In this episode of 'Sales Made Easy,' I engage in a dynamic and insightful conversation with Kevin Hoverman, regional Vice-President at Kelly Office Solutions, a seasoned sales leader with 25 years of sales and sales leadership experience.

We reminisced about our early days in the copier industry and discussed the evolution of sales leadership.

Kevin shares his journey from a young sales leader struggling to manage an experienced team to a wise leader who focuses on relational selling and servant leadership.

We explore the importance of coaching, the power of collective effort, and the role of personal and professional development in achieving sales success.

Join us as we explore the nuances of leadership, the impact of local community engagement, and Kevin's current role at Kelly Office Solutions, where he strives to cultivate a team-centric environment that fosters sales excellence.

Key topics include:

- Early challenges in sales leadership

- The importance of trying new things

- The value of face-to-face interaction

- Building strong local communities

- Personal goals vs. quotas

- Leadership styles in sales

- The evolution of management

- Effective coaching and motivation

- Prospecting and sales strategies

- Opportunities in sales

Don't miss this episode!

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In this engaging episode of the Sales Made Easy podcast, I welcome Sid Meadows, a business advisor, coach, and consultant specializing in empowering small businesses in the contract interiors industry.

Sid shares insights into his approach to sales and leadership, emphasizing the importance of understanding customer needs, adopting a consultative sales approach, and nurturing relationships. He discusses common challenges small business owners face, strategies for generating revenue, and effective sales leadership techniques.

The conversation also delves into the value of intentional cold calling, the significance of identifying ideal customer personas, and the role of continuous learning and growth in achieving sales success.

Sid Meadows | Business Advisor | Growth Strategist | Industry Leader
With nearly 30 years in the global office furniture industry, Sid Meadows has led sales and growth initiatives for top manufacturers, including Haworth, AIS, and various dealerships. As the founder of Embark CCT, and The Collaborative Network, he provides business advisory and coaching services, helping manufacturers, dealers, and reps achieve scalable success.

Known as the "Impossible Guy", Sid excels at solving complex challenges, from securing record-breaking deals to revitalizing struggling markets. He also hosts The Trend Report Podcast, a platform for honest conversations that drive the industry forward. Sid’s passion, expertise, and strategic mindset make him a trusted partner in the Contract Interiors Industry.

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In this earlier episode of Sales Made Easy, I had a conversation with LinkedIn personality Professor Pete Alexander, who shared his journey from experiencing stress-induced diabetes due to overwork to discovering effective stress management techniques.

Professor Pete discussed his diverse sales background, including his time at FedEx, and the importance of building relationships over hard sales tactics. He underscored the significance of soft skills in sales and alignment between sales and marketing departments.

The conversation also delved into stress relief methods, where Professor Pete shares actionable techniques he uses to manage stress and improve overall well-being.

Tune in for valuable insights into achieving sales success and maintaining personal health.

Connect with Professor Pete:

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https://linktr.ee/professorpete

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In this episode, the practical applications and potential pitfalls of AI in sales discussions are explored. Jim Irving shares his extensive experience in the tech industry, shedding light on effective use cases and common misconceptions about AI.

The conversation delves into the symbiotic relationship between sales and marketing, introducing a unique tool, the SM3 Maturity Matrix, designed to align and assess these critical business functions. Key suggestions for businesses include cautious but proactive adoption of AI and continuous evaluation of sales and marketing strategies.

About Jim Irving_-49 years in business.

30 in corporate (all in Tech) from door-to-door, to management and then business leadership roles - VP and MD level with major, Tier one vendors
Received about 20 sales awards in that time.
Took an MBA at age 45.
Mixed sales and marketing roles (up to national marketing director level)
Effected 9 turnarounds/business accelerations, then…

19 years running my own consultancy - training, coaching, mentoring, strategic work.
he has helped over 100 companies, and trained around 5,000 people across 25 countries
From Jim "I love sales and marketing!"

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https://irvingmaturitymatrix.com/

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In this episode, "Its Time to Master Sales, we welcome modern-day sales trainer Niraj Kapur, CEO of Everybody Works in Sales, to discuss the evolving landscape of sales.

We explore the current state of decision-making in businesses across the U.S. and Europe, highlighting frustrations and delays.

Niraj explains the shift in sales dynamics, emphasizing the importance of understanding human psychology, effective follow-up techniques, and building trust.

We discuss actionable strategies to enhance Q4 sales performance, such as personalized follow-ups, leveraging LinkedIn, and the powerful impact of handwritten letters.

Tune in for practical insights and proven methods to boost your sales success.

Connect with Niraj:

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https://nirajkapur.com/

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https://sellingwithdignity.com/

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In this episode of the Sales Made Easy podcast, host Harry speaks with Barry Karch, a long-time realtor who identifies as an introvert. Barry shares his journey of rejecting traditional, pushy sales tactics in favor of a more authentic and relational method.

He discusses how listening, empathy, and serving clients have led to his success, rather than the stereotypical aggressive sales persona. Barry emphasizes the importance of asking for the business in a non-pressured way, following up with clients, and staying in touch.

The conversation also delves into overcoming the challenges of rejection and maintaining a positive outlook in the sales profession.

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This episode of Sales Made Easy welcomes Randy Chaffee, a sales expert with over 40 years of experience in the metal roofing and building industries and the owner of Source One Marketing. The conversation kicks off with Randy sharing insights on effectively navigating hybrid sales strategies combining old-school relationship-building techniques with modern digital tools. He discusses his book, 'Asphalt and Algorithms,' which serves as a comprehensive playbook for achieving success in the hybrid sales arena. Randy elaborates on the importance of emotional intelligence, adaptability, and maintaining authenticity across different sales environments. He also highlights the challenges and learnings from his journey as an author and his dedication to continuous improvement and giving back to the sales community.

Connect with Randy:

LinkedIn

https://www.amazon.com/Asphalt-Algorithms-Warriors-Playbook-Winning/dp/B0FJ6MKG4P

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https://sellingwithdignity.com/

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In this episode of the Sales Made Easy podcast, the host delves into the importance of effective discovery questions in the sales process.

The conversation features Jim Irving, a seasoned sales expert and author, who shares insights from his extensive career in sales.

Jim emphasizes the pitfalls of jumping straight into pitching without thoroughly understanding the prospect's needs. He highlights the significance of building trust and showing genuine interest in the client's problems. Jim also discusses the role of research and strategic questioning in forming meaningful sales interactions.

The discussion includes practical advice for both experienced sales professionals and newcomers, emphasizing the necessity of treating sales as a legitimate profession.

Towards the end, Jim introduces his books, which serve as valuable resources for enhancing sales skills and leadership.

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https://sellingwithdignity.com/

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