Advertise on podcast: Sell By Being Human

Summary: This episode I speak with Mark McDougall, a web designer and developer, about the importance of human connection in sales as a product designer. In Mark's line of work. he has to connect to business owners, marketers, and entrepeneurs on ways to make their websites more effective. Notice I didn't say, he has to tell people their baby looks ugly? We talk about how empathy and understanding client needs are crucial for successful selling, especially for solopreneurs. He shares tips on how he consults with people to understand their motivations for their websites. Mark shares his journey from corporate life to freelancing, emphasizing the lessons learned through experience. The conversation also covers effective cold emailing strategies, the significance of crafting engaging subject lines, and the value of vulnerability in sales interactions. You'll also learn Mark's funny but logical metaphor on how strawberries apply to understanding concepts of value. Mark provides insights into managing sales conversations and offers advice for those starting their own businesses, highlighting the need to embrace the unique aspects of one's personality in the sales process. Takeaways Empathy is essential for effective selling. Understanding client motivations leads to better sales outcomes. Cultural background can influence sales techniques. Trial and error is a key part of learning sales. Cold emailing should focus on genuine interest in the recipient. Crafting personalized subject lines increases email open rates. Building rapport is crucial in sales conversations. Vulnerability can foster deeper connections with clients. Sales is about mutual value exchange, not just transactions. Being comfortable with awkwardness can enhance sales interactions. Key Moments: 00:00 Introduction to Human-Centric Selling 02:58 The Importance of Empathy in Sales 06:09 Cultural Shifts and Personal Background 09:00 Lessons from Corporate Experience 11:59 The Shift to Solopreneurship 15:10 Understanding Client Needs 17:41 Cold Email Strategies 21:00 Crafting Engaging Subject Lines 24:08 Creating a Human Connection 26:59 Managing Sales Conversations 29:54 Being Vulnerable in Sales 32:51 Advice for Solopreneurs 35:55 Embracing the Weirdness in Sales 38:38 Conclusion and Resources Connect with Marc, and learn about strawberries and value LinkedINWhy selling is like strawberries Connect with Us! LinkedIN:Website:

Summary: I'm kicking off 2026 with a conversation with Rick DeLisi, a thought leader in customer service and AI. Rick co-authored "Digital Customer Service: Transforming Customer Experience for An On-Screen World and is a leading researcher on providing world class customer experiences. If you have ever had to contact any company for a customer service issue - you know what it feels like to get poor customer service versus good customer service. The problem is that most if not all of those companies you've worked with will call themselves "customer centric". This conversation explores what it means to sell customer service through the lens of being human. We explore the evolving landscape of customer interactions, emphasizing the importance of human connection, the psychology behind customer loyalty, and the role of AI in creating effortless experiences. Rick shares insights from his research, highlighting the need for companies to understand their customers' emotions and the significance of reducing effort in service interactions. We also delve into the balance between efficiency and empathy, the future of customer service, and practical examples of how companies can enhance their customer experience. If you want to understand the pysychology of a customer at a deep level, this episode is for you! Sound bites "People don't mind being wowed." "You don't need a person for that." "It's about knowing which is which." Key Moments: 00:00 Introduction to Human Connection in Sales 03:03 The Psychology of Customer Interactions 05:50 Understanding Customer Loyalty and Experience 09:13 Effortless Customer Service: The Key to Loyalty 11:54 The Role of AI in Customer Interactions 15:02 Seamless Transitions Between Digital and Human Support 18:00 The Importance of Context in Customer Service 20:56 Surprising Insights from Customer Research 25:17 Harnessing AI for Enhanced Customer Interactions 28:34 The Future of Customer Service: A 2026 Vision 30:52 Balancing Efficiency and Empathy in Customer Service 35:58 Real-Life Customer Experience: Lessons Learned 41:48 Understanding Customer Needs: The Key to Retention Connect with Rick LinkedIN Connect with Us! LinkedIN:Website:

