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Sell By Being Human

Alex Smith

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.

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S6 · E162
Wednesday · 50 min
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 buyer Every interaction contributes to the reputation people build around you Reputation is what others say about you when you're not in the room Every person has inherent value and something you can learn from Transparency and authenticity create stronger, more sustainable trust Trust is ultimately given by another person, not something you can simply declare Persuasion and manipulation can use the same tactics, but intention separates them Good intentions don't matter if you fail to step into another person's world Principles scale, while tactics don't always translate from one person to another Character, conviction, clarity, competence, and credibility are the foundation of referability AI can generate tactics, but the person behind the tactic is what creates trust Strong communities can create warm connections and accelerate referrals The 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 Links Sell by Being Human Link Stephen Oomen Website Socials: @StephenOomen (all platforms) TEDx Talk: The 5 C's of Referability Alex Smith Website LinkedIn
S6 · E161
July 22 · 36 min
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 Takeaways Why human connection is the foundation of effective leadership The difference between leading through authority and leading through influence Why most organizational change initiatives fail How Wayne transformed employee satisfaction from 52% to 90% at Boeing The power of meeting people where they are Why beliefs shape culture more than metrics do How removing judgment creates better leaders and stronger teams The 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 Guest Wayne 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 Links Sell by Being Human Link Alex Smith Website LinkedIn
S6 · E160
July 9 · 41 min
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 time The best mentors help people become better outside of work, not just better employees Vulnerability builds stronger relationships than pretending to have everything figured out Great leaders admit mistakes and create environments where others feel safe to do the same Human connection creates more lasting success than persuasion alone The best salespeople focus on understanding problems before offering solutions Helping people often creates greater business results than chasing commissions Investing in people produces returns that can't be measured by revenue alone Asking for help is one of the fastest ways to accelerate personal and professional growth Knowing yourself is one of the most valuable skills any leader can develop Authenticity becomes even more valuable in an AI-driven world Success 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 Links Sell by Being Human Link Josh Mastel LinkedIn Innovien Solutions Alex Smith Website LinkedIn
S6 · E159
June 24 · 48 min
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 growth Many behaviors people want to change are symptoms of deeper emotional patterns Resilience allows people to separate failure from their identity Most people are far more capable than they believe themselves to be Asking thoughtful questions creates more change than giving advice Emotional intelligence helps people understand both themselves and others more effectively Connection is built through curiosity, empathy, and understanding People are always selling themselves through relationships, communication, and influence Stories and emotions create stronger connections than facts alone Personal growth is a lifelong process, regardless of success or achievement Confidence grows through awareness, not perfection The 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 Links Sell by Being Human Link Coach Monique DeMonaco LinkedIn EQ Wize Book: Most People Don't Need a Therapist, They Just Need Change Alex Smith Website LinkedIn
S6 · E158
June 10 · 51 min
The Recruiter Who Looked Beyond the Resume
Could the most powerful sales skill have nothing to do with persuasion and everything to do with seeing someone's potential before they can see it themselves? In this episode of Sell by Being Human, Alex Smith sits down with Maximos Lih, a former Google recruiter, Google Ventures coach, and founder of Emboldened LLC. Maximos has helped scale everything from early-stage startups (including Uber in its 50-person days) to top executives navigating high-stakes change. But his most powerful lessons in connection didn't come from Silicon Valley. They came from his grandfather, a general in the Chinese army who took in orphans during a civil war and taught Maximos that success isn't about forcing change. It's about being the eyes and ears for someone else's potential. Maximos shares how he learned to look past résumés and "no's" to see what others missed, first as a recruiter, then as a coach to founders afraid of failing their teams. He talks about why anxiety is the real enemy of change, why unsolicited advice kills trust, and why the best salespeople don't try to change someone's mind. They change the emotional atmosphere in the room. From his grandfather's quiet acts of humanity to late-night conversations with strangers on airplanes, Maximos's story is a powerful reminder: sell by being human. Lower the anxiety first. The rest follows. Key Takeaways People embrace change faster when anxiety is reduced first Great recruiters and coaches look beyond resumes and surface-level performance Human connection begins when people feel seen, heard, and understood Curiosity creates stronger relationships than authority or expertise alone The best leaders collaborate with people instead of forcing decisions onto them Unsolicited advice often creates resistance, even when intentions are good Helping someone clarify what they truly value leads to better decisions Trust grows when people feel emotionally safe enough to be transparent Leadership is less about giving answers and more about asking better questions Real influence comes from helping people arrive at their own conclusions In This Episode: [00:00] Intro [00:01] Meet Maximos Lee [01:00] From Google and Uber to executive coaching [01:34] Maximos ’ family story and his grandfather’s legacy [02:29] What “sell by being human” means to Maximos [05:11] Growing up surrounded by change and adaptation [09:42] Why people need others to become their “eyes and ears” [11:01] Looking