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

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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:

1. [00:02:15] - Introduction to Dr. Miriam Kirmayer and her expertise in friendship and human connection.
2. [00:10:30] - Discussion on the importance of building friendships at work and their impact on productivity.
3. [00:18:45] - Overcoming common myths about workplace friendships.
4. [00:25:00] - Practical strategies for fostering genuine connections with colleagues.
5. [00:35:20] - The balance between maintaining professional boundaries and personal connections.
6. [00:45:10] - Dr. Kirmayer shares personal stories and insights from her research.
7. [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

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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

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