Sell By Being Human

Alex Smith
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This is where human connection and sales meet. You may be someone whose success depends on influence, negotiation, and your ability to create change, but you may reject aggressive sales tactics. Maybe you feel stuck in corporate "autopilot," knowing your best asset is your genuine personality, but you struggle to use it to get what you want. Then this channel is for you. It will teach you how to close the gap between wanting to be ethical and feeling pressured to sell aggressively. You’ll also learn actionable strategies for translating emotional intelligence into high-trust results. Join Alex and top guests, including NY Times bestsellers, keynote speakers, and global founders, as they prove that being truly human is the ultimate sales advantage.

  1. 6d ago

    What a Courtroom Teaches You About Connection with Jennifer Gardner

    How do you win a case when the facts are against you, the law is against you, and everyone in the room knows it? How do you persuade a jury to see your client as a human being instead of a headline? And what does that have to do with selling, leading, or having a difficult conversation with your spouse? In this episode of Sell by Being Human, host Alex Smith sits down with Jennifer Gardner, a Los Angeles trial lawyer with more than 30 years of experience, persuasive communication educator, speaker, and founder of Edge Education. Jennifer has won cases she had no business winning, not because the facts were on her side, but because she understood how to humanize her client, tell a compelling story, and connect with a jury on an emotional level. Jennifer shares how she reverse-engineered her own success to understand what made her approach work. Drawing on her experience as a private criminal defense attorney, she explains that while she can never know for certain whether her message is connecting with a jury during a trial, she knows exactly how she needs to feel to make that connection possible. She also tells the story of the case that made her realize she had “sold” a jury on connecting with another human being, recalls the senior partner who told her she would never succeed, and shares how a grocery store manager demonstrated what genuine human connection looks like in everyday life. The conversation explores why making a legal argument is different from pushing emotional buttons, why self-regulation is the foundation of emotional intelligence, and how mirror neurons help explain why the feelings behind our words can influence others. Jennifer also introduces her Conflict Code framework, drawing on neuroscience and cognitive science to offer practical tools for navigating difficult conversations. Whether you're trying to win a case, close a sale, lead a team, or resolve a disagreement at home, this episode shows why persuasion starts with connection. Tune in to learn how to slow down, be present, build trust, and persuade by being more human, not less. Key Takeaways Selling means humanizing the person in front of you, even an adversaryYou can’t control whether your message lands, but you can control the state of mind you bring to itPresence comes first: ground yourself, then truly listenMost people are in pain, afraid, or both, so listen for what is hurting themSelf-regulation is a leadership skill, and a rule like “no reactive emails until the next day” protects relationshipsMost persuasion is about facts and emotions, not case law or logicEmotions are contagious, so get clear on what you feel and what you want others to feelStory is one of the fastest ways to build rapport and emotional connectionReframing helps people focus on what matters to your case“If you are the tool, trust is the fuel”People can sense when you’re faking it, so be realEveryday connectors, like a grocery store manager, are worth studyingPeople calling for help mostly want to be heard In This Episode: [00:00] Intro and welcome to Jennifer Gardner[01:27] What “sell by being human” means to Jennifer[03:15] The murder case story[07:14] Selling as connection, not spin[08:32] Where her skills came from[12:11] Starting her own firm with no mentor, and winning through storytelling[13:02] Turning an early put-down into fuel[15:52] Private criminal defense and the cases no one else wanted[17:26] “I never know if my message is connecting”[18:06] Feeling like you’re losing until the verdict is read[20:27] First principles anyone can use in everyday conversations[21:32] Presence, listening, and why everyone is in pain or afraid[23:13] Arguments, emotions, and losing control[24:36] Opposing counsel’s tricks and the intensity of the work[27:41] Her self-regulation rules, and the time she broke one[29:47] Persuasion vs. winning an argument[34:19] Why every word is deliberate, even in emails[37:04] Coaching executives[37:26] The Conflict Code framework begins[41:50] Mirror neurons and why “vibes are real”[43:03] Rapport, storytelling, controlling the frame, and trust[46:38] The grocery store manager who masters connection[48:20] Taking calls from people who need help[49:53] Connection as a learnable skill[51:27] What makes Jennifer totally Jennifer[53:17] Where to connect with Jennifer[53:44] Closing Our Guest Jennifer Gardner is a Los Angeles-based trial lawyer, persuasive communication educator, and speaker. For more than 30 years, she has run her own law firm, handling everything from business law to real estate to serious criminal cases. She uses neuro- and cognitive science-based communication skills to achieve results in the courtroom and beyond. She is the founder of Edge Education, where she consults with executives on persuasion, presence, and emotional intelligence. Resources and LinksSell by Being Human Link Jennifer Gardner WebsiteLinkedInThe Edge EducationInstagram Alex Smith WebsiteLinkedIn

