Sales Heroes

How do you eat an elephant? One bite at a time. How do you win big? One small victory at a time. Jim Stryker, who is in the elite club as far as production and leadership breaks down high achievement into a mindset and small “base hits” that add up to big results. Jim says that victory begins with the bed-it’s not what you’re thinking! It begins by making your bed. Making your bed begins a series of wins. When you focus on the small things, they add up to become wins, and those wins become more wins.  Rather than focusing on winning the world series of your life, you should focus on getting base hits. Forget about the big and become a craftsman at the mundane, small stuff. If we are striving for greatness in each moment, you get a little bit better each day.   Here are few things that Jim suggests: Win the day. The present is the present for a reason. Have a mindset of Procession (going somewhere) and projection (knowing where you are going). Don’t close a sale, it’s actually about opening the lines of possib

Recently, I sat down with Michael Mesa, of Fairway Independent Mortgage. He had some valuable thoughts on leadership and helping teams become a driving force. What does Michael know about leadership? At the age of 17, he joined the army, after having a difficult youth. He found leaders who were willing to pour into him because they saw something that he did not even see in himself. Here are a few lessons I picked up from the my time with Michael. True leaders see you, not for who you are, but for who you can become. People are more discretionary with their effort and attention now more than ever. Gone are the days of do this "because I'm the boss and I said so." When you connect with someone in the struggle for their purpose and passion, you create a bond that ignites exponential effort. Leaders do what is right, because it needs to be done. They don't wait on others to make it so. Leaders go first. That's it, plain and simple. When a leader does what is right because it is right, it attracts others who belie

Beau Beery, the God-Father of Commercial Real Estate share his no compromise approach to instant success. And by "instant," we mean pick a moment 15 years down the road, outwork your competition and stop being reasonable-leave sanity and mediocrity behind...and in 15 years, in an instant, you are a success.  OWEIS-Out Work Everyone In Sight! This TOP Producer share with us several ways to "work the long game" while keeping perspective. Awesome Follow Up Having a love affair with your CRM Be thankful and serve Work with a coach Piercing client's armor by being unafraid to bring proper perspective Connect with Beau www.Beautodd.com  

You are NOT insignificant.  You are NOT helpless!  If you had any excuses for not achieving high success, Randi takes them away while helping us know "if it's meant to be, it's up to me!" Tips from Randi Using Positive Self-Talk The Power of Persistence Leveraging Consistency Setting Goals to Your Behaviors Book: Awesomely Simple, John Spence email: relrad@cpss.net  

Life changed with Larry Levine when he met his coach.  Branding and authenticity melded to complete his powerful selling style.  Larry was a pharma rep in training who got hooked on selling copiers.  He has a simple philosophy of being authentic and real, while branding and using modern meet-up methods from social media.   "If you help someone, it'll come back to you 10 fold." "If you can't build relationships with someone, it's gonna be real hard to sell them!" "When you're talking to people...CEO, or whatever, just talk to them like they're your friend." "If you can't build an authentic conversation, get out of sales." Super Power: Pitching to the value of the client.  Larry learned to listen after he got "schooled" by a CFO that told him that he was having a 1 way conversation. Book: Not Taught, Jim Keenan Contact Larry- LinkedIn Twitter    

Dwayne Thomas sells Quote Quote Quote Book Contact:

Elyse Archer of Six Figure Sale Coach, started selling her old toys when she was a little girl.  She had no trouble exchanging products for dollars.  Her career really took off when she came to understand how to put others' needs first, and starting investing heavily in self improvement. Super Power: PERSISTENCE Secret Sauce-the best in sales are always are teaching or connecting. Quotes- "In order to have more, you must become more." "You can have what you want, as long as you help enough other people get what THEY want." Quote-"If you can become a good listener, you can help people solve their problems." "Always look for who you know to connect to someone you know." How can I be valuable to them?"   Book Recommendation The Compound Effect,  Miracle Morning, Hal Elrod Contact: www.sixfiguresalescoaching.com LinkedIn   Contact

Area Manager and Producer in the Loan Originating, Joe is the epitome of costumer first.  He believes in creating a "cruise ship" experience for his mortgage clients. helping others, not yourself." Super Power: Identifying problems. Secret of Sales: Trust Wise Joe Quotes: "There are events that should trigger processes."If you see a problem, come up with a way to fix it!  That's what makes America, America!" "I'm okay with advising people to go with a different solution.  In the end, its about what THEY need." "Talk less and listen more."      

Jamie Williams is a very successful advertising sales professional.  Jamie shows us how to sell by tapping into passion and unstoppable belief!

Julie Hansen combines acting techniques with the science of sales to create dynamite presentations that sell. 

