This episode of the In The Club Colors Podcast features James "Saywhatsales" Buckley, Chief Evangelist and Master of Ceremonies at JB Sales, host of The UNCrushed Podcast, and author of Tip of the Spear: Blood, Sweat & Sales. Sales training touches on so many different aspects of life that having a holistic and balanced approach to it makes all the difference in selling well. James shares their culture at JB Sales and the sheer difference of training alongside the rest of the team on the frontlines. James also talks about his book, which details his first two years as an SDR and the importance of personal branding in sales to crate pipeline. And lastly, James shares what's going on in his personal life that has a ripple effect on his sales life and how he always prioritizes conversations over presentations.
HIGHLIGHTS
QUOTES
James: "Pragmatism is the religion of sales. What works is the right way. So be wary of anybody out there saying well, my way is the right way to do sales. The right way is the way that works for every individual prospect because nobody buys from the same person the same way all the time."
James: "Change in behavior and how people can change the trajectory of their career with simple acknowledgment of the fact that their behavior impacts everything about what happens in the future."
James: "It's not our job to convince or persuade people that they need what we have. It's our job to sell what we have to the people that need it."
James: "Marketing is finally waking up to the fact that, if they support these personal brands that sales reps are creating for themselves and they show them the road to success building it and they help them along the way, how about that, it helps them build pipeline."
James: "Something that's gamifying it and having people feel like they're addicted to that name on a screen. I have to be there because that's the goal. It forces the creativity and that's the part of it that really helps reps stand out."
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