Month: May 2024

Corporate CPR Episode 123: How Missing The Mark On Human-Centric Selling Might Be Killing Your Company

/ Jana

On today’s episode we are talking about how missing the mark on human-centric selling might be killing your company.

Kayvon Kay is a speaker, sales expert, CEO of The Sales Connection, and the creator of the Human-Centric Selling methodology that helps sales reps and individuals transform their sales success for a lifetime of growth. His sales journey began early, thrust into a world of competitive, outcome-driven tactics. While others focused on transactions, Kayvon saw the value in genuine human connections. By prioritizing relationships over sales, he quickly became the #1 pharmaceutical sales rep. Unfulfilled in the corporate world, Kayvon faced existential questions, using adversity as a steppingstone to self-awareness and mastery. His philosophy shifted to emphasize authenticity and self-belief.

Episode Highlights:

  • Changing the Narrative of Sales: The perception of sales needs to shift from being sleazy and transactional to focusing on genuine human connections and problem-solving. This change is essential because sales are fundamental to business success, despite being one of the most disliked professions.
  • Human-Centric Selling: A three-step methodology for human-centric selling includes aligning the salesperson’s mindset and energy, building deep, authentic relationships with clients, and being intrinsically motivated and passionate about their work. These steps make sales about the client rather than the salesperson, leading to better performance and resilience.
  • Effective Sales Training and Assessment: Traditional sales training methods are often ineffective without ongoing support and the right approach. Focusing on the individual salesperson’s internal state and commitment to the product, along with using assessments and metrics, ensures that salespeople are in the right roles and have the necessary skills and conviction.
  • Business Owners as the Sales Team: If you are a business owner without a dedicated sales team, you must assume the role of the sales team yourself. Everything you desire in life involves making a sale, and everything you achieve is like earning a commission, making sales a critical skill for success.
  • Effective Follow-Up Strategy: Effective follow-up requires a balance between persistence and tact, utilizing various methods such as texting, calling, emailing, and social media interactions. The key is to maintain a personalized and timely connection, rather than relying solely on automated systems, to build meaningful relationships and increase sales success.

Top Takeaway for the Audience:

“Stop selling from your head and start selling from your heart.”

To Listen to the Podcast:

https://corporatecpr.buzzsprout.com

How to Connect With Kayvon:

LinkedIn: https://www.linkedin.com/in/kayvonhighticketsales

Website: http://thesalesconnection.com

Corporate CPR Episode 122: How Not Managing Conflict Within Your Organization Might Be Killing Your Company

/ Jana

On today’s episode we are talking about how not managing conflict within your organization might be killing your company.

Carol Bowser, J.D is a workplace conflict expert. After practicing Employment Law for several years, Carol founded Conflict Management Strategies when she realized a lawsuit can’t deliver the level of resolution and satisfaction that is gained when people are actively involved in creating solutions to their workplace conflict.

Carol’s clients come with a wide range of employers because conflict is universal across all industries and types of organizations. Where there are people, there is conflict. The key is to help people recognize and address conflict before it damages working relationships and creates organizational drag. In her over 20 years of experience, she has discovered some universal themes about workplace conflict and loves to share how people at all levels can strengthen their conflict resolution muscles.

Episode Highlights:

  • Nuanced nature of conflict: Conflict within an organization is nuanced, neither inherently good nor bad. Its impact depends on factors such as power dynamics, organizational culture, and individual perspectives.
  • Variety in healthy conflict: Healthy conflict varies among individuals, ranging from calm, data-driven discussions to quicker, more direct approaches. Understanding and respecting these differences in communication styles is essential for fostering productive conflict resolution.
  • Cultivating a culture of healthy conflict: Building a culture where conflict is seen as an opportunity for growth requires continuous effort. This includes role modeling, providing training, and encouraging open communication, while also addressing power imbalances and equipping individuals with skills to prepare for constructive conflict resolution.
  • Effective Communication Techniques: Strategies like mirroring and using “I” messages enhance communication by demonstrating active listening and expressing thoughts without accusation.
  • Managing Conflict Dynamics: Understanding power dynamics is crucial; the dominant communication style often sets the tone. Balancing power involves controlling pace, facilitating equal participation, and encouraging diverse perspectives.
  • Long-Term Relationship Building: Conflict resolution isn’t just about negotiation tactics; it’s about fostering trust and respect for ongoing working relationships. Prioritizing open communication and maintaining respect, even during disagreements, builds positive long-term connections.

Top 3 Takeaways for the Audience:

  1. Just like financial literacy, conflict resolution skills are essential in professional settings. Despite its importance, formal training is often lacking, so investing in personal development and seeking mentorship can be invaluable.
  2. Even top executives grapple with high-stakes decisions and spend considerable time preparing for challenging conversations. Acknowledging discomfort and seeking support or guidance is essential for effective conflict resolution.
  3. Consistency between organizational values and operational practices is key to reducing frustration and preventing burnout. Addressing any disconnects can mitigate conflicts and foster a healthier work environment.

