The Agenda
All interviews are available for 24 Hours.
Day 1 OCT 9th 2023
Coffee & Croissant networking
meet & mingle with your fellow attendees
Join table discussions in the Lounge, get matched with other attendees in Speed Networking, or schedule 1:1 meetings with other sales professionals!
Available from: 11 Am EDT | 8 am PDt | 3 pm gmt
explore sales solutions
visit partner booths & demos
Available from: 11 Am EDT | 8 am PDt | 3 pm gmt
MARK HUNTER
The Sales Hunter
Opening Keynote: "Introverts...Rise up and Sell!"
Join Mark as he shares his personal story of how he went from being the kid in school who would not talk to today being a sales leader. Yes, it’s true if you knew Mark in school you would have never believed he’d be doing what he is today.
Mark will share this story to show everyone how to take what you think is a barrier and turn it into a major asset and become the salesperson and leader you know you’re capable of becoming.
Introverts…it’s our time!
Available from: 12 pm EDT | 9 am PDt | 4 pm gmt
DONALD MILLER
founder, business made simple
Interview: "Sales Secrets for Introverts: Be the Therapist, Not the Seller"
This video interview features Donald Miller, an expert in branding and storytelling, and focuses on helping professional sellers, especially introverts, excel in sales. The discussion highlights various strategies and insights for introverted salespeople to improve their performance and mindset. Here’s a summary of the key takeaways:
Embrace Your Introversion: Introversion is not a limitation in sales. Donald Miller shares his perspective as an introvert who has achieved significant success. Understanding and accepting your introverted nature is the first step toward success.
Shift Your Focus: Sales should be about understanding and empathizing with your customers. Instead of making it about yourself or your product, become a caring “therapist” for your clients. Focus on their needs, problems, and emotions. This approach not only helps you close more sales but also boosts your confidence.
Leverage Your Strengths: Recognize and leverage your unique strengths as an introvert. Introverts excel at deep thinking, creating content, and forming meaningful connections. Find sales strategies that align with your strengths, and don’t try to be someone you’re not.
Available from: 1 pm EDT | 10 am PDt | 5 pm gmt
KAREN MORGAN
karen morgan comedy
Interview: "Laughing All the Way to Sales Success: Lessons from Comedian Karen Morgan"
This video interview features Karen Morgan, a comedian and former attorney, discussing her journey as an introverted stand-up comedian and how her introverted nature has shaped her comedic style. The interview also touches on the importance of being authentic, preparing thoroughly, and fine-tuning your material based on audience reactions, which can be valuable for both comedians and professional sellers.
Key Takeaways:
Authenticity and Comfort: Being yourself, even if you’re introverted, is crucial for likability and success on stage or in sales presentations. Audiences and customers want you to be comfortable and genuine.
Thorough Preparation: To succeed, you should prepare thoroughly, practice, and try out your material or sales pitches in smaller, low-stakes settings before presenting to a larger audience or high-value clients.
Audience Feedback: Pay close attention to audience or customer reactions and use this feedback to refine your material or sales approach. Don’t give up on new ideas immediately; give them a fair chance to resonate.
This interview offers valuable insights for both comedians and professional sellers, emphasizing the importance of preparation, authenticity, and adaptability in engaging and connecting with audiences.
Available from: 1:30 pm EDT | 10:30 am PDt | 5:30 pm gmt
TYLER ARCHER
tyler archer consulting
Interview: "DM Magic: How Tyler Archer Transforms Messages into Sales"
This video interview features Tyler Archer, a successful introverted sales professional who has leveraged social media, specifically Instagram, to build his personal brand and generate six-figure income for himself and his clients. In the interview, he shares insights and strategies for introverted sellers to succeed in the sales world.
Key Takeaways:
Leveraging Social Media for Sales:
- Tyler discusses how he used Instagram to create a brand and attract potential clients, emphasizing the power of clear and targeted messaging.
The Introvert Advantage:
- Tyler, an introvert himself, explains how introverted individuals can excel in sales by utilizing their natural listening and empathy skills to build meaningful connections with clients.
