Dedication Archives - The Sales Evangelist

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Sales Manager, Donald Kelly. Jon Manley

TSE 511: From Telemarketer To VP Of Sales And Lessons Learned

Sales Manager, Donald Kelly. Jon Manley Sure, some people believe that people are born to be sales professionals but for many people, such as myself and my guest today, we believe that sales can be taught. Jon Manley is an inspiring story of how he went from being a telemarketer with no college degree and a car that broke down every week to becoming a VP of Sales. And he’s going to share with us how he made this happen.

With 11 years of experience in the technology space, Jon works with individuals and companies to help them improve their selling and understand their potential.

Here are the highlights of my conversation with Jon:

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Are the odds stacked against you?

  • The odds just seem to be stacked against you.
  • Look at it from the opposite side of the perspective.
  • Look for everything you did wrong and make sure you avoid those things.
  • Study and do everything you can to ingest content from every possible source to make you better.
  • Look for micro-refinement that can help you improve on a daily basis.
  • Don’t be complacent!

Winning strategies that got Jon to becoming a VP:

  1. Understand everyone’s point of view and their perspective.

Always come from a point of empathy and not what you want the customer to do or what your boss to see.

  1. Put your customers’ needs ahead of you.

What would the customer want? What would the customer like to see what you’re doing to make the world easier? Then you’re going to make yourself a better resource to them and you will earn loyalty.

  1. Show that extra level of care and value.

Be an expert resource in a way that your product or service resonates with them and helps people in your position all the time. Be respectful to ask a few minutes of their time.

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  1. Make them understand why you’re a good resource to their exact position.

Always use their exact position or where they are in life as the exact wording in your conversation to make add that personal touch.

  1. Have short term, medium term, and long term goals.

Long terms goals give you perspective for what your short term activities need to be. Make sure you can control your goals.

  1. Focus on highest rewarding activities.

Schedule your day and break down activities that you can control so you don’t get off track.

Jon’s Major Takeaway:

Believe in yourself and completely get rid of complacency. Understand your level of greatness because you’re no different from anyone else. Sales is not a born skill but a learned skill that requires consistency and absolute passion for what you do.

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Episode Resources:

Check out Jon on YouTube Manley Minute that features a 60-second daily sales tip. Follow him on Facebook The Manley Formula, LinkedIn, and Medium.

Check out Steven Hart’s podcast The Trailblazers Podcast

The 7 Habits of Highly Successful People by Stephen Covey

Say goodbye to long, boring proposals and check out PandaDoc. Sales teams who have used this tool have seen a 30% increase in their sales productivity. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Donald Kelly, PandaDoc

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

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TSE 049: “The Power of Belief” with Lin Hart Part 1

LinHartIn this episode I interview Lin Hart author of the book “Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”. Lin wrote this book focusing on a specific 10-year period of Reginald F. Lewis’ life. It was a period during which the two were particularly close and it is a period that received little coverage in his autobiography, “Why Should White Guys Have All The Fun.”

“During his lifetime, Reginald F. Lewis accumulated great wealth and arguably the richest African-American on the planet. This book is not about his wealth. It is about Reginald F. Lewis long before the wealth. It is about the challenges he faced during this 10-year period and the way in which he overcame them. It is about how he transformed himself from being ordinary to become extraordinary”-Lin Hart

I personally feel that the principles that Lin shares are very important to our lives as sales professionals and entrepreneurs. Here are some of the major take aways from my conversation with Lin:

  • Don’t just talk, look for opportunities to do things.
  • Reginald came from a humble background and was able to climb the tallest ladder and accomplish great things.
  • Align yourself with great people because they will have an impact upon you.
  • There are no straight lines to success. You will have to hustle.
  • Most people are fearful of change because they are afraid of the outcome.
  • Changes are never free and this is why some people don’t like changes.
  • Success will come to you when you find something that you love to do so much, that you would do it for free. However, you get compensated for it. 
  • Understand your business at a granular level (deep dive). Always understand ALL THE DETAILS! The genius is the one who REALLY understands the details that most others do not or is not willing to understand.
  • Knowing the details of why you are doing something will help you become confident.
  • “The most impactful limitations you will face are the ones you will place on yourself” -Lin Hart
  • Before you start selling something, you must start selling yourself.

Post by The Sales Evangelist.

Books Lin spoke about:

  1. “Why Should White Guys Have All The Fun” 
  2. Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”

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