    What a Courtroom Teaches You About Connection with Jennifer Gardner

  2. Oct 14

    What Toys R Us Taught Me About Selling by Being Human with Warren Kornblum

    What if the secret to building a brand people love isn’t about being the biggest or the loudest, but about winning something deeper? Warren Kornblum calls it “share of heart.” After a career that took him from creative director to Global CMO of Toys “R” Us, he’s convinced it’s the only metric that truly matters. In this episode of Sell by Being Human, host Alex Smith sits down with Warren Kornblum, former Global CMO of Toys R Us, former CMO of Serta Simmons Bedding, and current founder and CEO of Share of Heart. With a career spanning from the advertising agency world to the C-suite, Warren shares his journey and the philosophy that guided him: true customer loyalty is built on emotional connection, trust, and genuine human care, not just awareness or wallet share. Drawing on his experience at Toys R Us during a pivotal time of retail disruption, Warren explains why the brand’s emotional connection, embodied by the iconic “I don’t want to grow up” song and Geoffrey the Giraffe, was its greatest asset, and how losing sight of the customer in favor of shareholders contributed to its decline. The conversation explores the lessons he learned from his father, “Uncle Philly,” a master of human connection; the critical difference between awareness and belief; and why AI, for all its power, will never replace human empathy. Warren also discusses his new book, Notes from the Brand Stand, and shares practical advice for anyone, from CEOs to baristas, on how to make people feel seen, valued, and important. Tune in to learn how to earn trust, build emotional connections, and sell by being more human, not less. Key Takeaways Share of heart goes beyond share of mind and share of walletAwareness can be bought, but belief must be earnedSelling to one person or millions follows the same process: relevance, trust, and caringGreat sellers stay in the moment, because it’s about the customer, not youKnow who your customers are and who they aren’tRetaining customers matters as much as winning new onesSometimes the best change is no change: modernize a brand’s “jewels” instead of discarding themQuarterly pressure can pull companies away from the customers who built themLeaders should listen in on call centers and chat logsAI is table stakes; empathy and leadership set companies apartMaking people feel they matter costs nothing In This Episode: [00:00] Dynamic intro[00:36] Welcome and introducing Warren Kornblum[03:54] What “sell by being human” means to Warren[05:30] The upside and risk of real human connection[07:53] Growing up in the mattress business with “Uncle Philly”[10:46] What Warren’s dad did that other salespeople didn’t[12:38] Marketing as an act of caring (and what it can cost)[13:47] Churn, retention, and why you can’t buy belief[16:40] Inside the early days of Toys R Us[18:04] Why Warren refused to retire the song and Geoffrey the giraffe[21:53] The Times Square store and Warren’s proudest moment[23:42] Seeing the signs before the decline[24:19] The online battle Warren lost with the board[27:07] Customers vs. shareholders: the battle he’d fight harder today[30:00] Making the business case for emotional connection[31:05] Measuring share of heart and managing by walking around[34:45] Why employees are the second most important audience[35:37] Will AI replace human connection?[36:51] Empathy, escalation, and AI as table stakes[41:01] The sycophantic chatbot problem[41:58] Daily skills for improving human connection[43:55] Starbucks, the pizza place, and feeling “processed”[48:08] Ordering coffee from a robot[49:42] Making people feel they matter costs nothing[50:55] What makes Warren totally Warren[52:26] Where to connect with Warren[54:00] Closing Notable Quotes [00:01] “If I can make an emotional connection with them, if I can become a part of their lives, then you sort of have the job almost well done.” - Warren Kornblum[15:19] “Awareness can be bought, but you can’t buy belief. I can get in your sphere through marketing but I can’t get you to believe in me unless I earn that.” - Warren Kornblum[12:42] “Marketing is an act of caring.” - Warren Kornblum[22:15] “Your natural instinct is to change things because you’re the new sheriff in town... sometimes the best change is not to change at all.” - Warren Kornblum[37:36] “Machines don’t have empathy.” - Warren Kornblum[40:42] “AI can be a great soldier. The day it starts being the leader, we’re all in big trouble.” - Warren Kornblum[49:42] “Making people feel like they matter costs nothing.” - Warren Kornblum[41:22] “AI is the most non-empathetic response we’ll ever get. It's very gratuitous.” - Warren Kornblum Our Guest Warren Kornblum is the founder and CEO of Share of Heart and the author of Notes from the Brandstand. A former advertising agency creative director, he went on to serve as global chief marketing officer at Toys R Us and chief marketing officer at Serta Simmons Bedding. Today he advises CEOs and boards on emotional branding, customer loyalty, and leadership, and he is writing a follow-up book about the people behind famous brands. Resources and LinksSell by Being Human Link Warren Kornblum Share of Heart websiteLinkedIn: Warren KornblumBook: Notes from the Brandstand Alex Smith WebsiteLinkedIn

