In this week’s Scale Your Sales Podcast episode, my guest is Marni Heinz, the Founder and CEO of MH Consulting & Coaching.
Marni is leadership and sales performance coach. She leverages neuroscience to create lasting behavior change, helping individuals and teams achieve results without burning out. She has over two decades of experience in tech, both as an IT leader at Google and as an enterprise SaaS sales leader at Salesforce.
In this episode, we explore the power of curiosity, intention, and effective deal management in sales. From the traits essential for success in sales to the skills required for sales leadership, Marni shares valuable insights gained from her extensive experience. Join us as we uncover the keys to successful sales interactions, the challenges of promoting top performers to leadership roles, and the influence of mindfulness in the workplace.
Welcome to Scale Your Sales Podcast, Marni Heinz.
Timestamps:
00:00 – Curiosity, Intention, and Mindfulness in Sales Success.
04:51 – Transition to leadership requires empathy and adjustment.
08:47 – Sales success relies on diverse skill sets.
13:31 – Curiosity and intention in sales interactions.
16:57 – Establish upfront contracts to align meeting goals.
19:42 – Enterprise sales require skillful management and intention.
24:32 – Early deal cycle: build awareness, strategic adviser.
26:36 – In sales, be confident, helpful, and friendly.
29:16 – Meditation and mindfulness are essential for everyone.
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