Today's guest on the Sales Vitamin Podcast is Adam Halim.
Adam is the Sr. VP of Business Development in North America for Flipp. Flipp is a one stop marketplace for digital savings and deals from your favorite retailers. Adam leads the sales efforts for Flipp across North America.
Adam is tasked with overseeing Sales and Partner Development at Flipp. He works with the C-Level and VP Level at the largest North American retailers where he helps them drive digital transformation in the retail environment.
Flipp curates more than 5 billion data points per month collected from over 5 million users. Thus, Flipp is reinventing the digital shopping experience.
Prior to Flipp, Adam led various businesses at Proctor & Gamble including retail innovation, eCommerce, Market Strategy & Planning and the Amazon Business Development team.
Here's what we discuss in the episode:
and much more.
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Today’s guest on the Sales Vitamin Podcast is Jeremy Parker.
Parker is the Co-Founder/CEO of SWAG.COM, a top eCommerce platform for purchasing promotional materials. SWAG warehouses products until customers would like to have them delivered to remote clients and employees, en masse or individually.
Parker has created multiple successful organizations throughout the course of his career. In fact, one of his earlier ventures, Tippt, was acquired by a publicly traded company.
SWAG.COM generated $365k in business year one, $1.1M year two, $7M in sales year three and $10M this year. While the rest of the industry was down over 50%, SWAG.COM had their biggest month. They're number 218 on Inc.com's top 500 and have grown 2000% over three years. They work with thousands of companies including TikTok, Facebook, Google, Amazon, Netflix, and Spotify.
Jeremy was also named one of Crain's New York 40 Under 40 Class of 2020. He’s passionate about spreading positivity and kindness, and holds those morals close throughout his work.
Here's what we discuss in this episode:
Parker graduated from Boston University in 2007 majoring in film production. As a junior, he created a feature-length documentary that won the Audience Award at the 2006 Vail Film Festival.
Upon graduation, he created multiple companies with his brother and notable partner Jessee Itzler, Co-Founder of Marquis Jets and an owner of the Atlanta Hawks NBA team.
Connect with Jeremy and SWAG.COM
Today’s guest on the Sales Vitamin Podcast is Lisa Earle McLeod and you are in for a treat.
Lisa is the global expert on purpose-driven business and the bestselling author of Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud.
My conversation with Lisa was really eye opening. She has spent two decades helping leaders increase competitive differentiation. She gets it when it comes to recognizing that making money and a profit are not silos.
Her work debunks the myth that money is the primary motivation for most employees. She developed the Noble Purpose philosophy after her research revealed, salespeople who sell with Noble Purpose, who truly want to make a difference to their customers, outsell salespeople who focus on their own targets and quotas.
Lisa’s work history is really impressive. She’s a former Procter & Gamble Sales Leader. She has keynoted in 25 countries and authored over 2,000 articles. She’s been seen on NBC Nightly News and featured in Forbes, the Wall Street Journal and NPR.
What we discuss in this episode:
Lisa outlines in this episode what it means to sell with a Noble Purpose and how that equates to winning and keeping more customers. She discusses her game changing question and 3 keys to selling with a noble purpose and much, much more.
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Buy The Book
This weeks guest on The Sales Vitamin Podcast is Dave Sanderson. He’s a lot of things. He’s an accomplished sales leader and executive, a best selling author, the owner of a personal leadership company and he’s a survivor.
Yes a survivor.
Dave was the last passenger off of US Airways Flight 1549 that crashed into the Hudson River on January 15, 2009. You know it as “The Miracle on The Hudson” and the movie Sully with actor Tom Hanks.
It’s not that Dave survived the crash. Everyone on the plane survived. Miraculously. It’s what he’s done after the crash. His impact. The lessons learned and given.
Dave Sanderson is the President of his firm, Dave Sanderson Speaks International based out of Charlotte, NC. Recently named one of the top 100 Leadership Speakers in Inc.com, Dave averages over 80 speeches a year for major corporations across the world.
In his TEDx talk, Bouncing Back, Dave shares strategies on how to grow from your own “personal plane crash”, in order to thrive, a new area of research that AARP profiled Dave on, known as PTGS (Post Traumatic Growth Syndrome).
Whether it’s his outstanding TEDx talk, “Bouncing Back” or one of his keynote speeches on sales and leadership. Dave Sanderson is grateful. Grateful for life. Grateful to give back.
Grateful for 3 powerful words, “Brace for Impact.” The only words he heard from Captain Sully before the flight plunged into the Hudson River.
He’s an accomplished sales leader who held high level sales roles as the National Sales Manager for ADP; Management Consultant for KPMG, Senior Vice-President of Sales for Genesis 10; Sales Manager for Oracle, and Security Director for Robbins Research International, Inc., An Anthony Robbins Company.
He's been featured on ABC, NBC, FOX, People and countless other media outlets. He has a great story. But, he's a great person. It's evident from the moment you start talking with him, he's convicted about his message and why it matters.
This is a powerful episode where Dave details the final moments of the flight before impact. How the flight changed his sales approach and mindset. The “distinct advantage” he took away from the event and much more.
