The Growth Playbook

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Rana Kordahi! Rana is a sales coach and mentor alongside being the genius behind ‘The Reverse Marketing Strategy.’ With so much knowledge on the sales and marketing process. This episode is action packed and full of small takeaways which will help you during this difficult time. Where you can find Rana: http://www.linkedin.com/in/ranakordahi (www.linkedin.com/in/ranakordahi) Timestamps: [03:20] - Rana’s journey into the world of sales [06:30] - Rana’s thoughts on Sales [08:00] - Working for Employment Services. [11:30] - How having an understanding of acting and drama helps with sales [12:30] - The Reverse Marketing Strategy [15:15] - Rana’s sales methodology [17:25] - The biggest barriers sales people have that stop them from taking action [19:30] - Where sales people struggle in the sales process [20:30] - The characteristics of high performers [24:00] - The times that Rana has found it difficult to sell [27:10] - You need to make outreach a habit [28:40] - Taking that first step after realising you aren’t achieving your goals [33:40] - Sales: Art or Science? [34:20] - What Rana would do differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Brad Lea! Brad is the leading authority on web-based training. With 25 years of sales management and web-based training experience Brad understands the value of a growth mindset and has helped guide some of today’s most effective and productive sales professionals worldwide. With his new book ‘The hard way’ being released soon Brad is the perfect guest to help guide us through the current struggles faced by sales professionals around the world… This week we delve into Brad’s mindset and what you should be doing right now to be successful in the world of sales. Where you can find Brad: https://www.bradlea.com/real (https://www.bradlea.com/real) https://www.linkedin.com/in/bradlea (https://www.linkedin.com/in/bradlea) Timestamps: [04:20] - Brad’s journey into the world of sales [06:20] - Brad’s motivation for starting a technology business during the dotcom crash [14:30] - What you should be doing to sell during a downturn [17:02] - The million-dollar morning philosophy [22:50] - The guide to driving intensity and performance [25:30] - The power of a growth mindset [27:50] - The ultimate strategy for continued growth [33:10] - The biggest influence in Brad’s career [35:40] - Brad’s take on whether sales is a science or art. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we bring in a new type of podcast episode to help kickstart your Monday! We would love to know your thoughts so please leave us a like and comment with your opinions! This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Bob Burg! Bob is a true legend when it comes to the personal and professional development industry. Alongside hosting the Go-Giver podcast, Bob wrote the amazing book ‘Endless Referrals’ and co-authored ‘The Go-Giver’. This week we explore the Go-Giver theory alongside the differences between authenticity and transparency... Make sure you have your notepads ready because this episode is full of information you can use to enhance your own selling ability. Where you can find Bob: https://thegogiver.com (https://thegogiver.com) burg.com [03:50] - Bob Burg's journey into selling [04:30] - Books that had a massive impact on Luigi and Bob [07:50] - Opening for Zig Ziglar [12:20] - Bob's belief in the truth of is selling [14:20] - The Go-Giver theory [19:20] - The importance of being authentic [23:20] - Authenticity vs transparency [28:20] - When leading with value goes wrong [30:55] - The times where Bob has been really challenged in business [34:10] - The biggest influence in Bob’s career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Alice Heiman! Founder and Chief Sales Officer at ‘Alice Heiman LLC’, Alice has over 20 years of experience in the sales industry with skills ranging from sales training to public speaking, Alice certainly knows her stuff. This week we explore with Alice what you should be doing right now to continue to reach your targets and sell during the current crisis. Where you can find Alice: https://www.linkedin.com/in/aliceheiman (https://www.linkedin.com/in/aliceheiman) https://aliceheiman.com (https://aliceheiman.com) Timestamps: [04:15] - Alice's journeyinto the sales industry [05:34] - “How do I keep my kids glued to that screen?” (https://aliceheiman.com/how-to-sell-with-kids-at-home-during-social-distancing/ (https://aliceheiman.com/how-to-sell-with-kids-at-home-during-social-distancing/)) [07:00] - Growing up in a family of sales pros [08:30] - Has selling changed? Sure, but the key principles are still the same! [11:30] - Prospecting in a pandemic: The obligations you have as sales professional [14:30] - The importance of the ICP (Ideal Customer Profile) and the effects that a global pandemic has on your customers! [17:20] - The messages and process that work and gets people connected and talking to you [22:00] - Social…just a means to an end or is there something more to it? [24:30] - Overcoming the problems prospects have so you can get that first meeting [30:40] - The biggest influence on Alice’s sales career [32:20] - Sales: science or an