    What Toys R Us Taught Me About Selling by Being Human with Warren Kornblum

  3. Sep 30

    Learning Beyond the Algorithm: What AI Can't Teach You with Alex Mozes

    Can you really learn to sell by watching a course, memorizing a script, or practicing with an AI bot? Alex Moses says no, not if you want the skill to stick. In this episode of Sell by Being Human, host Alex Smith sits down with Alex Mozes, CEO of Gravity Learning and one of the first employees at Udemy. Alex shares his journey from scaling a learning marketplace to founding a company built on a contrarian idea: that effective learning isn’t easy, fun, or asynchronous. It’s interactive, challenging, and deeply human. Drawing on his experience at Udemy, where he helped grow the company to over 100 million learners, Alex explains why the industry’s focus on completion rates and satisfaction scores is misguided. He argues that real growth comes from practice, feedback, and accountability with other people. The conversation explores the neuroscience of learning, the power of small group cohorts, and why AI is a great practice partner but a poor teacher. Alex also discusses how these principles apply directly to leadership and sales. He shares his approach to building trust with his team through structured feedback and genuine human connection, and he explains why the best way to sell is often to simply listen. Tune in to learn how to practice sales skills with real feedback, use AI the right way, and sell by being more human, not less. Key Takeaways Effective learning is about outcomes, not ease or entertainmentReal behavior change happens through practice, challenge, and feedback with other humansThe L&D industry has focused on the wrong metrics like completion and satisfactionAI is excellent for practicing a known skill but poor for learning something newInterpersonal skills are becoming the central currency of business successSmall-group, interactive, cohort-based learning mirrors how humans evolved to learnTo make learning stick, you must apply it and visualize its future impactGreat facilitators make learners feel seen by connecting content to their lives"Feedback is fuel" for building a transparent and honest team cultureAs a CEO, dedicating one-on-ones to non-work conversations builds deeper trustThe simplest and hardest sales skill is to listen intently to understand the other personCreating a space where people can be bad at something is essential for growthThe best way to learn is to teach and practice with an accountability partnerConnecting learning to a specific future application makes it more likely to be retainedYour unique human quirks, like working from a sailboat, are part of what makes you relatable In This Episode: [00:00] Dynamic Intro[00:47] Welcome and introducing Alex Mozes[03:17] What "sell by being human" means to Alex[03:18] Being human in a world of AI coworkers[07:40] Small moments and community in early stage Udemy[08:28] Growing a team from 3 to 150 people[11:42] Rethinking earlier beliefs about learning and friction[13:10] Why the L&D industry built toward the wrong goal[17:43] Skills that matter most for effective learning today[18:49] Why AI is good for practice but not for learning[23:27] What makes a facilitator truly connect with a room[27:24] Questions that help learners go deeper[32:09] How Alex builds connection and transparency as a CEO[32:23] The SBI feedback model and "feedback is fuel"[35:46] Using human skills to connect with investors and clients[36:28] Why listening is the core selling skill[37:52] What makes Alex totally Alex[39:19] Where to connect with Alex[39:35] Closing : Notable Quotes [13:24] "It's not about making learning easier or more fun... Effective is what we should be caring about. Outcomes is what we should be caring about." — Alex Mozes[14:57] "The number of subscribers to Duolingo to the number of people that have learned to speak another language using Duolingo is a fraction." — Alex Mozes[20:38] "AI is sycophantic... is not going to challenge or put you in a position where you can be bad. And it's also something that you really need to do with somebody that can give you truly constructive feedback." — Alex Mozes[22:12] "AI is actually pretty good at practice. It's not good at learning." — Alex Mozes[23:46 "I think one of the central traits of a good teacher, facilitator, or good experience is how connected they are to you and how much they are able to make you feel seen." — Alex Moses[32:58] "Feedback is fuel." — Alex Mozes Our Guest Alex Mozes is the CEO of Gravity Learning, a company focused on interpersonal skills training through live, interactive, cohort-based workshops. Previously, he was one of the first employees at Udemy, where he helped scale the company from a small startup to a global learning platform serving over 100 million learners. With over 20 years in the learning industry, Alex is a leading voice on the future of adult learning, the science of behavior change, and the critical role of human connection in professional development. Resources and LinksSell by Being Human Link Alex Moses Gravity Learning websiteLinkedIn Alex Smith WebsiteLinkedIn