How to Connect with Carol:

LinkedIn: https://www.linkedin.com/in/carol-bowser-2a65691/

Website: www.conflictmanagementstrategies.com

Corporate CPR Episode 121: How To Take Your Performance To Another Level To Avoid Killing Your Company

/ Jana

On today’s episode we are talking about how to take your performance to another level to avoid killing your company.

Evan Marks experience, formerly Senior Consultant at The ReThink Group, brings resilience and strategic insight. With a Bachelor of Arts from the University of Pennsylvania and a Division 1 Lacrosse background, Evan coaches diverse clients, including NASCAR pit crews and executives. He champions the belief that “pressure is a privilege.” As a Senior Performance Coach, Evan utilizes cutting-edge techniques rooted in modern psychoanalysis and neuroscience to guide clients to peak performance. Passionate about empowering clients to unlock their potential, he specializes in coaching for elite performers, extending expertise to leadership development beyond finance.

Episode Highlights:

  • You can pick your actions, even if you can’t always pick your emotions. Being aware of this distinction allows you to navigate situations more effectively.
  • Take control of your behavior by understanding your emotional triggers and consciously choosing how to respond. This empowers you to manage situations rather than being controlled by them.
  • Journaling and self-reflection are powerful tools for identifying and understanding your emotions. By verbalizing and acknowledging your feelings, you can build a deeper understanding of yourself and better navigate your emotional landscape.
  • By slowing down and being intentional about how we respond to situations, we can create a different experience and outcome. Whether it’s managing anger or improving work-life balance, intentionality allows us to navigate life’s challenges more effectively.
  • Journaling and verbalizing our emotions are powerful tools for building self-awareness. By acknowledging and expressing how we feel, we can better understand ourselves and our reactions. This self-awareness lays the foundation for personal growth and development.
  • The mantra “you need to slow down before you speed up” encapsulates the idea that intentional effort and habit formation take time. By investing the effort to build new habits and neural pathways, we can ultimately accelerate our progress and achieve greater success in the long run.

Top 3 Takeaways for the Audience:

  1. Positively impact the lives of those around us, whether it’s our loved ones or colleagues.
  2. Action Behind Kindness and Forgiveness: While kindness and forgiveness are crucial, they require action to be effective. Simply acknowledging them isn’t enough; we must actively demonstrate kindness and forgiveness in our actions towards ourselves and others.
  3. Believe in Growth and Set Boundaries: Our beliefs shape our reality, and setting boundaries and assumptions can unlock our limitless potential. Embracing the idea that growth is constant and non-linear allows us to continuously evolve and expand our capabilities.

How to Connect with Evan:

LinkedIn: https://www.linkedin.com/in/evan-marks-9ab189133/

Website: https://m1performancegroup.com

Corporate CPR Episode 120: How A Lack Of Resilience Might Be Killing Your Company

/ Jana

On today’s episode we are talking about how a lack of resilience might be killing your company.

Russell Harvey, a Resilience Coach, Facilitator, and Public Speaker, is on a mission to positively impact 100,000 lives by 2025, already reaching 44,212 individuals. With over 20 years of experience in Learning, Leadership, and Organizational Development, Russell’s approach is grounded in positive psychology and a Strengths-Based methodology. He balances pragmatism with creativity and playfulness, offering support, challenge, and progress to his clients. Beyond his professional endeavors, Russell serves as Chair of Governors at a local primary school and volunteers with Leeds Young Authors. His extensive qualifications include over 4000 hours of coaching, certification in performance development coaching, and expertise in facilitation.

Episode Highlights:

  • Encourage open discussions about individual strengths and preferences to optimize performance and engagement.
  • Aligning roles with employees’ strengths leads to greater productivity, fulfillment, and organizational success.
  • Address potential challenges upfront to prevent larger issues, ultimately saving time and resources in the long run.
  • Tailoring communication and engagement strategies to individuals’ natural strengths can facilitate easier and more productive conversations.
  • Building a resilient organization involves aligning roles with employees’ strengths, which leads to higher performance, enthusiasm, and engagement.
  • Fostering proactive resilience through self-reflection, role-playing, and leadership development strategies can help scale resilience initiatives across the organization.

Top 3 Takeaways for the Audience:

  1. Spring Forward with Learning: Emphasize the importance of continuous learning and growth, encouraging individuals to embrace new experiences and insights to propel themselves forward.
  2. Strengths-Based Approach: Recognize and leverage individual strengths to drive motivation, engagement, and effectiveness in both personal and professional pursuits.
  3. Delegate Brilliantly to Strengths: As a line manager, prioritize delegating tasks according to employees’ strengths, fostering a culture of empowerment and maximizing team performance.

How to Connect with Russell:

LinkedIn: www.linkedin.com/in/russelltheresiliencecoach/

Website: https://www.theresiliencecoach.co.uk