The Top 5 Key Behaviours of Elite Salespeople w/ Rick Denley | Ep 027 The Work Before the Work

Generative AI & Sales Tips from Rick Denley Here

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Dublin, Ireland on May 23rd, 2024

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Takeaways


Change is a constant in sales, and salespeople need to embrace and lead change to stay relevant and successful.
Top salespeople exhibit key behaviors such as having an ownership mindset, industry knowledge, relationship building, adaptability, and people skills.
Building teams and collaborating with others is essential for sales success.Strong leadership focuses on people, growth, empowerment, and creating a culture of accountability and support.
Generative AI is a valuable tool for personalization, prospecting, and enhancing sales efforts. Courageous leadership involves showing vulnerability and authenticity as a leader.Implementing diversity, equity, and inclusion (DEI) in organizations leads to greater success and growth.
Building relationships and harnessing existing relationships are key to sales success.Prospecting is an essential skill for salespeople and requires customization and targeting.To get promoted, start doing the role you want to be promoted to and make it known to your leadership.
Doing the background work before reaching out to potential clients is crucial for success.Recommended books for sales professionals include 'Shift and Disrupt' and 'B2B Sales Top Tips Guidebook'.
Leaders should create a safe space for their team members to share and be their authentic selves.Participating in philanthropic activities can provide valuable learning experiences and opportunities for personal growth.

Summary
The conversation explores the importance of change and the need to embrace and lead change in sales. It highlights the fear of change as a major obstacle and emphasizes the role of salespeople in selling change. The conversation then delves into the key behaviors and practices of top salespeople, including having an ownership mindset, industry knowledge, relationship building, adaptability, and people skills. It also discusses the importance of building teams and strong leadership. The use of generative AI in sales is highlighted as a valuable tool for personalization, prospecting, and enhancing sales efforts. In this conversation,

Rick Denley and Paul M. Caffrey discuss the importance of courageous leadership and the implementation of diversity, equity, and inclusion (DEI) in organizations. They also touch on the significance of building relationships in sales and the value of prospecting. Rick shares his experience as a keynote speaker and the importance of doing the background work before reaching out to potential clients. He recommends books such as 'Shift and Disrupt' by Bernadette McClellan and 'B2B Sales Top Tips Guidebook' by Jim Irving and friends. Rick emphasizes the need for leaders to show their human side and create a safe space for their team members. He also shares his personal experience of participating in white-collar boxing for a philanthropic cause. The conversation concludes with Rick providing information on where to find more resources and connect with him.