    Learning Beyond the Algorithm: What AI Can't Teach You with Alex Mozes

  4. Sep 9

    The 30-Day Challenge That Will Change Your Career with Alexis Rivera Scott

    The clock is ticking. You have 30 seconds before someone decides you're not worth their time but there are people you can't stop paying attention to. Every time they post, you read it. When they speak, you listen. When they reach out, you reply. You don't know exactly when it happened, but somewhere along the way, they became impossible to ignore. They didn't get there by shouting louder or posting more. They got there by being unmistakably themselves. Alexis Rivera Scott is one of those people. She's the head of Scott Consulting, founder of The Fairy Job Mom, and a creator who has built a career on showing up authentically. She's helped hundreds of people navigate their careers and build personal brands that actually work. And she's ranked the #1 Latina creator on Favicon. In this episode of Sell by Being Human, host Alex Smith sits down with Alexis to unpack how she did it. She reveals why she doesn't do traditional outbound outreach, how a simple, human question can open doors, and why "the secret to selling is actually not selling." Alexis also breaks down the difference between influencers and creators, why ghostwriting isn't about using AI, and why the magic happens in the DMs, not just in posts. She shares how consistency on LinkedIn led to a role that was created just for her, and how a friendship formed through online connection turned into a seat at the TIME100 Influencers Dinner. She ends with a challenge: commit to 30 days of showing up. Even if it's tiny, something will happen. This is a conversation about how authenticity and human connection can turn a digital presence into a career-defining asset. Key Takeaways Selling by being human means understanding your buyer and making them feel seen, heard, and understoodTrust is the secret sauce; nobody buys from someone they don't trustThe secret to selling is actually not selling; focus on connecting firstAuthenticity means talking to people like you would a friend; the more professional you sound, the more walls go upPersonal brand is a long-term play; it's a marathon, not a sprintThe magic of LinkedIn happens in the DMs, not just in postsConsistency builds trust and creates a flywheel of inbound opportunitiesA resume should highlight impact, not just duties; ask "why should anyone care?"If you can Google it, it's not a LinkedIn post; add your own perspectiveEvery creator is not an influencer, but every influencer is a creatorWhen all your opportunities come inbound, you've built real influenceCommitting to 30 days of consistent content creation will generate results, even if small In This Episode: [00:00] Intro[01:23] Meet Alexis Rivera Scott[02:41] What "sell by being human" means to Alexis[03:13] Making people feel seen, heard, and understood[04:12] Why Alexis doesn't do traditional outbound outreach[05:33] The secret to selling is actually not selling[06:48] Social selling as a long-term relationship play[07:30] Why being too professional makes people's walls go up[08:51] A real example of a bad sales email and why it fails[10:22] A great outbound email that actually got a meeting[12:49] How personal brand on LinkedIn changed Alexis's career trajectory[13:37] The story of getting laid off, joining Thursday Night Sales, and building a role from scratch[16:43] How content creation created an inbound flywheel[17:46] Advising job seekers on visibility and impact[19:10] Why stating facts isn't bragging[20:49] Ghostwriting for executives: capturing voice vs. using AI[23:46] Why "you are your brand" even as an employee[25:22] The different lanes: influencer, thought leader, subject matter expert, educator[26:40] Why personal brand is a long-term commitment[29:16] The unexpected benefit: getting invited to the TIME100 Influencers Dinner[33:51] Influencer vs. creator: what's the difference?[35:56] The moment Alexis realized she was an influencer[37:34] "Only Alexis" moment: Inside Edition and Newsweek features[38:50] The 30-day content challenge[39:22] Closing remarks Notable Quotes [02:43] "Sell by being human is more to do with really understanding your buyer and understanding how you can help them and being able to communicate that in a way that helps them feel seen, heard, understood." — Alexis Rivera Scott[03:03] "No one's going to buy from you if they don't trust you." — Alexis Rivera Scott[05:32] "The secret to selling is actually not selling." — Alexis Rivera Scott[07:19] "I always tell people, particularly on LinkedIn, speak or type like you are talking to a friend. The more professional you sound, the more people's walls go up." — Alexis Rivera Scott[12:01] "Who do I want to work with? I want to work with someone I like. Someone who's comfortable to me. Someone who I can be myself around." — Alexis Rivera Scott[19:23] "If you feel uncomfortable, all I want you to ask yourself is: is this true? If the answer is yes, you are simply stating a fact. You're not bragging. You are stating a fact." — Alexis Rivera Scott[24:08] "You are your brand. Even as an employee, you are your brand." — Alexis Rivera Scott[25:20] "If I can Google it, that's not a LinkedIn post." — Alexis Rivera Scott[28:37] "Once you start to see the fruits of your labor, the consistency becomes easier. The time that you dedicate becomes more valuable to you because you're seeing the ROI, but you have to commit." — Alexis Rivera Scott[36:15] "When you don't have to go outbound and everything comes inbound, you're an influencer." — Alexis Rivera Scott[38:50] "30 days, commit and watch what happens. Even if it's tiny, it will happen. It's impossible not to." — Alexis Rivera Scott Our Guest Alexis Rivera Scott is the founder of Scott Consulting, a consultancy that helps individuals and companies think differently about how they show up professionally and personally, both on LinkedIn and beyond. Also known as the Fairy Job Mom, she has helped hundreds of people navigate their careers and next opportunities, and works with executives on ghostwriting and personal branding. She was ranked the number one Latina creator by Favikon and has built a following across LinkedIn and TikTok rooted in authenticity, storytelling, and long-term relationship building. Resources and LinksSell by Being Human Link Alexis Rivera Scott WebsiteLinkedInTikTok: @AlexisRiveraScottThe Fairy Job Mom: [Link] Alex Smith WebsiteLinkedIn