beyond resumes and recognizing hidden potential [17:00] Hope, opportunity, and helping the next generation [18:10] Why people resist the idea of “selling” [19:01] Skills that help people connect and create change [20:48] Lowering anxiety before leading change [22:59] Why people need to feel seen and understood [23:25] Coaching versus advising: understanding what people truly need [24:41] Helping clients feel safe enough to be transparent [30:33] Asking values based questions instead of surface level questions [31:06] Coaching startup founders through identity and change [36:18] Interrupting patterns and helping leaders think differently [37:14] Helping founders make difficult decisions without fear [39:30] Fear, identity, and decision making under pressure [41:13] Collaborative leadership instead of forcing solutions [42:19] Helping people arrive at their own decisions [44:39] The danger of unsolicited advice [48:44] Why expertise alone does not build trust [50:44] What makes Maximos totally Maximos? [52:54] Connecting deeply with strangers and seeing humanity everywhere [56:01] Random conversations, empathy, and human connection [56:50] Where to find and connect with Maximos [56:54] Closing Our Guest Maximos Lih is the founder of Emboldened LLC, an executive coach who works with small teams and leaders to scale without losing their edge. He previously worked as a technical recruiter at Google, a coach at Google Ventures (helping founders scale from startup to scale-up), and watched Uber grow from 50 people to hundreds. His approach blends Silicon Valley pragmatism with a deeply human philosophy inherited from his grandfather — a Chinese general who taught him that real influence isn’t about control, but about seeing people fully. Resources and Links Sell by Being Human Link Maximos Lih LinkedIn Emboldened LLC Alex Smith Website LinkedIn
S6 · E157
April 22 · 49 min
Why Professionalism Is Ruining Your Sales
In sales, they always say: stay professional and never rock the boat, right? But think about it. Who do buyers actually remember? The professional who checks all the boxes or the real human with smiles, energy, and personality? In this episode of Sell by Being Human, host Alex Smith sits down with April Palmer, Account Executive at Duckbill, adjunct professor at VCU, and self-described "hot mess boss," to explore why showing up as your authentic self is not just good for your soul, it is good for sales. April's path started in unexpected places. From selling mistletoe door to door as a kid to closing multi-million dollar enterprise deals, she has learned that the real secret to sales is not better scripts or sharper rebuttals. It is genuine human connection. With 20,000 "weirdos" following her late-night LinkedIn chaos, April has proof that people buy from real people, not robots or talking heads. In this conversation, you will hear why she tells prospects not to buy from her, how a ruptured Achilles led to 12 job offers, and why the platinum rule beats the golden rule every time. She also shares her dad's most annoying and effective question, what hula hoops and cheesecake taught her about prospecting, and why showing up looking like a "cotton candy machine that turned into a human" is actually a calculated strategy. If you have ever felt pressure to dim your personality at work, wondered if you could be "too much" for corporate America, or suspected that vanilla ice cream is not your flavor, this conversation offers a different way forward. Key Takeaways Why "professionalism" is often just fear in beige clothing How being authentically you attracts the right buyers and repels the wrong ones The platinum rule: Treat others the way they want to be treated Why "help me understand" is the most powerful phrase in sales How to know when to tell a prospect not to buy from you The importance of systems and transparency in building trust Why calculated risks (like wearing a hot pink suit to a tech conference) pay off How being vulnerable creates safety for buyers to open up The art of connecting people and why introductions reveal how you really feel In This Episode: [00:00] Introduction to April Palmer [01:29] April's legendary outreach email [04:34] What "sell by being human" means to April [05:26] Why rebuttals give her the "ick" [07:58] The platinum rule vs. the golden rule [08:56] Growing up in the Bible Belt without TV [11:06] The seven-layer man: April's dad and the art of asking why [14:33] "Help me understand" and the power of shutting up [16:43] Professionalism is fear masquerading as beige [19:21] Being pistachio in a sea of vanilla [23:28] Surfing as a metaphor for life and sales [24:48] Posting about sexual assault and the connections it created [26:48] Getting fired while injured and the 12 offers that followed [29:45] Transparency in the sales process: Project plans and aligned expectations [32:28] Why April tells people not to buy from her [34:00] Hula hoops, cheesecake, and standing out [37:30] Fear in sales: Disappointing clients and handing off deals [42:43] Chaos with a purpose: The strategy behind the unhinged [47:37] How being yourself invites buyers to drop their armor [49:33] The story that's so April: How introductions reveal everything [52:53] Where to find April Notable Quotes [05:11] “When I hear sales tactics from someone else, I get the ick so hard that even if I love the thing, I hesitate to buy from them.” — April [06:17] “ If you’re super curious about someone’s needs, you don’t have to have a rebuttal; you just figure out if you’re the right solution for them.”— April [08:18] ” I go by the platinum rule: treat others the way they want to be treated.— April [11:44] ” I learned it’s okay to keep asking questions until you figure out what’s actually behind what people are asking you to do.”— April [18:20] ” In a sea of vanilla ice cream, people on LinkedIn be pistachio.” [21:40] “People come to me and buy from me because they love the energy I bring and know I’ll tell them the truth.” — April [28:50] “ I don’t want to sell you a lie about who I am. I could convince you I’m somebody else, but wouldn’t that be a horrible bait and switch?” — April [38:32] “I have a lot of anxiety around not providing the sales experience I want to give to other people.” — April [40:20] ”What happens if I build this level of trust and then I hand it over to a team and they don’t care about the customer as much as I do? That keeps me up at night.”— April Our Guest April Palmer is an Account Executive at Duckbill, where she helps companies fix their AWS bills by making them "smaller and less horrifying." She is also an adjunct professor at VCU, teaching students how to network and land jobs. With a career spanning founder roles, VP of Sales positions, and enterprise sales, April has made a name for herself by showing up exactly as she is in hot pink suits, bedazzled boots, and unfiltered honesty. She believes in making revenue strategy feel like a group chat gone slightly off the rails, teaching business like it is 2 AM and everyone is a little loopy. Find her on LinkedIn as "Hot Mess Boss," where 20,000 weirdos follow her late-night chaos. Resources and Links Sell by Being Human Link April Palmer LinkedIn Instagram Duckbill Alex Smith Website LinkedIn
