Sales Enabled Sales Enabled

In Episode 24 of Sales Enabled, Dan is speaking with Jim Rees, an Executive Coach, Motivational Speaker, Author and Ultra-Cyclist in a deep discussion on the critical aspects of emotional intelligence and personal development. The conversation begins with an emphasis on awareness—understanding and deliberately managing one's emotions to influence positive outcomes. The ABC of Success model is introduced, comprising Awareness, Beliefs, and Commitment, offering a framework for personal and professional growth. 



A significant portion of the conversation revolves around the power of beliefs and their impact on behavior. The distinction between limiting beliefs and empowering beliefs is explored, highlighting the transformative potential of changing one's belief system. The metaphor of leaving a "fingerprint" in interactions underscores the importance of being intentional about the emotional impact we have on others in various relationships.



Specifically, the pair go into detail in the following areas:



Emotional Intelligence in Leadership: Explore the importance of emotional intelligence, focusing on how leaders can be intentional about their emotional impact in various relationships.

The ABC of Success: Delve into the ABC model discussed in the conversation, which stands for Awareness, Beliefs, and Commitment. Understand how these elements contribute to personal and professional success.

The Power of Beliefs: Highlight the impact of beliefs on behavior and performance. Discuss the concept of limiting beliefs versus empowering beliefs and the role they play in shaping one's mindset.

The Fingerprint Metaphor: Explain the significance of leaving a positive "fingerprint" in interactions, whether in intimate relationships, work relationships, or random encounters. Discuss how being intentional about these interactions can contribute to a positive world.

Commitment to Success: Explore the theme of commitment and the importance of seeing goals through to completion. Discuss how commitment plays a vital role in personal and professional achievements.



This is essential listening for anyone looking for practical insights into enhancing their emotional intelligence, challenging and transforming limiting beliefs, and committing to the journey of personal and professional success. The podcast serves as a valuable guide for those seeking to navigate the complexities of emotional awareness and personal growth.



In the episode, Jim refers to a number of materials. A couple of these are linked below:

- EI Framework

- OK Corral



About Jim Rees

What finger print are you going to leave?

Recent achievements:-3 consecutive solo finishes in the Race Across America (Ultra cycle race covering 3000 miles of non stop cycling) in 2007, 2008 & 2009 going faster each year.

2009 Oct set a new record for the static Watt bike in 24 hours, cycling a total of 448 miles. Having flown around the world competing in some of the toughest races on the planet, I have met some amazing athletes and I have a very clear idea of what is possible. Drawing from my personal sporting and professional career, I have seen and experienced perceived impossibilities turn into reality. From this, I absolutely know that the majority of us are barely scratching the surface of our potential, whether that’s on the tennis court or in the boardroom. More recently I have run Leadership development programmes around Being an Authentic Leader, focusing on the finger print leaders are leaving in every conversation, every look and every hand shake. Creating more Awareness around their Emotional Intelligence and the impact that they have on the rest of the business.Everything we do is rooted in our beliefs about what is achievable and whether it's through the keynote speech, 1:1 coaching or group coaching I have the ability to challenge people's patterns of thinking that might be holding them back.



Find out more at theEIGuru.com

In episode 20 of Sales Enabled, Dan is speaking with Danny Wasserman, Director of GTM Enablement at Gong on the topic of behavioural economics, decision science, and generally how to use the research around influence and persuasion to help salespeople be more effective. When Danny first got into enablement, he decided he was going to give salespeople more than just the generic sales training advice that they may have been used to, and committed to always using the best available science and research to both drive messaging and also help structure sales conversations. In this conversation, Dan and Danny explore the different research available around behavioural economics, and Danny shares some of the ways he has turned theory into practice with his salespeople. Specifically, Dan and Danny dive deep into the following topics:




What was the one piece of information that nudged Danny into learning more about decision science 
The importance of tension in a sales conversation and how to generate the right amount of tension
How to avoid coming across as a doom-monger when using pain to motivate prospects and create urgency 
Danny’s recommendation on which books to read to get started in studying persuasion science 
How Danny sells his training and enablement ideas internally to get engagement 



If you want to know how to apply the theory of persuasion and decision science in a practical, sales-focused way, this is a great episode. It will also really help you to understand why some of the top sales training companies in the world structure their training the way they do, and how you can use these techniques to really improve your ability to persuade and influence. 