Summary: What can you learn about sales and connections from a guy on a mission to connect housands of people via cocktail parties? Today I bring on Eric Melchor, a channel manager at Honeywell, and a Texan at heart living in Bucharest. Those two things may not go together but Eric followed his wife to Europe and he's connected hundreds of people over conversations at local cocktail parties. We explore the significance of human connection in sales, the power of storytelling, and the importance of authenticity in building trust. Eric shares his unique approach to networking through cocktail parties, emphasizing the value of personal connections over traditional networking methods. The conversation highlights the role of icebreakers in fostering meaningful conversations and offers practical strategies for engaging with others, both online and in person. I'm a big believer in people buying into the human side of you and Eric gives you tools to do this yourself through the way he connects one time guests. Key Moments: 00:00 Introduction to Human Connection in Sales 03:08 The Power of Storytelling in Sales 06:06 Personal Background and Influences 08:59 Creating Comfortable Environments for Connection 11:59 The Cocktail Party Concept 15:07 Unexpected Outcomes from Networking Events 18:01 Building Relationships Beyond Job Titles 21:02 Curating Connections for Events 23:47 Practical Tips for Strengthening Connections 27:09 Conclusion and Final Thoughts Connect with Eric LinkedINHeading to Bucharest? Reach out to Eric for a Cocktail Party Connect with Us! LinkedIN: Website:

Summary: Today we bring on Jen Mueller, a seasoned sports broadcaster and communication expert. Jen Mueller is a business communication expert and the founder of Talk Sporty to Me, where she helps companies level up their communication skills with actionable strategies inspired by her 25-year career as a sports broadcaster. An Emmy-award-winning producer, Jen is in her 16th season as the Seattle Seahawks sideline radio reporter and has spent 18 years with the Seattle Mariners on ROOT SPORTS. She’s known for building strong relationships, delivering meaningful content in short bursts, and expertly handling post-game interviews (while dodging Gatorade baths!). She’s also the author of three books on communication and the creator and host of “I Cook, You Measure”—a YouTube cooking show that blends instruction with connection over food and wine. Our conversations explores the nuances of human connection in sales and broadcasting, emphasizing the importance of empathy, consistency, and effective questioning. Jen shares her experiences interacting with professional athletes, particularly in challenging situations and losses. She tells stories of the significance of small gestures, like thank you notes, in building relationships. We talk about practical strategies for asking better questions and creating safe spaces for honest dialogue, ultimately showcasing how personal connections can enhance professional interactions. Key Moments: 00:00 Introduction to Human Connection in Sales 02:47 The Art of Meeting Athletes Where They Are 06:01 Building Relationships Through Consistency 08:48 The Importance of Intentional Communication 12:08 Navigating Tough Conversations After Losses 14:51 Learning from Experience and Trial 17:56 Asking Better Questions in Interviews 21:00 Handling Difficult Post-Game Interviews 24:10 The Impact of Losses on Athletes and Reporters 28:01 Navigating Tough Conversations 30:21 The Importance of Clear Communication 32:00 Creating a Comfortable Interview Environment 34:07 Crafting Effective Questions 37:51 Understanding Client Needs 39:51 The Impact of Small Interactions 42:50 Memorable Moments in Sports Journalism 51:26 Personal Insights and Quirks Connect with Jen! LinkedIN Connect with Us! LinkedIN: Website: Youtube

Summary: Today I speak to Jared Cook, a seasoned expert in customer success and sales. Jared has most recently been a SR VP of Customer Experience at Docebo and has held senior roles in Customer Success at companies like Domo and Adobe. He is the founder of Crush Churn Consulting where he helps companies reduce churn by 30%. Our conversation explores the importance of human connection in sales, the role of customer success in driving retention, and the need for genuine relationships with customers. Jared shares insights from his childhood about sales, emphasizing the importance of confidence, connecting on a human level as a leader, and a seller, and understanding customer needs. There are so many useful approaches that Jared shares on having difficult interactions with clients to creating a personal connection with a new team that you can take into what you do. If you want practical strategies for improving customer retention and preventing churn, and implementing curiosity and empathy in your sales interactions. You'll walk aways with foundational skills to integrate your personal and professional lives to foster deeper connections with the people your work with and the clients you serve. This was a fun one to learn from an executive is customer success and how those skills can help you in sales! Sound Bytes: "It's about helping a human solve a problem." "You can create human connection at scale." "I'm always up for an adventure." Key Moments: 00:00 Introduction to Human Connection in Sales 02:41 Defining Selling by Being Human 05:01 Lessons from Childhood: Sales and Confidence 10:47 Integrating Personal and Professional Life 17:24 The Role of Customer Success in Sales 21:28 Curiosity as a Sales Tool 28:09 Improving Customer Retention Strategies 33:18 Identifying and Preventing Customer Churn 39:36 Building Genuine Connections with Customers Connect with Jared LinkedINWebsite Connect with Us! LinkedIN: Website:

Summary: Today I bring on Kevin Yates, known as the L&D Detective, to explore the intersection of authenticity, resilience, and effective learning and development practices. I knew that I needed to talk to Kevin after seeing him present at our conference. He was able to connect with the crowd in a unique way with his engaging talk and also shared inisghts of how he sold big ideas in previous roles by focusing on business performance and human performance. Kevin shares insights on how to he sells by being human as a speaker, emphasizing the importance of authenticity in engagement. His. method of speaking is to really immerse his audience within a problem and take them on a journey. You'll learn how Kevin crafts his speaking frameworks to take people on a journey and you'll also get insights on how he would get really big initiatives done by focusing on business outcomes. Kevin has had to gain influene with business leaders, executives, and now with audiences. You'll leave with takeaways on how he's done that in his career and how you can apply it to your own situations where influence needs to be built. Key Moments: 00:00 Introduction to the Podcast and Guest 02:33 The Essence of Selling by Being Human 07:23 Authenticity in Sales and Learning Development 11:19 The Responsibility of Sharing Knowledge 15:37 Lessons from Ella Yates: Resilience 19:48 Understanding the L&D Detective Brand 26:23 The Essence of Collaborative Selling 29:33 Creating Experiential Learning Opportunities 32:59 Democratizing Access to Learning Resources 35:56 Defining Impact in Learning and Development 40:17 Shifting Mindsets in L&D 42:42 Performance Consulting vs. Traditional Training Conversations Connect with Kevin LinkedIN Connect with Us! LinkedIN: YoutubeWebsite:

Summary: Today I sit down with Dr. Miriam Kirmayer, a renowned expert on friendship and human connection, to discuss the importance of building meaningful relationships in the workplace and how we underestimate principles of friendship. As she likes to say, "We overestimate the amount of both energy and discomfort that can come from reaching out, initiating plans, And we underestimate the amount of pleasure, joy, meaning, and impact that can come from both deep conversations and also frankly, casual moments of chit chat, whether that's with strangers or a quick reconnect with an old or long lost friend. Sometimes people compartmentalize their "work friends" or business friends with their personal friends and Miriam teaches us how principles of friendship can help you in sales. Key Discussion Points: The role of friendships in enhancing workplace productivity and engagement. Overcoming myths about workplace friendships and their impact on professional success. Practical strategies for fostering genuine connections with colleagues and clients. The balance between professional boundaries and personal connections. Guest Bio: Dr. Miriam Kirmayer is a clinical psychologist and leading voice on the science of friendship. Her work has been featured in major publications like The Atlantic, BBC, and Psychology Today. Key Moments: [00:02:15] - Introduction to Dr. Miriam Kirmayer and her expertise in friendship and human connection.[00:10:30] - Discussion on the importance of building friendships at work and their impact on productivity.[00:18:45] - Overcoming common myths about workplace friendships.[00:25:00] - Practical strategies for fostering genuine connections with colleagues.[00:35:20] - The balance between maintaining professional boundaries and personal connections.[00:45:10] - Dr. Kirmayer shares personal stories and insights from her research.[00:55:30] - Closing thoughts on the value of human connection in professional settings. Resources: Visit Miriam's website for more insights and resources on building connections. Connect with Miriam on LinkedIn and Instagram for personal updates and tips. Subscribe to the "Sell By Being Human" podcast for more episodes on leveraging human connection in sales and business. #WorkplaceWellbeing #HumanConnection #FriendshipAtWork Connect with Miriam WebsiteLinkedIN Connect with Us! Website: Youtube