Effective Messaging:
- Tyler emphasizes the importance of crafting specific and compelling messaging that speaks directly to your ideal client, rather than trying to appeal to a broad audience. Clear messaging attracts the right clients and leads to successful sales conversations.
The interview covers various aspects of sales, messaging, and leveraging social media to build a successful sales career, particularly tailored to introverted professionals.
Available from: 2 pm EDT | 11 am PDt | 6 pm gmT
VICTOR ANTONIO
AUTHOR AND SPEAKER, Sellinger Group
Interview: "The Power of 'No': Victor Antonio's Door-in-the-Face Strategy for Introverts"
In this video interview with Victor Antonio, the focus is on helping professional sellers, especially introverts, improve their sales strategies and techniques. The interview covers various aspects of sales, including the challenges introverts face, strategies for success, and the role of technology in sales. Here are three key takeaways:
Embrace Your Introverted Superpowers: Introverts have unique strengths, such as active listening, empathy, and deep product knowledge. Leveraging these strengths, introverts can connect with clients on a deeper level and help them overcome their fears and uncertainties in the buying process.
Door-in-the-Face Strategy: Instead of starting with a low offer, introverts can employ the “door-in-the-face” strategy, where they initially propose a higher offer or option they expect the client to reject. Then, they can retreat to a more reasonable offer, increasing the likelihood of a positive response. This method helps depersonalize rejection and improves the chances of closing deals.
Master a Simple Closing Technique: Rather than overwhelming themselves with numerous closing techniques, introverts should focus on mastering one simple closing approach. Having a clear and straightforward closing method, like Victor Antonio’s “Is there any reason we shouldn’t get started?” question, enables introverts to confidently and consistently close deals.
This interview provides valuable insights for professional sellers, particularly introverts, looking to enhance their sales skills and succeed in the field.
Available from: 2:30 pm EDT | 11:30 am PDt | 6:30 pm gmt
ALAN WEISS
"The Million Dollar Consultant", Summit Consulting Group, Inc.
Interview: "Maximizing Introverted Sales Potential: Alan Weiss on Pricing, Confidence, and Results"
In this video interview, Matthew Pollard welcomes Alan Weiss, a renowned consultant, speaker, and author with extensive experience working with major companies. They discuss key insights into understanding and articulating the value consultants provide to clients. The interview offers valuable takeaways for professional sellers:
Focus on Value Creation: Alan emphasizes the importance of understanding that consulting is not about what you do, but about the value and outcomes you create for clients. Sellers should shift their mindset from selling services to delivering results that improve the client’s condition.
Target the Right Audience: To articulate value effectively, sellers must engage with senior decision-makers or economic buyers who are concerned about outcomes and results, rather than lower-level individuals without budget authority.
Value-Based Fees: Alan advocates for pricing based on value, not hours worked. He highlights the significance of building self-esteem and confidence in charging fees commensurate with the value provided. The proposal should be concise, focused on results, and not based on time spent.
Alan Weiss recommends building healthy selfishness, practicing positive self-talk, and avoiding labels to boost self-esteem and improve sales success. Additionally, he offers a wealth of free resources on his website (alanweiss.com) for those interested in further insights and guidance.
Available from: 3 pm EDT | 12 pm PDt | 7 pm gmt
TABLE TALK DISCUSSIONS
join a table in the lounge
Available from: 3:30 pm EDT | 12:30 pm PDt | 7:30 pm gmt
Day 2 OCT 10th 2023
Coffee & Croissant networking
meet & mingle with your fellow attendees
Available from: 12 PM EDT | 9 am PDt | 4 pm gmt
explore sales solutions
visit partner booths & demos
Available from: 12 PM EDT | 9 AM PDT | 4 PM GMT
terry rice
business development consultant, entrepreneur magazine
Interview: "Resilience and Rapport: Terry Rice's Guide for Introverted Salespeople"
In this video interview, Matthew Pollard interviews Terry Rice, a sales expert, and business development professional. Terry Rice shares insights and tips for introverted sellers. The interview covers topics such as personal branding, sales techniques, introversion, resilience, and effective communication. Terry emphasizes the importance of asking questions, seeking rejection as a step towards success, and not taking rejection personally. He also shares a powerful story about using a shared interest, like Ultimate Frisbee, to build rapport and secure a deal.
