The Practice Lab’s co-founders, Jordana Zeldin and Jonathan Mahan join us on this episode. Backed by data and firsthand experience, Jordana and Jonathan talk about how salespeople work and what can be improved within the profession. As seasoned sales leaders, Jordana and Jonathan share how they developed the first-ever sales training program for Account Executives ready to develop their skills the way athletes, musicians and performers do.
HIGHLIGHTS
Be more human in your interactions
Make time for the important things first
Passive learning is never enough in sales
Reps need to dig deeper to find the real pain point
Understanding is the foundation of good recommendations
People want to feel good about what they do
Pay attention to your nutrition
QUOTES Jonathan: "Time management. I started religiously time-blocking my calendar. The most important things, those that really moved the needle, I made space for. All the other fluff and bull crap had to find time around those blocks."
Jordana: "A big aspect of practice that Jon and I have borrowed from how every other discipline approaches skill development is really related to breaking down this big called selling into smaller moments and practicable micro behaviors that we can help sellers to grow awareness around, and then get their reps in."
Jordana: "We like to do kind of a kickoff party and get a sense from people of what they're hoping to get essentially, where they're hoping to be at the end of the quarter. What's fascinating for me and Jon to hear is that not one person said I wanna close more deals. Everyone said I want to feel better in my selling. I want to have greater awareness."
Jonathan: "I would say, in sales, I don't see people paying attention to it. I also say, in our entire country, in our entire culture, people don't pay attention to it. The more research you do into the power of food and how food truly is medicine for your body, the more you realize, we have everything backwards."
You can connect with Jonathan and Jordana in the links below:
LinkedIn (Jonathan Mahan): https://www.linkedin.com/in/jtmahan/
LinkedIn (Jordana Zeldin): https://www.linkedin.com/in/jordanazeldin/
Website: https://www.thepracticelab.co/