Summary:

Have you ever wondered what the best people do to build high quality business relationships? Today I talk to a guy that devoted seven years of his lif studying just that. And the insights he's gained from asking exdecutives one simple question.

"Can you think of the best person you've ever worked with from a vendor/partner perspective and what made the so great?"

Today, Dr. Ryan O'Sullivan comes on the podcast. He's originally from Brittain but lives in Spain. His work you can find in the book, "Building B2B Relationships". We dive into significance of human connection in sales, emphasizing authenticity, and the importance of investing time in relationships.

We also talk about the role of humor and banter in building rapport. What is banter and how he's seen people use it feectively.

Dr. O'Sullivan shares insights from his extensive research on business relationships, highlighting the distinction between personal friendships and professional connections, And the key components that contribute to successful business interactions.

You'll leave understanding how to leverage strong lifelong business relationships by doing the little things for others that can have a profound impact on them. Ryan will also show you how when he's done that, how it's come back to him.

Key Moments:

00:00 Introduction to Human Connection in Sales

03:08 The Importance of Authenticity and Being Human

06:03 Learning Relationship Skills from Early Life

08:57 The Role of Banter in Building Relationships in the UK

11:54 The Value of Initiating Conversations

14:55 Understanding the Dynamics of Business Relationships

18:07 The Distinction Between Personal and Business Relationships

20:58 Insights from CXO Interviews on Relationship Building

24:06 Key Components of Successful Business Relationships

29:04 The Art of Intelligence Gathering

32:04 Building Trust in Business Relationships

36:00 Navigating Different Personalities

40:08 Cognitive Capital and Relationship Building

43:50 The Dynamics of Social Exchange Theory

46:09 Creating Lasting Connections

52:08 The Personal Side of Professional Relationships

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Summary:

We've got a force of nature on the program today. She is a 16 year professional athelete. One of only 270 women in history to wear the jersey of the US Womens National Team. She was the first woman in Washingto Spirit history to have her jersey retired.

Joanna Lohman played at the pinnacle of her sport and now owns stages where she speaks on leadership, performance, courage and resilience.

We speak. Joanna shares her journey from sports to business, emphasizing the importance of authenticity, storytelling, and teamwork. Joanna has a unique perspective on how the art of selling through human connection showed up for her as an athelete and on her teams. It

Those lessons also go to explaining how creating a culture of safety and belonging can build influence on those around you. . Joanna also introduces her concept of 'refiring' after retirement, focusing on the idea of continuing to contribute and impact in new ways. The episode concludes with practical advice on how to connect with others authentically and the importance of self-awareness in building relationships.

If you never thought a soccer player was ever in sales, this episode might just prove you wrong. Her value is in how she creates spaces for people to let people be more of themselves and how that skill can some back to you in ways you may never realize.

Key Moments:

00:00 Introduction to JoAnna Lohman

04:09 The Power of Storytelling in Selling

07:35 Teamwork and Individual Contributions

11:46 Celebrating Uniqueness in Teams

20:09 Transitioning from Sports to Business

26:18 Harnessing Resilience and Leadership

30:15 Chasing Feelings Over Strategies

33:52 Authenticity in Leadership and Sales

39:57 Creating Safe Spaces for Authenticity

42:02 The Three Steps to Authentic Impact

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Summary:

In this episode, I chat with Francie Jain, founder of Terrawatt, to explore the intersection of sales, human connection, and entrepreneurship.

Francie shares her journey from the hedge fund industry to founding a company that connects individuals with executive coaches. The conversation delves into the importance of relationships in sales, the challenges of career changes, and the role of coaching in personal development.

Whenever people make big career shifts, it always amazes me how well their sales skills can transfer from one role to the next. Francie will show you what that looks like as an entrepeneur.

Francie emphasizes the need for authenticity and respect in sales, and discusses the key questions that can lead to personal growth. Things as simple as "What Do You Want?

She emphasizes the need for effective communication of the benefits of coaching, overcoming common objections, and the significant return on investment (ROI) that comes from employee development. Francie shares success stories that highlight the impact of coaching on reducing turnover and improving organizational performance. She also reflects on personal growth and the importance of self-awareness as a founder, encouraging others to embrace their strengths and remain curious.

Key Moments:

00:00 Introduction to Human Connection in Sales

03:00 The Role of Relationships in Sales

05:57 Navigating Career Changes and Entrepreneurship

08:55 The Origin Story of Terrawatt

12:02 The Importance of Coaching and Mentorship

14:54 Defining Success and Overcoming Fear

18:02 Key Questions for Personal Growth

21:11 Evaluating Coaches and Personal Development

25:22 The Value of Executive Coaching

27:03 Communicating the Why Behind Coaching

29:44 Overcoming Objections to Coaching

30:41 The ROI of Employee Development

35:22 Success Stories in Coaching

39:27 Self-Discovery and Personal Growth

44:35 Connecting with Terawatt

Connect with Francie

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