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

Connect with Casey

• LinkedIN

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Summary:

Today we engage in a deep conversation with Brian Hicks, exploring the intersection of sales and human connection. Brian shares his journey from jewelry sales to B2B pipeline generation, emphasizing the importance of authenticity and genuine relationships in sales.

Before you jump in, you should be warned that this episode can be triggering for some. Brian shares a deeply personal story of what he learned by being a witness to a mass shooting. It completely changed Brian's life but it also changes how he sells is a profound way.

Our talk delves into Brian's story, the concept of human-centric selling, the power of storytelling, and the value of engaging in difficult conversations. B

Brian also reflects on the influence of his mother in shaping his values and approach to life and sales. He also shares profound insights about the impact of his mother's love and values on his life, the transformative experience of surviving a mass shooting, and how these events reshaped his approach to sales and personal connections. He emphasizes the importance of authenticity, genuine relationships, and the need to focus on what truly matters in life and business.

This episode is one not to miss and will teach you how a once robotic salesperson found his human side through realizing what really matters.

Key Moments:

00:00 Introduction to Human Connection in Sales

02:01 The Journey of Brian Hicks: From Jewelry to B2B Sales

03:04 Defining Human-Centric Selling

06:14 The Essence of Being Human in Sales

09:49 Storytelling: The Power of Authenticity

12:14 Engaging in Difficult Conversations

15:15 The Value of Authentic Discovery

18:45 Lessons from Family: The Influence of Brian's Mother

19:32 The Influence of a Mother's Love

26:28 Transformative Experiences: From Sales to Survival

28:11 Life After Trauma: A New Perspective on Sales

44:09 Building Genuine Connections in Sale

Connect with Brian

• LinkedIN

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Summary:

This episode I invite my good friend Rich Bishop to the mic. Rich has had a pretty extensive career in the world of sales and revenue operations. He's currently the CEO of Mind Game Consulting, where he works with venture capital and private equity companies to conslut around key operations strategies.

Part of Rich's role is to come into organizations and uild trust quickly with the C-Suite.

We discuss Rich's definition genuine care, and how you express that in sales. He expresses this through a story of his personal life and it's one that really anyone can relate to even if you don't have a quota for a living.

Rich shares personal experiences that shaped his understanding of empathy and the significance of connecting with others. We emphasize the value of maintaining relationships and how these connections can lead to business opportunities, all while focusing on the human aspect of sales.

We discuss the challenges of change management and the necessity of executive buy-in for successful projects. Rich shares insights on using evidence to influence decisions and highlights that everyone engages in some form of selling in their daily lives, whether in professional or personal contexts. It's not every day you get to open the curtain to how a an operations consultant approaches the executive suite and this is a good look into how genuione care shows up for him.

Key Moments:

00:00 Introduction to Human Connection in Sales

06:07 Empathy and Genuine Care in Sales

12:06 Building Connections and Relationships

23:55 Nurturing Connections Without Expectations

30:51 Navigating Change Management and Executive Buy-In

40:19 Selling Beyond Sales: Influence in Everyday Life

Connect with Rich

• LinkedIN
• Website - Mindgame Consulting

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Summary:

This week we're interviewing Samantha Price, a former kayak director turned global account director. Sam is a connection of a connection of a connection that I met through the Sales Success Community.

Sam shares her journey from kayaking to sales, emphasizing the need for passion and creating meaningful experiences in her work. You might not think a tour guide needs to sell you when you're going out to see whales but Sam will tell you how she approached the job that's different from how most tour guides might operate. And how that love for the environment sparked a career in software sales

We share personal stories like this that highlight the power of unexpected connections, exceptional customer service experiences, and the importance of community.

You'll learn how to put "unreasonable hospitality" into your personal life, the importance of being a little more curious when someone tells you how they're doing, and create change by focusing on meaningful interactions with whomever you're selling.

