69 episodes

As a sales manager, you are judged by the performance of your team. And you're praised when they do well. But one thing that you've not been able to figure out is how to get everyone on your team consistently hitting quota every single month. Sales leadership in the science, technology, engineering, and manufacturing fields is difficult.

On The Science of Selling STEM podcast, you will learn from sales managers just like you who will give you actionable insights and tips on how to develop as a leader and achieve your revenue targets every single month.

So pop your headphones in and get ready to listen to my guests. They will give you information and inspiration to ensure that you have actionable insights that you can put into place today.

The Science of Selling STEM Wesleyne Greer

    • Business
    • 5.0 • 357 Ratings

As a sales manager, you are judged by the performance of your team. And you're praised when they do well. But one thing that you've not been able to figure out is how to get everyone on your team consistently hitting quota every single month. Sales leadership in the science, technology, engineering, and manufacturing fields is difficult.

On The Science of Selling STEM podcast, you will learn from sales managers just like you who will give you actionable insights and tips on how to develop as a leader and achieve your revenue targets every single month.

So pop your headphones in and get ready to listen to my guests. They will give you information and inspiration to ensure that you have actionable insights that you can put into place today.

    Guaranteed Way to Becoming a Better Seller with Andy Paul

    Guaranteed Way to Becoming a Better Seller with Andy Paul

    Get Your https://go.transformedsales.com/p3 (FREE GUIDE) to Building A High-Performance Sales Team
    Highlights
    The journey from starting out in tech sales selling computer systems to becoming a successful sales guru, entrepreneur, and podcaster (02:29)
    What it really means for a sales manager to be enabled (04:14)
    Stepping off the hamster wheel: Why he decided to transition from corporate to entrepreneurship (08:40)
    Helping turn around mature startups that have stalled in growth (11:38)
    The inspiration behind his first book and his advice for new authors (15:11)
    How to succeed as a thought leader in your space (21:00)
    Passionate about inspiring salespeople to keep learning and improving (22:54)
    The importance of understanding how buyers form perceptions of you as a seller (25:26)
    Achieving sales success by lifting up the lower tier of salespeople on your team just as much as you do with the top performers (29:36)
    Distinguishing between the job of a salesperson and the job of a sales manager (32:47)
    Growing your business by enabling your salespeople to grow (36:41)

    In this episode of the Science of Selling STEM, I will have a chat with global sales guru, top podcaster, and entrepreneur, https://www.andypaul.com/ (Andy Paul). Andy has a hit podcast, Accelerate Your Sales, that was acquired by ringDNA in 2020. It has since been renamed “Sales Enablement with Andy Paul.” This show inspires thousands of sales professionals each week. Andy has also written two award-winning books, “https://www.amazon.com/Zero-Time-Selling-Essential-Accelerate-Companys/dp/1614480508 (Zero Time Selling)” and “https://www.amazon.com/Amp-Your-Sales-Strategies-Customers/dp/0814434878 (Amp Up Your Sale)s”
    Having sold any kind of item in the past, Andy Paul now coaches and consults CEOs and sales teams. He's worked with all kinds of companies from start-ups to Fortune 100. He’s ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts and he’s consulted with some of the biggest businesses in the world including Square, Philips, GrubHub, and more, making him one of the leading voices in the sales industry today.
    Paul shares his interesting journey, from a start in tech sales to a successful sales career and then transitioning into entrepreneurship. To teach us his strategy for revitalized selling, he will talk about what's important to your buyers and how you can help them get it with his 4 pillars of selling in. Wanna get better at selling? You'll learn how in this episode. So stay tuned!
    Quotes
    “We move salespeople into roles of authority and positions of authority and responsibility without educating them in just some of the basics” - Andy Paul
    “A sales manager is the most influential person in a new seller’s life and so we must help managers get better” - Andy Paul
    “If we spent 90% of the money on sales managers, we would actually end up with better results” - Andy Paul
    “At the end of the day, in an overwhelming majority of cases, the decision the buyer makes, the difference between you and another vendor is you as a seller” - Andy Paul
    “Your job as a salesperson is not to persuade somebody to buy your product, your job as a salesperson is to go out and listen to your buyer, understand the most important things to them both in terms of the challenges they face and the outcomes they wanna achieve, and then help them get that” - Andy Paul
    Resources Mentioned:
    https://www.amazon.com/Sell-without-Selling-Out-Success-ebook/dp/B09G8464LL/ref=tmm_kin_swatch_0?_encoding=UTF8andqid=andsr= (Sell Without Selling Out By Andy Paul)
    https://www.amazon.com/Zero-Time-Selling-Essential-Accelerate-Companys/dp/1614480508 (Zero-Time Selling By Andy Paul)
    https://www.amazon.com/Amp-Your-Sales-Strategies-Customers/dp/0814434878 (Amp Up Your Sales By Andy Paul)

    Learn More About Andy in the Links Below:
    LinkedIn - https://www.linkedin.com/in/realandypaul/ (https://www.linkedin.com/in/realandypaul/)
    Website -...