Key Takeaways:
- Personal branding and sharing about oneself can lead to more opportunities.
- Introverts can excel in sales by focusing on asking questions and building rapport.
- Embrace rejection as a step toward success and don’t take it personally.
- Ask “why” when facing rejection to gather valuable feedback.
- Use shared interests to build connections and create moments of relevance in networking.
Available from: 1 pm EDT | 10 Am PDt | 5 pm gmt
sam richter
Business Keynote Speaker, SBR Worldwide, LLC
Interview: "Introverted Sellers and AI: A Unique Synergy for Sales Success"
In this video interview, Mark Hunter interviews Sam Richter, an expert in understanding customers and making sales interactions more meaningful. Sam emphasizes the importance of relevance in sales interactions and provides valuable insights for introverted sellers. Here are three key takeaways from the interview:
Relevance is Key: Sam stresses the importance of being relevant to the customer’s interests and needs. He explains that when you can walk into a meeting and know something about the other person, you can break down barriers and establish a connection.
Three Core Components of Relevance: Sam outlines three core components of relevance: understanding the customer’s goals, fears, and care abouts. By focusing on these aspects, salespeople can engage the customer in a more meaningful way.
Using Technology to Enhance Relevance: Sam shares practical tips for using the internet, including tools like Google, social media, and generative AI, to gather information about customers and create personalized messages. He also provides a free AI tool called “You Got The News” to help sales professionals find relevant news and information about their prospects.
Overall, the interview offers valuable insights and actionable strategies for introverted sellers looking to improve their sales interactions through relevance and better understanding of their customers.
Available from: 1:30 pm EDT | 10:30 Am PDt | 5:30 pm gmt
MERiDITH ELLIOTT POWELl
Business Motivational Speaker, MotionFirst
Interview: "Silent Strengths, Powerful Sales: Unveiling Introvert Secrets"
In this video interview, professional speaker Meridith Elliott Powell discusses strategies for introverts to succeed in networking, public speaking, and sales.
Here are the key takeaways:
Use Open-Ended Questions: Meridith recommends introverts use open-ended questions to engage in conversations. This approach allows introverts to take the focus off themselves and encourages others to share more, making networking and sales interactions more effective.
Smile and Be Approachable: Maintaining a friendly and approachable demeanor, such as smiling, can make introverts more approachable and help others feel comfortable around them.
Preparation and Passion: Before public speaking or sales calls, introverts should focus on preparing by knowing their material well. Additionally, believing in the message they’re conveying and speaking from the heart can boost confidence and improve performance.
Meridith emphasizes that introverts can excel in these areas by understanding that the spotlight doesn’t need to be on them, and the key is to build genuine connections by actively listening and showing interest in others.
Available from: 2 pm EDT | 11 Am PDt | 6 pm gmt
Beth Z
Author. Speaker. Nerd., Your Nerdy Best Friend
Interview: "Unlocking the Power of AI: How Introverted Sellers Can Excel in the New Sales Landscape"
In this video interview, Mark Hunter talks with Beth Z, your nerdy best friend, about the impact of AI, specifically Chat GPT and other AI platforms, on sales professionals. They discuss whether AI is an equalizer or penalizer in sales and share insights on how salespeople can leverage AI to enhance their skills. Beth Z emphasizes the importance of AI in generating content and overcoming objections while highlighting privacy concerns and the evolving landscape of AI tools. The discussion also touches on the potential benefits for customers and how experienced salespeople can excel by integrating AI into their sales strategies.
Key Takeaways:
AI, such as Chat GPT, is rapidly changing the sales landscape, providing salespeople with powerful tools to enhance their communication and content creation skills.
AI can help salespeople overcome objections, generate content, and fine-tune their communication, making it a valuable asset in sales.