About Danny Wasserman



As a former restaurateur turned SaaS seller, Danny Wasserman is no stranger to grit. From consistently over-achieving on quotas to innovating sales programs, Danny has thrived in fast-paced environments that celebrate change. Most recently, he has researched, architected, and subsequently delivered sales enablement content that globally serves SMB, Commercial, Enterprise, Partner, and Customer Success teams. Danny has facilitated for audiences ranging from 30 people onboarding to thousands of people attending a sales kickoff. In between, he’s taken tremendous pride in ramping numerous facilitators to create a global faculty versed in teaching leaders and sellers alike on relevant, actionable curriculum. Whether it's in front of the room facilitating or in the back office ghostwriting communications for leaders, Danny remains equally committed to always playing for the team and never losing sight of humility. In my free time, you'll see him on the soccer pitch, on the ski slopes, or in the lab distilling his own gin.

In episode 23, Dan Storey is speaking with Dre Baldwin, CEO and Founder of Work On Your Game Inc. Dre is a former professional basketball player who now teaches the mindset of success he developed in his sports career to business owners and salespeople globally, either through his coaching, 4 TedX talks, one of his 33 books on the topic of success mindset, or his podcast which has had over 7 million listeners. Dre is a living example of the power mindset has on a sales and business career, and this is a topic that is of highest importance for all salespeople, whatever stage of their career they are at. In this episode, Dan and Dre discuss the crossover between sports, business and sales, tying it back to Dre’s success on the court, as a YouTube content creator, and now as a coach to people all over the world. 



Specifically in this conversation, Dan and Dre go into detail on:


How Dre realised he needed to approach the challenge differently to other athletes to get to play professional basketball
How Dre approached making 60 cold calls to 60 different sports agents in order to get a job 
Why personal initiative is a key mindset for success for people who have the odds stacked against them
How Dre got started on YouTube, and how he would approach AI if he was starting again today
Why salespeople need to focus on developing their skills in the same way a sportsperson would
The 4 areas of mindset that Dre advises all business owners to focus on during his coaching 



This episode is essential listening if you want to develop a mindset that is going to guarantee you success in your sales career, regardless of what is happening around you in the current environment. Dre’s stories about discipline, confidence, mental toughness and personal initiative are guaranteed to leave you feeling inspired and energised, so make sure you take the initiative and put these lessons into practice. 



About Dre Baldwin

Dre Baldwin is CEO and Founder of Work On Your Game Inc. He has given 4 TEDxTalks and has authored 33 books. 

Dre’s content has been viewed over 100 million times. His daily Work On Your Game Podcast has over 2,600 episodes and over 7 million listeners. 

Dre had a 9-year professional basketball career, playing in 8 countries. Dre’s framework is the "roadmap in reverse" for professional mindset, strategy, systems and execution.

In Episode 22 of Sales Enabled, Dan is speaking with Galem Girmay, manager of revenue enablement at UserTesting and host of the awesome podcast, What Is Your Legacy. Galem learned early on how to hustle, and at just 10 years old found her way to get to the top of the leaderboard by outworking all the other kids. Fast forward to the today and she used that same hustle mentality to get into tech sales, first as a BDR, then AE, and now into Enablement, using those same characteristics and curiosity to learn and expand herself along the journey. 

A lot of Galem’s work is focused around helping teams improve their effectiveness with outreach and cold calling, and given that this is a challenge for all businesses today, it made sense to focus the conversation on that topic. 

In this episode, we dive into detail in areas such as:


How do reps stay up-to-date on current outbound and prospecting best practices. 
How to create a culture where reps and SDRs are hungry for and proactively seek-out coaching
What are some of the specific sales culture elements that encourage sales rep development 
The top traits that set top SDRs and sales reps apart from other people in their role 
Who is responsible for the development of sales reps within the organisation 
How SDRs should think about their career growth and effectively map out their next move
What are the key skills and mindset shifts that an SDR needs to effectively transition to their next role

Galem prides herself on always trying to be the best version of herself and figure out how her experiences can positively impact and contribute to an organization and individual contributors. She definitely brings that passion and focus to this episode, making this a must-listen for anyone in a sales team that relies on outbound efforts to fill their top-of-funnel requirements.  