    • 41 min
    Why You Need to Have Authentic Conversations with Customers with Brent Keltner

    Why You Need to Have Authentic Conversations with Customers with Brent Keltner

    Get Your https://go.transformedsales.com/p3 (FREE GUIDE) to A Build High-Performance Sales Team
    Highlights
    How he became a go-to-market and revenue acceleration leader (02:12)
    Defining the authentic conversations that you can have with buyers (04:27)
    Applying the skills he acquired doing qualitative market research to his revenue growth work (06:48)
    Why you should start with your customer stories before going into your product (09:41)
    Being a Revenue Officer: Getting the sales team, marketing team, and other team players in alignment (12:09)
    Shifting your focus away from your product to thinking about your customer’s WHY (14:39)
    The value of ensuring your core goal is to get into your buyer’s world (17:53)
    Pattern recognition: The one thing that he took from his academic training into the corporate realm (22:47)
    NOBODY cares about your product (28:36)

    In this episode of the Science of Selling STEM, I will have a value-packed conversation with the Founder and President of https://winalytics.com/ (Winalytics LLC), Brent Keltner, Ph.D. Winalytics is a go-to-market and revenue acceleration consultancy that helps clients reach their top growth potential by shifting from product-driven selling to value-driven go-to-market strategies. Brent is also the author of the forthcoming book https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019 (“The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success”) Brent brings to the role more than a decade of experience as a revenue leader in enterprise to early-stage companies and ten years as a Ph.D. social scientist at Stanford and the RAND Corporation.
    His clients have included Ascend Learning, Credo Reference, DealerRater, Lexmark, Mursion, Ready Education, True Fit, and Verisk Analytics. Brent and I will dive into the topic of authentic conversations: what they are, how to spot them, and how they differentiate a business. You will learn what authentic conversations with your customers should look like and how to build and train a sales team that can have these conversations. We will cover all aspects of having authentic conversations with buyers during our discussion.
    You’ll also learn how to find out if your sales team is currently having authentic conversations, and how authentic conversations can lead to better discovery calls and more sales. If you’re looking to differentiate yourself from the competition, having authentic conversations is the way to do it. Listen in to learn more!
    Quotes
    “Every phase of the buyer and customer journey starts with your buyer why and then your customer why. Then look at how you can make them more successful. You will grow faster, you will have better buyer and customer relationships, you will like your work more, and you will learn every day” - Brent Keltner
    “If you wanna capture your customer stories, don’t just go and show up with a bunch of random questions. Ask 6 or 8 questions around what you think is your value” - Brent Keltner
    “Don’t start with your product. Start with your customer stories” - Brent Keltner
    “Shift from thinking about your product and focus more on a story around how a customer used your product” - Brent Keltner
    “Don’t focus on sales skills, focus on sales skills in the context of go-to-market skills because we should all be running authentic conversations at different depths” - Brent Keltner
    Resources Mentioned:
    https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019 (The Revenue Acceleration Playbook By Brent Keltner)

    Learn More About Brent in the Links Below:
    LinkedIn - https://www.linkedin.com/in/bkeltner/ (https://www.linkedin.com/in/bkeltner/)
    Website - https://authenticitywins.com/ (https://AuthenticityWins.com/)
    Email - BKeltner@Winalytics.com
    Connect with Wesleyne Greer:
    Wesleyne’s Website - https://transformedsales.com/
    Wesleyne on LinkedIn -...

    • 32 min
    How You Can Strike Gold in Sales Easy with Jon Ferrara

    How You Can Strike Gold in Sales Easy with Jon Ferrara

    Get Your https://go.transformedsales.com/p3 (FREE GUIDE) to A Build High-Performance Sales Team
    Highlights
    Starting out his career on the shoulders of giants.
    Dealing with the CRM challenges that salespeople face and where Nimble comes in.
    How to go about effectively enabling your salespeople.
    Selling GoldMine and taking a 10-year hiatus before starting Nimble.
    Why empathy is important in sales leadership.
    The diverse experiences that made Nimble the amazing CRM that it is today.
    His pride and passion for family and helping people.