He’s written two books. Moments Matter and his newest book, God Gives You The Lesson When You Are Ready.
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THE 90 DAY MARKETING PLAN with CODY BUTLER
Today's episode of The Sales Vitamin Podcast is Cody Butler. Cody Butler is the #1 Best Selling Author of “Got Attitude” and “The 90 Day Marketing Plan”.
Cody is widely accepted as one of the world’s leading experts on Small Business Marketing and Business Growth.
Cody has been featured on ABC, NBC and Fox and has consulted for multinational corporations, sports stars and marketing celebrities.
Cody’s worked with over 5000 businesses to date, and his latest project, “The 90 Day Marketing Plan” is designed to help Small Business Owners create an effective marketing plan…Even in these difficult times.
Here's what you'll learn in this episode:
I can’t wait for you to hear Cody's fantastic message and valuable sales information. Especially applicable to small businesses.
This episode is filled with practical sales and marketing information from one of the top sales and marketing leaders in the industry.
Connect with Cody Butler
Sales Expert Rob Cornilles Has Some Helpful tips for Anyone Wanting To Up Their Sales Game
Rob Cornilles is the founder of Game Face, a consulting company that delivers corporate and sports sales training. When he started his career in sales, he was in a challenging spot.
Rob didn’t have any experience in sales, but he landed a job working on and then managing the sales team of the Los Angeles Clippers — which Sports Illustrated once called the “losingest team in history.”
Among other duties, he was responsible for promoting season tickets for a basketball team that desperately needed to hold onto fans during a losing streak.
Starting his sales career while the team was doing poorly, gave Rob the know-how to work in other industries.
“Name one other industry that has an entire section of a newspaper and multiple television networks dedicated to telling the world where you're screwing up,” Rob says on an episode of The Sales Vitamin Podcast.
“There are a lot of challenges around the sports industry. When you have a blemish, everybody can see it. And not to mention the fact that everyone seems to be passionate about your product, which is great when you're winning, but painful when you're losing.”
But Rob persisted and took an alternative approach to ticket sales that focused more on human connection and less on watching your favorite team win. He didn’t know it at the time, but he was also building the foundation of his business.
Today, Game Face has almost 400 clients that range from major league sports teams to nonprofits, all of whom have benefitted from the unique sales training Rob and his team provide.
And in the process, Rob learned how empowering selling can be.
“I quickly learned that, with the right intent and a philosophy behind it, selling isn’t just a transactional nine-to-five chore. It’s so rewarding,” Rob says. “And not just rewarding for you — it enables and empowers people who have finally discovered a way to get the results they’re looking for through your product or service. You can really change lives.”
4 ‘Sales Vitamins’ out of Rob’s playbook
✅ Be the best at what you do right now
Rob says that as he advanced in his career with the Clippers, he started wondering about his next opportunity. But he wasn’t quite sure how to find it. “I was too busy keeping my head down, just trying to be as successful as I could with the job I was given,” he says reflecting on that time in his career.
That approach wasn’t just good for his current employer, it ultimately helped Rob advance professionally: Other sports teams watched what he was doing, and they started calling him to see if he could start working with them, too. Eventually, this led to the creation of Game Face.
Rob says a lot of people in sales — especially young reps — are often worried about planning their next career move instead of focusing on what they’re doing right now. “The world will find you,” he says. “If you do good work for a client, they can't help but tell other people about it.”
👌 Your product isn’t perfect — and that’s okay
Rob’s experience with the Los Angeles Clippers in the 1990s shows that you don’t need a popular product to be a great salesperson.
Even if your product is great — there is always something that could be fixed. As a seller, you need to accept that so you can get down to focusing on what your product actually does.
“Every product is objectionable. I don’t care what people say about their product: I can always tell them it’s too expensive, or I don’t like the model, or the color or the size. I’ve got objections for every product,” Rob says. “By focusing on the product, you’re creating an uphill battle for yourself. Instead, focus on the results of your product, because that’s not objectionable.”
While he was working with the Clippers, Rob changed the narrative. He didn’t try to turn people into Clippers fans: He told them other reasons they should be going to their games, like forming connections and memories with the people they came with.
“When people come to any sporting event, they want to obtain an outcome from that event with the person they’re with, more than watching a win,” Rob says. “I could use this thing that we’ll call ‘the LA Clippers basketball’ to help you accomplish something that’s more important to you.”
⌛ Change your definition of urgency
Rob says the default in sales is to act with urgency — and that urgency means rushing a sale at any cost. But instead of doing whatever it takes to rush a sale, he says salespeople should focus on helping customers get the results they want sooner rather than later.
“Whenever prospects or clients feel pressured, they immediately view it as the salesperson is someone who is just trying to make a commission or become salesperson of the week. When urgency is felt by the customer [in the sales process], there’s immediate pushback,” Rob says.
“As a salesperson, you need to be able to communicate with potential clients that you can help them deliver the result they want today rather than tomorrow. Not that you can’t get it to them tomorrow, but that it would behoove them to achieve that result sooner.”