Key Moments:

00:00 Introduction to Authentic Selling

05:54 Personal Stories and Building Connections

11:50 Finding Passion in Sales

18:06 Learning from Family and Role Models

23:59 The Impact of Small Acts of Kindness

29:16 The Power of Human Connection in Sales

35:20 Sales Beyond Titles: Connecting on a Human Level

42:07 Embracing Serendipity: Life's Coincidences

Connect with Sam

• LinkedIN

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• LinkedIN:
• Website:
• Youtube

Summary:

In this episode of the Sell By Being Human podcast, we bring on Seren Silva, an executive leadership coach, author, former ad sales executive, and Reiki practitioner. For those of you not familiar with Reiki, it's a healing technique based on the principle that the therapist can channel energy into the patient by means of touch, to activate the natural healing processes of the patient's body and restore physical and emotional well-being. I've never had a session but I think there's parallels to the transfer of energy in this practice and the transfer of energy in sales.

We explore the importance of authenticity in sales, the cultural influences on personal identity, and the journey from corporate life to entrepreneurship. Seren shares insights on connecting with one's intuition, the power of energy in interactions, and the significance of self-love in overcoming judgment. The conversation emphasizes the need for genuine human connection in business and offers practical advice for navigating sales with integrity and authenticity.

You'll also hear how Serin's parents came over from the Greek island of Cyprus with barely anything and how they instilled values and a work ethic that can apply to anything you do.

Key Moments:

00:00 Introduction to Human Connection in Sales

02:50 The Essence of Selling by Being Human

08:33 Cultural Influences on Personal and Professional Identity. The story of Serin's family coming from Cyprus and what it taught her.

14:35 Navigating Career Transitions and Authenticity

17:15 Connecting with Intuition and Inner Knowing

24:23 Skepticism and the Power of Energy in Interactions

28:45 The Leap to Entrepreneurship and Coaching

34:41 Sales Strategies and Authenticity in Business

40:38 Key Takeaways for Authentic Selling

Connect with Serin

• Serin's Website
• LinkedIN

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Summary:

Helen Wada comes on the podcast from across the pond in the UK to share her journey from being a consultant to becoming an executive coach and the founder of The Human Advantage. She discusses the importance of coaching in understanding oneself and others, the need for long-term perspectives in business, and how coaching skills can enhance commercial success.

She emphasizes the significance of building trust, practicing mindfulness, and engaging in reflective practices to improve personal and professional relationships.

You'll learn to observe some of the best coaches in your life and how those same skills can apply to any situation where you have to create change. We also also touch on overcoming pushback in coaching and the role of emotional intelligence in sales and business interactions.

Takeaways:

Helen's journey into coaching began with her own experiences as a client.

Coaching helps individuals understand their strengths and aspirations.

Long-term perspectives can lead to more effective business strategies.

The Human Advantage framework combines coaching skills with commercial focus.

Building trust is essential for successful client relationships.

Mindfulness and presence enhance coaching effectiveness.

Reflective practice is crucial for continuous improvement.

Overcoming pushback requires understanding client needs and values.

Emotional intelligence is key in sales and business interactions.

Self-knowledge is foundational for commercial success.

Connect with Helen

• LinkedIN

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Summary:

Pablo Gonzalez shares his journey of building communities and driving business through community building. He emphasizes the power of human connection and the value of belonging in building relationships and communities. You'll learn the power of creating communities for your own business and how Pablo built them out of learning what worked in his own career.

Pablo's personal experience with his brother's illness and the support of a community during that time inspired him to explore the potential of community building in business. He discovered the power of creating touch points and brokering relationships, which led him to start his own business focused on community building

Pablo's approach involves creating stages and platforms for people to connect and share their expertise, ultimately creating value for others. In this conversation, we discuss the power of building strong communities that lead to revenue, and how to create value for people to get attracted to communities. We emphasize the importance of approaching networking with a mindset of how to be helpful and make connections, rather than focusing on personal gain. We also discuss the process of creating a compelling point of view and using content creation, such as podcasts and live events, to engage with and attract like-minded individuals.

Pablo shares examples of how these strategies have helped him build communities and achieve business success. This was one I'm going back on myself to learn from!

Enjoy!

Key Moments:

03:02 The Power of Community Building

08:02 Selling by Being Human

13:08 Creating Value for Others

18:25 The Value of Belonging and Human Connection

22:12 Creating Touch Points and Brokering Relationships

29:01 Building Stages and Platforms for Connection

36:14 Creating a Compelling Point of View

41:19 Using Content Creation to Attract and Connect

44:20 Building Communities and Achieving Success

56:16 Memorable Experiences and Happy Coincidences

Connect with Pablo

• LinkedIN

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