    In today’s episode of the Science of Selling STEM, I had a chat with Jon Ferrara, the Founder, and CEO of Nimble, a social sales and marketing CRM company. He is a SaaS entrepreneur and CRM pioneer. He’s mostly known for founding one of the first CRMs, GoldMine, in the 1990s. In 2010, he re-imagined CRM by building Nimble. John’s core values are building products that help others achieve their passion, plan, and purpose, and what drives his success.
    We will discuss how CRMs started and how to get usability and usage. Jon will then teach us how to sell and where to start with our selling. He will share how a big personal challenge he faced after selling GoldMine (His previous company) changed his life forever. And he will explain how Nimble is more than just another CRM solution. Enjoy!
    Quotes
    “People don’t buy great products, they buy better versions of themselves” - Jon Ferrara
    “If you lead with empathy then you’re really leading with listening, and a desire to understand the people that you’re interacting with, and how you can serve them” - Jon Ferrara
    “If you really truly get in the trenches with your team, with your customers, and understand their plight, and adjust what you’re doing with each of them in an individualized way, that resonates with people” - Jon Ferrara
    “Leading your sales team with empathy really helps for you to better understand the constituency around them, to serve them better, and to produce more” - Jon Ferrara
    “The best product comes from your own need, because you’re passionate about it and you understand the problem” - Jon Ferrara
    Learn More About Jon in the Links Below:
    LinkedIn - https://www.linkedin.com/in/jonvferrara/
    Email - Jon@Nimble.com
    Website - https://www.nimble.com/ (https://www.nimble.com/)
    Subscribe to Nimble and Use the Code “JON40” To Get a 40% Discount For The First 3 Months.
    Connect with Wesleyne Greer:
    Wesleyne’s Website - https://transformedsales.com/
    Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
    Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
    Wesleyne on Twitter - https://twitter.com/wesleynegreer
    Email Her at WGreer@TransformedSales.com

    • 34 min
    Why You Should Combine Philosophy and Execution in Sales with Ronnell Richards

    Why You Should Combine Philosophy and Execution in Sales with Ronnell Richards

    In this episode of the Science of Selling STEM, I had a chat with https://www.ronnellrichards.com/ (Ronnell Richards), the Founder of https://www.businessandbourbon.live/ (Business and Bourbon), a platform dedicated to helping people do business better. Ronnell has built a career out of creating businesses and developing sales professionals into high-level performers. He’s taught individuals how to feel part of a team and perform better as a result. He successfully strategized with both small and large businesses to take their progress to the next level. This has given him a unique perspective on success that he brings to every aspect of his life.
    As an award-winning entrepreneur, Ronnell knows what it takes to aim high and hit even higher. Within ten minutes of listening to Ronnell, you’ll see why he's been so successful as a sales coach, entrepreneur, business coach, speaker, and trainer. He and I discussed how his parents instilled in him the values that made him a success in sales and entrepreneurship at a young age, why philosophy is important in sales, what effective sales leadership looks like, and so much more. Get ready for the sales development training of a lifetime in this 42-minute episode.
    And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast.
    On Today’s Episode of the Science of Selling STEM:
    How his upbringing equipped him for a long and successful sales and entrepreneurship career (01:59)
    Shut the Hell Up and Sell: Philosophy + Execution in Sales (10:05)
    Why you need to learn how to build a connection in a short period of time (16:00)
    Disrupting an improperly built system that programs salespeople to be too product-focused (20:41)
    How to help your sales managers consistently lead their teams to success (25:17)
    Business and Bourbon: Creating an environment that’s conducive to building relationships and connection (30:24)
    Everything he’s most grateful for (36:43)

    Connect with Wesleyne Greer:
    https://transformedsales.com/ (Wesleyne’s Website)
    https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn)
    https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)
    https://twitter.com/wesleynegreer (Wesleyne on Twitter)
    Email Her at WGreer@TransformedSales.com

    Connect with Ronnell Richards:
    https://www.linkedin.com/in/ronnellrichards/ (Ronnell on LinkedIn)
    https://www.businessandbourbon.live/ (Business and Bourbon)
    https://www.instagram.com/imabusiness.man/ (Ronnell on Instagram)
    https://www.ronnellrichards.com/ (Ronnell’s Website)
    Ronnell@RonnellRichards.com

    Rate, Review, Learn, and Share
    Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!
    Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

    • 41 min
    The Value of Intuition in Sales with Leslie Venetz

    The Value of Intuition in Sales with Leslie Venetz

    In this episode of the Science of Selling STEM, I had the great privilege of speaking with Leslie Venetz, a three-time head of sales and founder of a consulting company, https://www.insidesalesteambuilder.com/ (Sales Team Builder LLC). Leslie is one of the biggest sales TikTok influencers in the game and although she's got a big following on TikTok, her message is so much more. She is super passionate about creating inclusive, respective sales teams to level up their profession of sales.
    As you will hear for yourself, Leslie has a genuine passion for sales and helping others become the best they can be. She consistently and with pleasure, gives back to the sales community. We will talk about her inspiring professional journey in sales, how far we still need to go for more women in sales, bringing inclusivity to the sales industry, and so much more. Don’t miss out on this incredible episode.
    And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast.
    On Today’s Episode of the Science of Selling STEM:
    From a cold caller to a three-time head of sales (01:43)
    How to know the difference between uncomfortable and icky in a sales role (03:16)
    Rebuilding her confidence after leaving a toxic work environment (08:12)
    Positively impacting salespeople that she had in her team (12:26)
    Moving down from manager to individual contributor is not a step back (17:29)
    Why it's important to set good boundaries between your work and personal life (22:11)
    Being great at talking about sales on TikTok (28:28)
    Having the courage to quit her corporate day job and become a full-time entrepreneur (32:14)