S6 · E156
April 8 · 38 min
Why Great Salespeople Focus on Decisions, Not Deals
When was the last time a salesperson helped you make a truly confident decision? In this episode of the Sell by Being Human podcast, Alex Smith sits down with Mark Kosoglow, Chief Revenue Officer at Deutsche Bank and former CRO at Catalyst Software, to talk about what selling actually looks like when you strip away the scripts. From selling shoes as a teenager to helping scale Outreach to $250M, Mark’s journey is anything but typical, but his core idea has stayed the same: great salespeople help others make confident decisions. They get into what that looks like in practice. Mark shares why letting passion lead often creates better conversations than trying to sound polished, how his early experience with consultative selling shaped the way he works today, and why honesty and vulnerability matter more than most people think, especially when you’re asking teams or customers to embrace change. They also dive into storytelling, the role of metaphors in making ideas stick, and the problems that come from unclear expectations. Throughout the conversation, Mark makes a strong case for being yourself, not as a slogan, but as a real advantage in both sales and leadership. If you’ve ever felt like selling forces you to be someone you’re not, this episode will change how you approach every conversation. Key Takeaways Help people make confident decisions, not just hit numbers Let passion show instead of hiding behind professionalism Treat “no” as a step that moves you closer to yes Focus on understanding the problem before offering solutions Build trust by being transparent about intentions and mistakes Give direction, but avoid control to unlock creativity Act, learn, and adjust instead of over-planning Prioritize clarity and ask questions instead of assuming In This Episode: [00:00] Mark’s core motivation for selling [01:00] Welcome & introduction to Mark Kosoglow [02:05] Dan Pink’s To Sell Is Human and personal connections [05:05] What “sell by being human” means to Mark [06:03] Helping people make confident decisions (the 2-out-of-3 rule) [08:15] Early days: Selling shoes at The Athlete’s Foot & learning consultative selling [11:45] Telemarketing lessons and embracing “no” [14:21] Leading through change and the weight of asking people to shift how they work [16:05] Balancing control with freedom and creativity [18:46] Admitting failures and iterating quickly (self-sourcing example) [22:28] Revenue Kickoff reflections and the power of in-person connection [25:32] Using metaphors and storytelling (the Boeing story) [29:38] What Mark looks for in a CEO/leader above him [33:29] Clear communication and avoiding misinterpretation [36:08] Lessons for his kids [39:06] Signature question: What makes Mark totally Mark? [40:36] Where to find Mark [40:59] Closing Notable Quotes [05:11] “Let your passion overcome your professionalism.” — Mark Kosoglow [05:55] “My personal motivation and the motivation I like my sales teams to have is to help people make confident decisions.” — Mark Kosoglow [10:32] “People love learning about their problem enough to understand why you’re suggesting a solution, and then they’re super confident in making the decision of that solution.” — Mark Kosoglow [12:27] “The faster they say no, the more I can move on to the next call that could say yes.” — Mark Kosoglow [36:42] “Who you are is who you are, and it’s probably pretty awesome” — Mark Kosoglow [24:27] “ I just really want to have fun and I want to work hard and I want to kick ass and win. And I don’t think that I have to be an asshole to do that.” — Mark Kosoglow [36:54] “Work ethic is like a trump card for success.” — Mark Kosoglow [38:22] “Expectations are the number one thing that kill parent-child relationships.” — Mark Kosoglow Our Guest Mark Kosoglow is Chief Revenue Officer at Deutsche Bank and a seasoned sales leader with decades of experience scaling revenue organizations. Previously, as CRO at Outreach, he helped scale the company to $250 million in revenue. Mark's career began at a shoe store called The Athlete's Foot, where he learned consultative selling at 16 years old, a philosophy that has shaped his leadership style ever since. Known for his storytelling, metaphors, and unconventional communication style, Mark believes that great sales leadership comes down to trust, transparency, and helping people make confident decisions. Resources and Links Sell by Being Human Link Mark Kosoglow LinkedIn Alex Smith Website LinkedIn
S6 · E155
March 25 · 42 min
Selling Without Scripts, Pressure, or Manipulation
Did you know the idea of closing might be the single worst thing to ever happen to sales? In this episode of Sell by Being Human, host Alex Smith sits down with Steve Heroux, founder of The Sales Collective, author of The Sales Contrarian, and former #1 Cutco salesperson in the country, to dismantle everything you thought you knew about selling. Steve’s journey started exactly where you might expect. He was a quiet kid who didn’t speak for the first 17 years of his life, needed to buy $1,600 worth of textbooks, and took the only job that would hire him, selling knives door to door. What happened next defied every sales script, every closing technique, and every “proven methodology” his training threw at him. With raw honesty and zero filter, think Larry David in the sales world, Steve explains why the desperate need to be liked is killing your deals, why assessments matter more than tactics, and how he went from ripping up his training script on his first demo to becoming the national sales leader, all by treating people like humans. You’ll also hear about his Million Veteran Mission, why Bob Ross is a better sales teacher than any guru, and the one mindset shift that separates the top 14% of performers from everyone else. If you’ve ever felt icky about sales, struggled with pricing conversations, or