Pressuring a prospective client into buying your product can feel slimy. But Rob says that once you communicate how your product can help them get their desired result more quickly, they’ll be grateful for the speed of the sale.
❌ Avoid ‘dead-end words’
Choosing language wisely is so important in any sales conversation. Rob says there are many words that salespeople use by habit, maybe even picking them up from movies like “The Wolf of Wall Street.” But those words can handcuff their ability to be successful.
When making sales calls, most people do the “typical salesperson thing” and follow a script, minimizing the importance of the call or asking prospects questions that immediately make them aware you’re a salesperson.
“Selling is not telling — selling is sharing,” Rob says. “And I suggest that salespeople say things like ‘I want to share with you,’ or ‘I want to introduce something to you.’ When you use those words, it sounds much more inviting, warmer, and more compelling.”
Rob says that “dead-end words” are the phrases that will result in prospects providing one-word answers, which isn’t very helpful. Instead, you want them to monologue to you, providing the information you’ll need to justify what you want to propose to them.
“All proposals and presentations should simply be a reflection of what the customer has already told you. You should want to share with them the very things they said they wanted, showing them you have the solution,” he says.
By opening with language that invites clients to share what they really want, you set yourself up for success in giving them something they’re happy with.
👉 Find out more about Rob Cornilles and Game Face by emailing him at email@example.com, listening to the Game Face Execs podcast, or checking out his book, “The Sales Game Changer.”
👉 Check out even more great sales tips for sales leadership and sales management by subscribing to The Sales Vitamin Podcast.
RETHINK THE WAY YOU SELL WITH JEFF BAJOREK
Today’s guest is Jeff Bajorek, he’s a sales author, expert, and one of the top sales trainers in the industry. Jeff spent over a decade in the field as a top performer. He’s been in your shoes. He knows what it takes to help you succeed.
Jeff shares his sales strategies and methods through writing, speaking, sales workshops and training programs, and his Mighty Networks community. His book The Five Forgotten Fundamentals of Prospecting focuses on five simple, common-sense fundamentals most salespeople ignore. Jeff is also the co-host his really successful business, life, and leadership podcast,The Why and the Buy.
He’s also got a new book out, “When Things Go Sideways”, perfect for today’s business environment.
Jeff's unique approach has been featured on the Sell or Die Podcast, The Salesman Podcast, Business Growth Time, The Nice Guys on Business Podcast, and more.
Jeff’s tagline is “rethink the way you sell” and in this episode, that’s exactly what he does. This episode is filled with practical sales advice that you can implement right away.
Here's what you'll learn in this episode:
Connect with Jeff
TAKE TWO DOSES OF RESILIENCY EVERY DAY
Today’s Sales Vitamin Podcast guest is Zeeshan Farooq, he’s a Senior Sales Manager with Fluidigm Corp.
Fluidigm is a leading biotechnology company that provides multi-omic solutions to study cancer, inflammatory diseases and immunotherapies. They are also providing a lot of research and response to the Covid-19 Pandemic. Fluidigm serves customers in over 35 countries and has locations all over the globe.
Zeeshan (or “Z”) - is a lifelong sales professional and he's walking the walk and talking the talk every day out in the sales field. He’s also got an undergraduate degree in Cell & Molecular Biology and an MBA. But, what makes Zeeshan a great sales professional is his passion to help people solve their problems, learn and grow. He approaches sales and life from a holistic view.
This episode is filled with practical sales advice that you can implement right away. Here's what you'll learn:
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THE ART OF STORY TELLING WITH PUNITA PAREKH
Today's Sales Vitamin Podcast guest is Punita Parekh, she’s a storyteller for brands and an expert at content marketing.
Punita worked almost 16 years for CNBC and the Times Network developing her expertise in content marketing.
Now she focuses on her freelance role and teaching other organizations and individuals the power of storytelling to strengthen their brand.
Punita has developed a large following on LinkedIn in a short period of time. Her strategy focuses on powerful content, time and connecting with like minded people.
Here's what you'll learn in this episode:
I really enjoyed our conversation and you are going to get a ton of value (and vitamins) out of Punita’s approach to a content marketing and the art of storytelling to improve your brand strength.
Connect with Punita
FRONTLINE Selling with KAYLEIGH VOIGT
Today's episode is what the Sales Vitamin Podcast is all about. The sales professional out in the field. Making it happen every day. Creating revenue and producing results.
Kayleigh Voigt is an Inside Sales Account Manager with FRONTLINE Selling in Atlanta, Georgia. She's what the podcast is all about. Helping sales professionals out in the field get better with real, practical advice and information from people doing the work, day in and day out.
Frontline Selling helps organizations increase their sales effectiveness with their proven methodology and technology. They are experts on the phone and experts at prospecting and social engagement.
In fact, their Staccato Sales Methodology teaches sales professionals how to create awareness, evangelize their value proposition and leverage social DNA for a higher probability of first contact conversion.
Here's the vitamins Kayleigh discusses in this episode:
Connect with Kayleigh
FRONTLINE Selling Official Website