    The 30-Day Challenge That Will Change Your Career with Alexis Rivera Scott

  5. Aug 26

    5 Things That Make People Want to Refer You

    How do you become the kind of person people trust enough to refer? How much does your reputation influence a sale before you ever have the chance to make your pitch? And in a world where AI can create the perfect sales message, what makes people trust the person behind it? In this episode of Sell by Being Human, Alex Smith sits down with Stephen Uman, a sales leader, coach, and speaker with more than 25 years of experience at companies including Microsoft, Outreach, and Accenture. Stephen's TEDx Talk on the 5 C's of referability has reached more than 300,000 views, but his message goes far beyond sales tactics. Stephen shares why selling by being human starts with remembering what it's like to be the buyer. They explore how every interaction shapes your reputation, why trust is something another person has to give you, and how transparency, authenticity, and intention influence the way people experience you. The conversation also breaks down Stephen's 5 C's of referability: character, conviction, clarity, competence, and credibility. They discuss the difference between principles and tactics, why AI can replicate tactics without replicating the person behind them, and how intimate communities can create genuine referral opportunities. Stephen ends with a simple challenge: ask three people why they would or wouldn't refer you, then have the vulnerability to listen to what they say. Ultimately, this is a conversation about building a reputation people can believe in, trust they can feel, and relationships strong enough to open doors. Key Takeaways Selling by being human means remembering what it's like to be the buyerEvery interaction contributes to the reputation people build around youReputation is what others say about you when you're not in the roomEvery person has inherent value and something you can learn fromTransparency and authenticity create stronger, more sustainable trustTrust is ultimately given by another person, not something you can simply declarePersuasion and manipulation can use the same tactics, but intention separates themGood intentions don't matter if you fail to step into another person's worldPrinciples scale, while tactics don't always translate from one person to anotherCharacter, conviction, clarity, competence, and credibility are the foundation of referabilityAI can generate tactics, but the person behind the tactic is what creates trustStrong communities can create warm connections and accelerate referralsThe best way to improve your referability is to ask others for honest feedback In This Episode: [00:00] Intro[01:39] How Alex and Stephen connected through a referral[03:25] What “sell by being human” means to Stephen[04:42] Stepping into the buyer's world[06:16] Why human relationships create real value[08:39] Understanding the inherent value of every person[10:07] The connection between kindness and results[11:00] Why humans are at the center of marketplace value[12:45] Your reputation walks into the room before you do[14:09] Brand vs. reputation[15:31] Why every interaction builds your reputation[16:46] Transparency, authenticity, and protecting trust[17:47] The small moments that reveal character[18:54] Why trust is given, not earned[20:04] Persuasion vs. manipulation[22:07] Why sales has a reputation problem[24:10] A leadership mistake that eroded trust[25:02] When a Friday text message becomes a problem[26:52] Why principles scale but tactics don't[29:10] The danger of putting yourself first[29:49] Why intention matters more than technique[30:47] Showing people what's really in your heart[32:10] Transparency when you can't share everything[33:47] When a leader's good intentions weren't enough[35:04] Why character and trust can't be declared[36:38] When doing the right thing still gets misunderstood[38:08] Helping employees find roles where they can thrive[39:24] Grace, forgiveness, and the human side of sales[41:26] The 5 C's of referability[41:43] Principles vs. tactics[43:36] What makes someone trustworthy in front of a CEO[45:14] Why the person behind the tactic matters[46:36] Building credibility through other people[48:06] How communities create warm connections[50:08] Why intimate communities matter[50:51] How to self-audit your referability[51:06] Asking three people why they would refer you[52:07] How to ask for referrals without making it about you[53:26] What makes Stephen totally Stephen[54:19] Where to connect with Stephen[54:41] Closing Our Guest Stephen Oomen is a sales leader with over 25 years of experience at companies including Microsoft, Outreach, and Accenture. His TEDx Talk, "The 5 C's of Referability," became an editor's pick and has been viewed over 300,000 times. He specializes in helping leaders and sales teams build reputations that drive revenue, teaching that trust, character, and human connection are the real foundations of sustainable success. He is also a leadership coach and keynote speaker who helps organizations scale through reputation, not just activity. Resources and LinksSell by Being Human Link Stephen Oomen WebsiteSocials: @StephenOomen (all platforms)TEDx Talk: The 5 C's of Referability Alex Smith WebsiteLinkedIn