While AI has the potential to level the playing field, experienced salespeople who embrace AI can excel and stay competitive, leveraging their expertise alongside AI tools.
Available from: 2:30 pm EDT | 11:30 Am PDt | 6:30 pm gmt
panel discussion
david J.P. Fisher, Viveka von rosen, Donald C. Kelly; hosted by mike allton
Social Selling for Introverted Sellers
Join this spirited discussion on how introverted sellers can best leverage social networks for pipeline and sales.
Available from: 3 pm EDT | 12 Pm PDt | 7 pm gmt
TABLE TALK DISCUSSIONS
join a table in the lounge
Available from: 3:30 pm EDT | 12:30 pm PDt | 7:30 pm gmt
Day 3 OCT 11th 2023
Coffee & Croissant networking
meet & mingle with your fellow attendees
Available from: 11 Am EDT | 8 am PDt | 3 pm gmt
explore sales solutions
visit partner booths & demos
Available from: 11 Am EDT | 8 am PDt | 3 pm gmt
KARL ORTMANNS
VP of Sales, Agorapulse
Keynote: "Social Media skills aren't taught. They're learned. Just like the sales profession."
Pay attention to what social is and how to use it. As an athlete, we had media training. What is your social media training?
Available from: 12 pm EDT | 9 am PDt | 4 pm gmt
darrell amy
Strategic Growth Advisor, Revenue Growth Engine
Interview: "Unveiling the Sales DNA: Are Top Sellers Born or Made?"
In this video interview, Mark Hunter and Daryl Amy discuss whether great salespeople are born or made. They explore various aspects of sales and professional development, including the importance of relationship skills, business acumen, and discipline.
Here are the key takeaways:
Salespeople are not solely born or made; it’s a sliding scale.
Successful sales professionals can have a mix of innate relational skills and learned business acumen.
Both relationship skills and value-driven sales can be developed over time, regardless of your starting point.
To excel in sales, it’s essential to commit to continual growth in areas like time management, productivity, and energy management, in addition to building and nurturing relationships.
This interview provides valuable insights into the nature of salespeople and the factors that contribute to their success, offering a balanced perspective on the “born vs. made” debate.
Available from: 1 pm EDT | 10 Am PDt | 5 pm gmt
DANA THERRIEN
vp, sales performance management, anaplan
Interview: "From Military Intelligence to Sales Excellence: An Introvert's Journey"
In this video interview, Dana Therrien, an experienced sales leader with a background in military intelligence and sales operations, discusses his journey as an introvert in the world of sales and shares valuable insights. Here are the key takeaways from the interview:
Understanding Introverted Sales Approach: Dana highlights that introverts, like himself, can excel in sales by leveraging their unique strengths, such as strategic thinking, risk assessment, and authenticity. They don’t need to follow the traditional extroverted sales approach but can find their own path to success.
Building Trust and Relationships: Dana emphasizes the importance of building trust with customers. He suggests that introverted sales professionals can focus on creating genuine connections and rapport with clients, which can lead to long-term relationships and future opportunities, even if the initial sale doesn’t happen.
Effective Collaboration Between Introverts and Extroverts: Dana discusses how introverts and extroverts can work together effectively in sales. Introverts can prepare by studying the customer’s background and needs, while extroverts can handle the initial outreach and relationship-building. Open communication and understanding each other’s strengths and roles are key to successful collaboration.
Overall, the interview provides valuable insights for sales professionals, especially introverts, on how to navigate the sales world, build relationships, and work effectively with extroverted colleagues. Dana’s emphasis on authenticity, preparation, and learning from every opportunity offers valuable lessons for anyone in the field of sales.
Available from: 1:30 pm EDT | 10:30 Am PDt | 5:30 pm gmt
EDWARD KERR
Co-Founder & CEO, Practis
Interview: "From Actor to Sales Tech Guru: Mastering Introverted Sales Communication"
Ed, a former actor, shares his journey from acting to developing a platform that enables individuals to practice and improve their sales and communication abilities. The interview explores the importance of understanding the “why” behind sales conversations, breaking down scripts into manageable parts, and the significance of consistent practice in the sales process.
