Share a takeaway from your favorite coaching book, movie, story, or quote!


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Have a favorite coaching podcast? A favorite book you read about coaching? A movie that stuck with you? Learned an invaluable coaching lesson from a mentor or colleague? 

 

Share a quote or a story about how you incorporate that takeaway into your job below!


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I’ve read countless books that helped me sell better.

My persistent spirit always likes the phrases of “never split the difference” and “never be so sure of what you want that you wouldn’t take something better” - things that I learned from the art of negotiation by Chris Voss.

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“attitude reflects leadership” - Remember the Titans. 

 

If my team feels “off,” I usually do two things: 

 

  1. check up on THEM. see how they are doing internally and externally (if you have that relationship)
  2. check up on YOURSELF. how are you doing? Do you need a break? 

 

Happiness and frustration/negativity both can spread like wildfire. 

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As we rolled out MEDDPICC at Remote I read The Qualified Sales Leader (by John Mc Mahon one of the founder of this qualifying framework). There’s load of invaluable coaching advice in this book, but a list of question stood out:

  • Why do they HAVE TO buy?
  • Why do THEY have to buy?
  • Why buy from US?
  • Why buy NOW?

As we focus on helping Sales Reps gaining more control over their deals and their forecast, those questions can go a long way.

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I recently read “Unleashed: The Unapologetic Leader’s Guide to Empowering Everyone Around You” by Anne Morris and Frances Frei. 

There is a section in the book focused on “building trust” within your team. They reference three pillars that are critical to establishing trust between manager and direct reports: (1) authenticity (2) logic and (3) empathy. How much of yourself, your own experiences, professional/personal life are you willing to share? (authenticity) … Have you demonstrated true subject matter expertise in the business? Is the GTM strategy thoughtful, decisive and clear? (logic) …. Do you genuinely care about the people within your team - their professional success, career path, well-being etc. (empathy). Ultimately - i always reference these three pillars when I reflect on my own team culture and what I hope to master. Per “Unleashed” - if a leader struggles with one of these areas, that’s their wobble, while strongest area is their anchor. Its a great read with many case studies, relatable principals and lots of great information! 

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Favorite coaching quote from an early mentor of mine: “Consistent coaching breeds consistent results.” I’ll never forget it

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I recently read this in Cameron Hanes’ book, “Endure”: “Sometimes it’s not about what you’re doing, but rather, what you’re NOT doing, that helps you in your journey.”  

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“It’s not all about talent. It’s about dependability, consistency, and being able to improve.” -Bill Belichick

 

 

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Within my coaching talk track, there are two main areas that I continually harp on:

  1. Push the value: Lead with the WHY
  2. Ask open-ended questions: You will face stoic clients/prospects who will yes/no you to death. Ask compelling questions to get more out of the relationship and ensure they understand what you just taught them. 

With that said, I learned a few anecdotes that I stress for both of these:

  • Push the value - for both internal and external customers, always lead with the ‘Why.’ When you are trying to teach, present, or sell, you need to set the stage of how this matters to this person. We are all busy with our core role functions, explain why they need what you are selling/teaching. 
  • Ask open-ended questions - TEDW framework
    • Tell Me/Teach Me
    • Explain to Me
    • Describe to me
    • Walk me through 
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This one is a bit corny and came from my dad who was an old field support guy supporting sales supporting field sales reps. This was his advice to me when I first went into sales...

“I never understand why sales people would get so upset about losing… They chose a profession where you loose more than you win, and people tell you your great with +30% win rate. Don’t get mad and make sure you learn from your losses, because chances are you’ll have more of those than “wins” If you can celebrate 3 to 4 out every 10 opportunities and learn something from the remaining 6, you’ll never really loose.”

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I am a big fan of Gary Vaynerman’s approach to management - managing with empathy and kindness. He also brings good perspective to make minor tweaks for improvement.

 

One perspective that I’ve used with my team that is a good reminder when times are tough: “The second you realize that losing is part of the game . . . . and actually a fun and even exciting part, things will change for you. I love losing. I understand it’s part of this game - micro los to macro win!”

 

I emphasize not dwelling on a loss, finding 1-2 learning to adjust for the next time, and moving on.

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One of the biggest takeaways in my professional career has been ‘The Three Pillars of Success’ from Tony Robbins.  I heard about these pillars about 10 years ago and they’ve stuck with me ever since. 

Pillar one - Get focused and clear

Pillar two - Get the best tools (Gong!)

Pillar three - Unlock and unleash

This is just one of many coaching lessons that I live daily and share with my teams constantly.

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I am not a fan of Jordan Belfort but I ran into one video where he is asked to “Sell me this pen” and the answer he provides I feel is right on point:

¨Step one what are your clients needs?”

If we do not understand that we will never sell on value.

 

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One quote that has always stood out as a people manager is: 

“Preparation drives confidence. Preparation drives performances. Preparation drives progress. Preparation creates separation...Prepare physically. Prepare mentally.” - Kevin DeShazo

 

It works for me as a manager and for my team.

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