wondered why the “proven techniques” don’t feel right, this conversation is your permission slip to do it differently. Key Takeaways Why “closing” is unnecessary when selling is done well How detachment from outcomes improves trust and results The real reason most sales scripts fail Why the need to be liked is one of the biggest sales blockers How authenticity outperforms pressure and persuasion Why sales training without self-awareness doesn’t work The difference between selling hope and creating change Why mastery in sales is a long-term practice, not a quick fix In This Episode: [00:00] Why “closing” is the worst thing in sales [00:46] Meet Steve Heroux [02:46] What "Sell by Being Human" means to Steve [04:53] Steve’s view of success in sales then vs now [08:11] The first demo that changed everything [09:28] Why Steve ripped up the script and never looked back [11:45] Simple themes: Authenticity, detachment, and loving what you sell [13:22] Shohei Ohtani and the power of process over outcomes [15:22] Teachers who shaped Steve's approach [16:09] What Bob Ross teaches us about sales [18:54] Sales Collective Today [19:34] Always Be Connecting: The new ABCs [20:14] Why frameworks fail without mindset [21:08] Discovering Sales DNA and the will to sell [23:06] The will to sell and the need to be liked [27:35] Fear of Failure Is Really Fear of Judgment (Daniel Pink Story) [30:33] The "hope dealers" and why quick fixes don't work [33:56] Why Steve doesn't prospect (and what he does instead) [34:57] The Million Veteran Mission [37:29] Legacy, impact, and what really matters [39:08] Why human-centered sales training is rare [43:17] Steve's Larry David moments [45:05] Where to find Steve Notable Quotes [00:00] “The single worst thing to ever happen to humanity is closing.” — Steve [03:08] “ There's a reason, right, that salespeople are hated. There's a reason that salespeople don't even want to call themselves what their vocation is.”— Steve [04:01] ”The three least trusted professions on the planet: Salesperson, Politician, Attorney.— Steve [07:39] ”Success to me was like someone actually another human talking to me.”— Steve [09:06] “If you do a good job, people will ask you what the next step is.” — Steve [12:23] “You have to detach from outcomes or you’ll never be satisfied.” — Steve [16:05] “ It's not what you teach, it's how you teach.” — Steve [17:52] “There are no bad students, only bad teachers.” — Steve [23:16] “The need to be liked will destroy your ability to sell.” — Steve [27:10] ” The second you stop giving a crap what strangers think about you, that's when you'll start to live.”— Steve Our Guest Steve Heroux is the founder of The Sales Collective, author of The Sales Contrarian, and a sales leader who spent 14 years at Aflac after starting his career as the #1 Cutco salesperson in the country. He's on a mission to elevate the sales profession through authenticity, human connection, and evidence-based assessment. His Million Veteran Mission aims to train one million veterans in sales for free. Resources and Links Sell by Being Human Link Steve Heroux The Sales Collective LinkedIn Million Veteran Mission Book: The Sales Contrarian Alex Smith Website LinkedIn
S6 · E154
March 11 · 43 min
The Psychology Behind Heart-Led Sales
What if I told you you’re struggling in sales because you’ve been approaching it the wrong way? In this episode of the Sell by Being Human podcast, Alex Smith sits down with sales coach and entrepreneur Natasha Hemmingway to flip the script on everything you think you know about selling. Her message is simple but powerful. Sales is serving. And hustle? It might actually be pushing your dream clients away. Natasha shares how growing up with a servant leader mom shaped her philosophy of heart over hustle, and why mindset, not strategy, is usually what holds entrepreneurs back. They unpack fear of rejection, fear of pricing too high, burnout, and the sneaky subconscious patterns that sabotage growth. You’ll also hear her practical fear-to-faith framework, why most entrepreneurs are undercharging, and how being crystal clear in conversations builds trust fast. If you want to grow your business without feeling pushy, awkward, or salesy, this conversation will change how you show up and how you close. Key Takeaways Why hustle energy can secretly sabotage your sales The “Fear to Faith” cycle that breaks limiting beliefs How your subconscious affects pricing, confidence, and closing Why most entrepreneurs are undercharging The truth about “not all money being good money” How to qualify clients with clarity and integrity Why connection always beats persuasion In This Episode: [00:00] Introduction & guest welcome [01:04] Personal connection & authenticity in sales [03:17] Natasha’s take on Sell by Being Human [05:06] Mindset and self-relationship in sales [06:14] Role models: Servant leadership & early influences [09:14] Sales beyond traditional roles [11:01] Defining hustle (and why it backfires) [13:31] Balancing hustle and heart: Client challenges [14:35] Strategy vs. mindset in sales success [18:38] Practicing what you preach: Natasha’s own journey [19:41] Faith, surrender, and decision-making [21:13] Qualifying clients & setting boundaries [22:03] Authenticity and invitation in sales calls [26:13] Sales as a universal skill [27:12] Sales in family & daily life [29:43] Mindset, fear, and the subconscious [30:20] Breaking through fear: The fear-to-faith cycle [36:13] Pricing, value, and worth in sales [38:06] What makes Natasha... Natasha [40:10] Family support & self-care [42:02] Where to find Natasha [42:19] Closing & gratitude Notable Quotes [01:49] "At the end of the day, we aren't what we do; we are who we are" — Natasha [03:24] “Selling with heart, not hustle, is selling by being human." — Natasha [03:48] "I always say sales equals serving; you are serving a person." — Natasha [12:01] "Hustle can lead to burnout, and hustle can actually push people away from you." — Natasha [34:12] "If you don’t ask, you don’t know, and if somebody says no, what do you lose? Nothing." — Natasha [36:36] "General rule of thumb for most entrepreneurs: you are not charging enough. Period." — Natasha [39:09] “No matter the time or day, I’m always going to be there; I show up for people.” — Natasha Our Guest Natasha Hemmingway is a sales coach, consultant, and pricing profitability expert helping entrepreneurs and corporate sales teams grow revenue without sacrificing authenticity. Her philosophy Heart, Not Hustle empowers professionals to sell with integrity, confidence, and sustainable strategy.