Key Takeaways:
Understand the “Why”: Salespeople should have a clear understanding of why they are selling a product or service, as this forms the foundation for effective communication.
Practice and Consistency: Regular practice, even just 10 minutes a day, is crucial for improving sales conversations and message consistency.
Diagnose Communication Gaps: Sales leaders should assess their team’s ability to handle common objections and ensure they have access to various conversational strategies to overcome them effectively. Don’t assume your team knows what to say; provide resources and encourage practice.
Available from: 2 pm EDT | 11 Am PDt | 6 pm gmT
SHEEVAUN THATCHER
vp strategic enablement, salesforce
Interview: "Unlocking the Introvert's Edge: How Generative AI Transforms Sales"
In this video interview, Sheevaun Thatcher, a seasoned professional with over a decade of experience in senior roles at companies like Slack, RingCentral, and Salesforce, discusses the transformative impact of generative AI on the world of sales, particularly for introverts. Here are three key takeaways from the interview:
Generative AI as an Introvert’s Superpower: Sheevaun highlights how generative AI is changing the game for introverted sales professionals. Traditional sales training often revolves around presentations, which can be challenging for introverts. Generative AI empowers introverts by enhancing their research capabilities and providing salient information, making conversations more meaningful.
Enhanced Questioning and Research Abilities: Introverts can leverage AI to ask better questions and conduct thorough research before engaging with customers. This approach allows them to uncover unique insights and co-create solutions with customers, moving away from traditional pitch-focused selling.
Empowering Extroverts and the Future of Sales: Sheevaun emphasizes that introverts have a responsibility to teach extroverted salespeople how to use generative AI effectively. The days of relying solely on certifications and pitches are fading, and salespeople who embrace AI will thrive. The interview underscores the importance of adapting to the changing landscape of sales with AI-driven tools and strategies.
The interview highlights the evolving role of AI in sales and the advantages it brings, particularly for introverted professionals looking to excel in the field.
Available from: 2:30 pm EDT | 11:30 Am PDt | 6:30 pm gmT
CSABA TOTH
FOUNDER, ICQ GLOBAL
Interview: "Cognitive Diversity in Sales: Leveraging Introverted Superpowers"
This video interview features Csaba Toth, an expert on cognitive diversity and introverted selling. The interview explores various topics related to introverted salespeople, HR’s role in hiring, and the importance of embracing cognitive diversity in sales organizations.
Key Takeaways:
Introverts in Sales: The interview discusses how introverts can excel in sales roles and why it’s essential to leverage their unique strengths rather than trying to make them conform to extroverted behaviors.
Motivation and Engagement: Csaba Toth highlights the importance of understanding the intrinsic and extrinsic motivation factors for sales staff. He emphasizes that leaders should tailor their approach to motivate introverted and extroverted team members differently.
Cognitive Diversity: The interview underscores the significance of embracing cognitive diversity in sales teams and the impact it can have on reaching a broader customer base. It highlights the need for sales professionals to adapt their communication styles to cater to various personality types.
Csaba Toth also mentions a webinar called “The Science of Growth and Uncommon Sense in Unusual Times” as a resource for further exploration of these topics.
Available from: 3:00 PM EDT | 1:00 PM PDT | 7:00 PM GMT
DAVID KREIGER
president, salesroads
Interview: "Prospecting with Precision: Introvert's Guide to Building Authentic Connections"
In this video interview, David Kreiger, an expert on introverted sales professionals, shares insights and tips on how introverts can excel in sales and prospecting. The interview highlights the following key takeaways:
Embrace Your Introversion: Kreiger emphasizes the importance of accepting one’s introverted nature and not trying to conform to extroverted stereotypes. Introverts should recognize their unique strengths in the sales process.
Active Listening and Curiosity: Introverts are naturally inclined to be good listeners and curious about people. These qualities can be powerful assets in building relationships and understanding customer needs.
