185: Prepping Sellers Like Never Before | Christina Brady, CEO-Luster

Christina Brady, CEO and co-founder of AI start-up Luster, discusses the challenges in B2B selling and the need for a buyer-centric approach. She highlights the importance of leading indicators and the lack of measurement in sales processes. Brady emphasizes the changing buying behavior of customers and the need for sales teams to adapt. She also introduces Luster, an AI-powered solution that enables salespeople to practice and receive targeted feedback, leading to improved performance and coaching. In this conversation, Christina Brady, CEO of Luster, discusses the importance of practice and continuous improvement in sales. She emphasizes the need for a safe environment for reps to practice and make mistakes without fear of judgment. Brady also highlights the value of senior reps continuing to practice and maintain mastery, rather than becoming complacent. She shares her journey of founding Luster and the challenges she faced in the early stages. Brady attributes her sales success to her background in improv theater, which taught her to think on her feet and build rapport with customers. She also mentions several mentors and leaders who have influenced her career.

Takeaways

Internal challenges in B2B selling include the reliance on lagging indicators and the lack of leading indicators to measure success.

Sales teams often pivot without understanding what is broken or not working, leading to constant changes and lack of measurement.

Buyers have always wanted to buy in a way that suits them, and sales processes should be buyer-centric to drive success.

The lack of time and tools for training and coaching sales teams hinders their ability to improve and adapt.

Lustre provides a solution for salespeople to practice and receive targeted feedback, leading to improved performance and coaching. Creating a safe environment for reps to practice and make mistakes is crucial for their growth and development.

Senior reps should continue to practice and maintain mastery to stay at the top of their game.

Founding a company comes with challenges, but having a supportive network and mentors can make a significant difference.

Skills learned in improv theater, such as thinking on your feet and building rapport, can be valuable in sales.

Continuous improvement and a growth mindset are essential for success in sales.

Chapters

00:00 Introduction and Background

01:14 Challenges in B2B Selling

03:12 The Changing Buying Behavior of Customers

08:05 The Importance of Coaching and Practice

14:29 Introducing Lustre: AI-Powered Solution

20:08 Improving Sales Performance with Data-Driven Insights

30:45 The Importance of Practice and Role-Playing in Sales

35:11 Creating a Safe Environment for Reps to Practice and Make Mistakes

39:25 Continuous Improvement and Maintaining Mastery in Sales

43:04 Lessons Learned as a CEO

48:12 The Influence of Mentors and Advisors

53:38 Applying Skills from Improv Theater to Sales