Deb Sellinger, a serial entrepreneur and owner of Facility Door Solutions, shares her dynamic journey of building resilient businesses amidst personal and professional challenges. She emphasizes resilience as a skill that can be nurtured over time. Deb discusses the importance of prioritizing impact over income for lasting fulfillment, how adapting business models can spark growth, and the necessity of succession planning. Her candid reflections on balancing grief with leadership responsibilities showcase her integrity and commitment to sustainable success.
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question_answer ANECDOTE
Mary Kay Influence
Deb Sellinger's sales career was significantly shaped by her time at Mary Kay Cosmetics.
The company's structured system taught her valuable sales skills and the importance of resilience.
question_answer ANECDOTE
Outbound Conference Inspiration
Deb discovered Jeb Blount's book, Fanatical Prospecting, and was impressed by its sales insights.
She attended Outbound Conference hoping it would inspire her son-in-law, Eric.
volunteer_activism ADVICE
Impact Over Income
Assess sales appointments based on the impact made, not just financial results.
Turn every "no" into an opportunity for growth and referrals.
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The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Jeb Blount Jr.
Fanatical Prospecting is a detailed guide that explains the importance and methods of prospecting in sales. The book outlines innovative approaches to prospecting, including the use of social media, telephone, email, text messaging, and cold calling. It emphasizes the need for a balanced prospecting methodology to avoid sales slumps and keep the pipeline full of qualified opportunities. Key concepts include the 30-Day Rule, the Law of Replacement, the Law of Familiarity, the 5 C’s of Social Selling, and various frameworks for effective prospecting. The book is designed to help salespeople, sales leaders, entrepreneurs, and executives improve their sales productivity and grow their income by consistently and effectively prospecting[1][3][5].
Entrepreneurship and Sales demands massive resilience. It’s a skill, not a fixed trait, developed through intentional practice and persistence. Whether managing personal loss or professional setbacks, resilient entrepreneurs navigate challenges with focus and adaptability. This mental toughness enables them to push forward, align their business with their values, and create a lasting impact.
In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. is joined by Deb Sellinger to explore the power of resilience and adaptability in entrepreneurship. Hear Deb's inspiring story about overcoming challenges, building businesses that align with personal values, and creating a clear vision for sustainable success.
Key Takeaways
- Resilience as a Skill: Resilience is not innate. It can be cultivated through intentional practice and perseverance, even in the face of significant challenges.
- Impact Over Income: Prioritizing making an impact over chasing financial rewards can lead to greater fulfillment and long-term success.
- Adapting After Loss: Balancing personal grief with professional responsibilities requires courage and discipline to maintain stability for those relying on your leadership.
- Reinvention of Business Models: Adapting or reinventing a business model to align with personal values or market changes can drive growth and create operational efficiencies.
- Facing Judgment with Integrity: Leaders may face criticism for prioritizing their team or clients over personal interests, but integrity and resilience ensure a focus on long-term goals.
- Importance of Succession Planning: Establishing a succession plan provides stability for employees and clients, ensuring continuity during transitions.
- Clarity in Leadership Vision: Refining a business's focus can align its trajectory with the leader’s strengths and values, driving sustainable growth.
- Leveraging Team Strengths: Recognizing the unique contributions of team members fosters collaboration, strengthens culture, and supports growth.
- Navigating Rapid Growth: Managing fast-paced growth often requires tough decisions to streamline operations and recalibrate priorities.
- Building for the Future: Involving teams in planning for the business’s future creates shared success and loyalty.
https://youtu.be/CPYTTet0CUM
Balancing Grief and Professional Responsibilities
Personal loss doesn’t pause professional obligations. Entrepreneurs often face the challenge of balancing grief with the demands of running a business. For some, maintaining commitments like showing up for a client meeting or fulfilling an obligation becomes a pathway to healing. These moments underscore the duality of leadership: staying present for others while navigating personal struggles.
Turning Challenges into Opportunities
Every challenge hides an opportunity for growth. A leader who maintained a client relationship during a particularly difficult time discovered that vulnerability and perseverance can deepen trust and create new opportunities. It’s often the toughest moments that forge the strongest connections.
Adapting to New Realities
Stepping into unfamiliar territory like inheriting a business or pivoting to a new market requires courage and adaptability. One entrepreneur, faced with an industry they knew little about, redefined their business’s focus and implemented a sustainable model. This reinvention not only stabilized the company but positioned it for future success.
Aligning Business with Personal Values
Success without alignment can feel hollow. When one entrepreneur’s wellness business scaled rapidly, they found themselves disconnected from their original mission. By simplifying operations and returning to their hands-on approach, they built a business that resonated with their values and fostered deeper client relationships.
Leading with Responsibility
True leadership shines in tough times. Faced with personal challenges,
Sales Gravy: Jeb Blount 