In episode 21, Dan Storey is joined by Harry Kendlbacher⁠ from Global Performance Group talking to discuss a topic that is shaking the world of sales at the moment - AI. However, they don’t go into topics such outreach sequences and creating new prompts and content, but instead talk about how salespeople need to think about developing their skills as buyers start to use AI to push salespeople out of the buying process. Harry has a wealth of experience in training buyers and salespeople alike, so has a great perspective on how these two parties can work together, combining AI with HI (or Human Intelligence) to improve the impact salespeople can have on the decision making process. This is a really interesting look at how salespeople need to be evolving themselves to develop elite-level relationship and questioning skills if they want to remain relevant, especially in the world of high-value sales. In particular, some of the key topics covered include: 




Secrets behind a successful 23 year marriage and how to be happier now than ever
Why elite relationship building skills will become critical for salespeople to develop as AI becomes more prevalent 
How do we use our skills to generate new outcomes in the mind of the buyer to increase value our solutions can add
How buyers are going to use AI to improve their buying processes and how salespeople need to align to these changes 
Why buyers will still need HI (Human Intelligence) at various parts of the buying cycle and how salespeople can add value



This is a really interesting look at how salespeople will need to work alongside AI as tools such as ChatGPT evolve, and what skills are going to be even more important in the future of sales. 



About Harry Kendlbacher



Harry Kendlbacher is the CEO, Managing Partner, and a part of the original founding team of Global Performance Group. With over 20 years of experience in the sales, negotiation, and organizational development industry, Harry has helped Fortune 500 organizations implement behaviour change approaches to embed a culture of courage, innovation and collaboration within sales, leadership and procurement teams. Prior to Global Performance Group, Harry has worked at BayGroup International as the Managing Director for EMEA, overseeing all aspects of the firm outside of the US. Harry enjoys keeping fit by running, biking and swimming, competing in triathlons and spending time with his family in Salzburg, Austria.

In Episode 19 of Sales Enabled, Dan Storey is speaking with Chris Beall from Connect and Sell on the topic of cold calling, outreach, and why the traditional model of SDRs trying to research clients and book meetings might be wrong. Typically SDRs waste tons of time researching prospects that never pick up the phone which Chris believes is crazy. Instead, he teaches people how to push the research until after the cold call so you know you are investing your time wisely. This requires SDRs to be able to book meetings without the use of research, and his data shows that this is done by rapidly building trust, creating a sense of curiosity, and then booking an appointment for a meeting that has a ton of value in it for the prospect. 



Specifically, Dan and Chris dive into some of the following topics in more detail:




Why the purpose of a cold call is actually NOT trying to get a meeting 
How to build trust in the first 7 seconds by doing just 2 things - demonstrate empathy and solve an immediate problem 
The mindset behind turning lame call blitzes into successful appointment-booking sessions with a 96% success rate 
Chris answer to the question “what is the value of a discovery meeting for a prospect?”
How do you start the discovery call and “induce people to confess” rather than having the prospect be apprehensive to share information



This is a great session that challenges the traditional way of looking at the SDR workflow but also provides a super effective way of approaching cold calling. If you are an SDR, you need to learn the techniques and science behind this approach, and Chris does an awesome job of breaking this down during the call. If you are responsible for top-of-funnel success for your organisation, perhaps you need to think differently about how you use SDRs within your organisation, and start to use tech to facilitate more connects. 



About Chris Beall 



For most of the past 30 years, Chris Beall has participated in software start-ups as a founder or at a very early stage of development. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without having to take a course or read a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to let the computer do what it does well — go fast without getting bored — in order to free up human potential. Toward that end, Chris has been involved with Requisite Technology, GXS, Epiance, Qlip Media, Aptara, Cadis, Sun Microsystems, and Unisyn. He is currently CEO of ConnectAndSell, Inc., based in Silicon Valley, and hosts a podcast at MarketDominanceGuys.com.