S6 · E153
February 18 · 43 min
Connecting with Impact - Amos Balongo, Keyote Speaker, Author
Summary: Today I bring on executive communications coach Amos Balongo, who shares insights on the importance of human connection in sales. I'm always interested when people come from completely different cultures to sell themselves and what they do. They are corced to learn how to see people as individuals and Amos will share how to do that in your own life. It seems unlikely that a boy from Africa that knew no English could go on to being a successful keynote speaker and executive consultant but Amos will explain how he used sales and human connection to do it. Amos discusses his journey from Africa to becoming a keynote speaker, emphasizing the need for authenticity, understanding audience needs, and the power of storytelling.He highlights the significance of personal growth, the impact of philanthropy, and the necessity of building trust with clients. The conversation concludes with a rethinking of sales as a service rather than a transaction, encouraging listeners to focus on improving others' lives. Key Moments: 02:13 The Essence of Selling by Being Human 06:00 Amos's Journey: From Africa to Keynote Speaker 11:50 Understanding People: The Key to Connection 17:50 The Art of Speaking: Motivating and Inspiring Audiences 23:48 Storytelling as a Tool for Connection 29:44 Finding the Right Fit: Coaching and Client Relationships 35:19 Disruption and Growth: Personal Development Insights 38:29 Final Thoughts on Sales and Human Connection Connect with Amos LinkedIN Connect with Us! LinkedIN: Website:
S6 · E152
February 4 · 43 min
The Art of "Wellbeing Sale" - Marc MacDougall, Product Designer, Clarity First Consulting
Summary: This episode I speak with Mark McDougall, a web designer and developer, about the importance of human connection in sales as a product designer. In Mark's line of work. he has to connect to business owners, marketers, and entrepeneurs on ways to make their websites more effective. Notice I didn't say, he has to tell people their baby looks ugly? We talk about how empathy and understanding client needs are crucial for successful selling, especially for solopreneurs. He shares tips on how he consults with people to understand their motivations for their websites. Mark shares his journey from corporate life to freelancing, emphasizing the lessons learned through experience. The conversation also covers effective cold emailing strategies, the significance of crafting engaging subject lines, and the value of vulnerability in sales interactions. You'll also learn Mark's funny but logical metaphor on how strawberries apply to understanding concepts of value. Mark provides insights into managing sales conversations and offers advice for those starting their own businesses, highlighting the need to embrace the unique aspects of one's personality in the sales process. Takeaways Empathy is essential for effective selling. Understanding client motivations leads to better sales outcomes. Cultural background can influence sales techniques. Trial and error is a key part of learning sales. Cold emailing should focus on genuine interest in the recipient. Crafting personalized subject lines increases email open rates. Building rapport is crucial in sales conversations. Vulnerability can foster deeper connections with clients. Sales is about mutual value exchange, not just transactions. Being comfortable with awkwardness can enhance sales interactions. Key Moments: 00:00 Introduction to Human-Centric Selling 02:58 The Importance of Empathy in Sales 06:09 Cultural Shifts and Personal Background 09:00 Lessons from Corporate Experience 11:59 The Shift to Solopreneurship 15:10 Understanding Client Needs 17:41 Cold Email Strategies 21:00 Crafting Engaging Subject Lines 24:08 Creating a Human Connection 26:59 Managing Sales Conversations 29:54 Being Vulnerable in Sales 32:51 Advice for Solopreneurs 35:55 Embracing the Weirdness in Sales 38:38 Conclusion and Resources Connect with Marc, and learn about strawberries and value LinkedIN Why selling is like strawberries Connect with Us! LinkedIN: Website:
S6 · E151
January 7 · 48 min
Effortless Experiences: Redefining Customer Loyalty - Rich DeLisi, Author, Lead Research Analyst - Glia
Summary: I'm kicking off 2026 with a conversation with Rick DeLisi, a thought leader in customer service and AI. Rick co-authored "Digital Customer Service: Transforming Customer Experience for An On-Screen World and is a leading researcher on providing world class customer experiences. If you have ever had to contact any company for a customer service issue - you know what it feels like to get poor customer service versus good customer service. The problem is that most if not all of those companies you've worked with will call themselves "customer centric". This conversation explores what it means to sell customer service through the lens of being human. We explore the evolving landscape of customer interactions, emphasizing the importance of human connection, the psychology behind customer loyalty, and the role of AI in creating effortless experiences. Rick shares insights from his research, highlighting the need for companies to understand their customers' emotions and the significance of reducing effort in service interactions. We also delve into the balance between efficiency and empathy, the future of customer service, and practical examples of how companies can enhance their customer experience. If you want to understand the pysychology of a customer at a deep level, this episode is for you! Sound bites "People don't mind being wowed." "You don't need a person for that." "It's about knowing which is which." Key Moments: 00:00 Introduction to Human Connection in Sales 03:03 The Psychology of Customer Interactions 05:50 Understanding Customer Loyalty and Experience 09:13 Effortless Customer Service: The Key to Loyalty 11:54 The Role of AI in Customer Interactions 15:02 Seamless Transitions Between Digital and Human Support 18:00 The Importance of Context in Customer Service 20:56 Surprising Insights from Customer Research 25:17 Harnessing AI for Enhanced Customer Interactions 28:34 The Future of Customer Service: A 2026 Vision 30:52 Balancing Efficiency and Empathy in Customer Service 35:58 Real-Life Customer Experience: Lessons Learned 41:48 Understanding Customer Needs: The Key to Retention Connect with Rick LinkedIN Connect with Us! LinkedIN: Website:
S5 · E150
Nov 5, 2025 · 29 min
Learning A Wealth About Connection By Throwing Cocktail Parties - Eric Melchor, Channel Marketing Manager, founder Bucharest Cocktail Parties
Summary: What can you learn about sales and connections from a guy on a mission to connect housands of people via cocktail parties? Today I bring on Eric Melchor, a channel manager at Honeywell, and a Texan at heart living in Bucharest. Those two things may not go together but Eric followed his wife to Europe and he's connected hundreds of people over conversations at local cocktail parties. We explore the significance of human connection in sales, the power of storytelling, and the importance of authenticity in building trust. Eric shares his unique approach to networking through cocktail parties, emphasizing the value of personal connections over traditional networking methods. The conversation highlights the role of icebreakers in fostering meaningful conversations and offers practical strategies for engaging with others, both online and in person. I'm a big believer in people buying into the human side of you and Eric gives you tools to do this yourself through the way he connects one time guests. Key Moments: 00:00 Introduction to Human Connection in Sales 03:08 The Power of Storytelling in Sales 06:06 Personal Background and Influences 08:59 Creating Comfortable Environments for Connection 11:59 The Cocktail Party Concept 15:07 Unexpected Outcomes from Networking Events 18:01 Building Relationships Beyond Job Titles 21:02 Curating Connections for Events 23:47 Practical Tips for Strengthening Connections 27:09 Conclusion and Final Thoughts Connect with Eric LinkedIN Heading to Bucharest? Reach out to Eric for a Cocktail Party Connect with Us! LinkedIN: Website:
S5 · E149
Oct 8, 2025 · 53 min
How A Broadcaster Sells Human Connection - Jen Mueller, Broadcaster, Author, Keynote Speaker
Summary: Today we bring on Jen Mueller, a seasoned sports broadcaster and communication expert. Jen Mueller is a business communication expert and the founder of Talk Sporty to Me, where she helps companies level up their communication skills with actionable strategies inspired by her 25-year career as a sports broadcaster. An Emmy-award-winning producer, Jen is in her 16th season as the Seattle Seahawks sideline radio reporter and has spent 18 years with the Seattle Mariners on ROOT SPORTS. She’s known for building strong relationships, delivering meaningful content in short bursts, and expertly handling post-game interviews (while dodging Gatorade baths!). She’s also the author of three books on communication and the creator and host of “I Cook, You Measure”—a YouTube cooking show that blends instruction with connection over food and wine. Our conversations explores the nuances of human connection in sales and broadcasting, emphasizing the importance of empathy, consistency, and effective questioning. Jen shares her experiences interacting with professional athletes, particularly in challenging situations and losses. She tells stories of the significance of small gestures, like thank you notes, in building relationships. We talk about practical strategies for asking better questions and creating safe spaces for honest dialogue, ultimately showcasing how personal connections can enhance professional interactions. Key Moments: 00:00 Introduction to Human Connection in Sales 02:47 The Art of Meeting Athletes Where They Are 06:01 Building Relationships Through Consistency 08:48 The Importance of Intentional Communication 12:08 Navigating Tough Conversations After Losses 14:51 Learning from Experience and Trial 17:56 Asking Better Questions in Interviews 21:00 Handling Difficult Post-Game Interviews 24:10 The Impact of Losses on Athletes and Reporters 28:01 Navigating Tough Conversations 30:21 The Importance of Clear Communication 32:00 Creating a Comfortable Interview Environment 34:07 Crafting Effective Questions 37:51 Understanding Client Needs 39:51 The Impact of Small Interactions 42:50 Memorable Moments in Sports Journalism 51:26 Personal Insights and Quirks Connect with Jen! LinkedIN Connect with Us! LinkedIN: Website: Youtube
S5 · E148
Oct 1, 2025 · 47 min
Human Connection in Customer Success and Sales - Jared Cook, Founder, Crush Churn
Summary: Today I speak to Jared Cook, a seasoned expert in customer success and sales. Jared has most recently been a SR VP of Customer Experience at Docebo and has held senior roles in Customer Success at companies like Domo and Adobe. He is the founder of Crush Churn Consulting where he helps companies reduce churn by 30%. Our conversation explores the importance of human connection in sales, the role of customer success in driving retention, and the need for genuine relationships with customers. Jared shares insights from his childhood about sales, emphasizing the importance of confidence, connecting on a human level as a leader, and a seller, and understanding customer needs. There are so many useful approaches that Jared shares on having difficult interactions with clients to creating a personal connection with a new team that you can take into what you do. If you want practical strategies for improving customer retention and preventing churn, and implementing curiosity and empathy in your sales