    5 Things That Make People Want to Refer You

  6. Jul 22

    Why Great Leaders Win Through Human Connection, Not Authority with Wayne Barrington

    What if the biggest leadership advantage isn't experience, strategy, or authority—but your ability to genuinely connect with people? In this episode of Sell by Being Human, host Alex Smith sits down with Wayne Barrington, founder and CEO of The Jaro Group, executive coach, leadership consultant, and former Boeing executive who transformed one of the company's lowest-performing teams into one of its highest-rated. Wayne shares the leadership lessons that came from navigating organizational change inside Boeing, why most transformation efforts fail, and how influence always outperforms authority. Through stories from the boardroom, the mountains of Kilimanjaro, and years of coaching executives, he explains why lasting change begins by understanding people before trying to fix processes. You'll also hear why leaders often focus on the wrong problems, how removing judgment creates better performance, and why helping someone carry their "backpack" may be the greatest act of leadership you'll ever perform. If you're leading a team, managing change, or simply want to become someone others trust and willingly follow, this conversation offers a refreshing perspective on leadership that puts people first. Key TakeawaysWhy human connection is the foundation of effective leadershipThe difference between leading through authority and leading through influenceWhy most organizational change initiatives failHow Wayne transformed employee satisfaction from 52% to 90% at BoeingThe power of meeting people where they areWhy beliefs shape culture more than metrics doHow removing judgment creates better leaders and stronger teamsThe leadership lesson Wayne learned climbing Mount Kilimanjaro In This Episode:[00:00] Meet Wayne Barrington and today's conversation on leadership [02:09] What "Sell by Being Human" means to Wayne [04:19] How Wayne's consulting career began after transforming a Boeing team [06:29] The real reason employee satisfaction was so low at Boeing [09:18] The leadership mistake Wayne made early on [10:40] Why 70–90% of organizational change fails [12:08] Building culture through genuine human connection [14:21] Influence versus authority in leadership [17:05] The Mount Kilimanjaro story and the power of carrying someone else's backpack [19:13] Helping leaders define the person they want to become [21:11] How self-awareness transformed one executive's leadership [24:16] Creating trust so leaders feel safe being vulnerable [25:36] Why beliefs matter more than metrics [29:22] What helped skeptical executives embrace a new approach [31:20] Looking beyond employee surveys [33:20] Fun questions: Wayne's superpowers, kryptonite, and where to connect Notable Quotes[02:17] "If you're truly human and you truly lead with human connection, you don't have to sell as much." — Wayne Barrington[05:34] "The world doesn't need any more consultants, but it needs me." — Wayne Barrington[10:39] "You can't just pull people along. They've got to want to come along." — Wayne Barrington[11:41] "Culture eats strategy for breakfast every single time." — Wayne Barrington[18:16] "Just follow my footsteps." — Wayne Barrington[18:47] "If you can take someone's backpack and help them take the next step, it completely changes what's possible." — Wayne Barrington[22:33] "Self-awareness without judgment is the key." — Wayne Barrington[26:14] "Most leaders look at the metrics. The real work starts with people's beliefs." — Wayne Barrington[30:14] "My job is not to judge you. My job is to help you keep moving." — Wayne Barrington[33:13] "I've already taken the survey. Just do better as a leader." — Wayne Barrington Our GuestWayne Barrington is the founder and CEO of The Jaro Group, where he coaches executives and leadership teams through organizational change, culture transformation, and leadership development. Before launching his consulting practice, Wayne led a major transformation at Boeing, improving employee satisfaction from 52% to 90% while turning a struggling organization into a strategic business partner. Today, he works with organizations including Boeing, NBC Peacock, Hilton, UKG, and the University of Colorado, helping leaders create lasting change through trust, influence, and human connection. Resources and LinksSell by Being Human Link Alex Smith WebsiteLinkedIn

    Why Great Leaders Win Through Human Connection, Not Authority with Wayne Barrington