Permission-Based Introductions: Kreiger recommends using permission-based introductions when reaching out to prospects. This approach involves briefly explaining the purpose of the call and then seeking permission to engage in a dialogue, which can make the prospect feel more respected and open to conversation.
Additionally, the interview touches on topics such as the future of sales and the importance of sales skills in various professions, emphasizing that sales is a foundational skill that can benefit individuals in any business career. Kreiger also discusses the significance of managing one’s energy levels as an introvert and knowing when to recharge. He highlights that embracing one’s innate skill sets as an introvert can lead to exceptional success in sales.
Overall, this interview provides valuable insights and motivation for introverted sales professionals and anyone looking to excel in sales while staying true to their introverted nature.
Available from: 3:30 PM EDT | 1:30 PM PDT | 7:30 PM GMT
TABLE TALK DISCUSSIONS
join a table in the lounge
Available from: 4:00 pm EDT | 2:00 pm PDt | 8:00 pm gm
Day 4 OCT 12th 2023
Coffee & Croissant networking
meet & mingle with your fellow attendees
Available from: 12 PM EDT | 9 AM PDT | 4 PM GMT
explore sales solutions
visit partner booths & demos
Available from: 12 PM EDT | 9 AM PDT | 4 PM GMT
Darryl praill
chief marketing officer, agorapulse
Interview: "Introvert's Edge: How to Thrive in Sales and Connect with Buyers"
In this video interview, Daryl Prail, the Chief Marketing Officer at Agora Pulse, discusses the unique strengths and challenges introverted professionals face in sales and marketing. Mark Hunter interviews Daryl, who shares his insights as an introvert in the business world.
Key takeaways from the interview include:
Embrace Your Introverted Nature: Accept your introversion as a superpower rather than a limitation. Your mindset is crucial in sales, and believing in your abilities as an introvert is the first step to success.
Leverage Your Strengths: Introverts excel in active listening, empathy, and understanding their prospects deeply. Focus on learning your prospect’s business, industry, and verbiage to connect on a deeper level and become an industry expert.
Online Networking: Don’t limit your networking to face-to-face interactions. Utilize online platforms like LinkedIn to connect with potential clients and engage in meaningful conversations, expanding your professional network.
By following these insights, introverted professionals can excel in sales and marketing, using their unique qualities to build strong connections with clients and prospects.
Available from: 1 pm EDT | 10 Am PDt | 5 pm gmt
tyrona heath
Director, Market Engagement, The B2B Institute, Linkedin
Interview: "From Olympics to Marketing: Tyrona Heath's Journey and Insights for Success"
In this video interview, Tyrona Heath, an inspirational woman with a background in marketing and extensive experience working with companies like LinkedIn, Google, Nestle, and IBM, discusses the advantages that introverted individuals can have in the sales and marketing space. The interview delves into topics like building relationships, personal branding, and the power of authenticity in a world filled with content and noise. Tyrona emphasizes the importance of being clear, concise, and authentic in your communication to stand out and build meaningful connections.
Key Takeaways:
- Introverts can excel in sales and marketing by focusing on building deep, authentic relationships and understanding the emotional aspects of decision-making.
- Personal branding should be about clarity and significance rather than loudness or spamming, and introverts can shine in this regard by being concise and meaningful in their communication.
- In a world saturated with information, people crave authenticity and depth in relationships, making it essential to cut through the noise and offer genuine value.
Available from: 1:30 pm EDT | 10:30 Am PDt | 5:30 pm gmt
dominick malcharczyk
business development executive, getresponse
Interview
A fireside chat with this incredible guest; more details and topic coming soon.
Available from: 2 pm EDT | 11 Am PDt | 6 pm gmt
art sobCzak
President, Business By Phone Inc.
Interview: "Introverted Sellers Unite: How to Leverage Your Strengths"
In this video interview, Mark Hunter interviews Art Sobczak, an expert on introverted selling. The interview focuses on introverted sales strategies, particularly in the context of telephone sales. Art shares insights into how introverts can leverage their strengths, such as listening, curiosity, and preparation, to excel in sales. They discuss the importance of asking purposeful questions, mastering the art of listening, and the significance of introspection for continuous improvement. Art emphasizes that introverted salespeople should find a process that works for them, accumulate knowledge, and be disciplined in their daily routines to achieve success.
