Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.
[3:28] The topic is books! Andy starts with The Leadership Gap: What Gets Between You and Your Greatness, by Lolly Daskal. The book helps you identify your type of leadership, what your challenges and strengths are, and how to stay out of the gaps.
[6:16] Andy recalls from the book, “We must let go of the life we planned, so as to accept the one that is waiting for us.” — Joseph Campbell, as quoted by Lolly Daskal.
[7:15] Bridget comments on the need for varying personalities and views on executive teams, to expose blind spots.
[8:34] Andy cites The Challenger Sale. Bridget’s first book is The Sandler Rules for Sales Leaders, by David Mattson, for a refresher on the pain funnel, discovery, exploring problems, and having standard rules for meetings.
[12:46] Andy’s second book is Zero Resistance, by Harry Mills. The premise is buyer self-persuasion overcoming buyer mistrust, through the seller’s helping the buyer find their own insights on what they want to achieve.
[16:04] Bridget wonders how much individuals deliberately integrate and actualize from what they read in a book. Andy keeps and integrates the one or two things that ‘jump out and grab him by the throat.’
[18:26] Just reading a book will not make you better at sales. If something jumps out at you, you have to jump back, and go practice it, if it is actionable, so it becomes a habit. Andy highlights interesting points and copies them into an Evernote.
[20:33] Bridget’s second book is Getting More: How You Can Negotiate to Succeed in Work & Life, by Stuart Diamond. It’s more about the emotional and interpersonal factors than the tactical and strategic. When you get emotional you lose power.
[22:06] The discussion moves to the interplay and dance between selling and negotiation. They both involve discovery and persuasion. They are all about problem solving.
[24:43] The discussion concludes with thoughts on the great aspects of the sales profession, and the career opportunities and challenges involved. Very few jobs exercise these facets of the creative mind and skillset.