    Connect with Wesleyne Greer:
    https://transformedsales.com/ (Wesleyne’s Website)
    https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn)
    https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)
    https://twitter.com/wesleynegreer (Wesleyne on Twitter)
    Email Her at WGreer@TransformedSales.com

    Connect with Leslie Venetz:
    https://www.linkedin.com/in/leslievenetz/ (Leslie on Linkedin)
    https://www.instagram.com/lv_mt2chicago/ (Leslie on Instagram)
    https://www.tiktok.com/@salestipstok?_d=secCgsIARCbDRgBIAIoARI%2BCjwGxdcvfXLmPtcGxYflzXanc3OTfvciImDBZ6B5cD940Tyk4d%2Fn5SN1s1owT4678wWTp%2BarE18%2BFUae%2FOUaAA%3D%3Dandlanguage=enandsec_uid=MS4wLjABAAAAqGikuNcNBp7FwzUNuhTKJB7AtI0fdy2AfS0WJCrwHhiymnzVfaNgAC-RK0itaH23andsec_user_id=MS4wLjABAAAAqGikuNcNBp7FwzUNuhTKJB7AtI0fdy2AfS0WJCrwHhiymnzVfaNgAC-RK0itaH23andshare_author_id=6848230484397556742andshare_link_id=63A14BA1-6F37-4B74-82A5-4EA9C71F1906andtt_from=smsandu_code=ddb97gg0mld827anduser_id=6848230484397556742andutm_campaign=client_shareandutm_medium=iosandutm_source=smsandsource=h5_mand_r=1 (Leslie on TikTok)
    https://www.insidesalesteambuilder.com/ (Leslie’s Website)

    Rate, Review, Learn, and Share
    Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!
    Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

    • 35 min
    Why Purpose is Powerful in Sales with Jordan Benjamin

    Why Purpose is Powerful in Sales with Jordan Benjamin

    In this episode of the Science of Selling STEM, I sat down with Jordan Benjamin, the Founder of https://www.mycoreos.com/ (My Core OS). He built My Core OS to help teams and top performers create their personal Operating System to enable them to sustain peak performance and harmony between work and life. My Core OS works with companies and specializes in working with sales teams to help drive a growth mindset and open the doors for more effective learning and growth for your team.
    For 13+ years, Jordan has been exploring different tools and strategies paired with neuroscience to understand how we can create sustainable peak performance. As a top seller at HubSpot since joining pre-IPO, leading mental health, resilience, and mindfulness trainings in and outside of HubSpot, he is continuously focused on helping humans show up at their best at work and home.
    Tune in as Jordan shares the backstory of his illustrious sales career and talks about the many different ways we as salespeople and sales leaders can build a framework to sustain top performance and learn the skills to unlock even more greatness. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast.
    On Today’s Episode of the Science of Selling STEM:
    His unexpected start in sales and the incredible journey to date (01:55)
    The experience of being laid off and how he picked himself up (04:00)
    Starting from the bottom at HubSpot, going up the ranks, and doing things differently (05:59)
    Achieving balance: Optimizing your mornings, time blocking, goal setting, and more (09:30)
    Supporting his team to be their best and the valuable mindset-oriented conversations he has with sellers (13:29)
    Helping people build their personal operating system so they can perform at their best (18:33)
    The power of finding the WHY of your sales career (22:34)
    How coupling his work with giving has impacted his life (28:42)

    Connect with Wesleyne Greer:
    https://transformedsales.com/ (Wesleyne’s Website)
    https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn)
    https://web.facebook.com/wesleynegreer (Wesleyne on Facebook)
    https://twitter.com/wesleynegreer (Wesleyne on Twitter)
    Email Her at WGreer@TransformedSales.com

    Connect with Jordan Benjamin:
    https://www.linkedin.com/in/jordanbenjamin/ (Jordan on Linkedin)
    https://twitter.com/jbenj09 (Jordan on Twitter)
    https://www.mycoreos.com/ (Jordan’s Website)

    Rate, Review, Learn, and Share
    Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!
    Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

    • 30 min

Customer Reviews

5.0 out of 5
357 Ratings

357 Ratings

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