Key Takeaways:
Introverts can excel in sales by leveraging their strengths, such as listening, curiosity, and preparation.
Asking purposeful questions and actively listening to customers are essential for success in telephone sales.
Consistency, discipline, and continuous improvement are crucial for introverted salespeople to achieve success in sales.
Available from: 2:30 pm EDT | 11:30 Am PDt | 6:30 pm gmt
EXTROVERTS LEADING INTROVERTS
Jim Cathcart, Udi Ledergor, brynne tillman, hosted by GERHARD Gschwandtner
Panel Discussion
Extroverted sales leaders discuss how they’ve found success working with introverted sales professionals.
Available from: 2:30 pm EDT | 11:30 Am PDt | 6:30 pm gmt
TABLE TALK DISCUSSIONS
join a table in the lounge
Available from: 3:30 pm EDT | 12:30 pm PDt | 7:30 pm gmt
Day 5 OCT 13th 2023
Coffee & Croissant networking
meet & mingle with your fellow attendees
Available from: 11 Am EDT | 8 am PDt | 3 pm gmt
explore sales solutions
visit partner booths & demos
Available from: 11 Am EDT | 8 am PDt | 3 pm gmt
andy paul
Founder, AndyPaul.com
Interview: "Striking a Balance: Satisficing and Sales Excellence"
In this video interview, Mark Hunter and Andy Paul discuss the challenges and strategies of being an introverted salesperson. Andy Paul, a well-known sales expert, shares insights on how introverted salespeople can excel in their roles. They talk about Andy’s personal journey from being an introvert to a successful salesperson and coach, emphasizing the importance of building trust, asking questions, and providing value to customers. The interview covers topics like satisficing, managing post-sale expectations, and the significance of the “most important sales call.”
Three Takeaways:
Introverted salespeople can excel by leveraging their strengths, including building authentic human connections and using their natural curiosity to understand customers deeply.
Satisficing, a strategic approach where customers are guided to make a decision that satisfies their requirements, can be a powerful tool for introverted salespeople to win deals.
The “most important sales call” after securing an order helps manage post-sale expectations and sets a strong foundation for future sales opportunities.
The interview provides valuable insights and practical advice for introverted sales professionals looking to thrive in their roles.
Available from: 12 pm EDT | 9 Am PDt | 4 pm gmt
David Newman
Author, Do It! Selling
Interview: "Introverted Sales Leadership: Leveraging Your Authenticity"
David shares insights into the unique challenges and strengths of introverted sales professionals. The interview covers topics such as introverts in sales, how introverts recharge, selling to introverted clients, and strategies for engaging introverted team members in sales meetings.
Key Takeaways:
- Introversion is not about personality but about where you derive energy. Introverts recharge by spending time alone, while extroverts recharge through social interactions.
- Introverted salespeople often excel in complex sales because they are keen observers, good questioners, and exceptional listeners.
- When leading a team of introverted and extroverted salespeople, it’s essential to recognize and leverage the unique strengths of each personality type while fostering an inclusive and balanced work environment. Introverted CEOs, in particular, tend to excel as servant leaders who support and develop their teams.
David Newman emphasizes the importance of self-awareness and authenticity for introverted sales professionals, encouraging them not to try to be someone they’re not but to embrace their introverted superpowers.
Available from: 12:30 pm EDT | 9:30 Am PDt | 4:30 pm gmt
fred diamond
President and Co-Founder, Institute for Excellence in Sales
Interview: "The Power of Preparation and Value in Sales: Lessons from an Introvert"
In this video interview, Mark Hunter, the host of the Introverted Seller Summit, speaks with Fred Diamond, the founder of the Institute for Excellence in Sales. Fred shares valuable insights and lessons from his career in sales and as a DJ. The interview focuses on how introverted sales professionals can excel in their roles, with an emphasis on asking meaningful questions, providing value, and connecting with customers. Fred’s experiences as a DJ and his dedication to elevating others offer unique perspectives on successful sales strategies for introverts.