Summary: Today's episode is with Stephen Steers, a sales consultant, keynote speaker and author. We explore the art of storytelling in sales. Not how to tell your story but how to help people tell a better version of their own story. When you can help someone better understand themselves and through your interaction you better understand them., that's where magic happens. Stephen has come through the ranks of sales as a business development rep an account executive, and now owns his own sales consultancy business around how to tell effective stories as part of a sales process. We discuss how human connection, story telling, and emotional intelligence can transform the sales process, moving away from traditional pushy sales tactics to a more empathetic approach. Stephen shares his personal journey with storytelling, the importance of understanding client needs, and effective questioning techniques to foster genuine conversations. The episode emphasizes the significance of emotional responses in decision-making and how to leverage personal stories to build trust and rapport with clients. You'll learn how to ask questions to help people tell a better story of their problems. You'll help tell stories in a way that gets people to reframe their own stories, and you'll learn how to build trust through understanding wh Key Moments: 02:19 Redefining Sales: From Selling to Problem Solving 11:43 The Power of Storytelling in Sales - Helpin People Tell Their Stories Better 16:49 Learning from Experience: The Journey of a Salesperson 21:07 Emotional Connection: The Key to Effective Selling 26:02 Building Rapport in Sales Conversations 28:52 Effective Questioning Techniques 33:51 How to Craft A Better Story in Sales 40:50 Humanizing Customer Stories 45:51 Finding Authentic Connections Connect with Stephen LinkedINWebsite Connect with Us! LinkedIN: Website:

Summary: Alot of people reach out to me to inquire about being a guest but this one stood out amongst almost 150 episodes. Dre Baldwin was the first to make me a personalized video and it landed with me. Dre Baldwin is a former professional athlete turned entrepreneur and performance coach. Dre shares his unique framework for success, emphasizing the importance of discipline, mental toughness, and authentic communication in both personal and professional settings. He discusses his transition from basketball to business, the significance of understanding one's audience, and the common pitfalls that many face in sales and performance. Dre really dove into discipline in his sport and he realized a lot of his skills translated to business professionals once his playing days were over. It takes a talent to sell your skills on the court to people in a boardroom and Dre does that every day with his consulting practice, his online presence, and his speaking business. Throughout the conversation, Dre highlights the role of mental conditioning and decision-making in achieving success, while also sharing insights on how to effectively coach others by asking the right questions. You'll also learn how to reframe what discipline means to make it easier for you to continue at whatever you're working towards. You'll learn mindset techniques that will serve you when you're inevitably faced with a no or a failure to help you keep getting back up. Dre has got you with this one. Books Mentioned: "The 48 Laws of Power" by Robert Greene"The Art of Seduction" by Robert Greene"10X is Easier Than 2X" by Dan Kennedy and Ben Hardy Key Moments: 03:00 Dres Framework of Selling by Being Human 05:48 Transitioning from Athlete to Entrepreneur 08:58 The Importance of Authentic Communication 12:02 Techniques for Effective Selling 15:03 Infusing Authenticity in Personal Life 17:58 Understanding Your Audience 20:57 The Work on Your Game Framework 24:01 Common Pitfalls in Sales and Discipline 26:43 The Challenges of Entrepreneurship and Parenthood 29:19 Understanding Mental Conditioning 32:01 The Role of Discipline in Achieving Freedom 36:17 The Importance of Decision-Making and Discipline 39:07 Influences of Family on Discipline and Work Ethic 41:34 Coaching: Asking the Right Questions 47:01 The Unique Traits of Dre Baldwin Connect with Dre LinkedINWebsite Connect with Us! LinkedIN: Website:

Summary: Have you ever wondered if or how human connection happens in the military? For someone that's never been in the military like myself, I've often thought the military is about a chain of command and an order structure. That's it. You follow orders or else. Human connection and order seem to be opposing forces. But today's guest says that's not always the case. People get sold on staying or leaving the military by the people they report to. Today I interviewed Enrique Acosta Gonzalez, a leadership expert and former Navy veteran. We discuss the importance of human connection in leadership, the transition from military to civilian leadership, and the significance of building trust and relationships. Enrique shares his experiences in the military, the impact of different leadership styles of his commanding officers, and how authenticity plays a crucial role in effective leadership. We touch on the concept of 'selling by being human' in the military and in his current practice of coaching his clients. This is for you if you've ever wondered how these skills show up in any of these places! Key Moments: 00:00 Introduction to Leadership and Human Connection 02:56 The Military's Human Element in Leadership 06:06 Building Trust and Relationships in Leadership 09:07 The Impact of Leadership Styles 11:59 Lessons from Military Leadership Experiences 15:05 Transitioning from Military to Civilian Leadership 20:07 The Importance of Authenticity in Leadership 24:00: Selling by Being Human in his current role 26:54 Nurturing Relationships for Long-Term Success 31:59 Working with Strong-Willed Leaders 36:44 Final Thoughts on Leadership and Legacy Connect with Enrique: LinkedIN Connect with Us! LinkedIN: Website:

Summary: Have you ever wondered what the best people do to build high quality business relationships? Today I talk to a guy that devoted seven years of his lif studying just that. And the insights he's gained from asking exdecutives one simple question. "Can you think of the best person you've ever worked with from a vendor/partner perspective and what made the so great?" Today, Dr. Ryan O'Sullivan comes on the podcast. He's originally from Brittain but lives in Spain. His work you can find in the book, "Building B2B Relationships". We dive into significance of human connection in sales, emphasizing authenticity, and the importance of investing time in relationships. We also talk about the role of humor and banter in building rapport. What is banter and how he's seen people use it feectively. Dr. O'Sullivan shares insights from his extensive research on business relationships, highlighting the distinction between personal friendships and professional connections, And the key components that contribute to successful business interactions. You'll leave understanding how to leverage strong lifelong business relationships by doing the little things for others that can have a profound impact on them. Ryan will also show you how when he's done that, how it's come back to him. Key Moments: 00:00 Introduction to Human Connection in Sales 03:08 The Importance of Authenticity and Being Human 06:03 Learning Relationship Skills from Early Life 08:57 The Role of Banter in Building Relationships in the UK 11:54 The Value of Initiating Conversations 14:55 Understanding the Dynamics of Business Relationships 18:07 The Distinction Between Personal and Business Relationships 20:58 Insights from CXO Interviews on Relationship Building 24:06 Key Components of Successful Business Relationships 29:04 The Art of Intelligence Gathering 32:04 Building Trust in Business Relationships 36:00 Navigating Different Personalities 40:08 Cognitive Capital and Relationship Building 43:50 The Dynamics of Social Exchange Theory 46:09 Creating Lasting Connections 52:08 The Personal Side of Professional Relationships Connect with Dr. Ryan LinkedIN Connect with Us! LinkedIN: YoutubeWebsite:

Summary: We've got a force of nature on the program today. She is a 16 year professional athelete. One of only 270 women in history to wear the jersey of the US Womens National Team. She was the first woman in Washingto Spirit history to have her jersey retired. Joanna Lohman played at the pinnacle of her sport and now owns stages where she speaks on leadership, performance, courage and resilience. We speak. Joanna shares her journey from sports to business, emphasizing the importance of authenticity, storytelling, and teamwork. Joanna has a unique perspective on how the art of selling through human connection showed up for her as an athelete and on her teams. It Those lessons also go to explaining how creating a culture of safety and belonging can build influence on those around you. . Joanna also introduces her concept of 'refiring' after retirement, focusing on the idea of continuing to contribute and impact in new ways. The episode concludes with practical advice on how to connect with others authentically and the importance of self-awareness in building relationships. If you never thought a soccer player was ever in sales, this episode might just prove you wrong. Her value is in how she creates spaces for people to let people be more of themselves and how that skill can some back to you in ways you may never realize. Key Moments: 00:00 Introduction to JoAnna Lohman 04:09 The Power of Storytelling in Selling 07:35 Teamwork and Individual Contributions 11:46 Celebrating Uniqueness in Teams 20:09 Transitioning from Sports to Business 26:18 Harnessing Resilience and Leadership 30:15 Chasing Feelings Over Strategies 33:52 Authenticity in Leadership and Sales 39:57 Creating Safe Spaces for Authenticity 42:02 The Three Steps to Authentic Impact Connect with Joanna LinkedINWebsite Connect with Us! LinkedIN: Website:

