: Who Shannon is and how she is a proven business leader with expertise in driving business through engaging and motivating people (01:45) Why subscription memberships are like a marriage (04:26) How to build and nurture the relationship (05:15) The value of a single member and personalizing your communication with them (07:00) The importance of keeping members engaged (11:32) Building an internal team of champions who can deliver results (13:06) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Shannon Wayman: https://www.linkedin.com/in/shannonwayman (Shannon on LinkedIn) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I spoke to Curt Tueffert, the VP of Sales Development at DXP, a Houston-based business that is a one billion dollar industrial distributor. He is the 2016 winner of the Stevie Award for his work in sales development. With over 30 years in the art and science of professional selling, he has experienced a great deal of success while overcoming many obstacles. He is also an adjunct professor at the University of Houston and his tenure includes teaching at the undergraduate and graduate levels in the areas of Sales and Business Communication.  Curt is the author of “5 Stones For Slaying Giants” and “201 Sales Motivators.” He is considered “America’s Master Sales Motivator” due to his high energy, enthusiastic audience presence, and knowledge of sales motivation. He understands that motivation and knowledge can be combined to create the outcomes required to be successful. He communicates a balance that gives people the right tools to get and stay motivated. Curt talked about his journey to sales leadership and shared why hard work and strong leadership are valuable.  He also highlighted the importance of personal touches and creating an automated cadence to help deliver on a timely basis, and so much more. Make sure you tune in to sample some of Curt’s wealth of knowledge and experience. And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). Stay tuned! On Today’s Episode of the Science of Selling STEM: Going after his passion and how it led him into award-winning sales leadership (02:18) How being tenacious contributed to his success (06:05) Getting started in the world of sales training and later on moving into the corporate arena (07:34) The freedom he gets from DXP to perfect his craft and how that adds value to the company when he shares what he learns with his team (11:55) Explaining why a sales manager’s role is to solely manage things and lead people (13:43) Implementing a new CRM system so they can spend more intelligent time in front of their customers and help their sales managers manage in the 21st century (19:11) His biggest and most memorable accomplishment (24:54) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Curt Tueffert: https://www.linkedin.com/in/curttueffert/ (Curt on LinkedIn) https://www.facebook.com/tueffert (Curt on Facebook) https://www.amazon.com/Stones-Slaying-Giants-Curt-Tueffert/dp/1591967007 (5 Stones For Slaying Giants By Curt Tueffert) https://www.goodreads.com/book/show/22709792-201-sales-motivators (201 Sales Motivators By Curt Tueffert) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!  Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I had a candid conversation with Nate Severson, the Regional Sales Director at Applied Products, Inc. He has spent his entire career in the adhesives industry and has worked at startup companies, multinational corporations, and everything in between. In his 14 years at Applied Products, he has held a wide variety of roles, including territory manager, technical and innovation manager, equipment division manager, and eastern region sales director.  Nate is passionate about helping his customers and ensuring his team is delivering on the promise of being a proven partner. He especially enjoys finding solutions to the variety of unique challenges customers present, whether they’re building buses and airplanes, or sealing cereal boxes. He has a bachelor's in Applied Science from the University of Wisconsin with a minor in Chemistry. Whether you're a seasoned team leader or a newly promoted manager with a record of outstanding sales performance, this episode will serve you loads of value as Nate shares how to successfully manage a team and so much more. Feel free to also book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE) if you need help with any sales or leadership issues. Stay tuned! On Today’s Episode of the Science of Selling STEM: His 14-year journey to becoming the amazing sales leader that he is today (02:40) Moving away from phone-based sales to dive into engaging directly with customers (04:51) Best practices he has found to work when it comes to onboarding new salespeople (07:05) Why he has stayed with Applied Products, Inc. for 14 years (10:23) How they invest in their salespeople to ensure that they retain them in the long term (13:58) Challenges that they have overcome within the last two years (16:42) Focusing on specific products and segments to take the business to the next level and stay competitive (19:00) Growing a business exponentially by supporting your team to be their best (22:06) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Nate Severson: https://www.linkedin.com/in/nate-severson-appliedadhesives/ (Nate on LinkedIn) Email Nate at NSeverson@AppliedProducts.com https://www.appliedadhesives.com/ (Applied Products, Inc.) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I had the pleasure of hosting David Vanden Boom, the Director of Sales at Hoover Circular Solutions (Hoover CS). He has experience in oil, energy, and chemicals, and is an expert in coaching, negotiation, business planning, operations management, sales, and market research. David is a self-directed professional with an MBA specializing in management and organization theory. Hoover CS provides sustainable packaging solutions that facilitate circularity across the supply chain, yielding an optimized environmental footprint through reduced plastic, water conservation, and lower greenhouse gas emissions. It achieves that by combining its large rental fleet of reusable IBCs, catalyst bins, and ISO tanks with integrity management and fleet management services. The company paves the way for customers across the chemical, refining, and general industrial end markets to move away from single-use containers. David started out as an elementary level teacher and moved up to teaching at the collegiate