Key Takeaways:
Preparation and Asking Relevant Questions: Introverted sales professionals should prioritize thorough preparation and ask relevant, thought-provoking questions during customer interactions. This approach helps customers uncover insights and positions the salesperson as a valuable resource.
Focus on Providing Value: Introverts can excel in sales by concentrating on how they can serve and provide value to their customers, rather than solely promoting themselves. Understanding the customer’s challenges and industry can lead to more meaningful conversations.
Elevating Others: Embracing the role of elevating others and making the customer’s needs the focal point of the interaction is a key trait of successful introverted salespeople. Like Fred’s experience as a DJ, sales professionals should strive to keep customers engaged and happy throughout the entire process, with a focus on long-term relationships and value delivery.
Available from: 1 pm EDT | 10 Am PDt | 5 pm gmt
anthony iannarino
Keynote Speaker and Workshop Facilitator, Iannarino
Interview: "Selling with Authenticity: Introvert-Exclusive Insights"
In this video interview with Anthony Iannarino, hosted by Matthew Pollard at the Introverted Seller Summit, they discuss the mindset and strategies needed for successful selling. Key takeaways include:
Authenticity Trumps Techniques: The interview emphasizes the importance of being genuine and true to yourself in sales. Authenticity builds trust and rapport with clients, making you a trusted advisor rather than a pushy salesperson.
Value-Driven Approach: Iannarino suggests focusing on creating value for clients by understanding their needs, industry trends, and challenges. By offering valuable insights and solutions, you position yourself as a partner in their success.
Soft Closing: The interview promotes a soft closing approach, where you gently guide clients toward the next steps, respecting their pace and concerns. Building strong relationships and trust often leads to natural and successful closures.
Overall, the interview underscores the value of authenticity, providing value, and building client relationships as key elements in effective sales.
Available from: 1:30 pm EDT | 10:30 Am PDt | 5:30 pm gmt
JEFF BAJOREK
Sales Trainer, Advisor and Coach for B2B Sales Leaders, Parabola Consulting, LLC
Interview: "Strategies for Building Deep Personal Relationships and Succeeding in Sales"
In the interview with Jeff Bajorek, the discussion revolves around the art of building deep personal relationships in sales, particularly from an introvert’s perspective. Here’s a summary of the key takeaways:
Selling Authentically: Jeff emphasizes the importance of being authentic in sales. He believes in selling like yourself and not trying to be someone you’re not. Authenticity leads to creating genuine connections with prospects.
Creating Comfort through Truth: Jeff challenges the notion of tension in sales. He explains that tension isn’t necessarily negative and can be productive when it arises from telling the truth. Trusted advisors in sales tell the truth in a way that creates a level of comfort for prospects to take action.
Curiosity as a Strength: Jeff highlights curiosity as a potent trait for introverts in sales. Introverts often excel at asking questions, active listening, and deeply understanding customer needs. Curiosity leads to building stronger relationships and can lead to faster deal closures.
Overall, the interview encourages sales professionals, especially introverts, to embrace their authentic selves, be curious, and use truth as a tool to build stronger connections with prospects and customers.
Available from: 2 pm EDT | 11 Am PDt | 6 pm gmt
Matthew Pollard
Author, Speaker and Business Coach
Closing Keynote: "Rapid Growth in the Face of Uncertainty"
Do you feel like you’re on an endless hamster wheel, just trying to keep your business going? You know you provide an amazing service, but despite all your efforts and good intentions, your day-to-day is a constant struggle to find interested people, set yourself apart, and make the sale – all while competing against established industry players and dealing with customers who seem to care about only one thing… PRICE.
In this game-changing keynote, you will walk away with a complete understanding of where you’ve been going wrong, and discover the three instantly-implementable strategies to turn it all around.
Available from: 2:30 pm EDT | 11:30 am PDt | 6:30 pm gmt
in partnership with