  7. Jul 9

    The Sales Principle That Built a $100 Million Company with Josh Mastel

    Do what is hard, and your life will be easy. Do what is easy, and your life will be hard. It's a simple idea, but for Josh Mastel, it became the philosophy that transformed every part of his life. In this episode of Sell by Being Human, host Alex Smith sits down with Josh Mastel, co-owner of Innovien Solutions, a tech solutions and staffing firm serving onshore and nearshore talent that's approaching $100 million in ARR and has landed on the Inc. 5000 list of fastest growing companies for six years running. Josh's story starts a long way from that success. Raised on the South Side of Chicago, he moved out at 16 with his older brother, working and paying rent on his own before he had even finished high school. Two years later, his brother, the closest thing he had to a father figure, died in a car accident. Josh spent the next seven years masking the pain behind a charismatic, "everything's great" exterior, until a first sales manager named Kirby Style saw something in him worth investing in and taught him a principle that still runs his company today: do what is hard, and your life will be easy. That lesson, paired with a hard won lesson in vulnerability, took Josh from a directionless 20 something to a record breaking sales career, and eventually to walking away from corporate to cash out his 401(k) and build Innovien Solutions with his wife. Along the way, he's learned that the best salespeople aren't the smoothest talkers in the room, they're the ones who actually care whether they can solve your problem, and are willing to say so when they can't. This conversation covers grief, mentorship, radical honesty as a leadership tool, why AI perfect emails are killing response rates, and why "useful delusions" might be the most underrated growth strategy there is. Let’s dive in! Key Takeaways Doing hard things consistently creates an easier and more rewarding life over timeThe best mentors help people become better outside of work, not just better employeesVulnerability builds stronger relationships than pretending to have everything figured outGreat leaders admit mistakes and create environments where others feel safe to do the sameHuman connection creates more lasting success than persuasion aloneThe best salespeople focus on understanding problems before offering solutionsHelping people often creates greater business results than chasing commissionsInvesting in people produces returns that can't be measured by revenue aloneAsking for help is one of the fastest ways to accelerate personal and professional growthKnowing yourself is one of the most valuable skills any leader can developAuthenticity becomes even more valuable in an AI-driven worldSuccess becomes possible when you believe bigger than your current circumstances In This Episode: [00:00] Introduction [01:23] Meet Josh Mastel [03:00] What "Sell by Being Human" means [05:04] Leaving home at sixteen and finding a mentor [06:00] The sales manager who changed Josh's life [09:17] Why doing hard things makes life easier [11:24] Building discipline through uncomfortable habits [12:03] Losing his brother and learning vulnerability [14:02] How opening up created deeper human connection [16:30] Why great leaders admit when they're wrong [20:08] Vulnerability as a leadership advantage [21:12] Building a company by investing in people [22:10] Helping an employee become one of the company's top leaders [25:37] The biggest misconception about sales [27:16] Why the best salespeople solve problems instead of pushing products [28:58] Becoming the kind of salesperson people trust [30:26] Lessons learned from building a business with his wife [33:35] Leading yourself before leading others [34:45] Why asking for help changes everything [36:51] The power of using the word "help" [39:28] Why authenticity matters more than AI [40:58] Knowing yourself before chasing success [41:50] Building relationships that hold you accountable [42:42] Thinking bigger than your current reality [47:43] Where to connect with Josh Mastel [48:18] Closing Our Guest Josh Mastel is the co-owner of Innovien Solutions, a tech solutions firm specializing in project services and staffing for both onshore and nearshore talent. With his wife, he has built the company to scale close to $100 million in ARR and over a billion in transactions, earning a spot on the Inc. 5000 list for six consecutive years. Josh's personal journey from Chicago's South Side, moving out at 16, losing his brother, and overcoming self doubt, gives him a unique perspective on human potential. He believes that with vulnerability, discipline, and the willingness to do what is hard, anyone can create meaningful change in their life and career. Resources and LinksSell by Being Human Link Josh Mastel LinkedIn Innovien Solutions Alex Smith WebsiteLinkedIn