art? This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Aaron Ross! From working in Salesforce to being the Co-CEO of Predictable Revenue™ Inc. In addition to his work in Sales Aaron is also a top rated author having written multiple books which we highly recommend you read! This week we discuss the predictable revenue model and the steps you should be taking to either create or meet the model that you have in place at your own organisation. Where you can find Aaron: https://fromimpossible.com (https://fromimpossible.com) https://predictablerevenue.com (https://predictablerevenue.com) https://www.linkedin.com/in/aaronross/ (https://www.linkedin.com/in/aaronross/) Timestamps: [05:10] - How Aaron got into the world of sales [08:30] - The learnings from moving from being a CEO to a junior sales position [12:20] - Following the sales methodology in everything that you do [14:20] - An important sales tip [16:02] - The passion for predictable revenue options [19:15] - The steps to building a successful and predictable revenue model [23:15] - The different steps a business with channel partners has to take to build their model [25:50] - Where the predictable model “falls over” and doesn't meet expectations [36:20] - The biggest influence in Aarons career [39:50] - One thing that Aaron would do differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome Chris Murray. Chris is the author of the amazing sales book ‘Selling with EASE’. If it’s not on your shelf already you'll be buying it after this episode! Chris is a genius when it comes to the EASE Sales Cycle and this week we aim to unpack and explore how you can use this process to increase your own sales ability. This week we are proudly brought to you by VanillaSoft. Where you can find Chris: https://www.linkedin.com/in/vardakreuz/?originalSubdomain=uk (https://www.linkedin.com/in/vardakreuz) https://twitter.com/VardaKreuz?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor (https://twitter.com/VardaKreuz) Timestamps: [02:50] - Chris Murray introduces himself and how he got into the world of selling [06:55] - What makes Chris’ company different [09:30] - Making the complex simple [11:40] - The motivation for the ease sales process [14:15] - Breaking down the ease sales cycle [22:10] - Increasing conversions with ease [27:40] - Where is the SDR model getting it wrong? [29:35] - The positive things a prospect will remember [31:25] - Should you tell your prospects the effort you go to for them [33:05] - A quick recap on customer attraction [36:00] - Your sales gold for the day [37:20] - Incorporating different methods of sales to build your pipeline [43:40] - What you should be focusing on in the sales process? [50:28] - Sales: Science or Art [51:45] - One thing Chris would have done differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome sales guru Ronell Richards to the podcast. Ronell is a genius who was born selling, having spent his whole life in the field Ronell knows how to succeed in the world of selling. With the difficulties we are all facing due to COVID-19. Ronell’s story and mindset can help inspire you to #bethebestyoucanbe. This week we are proudly brought to you by Vanillasoft Where you can find Ronell: https://www.linkedin.com/in/ronnellrichards/ (https://www.linkedin.com/in/ronnellrichards/) http://www.ronnellrichards.com (http://www.ronnellrichards.com) Timestamps: [03:10] - How Ronell Richards got into the world of sales [07:30] - In Ronell Richards' experience growing up were there any tough times selling [09:30] - The makings of an entrepreneur [15:40] - The difference between leadership and management [16:50] - Developing the next generation of salespeople [20:10] - If you're struggling with coaching or being led, what can you do? [29:20] - The behaviours and attributes of high performers [35:50] - maintaining a positive mindset [39:50] - Sales: an art or science [42:35] - Biggest influence in Ronell’s career [45:30] - where you can find Ronell This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30 This week we welcome the record-breaking legend Ali Reda to the podcast. Having recently broken Joe Girard's record of the most cars sold in a year, Ali's incredible feat is due to his astounding mindset and belief in being the best you can be. Grab your notepads guys because this week we are exploring this mindset and how you can implement it in your own career. This week we are proudly brought to you by Vanillasoft. Timestamps: [04:10] - How Ali Reda entered the world of sales [05:55] - How Ali broke through the limiting belief of his target 07:50] - What Ali attributes to his success [09:35] - The defining moment in Ali’s career [12:20] - Breaking the beliefs on sales people [19:00] - The impact on Ali from breaking Joe Girard's record [27:00] - Advice for new sales professionals on building a successful career [29:30] - Biggest influences in Ali’s career [30:55] - What Ali would do differently This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Marketing legend Seth Godin discusses his journey into marketing and business, the importance of mindset and empathy in sales, identifying problems, and the inspiration behind his books. He shares insights on the art and science of sales, the role of intuition in his success, and advice for upcoming marketers.