PBTO6: How to Turn Yourself into a Sales Rockstar

Paul Castain
Paul Castain

In this episode, we host Paul Castain, who is the Vice President of Rock Star Development for Castain Training Systems,  where he works with organizations and individuals who want to sell more and sell better. He is also the founder of the LinkedIn group “Sales Playbook”, a group with more than 40000 members and one that is totally spam free.

In this conversation, we talk about a lot of important topics for the sales executive and sales leaders:

We talk about how taking action (starting Sales Playbook group on LinkedIn) has been one of the most important decisions that he ever made in his business.

We also talk about some tips to transform yourself into a sales rockstar:

  • The importance of developing different styles of selling and the ability to switch styles (some call it adapting to your customer) based on the feedback you get as you go along.
  • The importance of Empathy (to your customers, to your sales leaders, to your other colleagues) in selling successfully
  • 3 of the most frequent mistakes that sales executives and leaders do and how to avoid them
  • The power of uninterrupted time at the start of the day to do your most important tasks
  • How micro-managing managers destroy the productivity of sales reps & what can they do to get out of this habit
  • The importance of having an always up-to-date CRM system
  • Some of the common traits in highly successful sales leaders
  • Some common mistakes that sales leaders do and how to avoid them
  • Paul’s thoughts on the Sales vs Marketing debate
  • Social selling – what it really is and some tips for the sales reps to excel at it
  • The importance of investing in training

I strongly recommend that you join the Sales Playbook community and start engaging with the great folks there. You can also reach out to Paul on twitter @PaulCastain

You can join the Summer Sales Camp here.

PBTO4: Getting Hooked On Customers With Bob Thompson

Bob Thompson
Bob Thompson

Welcome to episode number 4 of “Pushing Beyond the Obvious”. In this episode, we have with us Bob Thompson, CEO & editor of www.customerThink.com, the biggest online community about customers and customer centricity.

Bob has recently released his book #HookedOnCustomers. We shall talk to him today about what does customer centricity mean and everything that goes along with it.

We talk about

  • The fact that most customer centric organizations are such, because their operational fabric is such that they do listen to their customers and act upon it and this is not part of a special program or a project.
  • CRM, Customer Experience Management, social businesses & big data have become buzz words and without the right culture behind the efforts, they do more harm to the business. 
  • The role of Chief Customer Officers & how it is critical to have the CEO assume that role.
  • Some of the mistakes that firms do in their journey towards becoming customer centric and how they can avoid them.
  • What role can the sales, marketing and customer service teams play in the journey
  • When is it not a good idea to listen to your customers (with a good example).
  • The steps that he outlines in his book, Hooked on Customer (which by the way is a great book & you should pick it up): Listen, Think, Empower, Create & Delight.

This chat provides some very good insights if you want to or already are on your journey to becoming customer centric.

Hope you enjoy the chat.

You can connect with Bob on www.hookedoncustomers.com or www.customerthink.com.