level before transitioning into the finance industry. He, later on, got into the chemical industry where he started in sales, and has thrived to where he is today. David’s wisdom in how to grow in a sales career all the way to the top is incredible, and you will definitely benefit a lot from what he will share. So make sure you don’t miss the episode. And as always, if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE) On Today’s Episode of the Science of Selling STEM: Interesting career transitions: Starting out as a teacher and evolving into other roles before settling on sales (01:54) How he started working in the finance industry and some of his biggest takeaways from working in education (02:39) Leaping into chemical sales through a connection he made in finance (05:31) Why salespeople are always afraid to say, “I don’t know” (08:46) What he did to find his footing in chemical sales (10:27) The smooth transition he had into sales leadership and what helped him get there (13:27) Growing your team to go into new markets or territories (17:08) Situations where a sales person’s accountability is not an issue (19:31) Taking pride in the relationships he has built with customers and colleagues (22:21) Secret Revealed: A sales person’s greatest asset (23:55) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with David Vanden Boom: https://www.linkedin.com/in/davidvandenboom/ (David on LinkedIn) https://hooversolutions.com/ (Hoover CS) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I’ll be breaking away from the usual format of our show to share an interview that I did with Lee Kantor of the Coach the Coach Radio show by Business Radio X. I started off by sharing how I moved from being a career chemist to achieving sales leadership success and helping other sales leaders achieve success within the organizations that they serve. Most emerging sales managers receive little or no training before taking on the job. That is a huge mistake.  The climb from individual contributor to manager is worth planning and preparing for, because this role is not only among the toughest on the organizational chart, but it is also the one that offers the most upside (and downside), both personally and for the organization. I’ll talk about how I work with them to teach them how to manage up as well as manage down, and how they can build effective sales processes, hire better people., and speak to upper management to ensure what they're doing is getting heard throughout their organization.  Lee Kantor and I covered a lot of ground in this conversation, good for leaders and reps alike to hear. So don’t miss out. And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE) On Today’s Episode of the Science of Selling STEM: Running a sales leadership coaching firm that helps sales leaders build effective sales processes, hire better people, and getting heard throughout their organization (00:52) Transitioning from being a chemist to an international sales manager (01:42) The first key to leading a sales team (02:54) Are people born with sales in their blood? (03:17) Teaching Gap selling: The problem-centric way to sell (05:19) Why sales training cannot work without behavior change (06:24) An industry to industry analysis of the salesperson’s role (08:09) Breaking through bias against sales within organizations (09:44) What coaches and consultants can do to improve their sales (11:55) A 6-Month Impact Journey: Helping a client who had been turned down for a promotion to achieve great milestones (14:00) Helping sales managers get to where they need to be as quick as possible (15:44) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Coach the Coach Radio & BRX https://businessradiox.com/podcast/coachthecoach (Coach the Coach on Business Radio X) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

In this episode of the Science of Selling STEM, I’ll be talking to Kristin Shunk, the Senior Director of Sales at Hyperfine, a company whose mission is to make MRI accessible to every patient, regardless of income or resources. Their Swoop® Portable MR Imaging System™ addresses the limitations of current imaging technologies. Swoop wheels directly to a patient’s bedside, where it plugs into a standard electrical outlet and uses an Apple iPad® for control. Images display within minutes, enabling critical decision-making capabilities across various clinical settings such as neurointensive care units, emergency departments, pediatrics, and more.  Kristin is a transformative leader whose career spans startup, midsized, and large medical device businesses that specialize in general neurosurgery, neurology, epilepsy, neuro-oncology, functional neurosurgery, spine, and neurocritical care management. She specializes in building high-performance teams and developing effective commercial strategies. She’s passionately committed to improving patients’ lives by offering game-changing, disruptive medical technologies. Kristin believes that transformative medical devices in the hands of physicians can change the lives of many and she certainly makes that happen in a big way. Stay tuned as she shares how she has built such an incredible sales career and the tips and strategies we can use to achieve the same. And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE) On Today’s Episode of the Science of Selling STEM: Her leadership experiences working for startup, midsized, and large corporations (02:24) The core competencies to keep in place as a leader no matter the dynamic environment you’re working in (04:55) Finding the WHY: Making sure sales is about serving and helping people (08:28) Getting into medical device sales even before it was even a thing (09:48) Transitioning from the operating room into companies doing cutting-edge work (13:42) Challenges associated with learning new technologies and building sales teams around them (16:57) Why hiring salespeople who have grit and authenticity is important (18:22) Coaching salespeople to be the best according to their specific skill sets (21:41) Building a team of excellence and the excitement of scaling their business (25:02) Being proud of her accomplishments as a leader in the medical device industry (28:34) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne’s Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Kristin Shunk: https://www.linkedin.com/in/kristinshunk/ (Kristin on LinkedIn) https://hyperfine.io/ (Hyperfine) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.