The CTO Show with Mehmet Gonullu #368 Entrepreneurial Selling and Magnetic Leadership: Lessons from Andrew Sykes
In this episode of “The CTO Show with Mehmet,” Mehmet Gonullu is joined by Andrew Sykes, a lifelong entrepreneur, professor at the Kellogg Sales Institute, and lead facilitator at Serene Life. Andrew shares his journey from South Africa to the United States, where he now calls Chicago home. With a rich portfolio career, Andrew discusses the diverse hats he wears—from founding “Habits at Work,” a company focused on helping leaders and salespeople develop magnetic habits, to teaching the fine art of entrepreneurial selling at one of the world’s top business schools.
The conversation dives deep into the challenges and opportunities in sales, particularly focusing on the trust deficit that salespeople often face. Andrew highlights how sales professionals can transform this challenge into an opportunity by prioritizing authenticity, empathy, and a genuine commitment to serving their customers. He emphasizes the importance of storytelling as a powerful tool not only for sales but also for leadership. According to Andrew, effective storytelling allows entrepreneurs and leaders to build trust, connect emotionally with their audience, and inspire action.
Andrew also discusses the concept of “entrepreneurial selling,” which he defines as the ability to sell and influence without the usual advantages of established brands, track records, or large budgets. He explains that this mindset is crucial for both startups looking to gain their first customers and for enterprise salespeople who want to excel in a competitive market. The episode also touches on Andrew’s innovative work with Serene Life, where he helps leaders unlock their full potential and become “unrecognizable to themselves” in all the best ways through intense, transformational experiences.
As the episode concludes, Andrew leaves listeners with a powerful message about the role of voice and storytelling in creating the future. He encourages everyone to view their voice as an instrument of change and to use it wisely to build the reality they want to see.
More About Andrew:
https://www.linkedin.com/in/andrewsykes1/
01:14 Andrew Sykes' Background and Career Journey
03:23 The Importance of Trust in Sales
06:04 Challenges and Solutions in Building Trust
18:01 Mindsets and Habits for Effective Sales
28:38 The Power of Storytelling in Sales
29:55 The Three Pillars of Selling
30:45 The Power of Storytelling in Sales
32:06 Changing Minds: Facts vs. Stories
37:01 Authenticity in Sales
39:38 Entrepreneurial Selling Explained
43:25 Leadership and Sales: A Shared Skillset
44:55 The Magic Eight for Rapid Skill Development
50:04 Final Thoughts and Connecting with Andrew