interactions. You'll walk aways with foundational skills to integrate your personal and professional lives to foster deeper connections with the people your work with and the clients you serve. This was a fun one to learn from an executive is customer success and how those skills can help you in sales! Sound Bytes: "It's about helping a human solve a problem." "You can create human connection at scale." "I'm always up for an adventure." Key Moments: 00:00 Introduction to Human Connection in Sales 02:41 Defining Selling by Being Human 05:01 Lessons from Childhood: Sales and Confidence 10:47 Integrating Personal and Professional Life 17:24 The Role of Customer Success in Sales 21:28 Curiosity as a Sales Tool 28:09 Improving Customer Retention Strategies 33:18 Identifying and Preventing Customer Churn 39:36 Building Genuine Connections with Customers Connect with Jared LinkedIN Website Connect with Us! LinkedIN: Website:
S5 · E147
Sep 24, 2025 · 51 min
The L&D Detective: Uncovering Learning Impact - Kevin Yates, The L&D Detective
Summary: Today I bring on Kevin Yates, known as the L&D Detective, to explore the intersection of authenticity, resilience, and effective learning and development practices. I knew that I needed to talk to Kevin after seeing him present at our conference. He was able to connect with the crowd in a unique way with his engaging talk and also shared inisghts of how he sold big ideas in previous roles by focusing on business performance and human performance. Kevin shares insights on how to he sells by being human as a speaker, emphasizing the importance of authenticity in engagement. His. method of speaking is to really immerse his audience within a problem and take them on a journey. You'll learn how Kevin crafts his speaking frameworks to take people on a journey and you'll also get insights on how he would get really big initiatives done by focusing on business outcomes. Kevin has had to gain influene with business leaders, executives, and now with audiences. You'll leave with takeaways on how he's done that in his career and how you can apply it to your own situations where influence needs to be built. Key Moments: 00:00 Introduction to the Podcast and Guest 02:33 The Essence of Selling by Being Human 07:23 Authenticity in Sales and Learning Development 11:19 The Responsibility of Sharing Knowledge 15:37 Lessons from Ella Yates: Resilience 19:48 Understanding the L&D Detective Brand 26:23 The Essence of Collaborative Selling 29:33 Creating Experiential Learning Opportunities 32:59 Democratizing Access to Learning Resources 35:56 Defining Impact in Learning and Development 40:17 Shifting Mindsets in L&D 42:42 Performance Consulting vs. Traditional Training Conversations Connect with Kevin LinkedIN Connect with Us! LinkedIN: Youtube Website:
S5 · E146
Aug 19, 2025 · 59 min
Why Principles of Friendship Are Underestimated in Business - Dr. Miriam Kirmayer, Clinical Psychologist, Keynote Speaker
Summary: Today I sit down with Dr. Miriam Kirmayer, a renowned expert on friendship and human connection, to discuss the importance of building meaningful relationships in the workplace and how we underestimate principles of friendship. As she likes to say, "We overestimate the amount of both energy and discomfort that can come from reaching out, initiating plans, And we underestimate the amount of pleasure, joy, meaning, and impact that can come from both deep conversations and also frankly, casual moments of chit chat, whether that's with strangers or a quick reconnect with an old or long lost friend. Sometimes people compartmentalize their "work friends" or business friends with their personal friends and Miriam teaches us how principles of friendship can help you in sales. Key Discussion Points: The role of friendships in enhancing workplace productivity and engagement. Overcoming myths about workplace friendships and their impact on professional success. Practical strategies for fostering genuine connections with colleagues and clients. The balance between professional boundaries and personal connections. Guest Bio: Dr. Miriam Kirmayer is a clinical psychologist and leading voice on the science of friendship. Her work has been featured in major publications like The Atlantic, BBC, and Psychology Today. Key Moments: [00:02:15] - Introduction to Dr. Miriam Kirmayer and her expertise in friendship and human connection. [00:10:30] - Discussion on the importance of building friendships at work and their impact on productivity. [00:18:45] - Overcoming common myths about workplace friendships. [00:25:00] - Practical strategies for fostering genuine connections with colleagues. [00:35:20] - The balance between maintaining professional boundaries and personal connections. [00:45:10] - Dr. Kirmayer shares personal stories and insights from her research. [00:55:30] - Closing thoughts on the value of human connection in professional settings. Resources: Visit Miriam's website for more insights and resources on building connections. Connect with Miriam on LinkedIn and Instagram for personal updates and tips. Subscribe to the "Sell By Being Human" podcast for more episodes on leveraging human connection in sales and business. #WorkplaceWellbeing #HumanConnection #FriendshipAtWork Connect with Miriam Website LinkedIN Connect with Us! Website: Youtube
S5 · E145
Jul 29, 2025 · 51 min
Helping People Tell Their Story Better - Stephen Steers, Steers Consulting Group
