In this engaging episode of Dial It In, hosts Dave Meyer and Trygve Olsen welcome Liz J Simpson, a nationally recognized B2B sales and thought leadership strategist. The conversation explores the nuances of authentic salesmanship, the power of personal branding, and how to embrace technology, particularly AI, in modern sales.
Join us as we delve into the highlights of our conversation, capturing Liz's insights on maintaining authenticity, navigating the challenges of selling in a noisy world, and honing the fundamentals that lead to sales success.
As Trygve opens the show, Liz immediately shares her journey and thoughts on authentic sales strategies. She emphasizes the importance of being obsessed with human behavior and stepping up one's business acumen. Liz believes that to be a trusted advisor, one must understand not just the tools of the trade but the transformations they promise. She shares that despite technological disruptions, such as AI, mastering the fundamentals of sales is crucial.
Dave and Trygve echo these sentiments, noting that no amount of AI can replace genuine human connection and the need for honest dialogues in the sales process.
The discussion shifts gears as Liz discusses the evolving role of AI in sales. AI can serve as an accelerant, enabling sales professionals to enhance their business acumen and communication swiftly. However, Liz warns against lazy practices; while AI can assist, it should never replace the foundational skills of good salesmanship.
The trio acknowledges the ease and efficiency AI can bring into prospect communication but reiterates the need for maintaining personal connections.
Trygve brings up an important reality: in a world where half the population might disagree with you, and the other half is overwhelmed by noise, selling effectively can be challenging. Liz offers counsel, underscoring the importance of sticking to one's values and staying true to one's brand. Her mantra of being consistent, delivering value, and understanding the needs of the client stands firm amidst the chaos.
In a particularly enlightening segment, Liz and Trygve discuss rejection in sales. Liz's approach embraces 'going for the no,' normalizing the process of rejection and seeing it as an opportunity to deepen understanding and improve one’s approach.
Liz delves into the necessity for sales professionals to become thought leaders within their niche. This involves aligning personal beliefs with organizational values while actively engaging with targeted channels to reach their audiences. This approach not only enhances brand presence but also solidifies a salesperson's reputation as a credible, valuable industry insider.
Trygve and Liz dive deeper into the challenges solo entrepreneurs face when trying to sell their services. Liz provides insightful guidance on when to say no, stressing that understanding the cost of taking on the wrong client is critical. By saying no to unfit opportunities, entrepreneurs can preserve their energy for clients who truly align with their values and business capabilities.
The episode beautifully encapsulates Liz J Simpson’s wisdom and experience, offering listeners a detailed roadmap to achieving sales mastery through authenticity and strategic use of technology. Liz’s dedication to empowering individuals to not only sell more effectively but do so ethically and with purpose is inspiring. Her insights resonate powerfully with any sales professional or entrepreneur aspiring to make a meaningful impact.
Connect with Liz on LinkedIn under Liz J Simpson to further explore her expertise and resources that guide professionals toward a transformative sales journey.
Show Tags:
00:00 Introduction and Previous Episode Recap
01:16 Sponsor Message: We Fix HubSpot
01:55 Introducing Today's Guest: Liz Simpson
03:38 Liz Simpson's Background and Achievements
05:00 Starting the Conversation with Liz Simpson
06:22 The Evolution of Sales and AI
09:38 Mastering Sales Fundamentals
13:10 Handling Rejection and Persistence in Sales
19:45 The Importance of Integrity in Sales
25:56 Saying No to Bad Fits in Sales
29:53 About Stimulus and Liz's Training Program
31:02 Impact of COVID on Women in the Workforce
31:10 Empowering Women Entrepreneurs
32:08 Defining Big Money
33:52 The Reality of Financial Success
37:15 Building Thought Leadership
41:11 Funny Sales Stories
50:45 Sales Strategies and Systems
57:46 Final Thoughts and Farewell