Coaching Available: www.salesparrot.com True adversity is having no adversity.  Anthony was born into poverty, and experienced a grand mal seizure at the age of 25, causing him to have to have a part of his brain removed.  He rose to become one of the most recognized names in sales, and sales leadership.   After joining the family business to support his rock'n'roll habit, he was forced to come face to face with the idea that sales is really just serving others rather than self.   Super Power:  Man of Action- willing to do things that he is not capable of doing Quotes: "Deeply care about helping other people and you'll gain their trust.  If you are resourceful, you'll find answers and make it easy to buy from you." "It always starts with a question: how can I?" "True adversity is having had no adversity." I have a mailbox in front of my house.  I would not go and check the mail 11 times a day, even if it was delivered 11 times a day." "Learn something so well that you have a world class skill set in that are

Jack was born into a family of sales all-stars.  His Grandfather was a friend of Zig Ziglar.  Jack watched him speak to thousands about perseverance, having no idea that he would one day have such a large impact himself.   His career in sales changed when he was challenged by a customer.  The marketing executive said, "Jack, you're great at sales, but you DON'T UNDERSTAND MY WORLD.  If you did, you would be deadly." From that was borne a steel resolve to give in a transaction way before asking for someone to buy...to become a true person of value. Social media became the means by which he would do that.   Super Power: Social Media Revenue Visionary, & Helping Buyers Win First Quotes: "it's my job to market myself, and not my company's" "everything in sales is about conversation and process" "get visible, valuable, and connected."  "I want them to know that I am an advocate first and a sales person second.  I am going to help them first, then see where the value is on the back end." Book Recommendation: No

Elinor Stutz proves that nice guys and girls can finish first in sales.  Elinor literally came back from the dead to be a super sales person! Super Power: Intuition & Rapport Building Book: Think & Grow Rich, Napoleon Hill  

Adventures of a Sales Dude: Truth & Crazy Stories from the Field.  Meet a shy timid guy who accidentally turned into a salesperson then business owner and now a founder of a tech start-up (CallProof, an app for outside sales people). Super Power:Being out of the box Tips: Don't use valuable selling time on addictive social media.         Try new things in your prospecting and sales calls.         Make people feel important.         Do things you don't feel like doing-like taking a cold shower. Secret of Sales: Rapport building, ask them questions about them. Epic Battle: Selling a crappy product that was always breakingStory You Can't Make Up: Sales call with a sex changed prospect. Book Recommendation: 48 Laws of Power, Robert Greene Check out Robert's awesome blog here: www.callproof.com/blog Connect with Robert: robert@callproof.com  

John Spence.  Find him & connect with him on www.johnspence.com Check out John's awesome blog here: http://blog.johnspence.com/ twitter: Origin:After getting kicked out of college, John picked himself back up and decided he wanted to be the best.  Humble Yourself and Get Help Super Power: Pattern Recognition-study people who are the best and you will begin to recognize the patterns. John does this at a clip of 2-4 books a week. Battles: Resources: SPIN SELLING,Neil Rackham Let's Get Real or Let's Not Play, Mahan Khalsa Tim Sanders, Deal Storming Advice: Build your house on the rock.  Be a lifelong learner.  No one can take your education away from you.  

Identity: The mad scientist of sales, Tim is an author of 3 best selling books.  Currently has a "lab" where he gets to test out sales practices, and a blog where he shares that info with us. Check out Corporate Visions. Origin: a reporter (of course!) that rode with sales people. Super Power: Sales Myth Buster-don't believe what everybody says; prove it! Books: Book Recommended: Contact Tim:

How do you stay motivated when you have fought your way to the top?  Stephen Courson provides several motivation hacks.  Get sharpened and encouraged as we talk about: Pumping up your brain Playing up Finding your villain Flipping for your prospects Stephen Courson on LinkedIn, or send him an email.

Deb Calvert was focused on taking down the top prospect; the domino that starts the chain reaction for others to start falling.  After several rebuffs, Deb is finally granted a sales appointment.  As she arrives at the meeting place, she sees that the prospect is LEADING A PROTEST AGAINST HER COMPANY! You won't believe what happens next. As a top influencer, speaker, and teacher in the sales and leadership world, Deb Calvert builds her success by putting people first.  Deb Calvert encourages sales people to stop being a caricature of a sales person and start being seen as an individual with knowledge and the ability to lead.  Be the expert who is able to listen and allow the prospect to participate in the shaping of the solution that you will be providing. Website for Deb's Company, People First Productivity Systems Deb's Book: Discover Questions Get You Connected  

Kristen Hadeed was a college student headed for Wall Street when she accidentally opened a business...that accidentally kept getting customers.  The entry may have serendipitous, but the fight began when she decided that this is what she would do with her life.  Kristen lives and sells all-out, full-throttle.  She has learned to do only what works.  Listen to her thoughts on millennials, selling big, and facing inadequacies.  Kristen is a true Sales Hero! Kristen's Ted Talks: Millennials  How to Retire by 20 Book Recommendations: Leaders Eat Last, Simon Sinek   The Psychology of Selling, Brian Tracey Website

Ben Broussard-Bring ‘em a Pie How do you grow in a tough market? Just ask Ben Broussard.  He'll tell you it's about relationships.  Be with people in down markets, and they'll be with you in the up markets.  Relationships matter because people do business with people they know, like, and TRUST. Here are some of the other notes from the interview: "When the signal goes up, join in the fight with us." Align with your buyers..it makes a difference Networking is VITAL-especially when markets are low Don’t burn a bridge at the gate… Have a servant’s heart. Remind them WHY! Book: Millionaire Next Door, Thomas Stanley, William Danko  Here it is on Amazon   Contact Ben: ben@loga.la