Summary: Today's episode is with Stephen Steers, a sales consultant, keynote speaker and author. We explore the art of storytelling in sales. Not how to tell your story but how to help people tell a better version of their own story. When you can help someone better understand themselves and through your interaction you better understand them., that's where magic happens. Stephen has come through the ranks of sales as a business development rep an account executive, and now owns his own sales consultancy business around how to tell effective stories as part of a sales process. We discuss how human connection, story telling, and emotional intelligence can transform the sales process, moving away from traditional pushy sales tactics to a more empathetic approach. Stephen shares his personal journey with storytelling, the importance of understanding client needs, and effective questioning techniques to foster genuine conversations. The episode emphasizes the significance of emotional responses in decision-making and how to leverage personal stories to build trust and rapport with clients. You'll learn how to ask questions to help people tell a better story of their problems. You'll help tell stories in a way that gets people to reframe their own stories, and you'll learn how to build trust through understanding wh Key Moments: 02:19 Redefining Sales: From Selling to Problem Solving 11:43 The Power of Storytelling in Sales - Helpin People Tell Their Stories Better 16:49 Learning from Experience: The Journey of a Salesperson 21:07 Emotional Connection: The Key to Effective Selling 26:02 Building Rapport in Sales Conversations 28:52 Effective Questioning Techniques 33:51 How to Craft A Better Story in Sales 40:50 Humanizing Customer Stories 45:51 Finding Authentic Connections Connect with Stephen LinkedIN Website Connect with Us! LinkedIN: Website:
S5 · E144
Jul 23, 2025 · 49 min
How A Former Basketball Star Became A Business Pro - Dre Baldwin, CEO - Work on Your Game
Summary: Alot of people reach out to me to inquire about being a guest but this one stood out amongst almost 150 episodes. Dre Baldwin was the first to make me a personalized video and it landed with me. Dre Baldwin is a former professional athlete turned entrepreneur and performance coach. Dre shares his unique framework for success, emphasizing the importance of discipline, mental toughness, and authentic communication in both personal and professional settings. He discusses his transition from basketball to business, the significance of understanding one's audience, and the common pitfalls that many face in sales and performance. Dre really dove into discipline in his sport and he realized a lot of his skills translated to business professionals once his playing days were over. It takes a talent to sell your skills on the court to people in a boardroom and Dre does that every day with his consulting practice, his online presence, and his speaking business. Throughout the conversation, Dre highlights the role of mental conditioning and decision-making in achieving success, while also sharing insights on how to effectively coach others by asking the right questions. You'll also learn how to reframe what discipline means to make it easier for you to continue at whatever you're working towards. You'll learn mindset techniques that will serve you when you're inevitably faced with a no or a failure to help you keep getting back up. Dre has got you with this one. Books Mentioned: "The 48 Laws of Power" by Robert Greene "The Art of Seduction" by Robert Greene "10X is Easier Than 2X" by Dan Kennedy and Ben Hardy Key Moments: 03:00 Dres Framework of Selling by Being Human 05:48 Transitioning from Athlete to Entrepreneur 08:58 The Importance of Authentic Communication 12:02 Techniques for Effective Selling 15:03 Infusing Authenticity in Personal Life 17:58 Understanding Your Audience 20:57 The Work on Your Game Framework 24:01 Common Pitfalls in Sales and Discipline 26:43 The Challenges of Entrepreneurship and Parenthood 29:19 Understanding Mental Conditioning 32:01 The Role of Discipline in Achieving Freedom 36:17 The Importance of Decision-Making and Discipline 39:07 Influences of Family on Discipline and Work Ethic 41:34 Coaching: Asking the Right Questions 47:01 The Unique Traits of Dre Baldwin Connect with Dre LinkedIN Website Connect with Us! LinkedIN: Website:
S5 · E143
Jul 9, 2025 · 51 min
Leadership Beyond Rank: Human Connection in the Military - Enrique Acosta, CEO, Author, Podcast Host
Summary: Have you ever wondered if or how human connection happens in the military? For someone that's never been in the military like myself, I've often thought the military is about a chain of command and an order structure. That's it. You follow orders or else. Human connection and order seem to be opposing forces. But today's guest says that's not always the case. People get sold on staying or leaving the military by the people they report to. Today I interviewed Enrique Acosta Gonzalez, a leadership expert and former Navy veteran. We discuss the importance of human connection in leadership, the transition from military to civilian leadership, and the significance of building trust and relationships. Enrique shares his experiences in the military, the impact of different leadership styles of his commanding officers, and how authenticity plays a crucial role in effective leadership. We touch on the concept of 'selling by being human' in the military and in his current practice of coaching his clients. This is for you if you've ever wondered how these skills show up in any of these places! Key Moments: 00:00 Introduction to Leadership and Human Connection 02:56 The Military's Human Element in Leadership 06:06 Building Trust and Relationships in Leadership 09:07 The Impact of Leadership Styles 11:59 Lessons from Military Leadership Experiences 15:05 Transitioning from Military to Civilian Leadership 20:07 The Importance of Authenticity in Leadership 24:00: Selling by Being Human in his current role 26:54 Nurturing Relationships for Long-Term Success 31:59 Working with Strong-Willed Leaders 36:44 Final Thoughts on Leadership and Legacy Connect with Enrique: LinkedIN Connect with Us! LinkedIN: Website:

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