    The Sales Principle That Built a $100 Million Company with Josh Mastel

  8. Jun 24

    The Most Important Sale You'll Ever Make Is Believing In Yourself

    What if the biggest obstacle standing between you and success isn't a lack of skill, talent, or opportunity but a story you've been telling yourself for years? In this episode of Sell by Being Human, Alex Smith sits down with Coach Monique DeMonaco, founder of EQ Wize, emotional intelligence expert, executive coach, and author of Most People Don't Need a Therapist, They Just Need Change. With more than two decades of experience helping leaders, teams, and individuals develop emotional intelligence, Monique has built a career around one powerful idea: awareness changes everything. But her journey began far from boardrooms and leadership retreats. Raised in rural poverty by parents struggling with mental illness, Monique spent much of her childhood believing she wasn't smart enough, capable enough, or destined for more. Diagnosed at fifteen with learning disabilities and epilepsy after years of being misunderstood, she faced a choice that would shape the rest of her life: accept the limitations others placed on her or begin questioning them. Monique shares the deeply personal story of how a single shift in self-awareness transformed her future, eventually leading her to become the first person in her family to graduate from college and build a thriving coaching practice. Along the way, she discovered that most behaviors people want to change aren't the real problem; they're coping mechanisms hiding deeper fears, beliefs, and emotional patterns. From overcoming self-doubt to helping leaders navigate change, Monique explains why emotional intelligence is one of the most valuable skills anyone can develop. Whether you're leading a company, building a business, raising a family, or simply trying to become a better version of yourself, this conversation offers a powerful reminder that growth starts with understanding yourself first. Because before you can influence others, you have to learn how to believe in your own potential. Key Takeaways Self-awareness is the foundation of emotional intelligence and lasting personal growthMany behaviors people want to change are symptoms of deeper emotional patternsResilience allows people to separate failure from their identityMost people are far more capable than they believe themselves to beAsking thoughtful questions creates more change than giving adviceEmotional intelligence helps people understand both themselves and others more effectivelyConnection is built through curiosity, empathy, and understandingPeople are always selling themselves through relationships, communication, and influenceStories and emotions create stronger connections than facts alonePersonal growth is a lifelong process, regardless of success or achievementConfidence grows through awareness, not perfectionThe most meaningful change begins when people challenge the beliefs they've inherited about themselves In This Episode: [00:00] Intro [01:14] Meet Coach Monique DeMonaco [02:22] What “sell by being human” means to Monique [03:33] Building connections through authentic relationships [05:17] Why emotional intelligence became her life’s work [06:27] Growing up with learning disabilities, epilepsy, and self-doubt [08:30] Discovering the Silva Method and the power of self-awareness [09:59] Turning personal transformation into a coaching career [11:53] Why awareness is the foundation of emotional intelligence [13:11] Resilience, identity, and overcoming limiting beliefs [14:50] The moment Monique began seeing herself differently [16:08] Being told she would never go to college [17:35] Becoming the first person in her family to graduate [19:12] Emotional intelligence as a tool for creating change [21:01] Understanding the emotions behind behavior [23:39] Why questions are more powerful than advice [24:53] Uncovering the hidden causes of problem behaviors [28:25] How emotionally intelligent selling creates trust [30:30] Why stories are more persuasive than statistics [31:58] Practical ways to strengthen emotional intelligence [33:34] Lifelong learning and self-awareness practices [35:08] Using past successes to build confidence [36:58] Sales, influence, and human connection [39:34] Why people often underestimate themselves [42:10] Raising children across two generations [43:07] What Gen Z is teaching leaders about communication [45:13] Why most people are better than they think they are [47:11] Imposter syndrome at every level of success [48:10] Where to find Coach Monique and EQ Wize [49:20] Closing Our Guest Coach Monique DeMonaco is the founder of EQ Wize, an education and training startup delivering emotional intelligence and brain science-based education. With over 20 years of experience as an internationally trained life, executive, and career coach, she has helped individuals, teams, and leaders develop core emotional intelligence skills including self-awareness, resilience, and critical thinking. She is also the author of Most People Don't Need a Therapist, They Just Need Change: An Easy Guide for Positive Sustainable Change. Monique's personal journey from rural poverty to coaching celebrities, professional athletes, and executives gives her a unique perspective on human potential. She believes that with the right tools and awareness, anyone can create meaningful change in their life and career. Resources and LinksSell by Being Human Link Coach Monique DeMonaco LinkedInEQ WizeBook: Most People Don't Need a Therapist, They Just Need Change Alex Smith WebsiteLinkedIn

    The Most Important Sale You'll Ever Make Is Believing In Yourself
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About

This is where human connection and sales meet. You may be someone whose success depends on influence, negotiation, and your ability to create change, but you may reject aggressive sales tactics. Maybe you feel stuck in corporate "autopilot," knowing your best asset is your genuine personality, but you struggle to use it to get what you want. Then this channel is for you. It will teach you how to close the gap between wanting to be ethical and feeling pressured to sell aggressively. You’ll also learn actionable strategies for translating emotional intelligence into high-trust results. Join Alex and top guests, including NY Times bestsellers, keynote speakers, and global founders, as they prove that being truly human is the ultimate sales advantage.

Information

  • Creator
    Alex Smith
  • Years Active
    2020 - 2026
  • Episodes
    167
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 Alex Smith
  • Show Website
    Sell By Being Human

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