Summary: In this episode, I chat with Francie Jain, founder of Terrawatt, to explore the intersection of sales, human connection, and entrepreneurship. Francie shares her journey from the hedge fund industry to founding a company that connects individuals with executive coaches. The conversation delves into the importance of relationships in sales, the challenges of career changes, and the role of coaching in personal development. Whenever people make big career shifts, it always amazes me how well their sales skills can transfer from one role to the next. Francie will show you what that looks like as an entrepeneur. Francie emphasizes the need for authenticity and respect in sales, and discusses the key questions that can lead to personal growth. Things as simple as "What Do You Want? She emphasizes the need for effective communication of the benefits of coaching, overcoming common objections, and the significant return on investment (ROI) that comes from employee development. Francie shares success stories that highlight the impact of coaching on reducing turnover and improving organizational performance. She also reflects on personal growth and the importance of self-awareness as a founder, encouraging others to embrace their strengths and remain curious. Key Moments: 00:00 Introduction to Human Connection in Sales 03:00 The Role of Relationships in Sales 05:57 Navigating Career Changes and Entrepreneurship 08:55 The Origin Story of Terrawatt 12:02 The Importance of Coaching and Mentorship 14:54 Defining Success and Overcoming Fear 18:02 Key Questions for Personal Growth 21:11 Evaluating Coaches and Personal Development 25:22 The Value of Executive Coaching 27:03 Communicating the Why Behind Coaching 29:44 Overcoming Objections to Coaching 30:41 The ROI of Employee Development 35:22 Success Stories in Coaching 39:27 Self-Discovery and Personal Growth 44:35 Connecting with Terawatt Connect with Francie LinkedIN Connect with Us! LinkedIN: Website:

Summary: John Barrows is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He’s been in Sales his entire life and held every position from making 400 cold calls a week to being the VP of Sales at one of the fastest growing companies in Massachusetts that they eventually sold to Staples and is now the CEO of his own company where he still actively sells every day. John came on the podcast to talk about how to stand out as a human in sales despite the world of AI that we live in. He dives deep on ways to use AI to augment your sales process over automating your sales process. While AI can write some uncanny human like emials, it still can't replace your soul. Or being the "last mile" in how you can humanize your process. We discuss the importance of maximizing meeting efficiency, doing AI research to show someone you respect their time, the human element that will never die in sales, and the impact of AI on the sales process. John also covers common questions that sales people ask that we should remove from our vocabulary completely in the world of AI that we live in. This is a good one gang! Key Takeaways: (using AI) Sales has always been a human-human interaction. AI can enhance sales processes but should not replace human connection. People buy based on emotions and justify with facts. The essence of sales is helping people solve problems. Empathy and curiosity are crucial traits for sales professionals. AI can personalize content but lacks the human touch. Sales is not about convincing but about understanding needs. The 'give a shit' factor is something AI cannot replicate. Automation in sales can lead to a loss of personal connection. Successful sales depend on how you sell, not just what you sell. Maximizing meeting efficiency is crucial for productive conversations. Focus on the client's needs rather than your own agenda. AI can enhance sales processes but cannot replace human empathy. Avoid asking generic questions that waste clients' time. Research is essential before engaging with potential clients. Sales professionals must adapt to AI or risk becoming irrelevant. Custom AI solutions can enhance personal and professional productivity. Authenticity in communication builds trust with clients. Curiosity drives engagement and effective sales conversations. Investing in AI tools is necessary for modern sales success. Connect with John LinkedINWebsite: Connect with Us! LinkedIN: Website: Youtube

Summary: This conversation, I invite someone who got to intentionally know me and who I've worked a little harder for because of how he's made an impact on me. In sales, we sometimes overthink the experience we need to give to people and Sean has found ways to simplify that. Sean met me at a company event and we've developed a great friendship. What I love about how Sean sells is he is constantly thinking about how we can "over index" on his gives. He tells a story about how a tattoed pizza owner taught him everything he needed to know about sales and networking. You'll learn how to emphasize the importance of understanding others' needs and being thoughtful in interactions, whether in sales or your personal life. We also cover networking strategies and the value of making genuine connections, highlighting how small gestures can have a profound impact on relationships. If you can think of a person in your life that just sells you on them as a person and people enjoy being around because of that, this is the episode for you! Key Moments: 00:00 Introduction to Human Connection in Sales 02:46 The Importance of Genuine Relationships 06:12 Sean's Unconventional Career Path 08:59 Influential Figures in Sean's Journey 11:55 Deepening Conversations for Meaningful Connections 14:52 The Power of Networking and Introductions 18:01 Skills for Connecting on a Human Level 21:45 The Importance of Preparation in Conversations 27:29 Proactive Relationship Building 32:38 Networking with Intent 37:54 Unique Personal Connections Connect with Sean LinkedIN Connect with Us! YoutubeWebsite: