Randy Seidl wears many hats. He is the founder of the very popular @sales_community , host of the long-running Tech Sales Insights podcast, an author and of course, a senior sales leader with decades under his belt.

In this episode of the ASL podcast, Randy shares his wisdom about how he managed to becomes such a loved figure in the sales community, some of the old-school aspects of selling he feels are missing today that sellers should go back to, and stories of his greatest mentors and inspirations.

Get Randy's book from www.salescommunity.com/book

We continue our conversation with Michal Norton in the second episode of the second season of the Authentic Sales Leader Podcast. In this episode, Michael and Amarpreet discuss:

1) Why the salesperson to manager pipeline is broken

2) The importance of qualifying hard to sell easy

3) Sales skills to gain and lose in 2024

And much more.

"The younger generation screams for authenticity."

Authenticity has become a critical word in not just sales, but all of business.

But what does it mean to be an authentic seller?

How are sellers of the past different from the sellers of today?

And how do you lead a team of today's sellers to become not just good, or great, or even exceptional, but elite?

Michael Norton is our first guest in the second season of the Authentic Sales Leader Podcast. Michael has seen and done it all in his near 40-year career in sales. Starting his sales journey under the legendary Zig Ziglar, he has seen trends come and go and has a keen eye for how the future of sales will shape up.

This episode, Michael talks to Amarpreet Kalkat about:

1. What it means to be truly authentic
2. How sales leaders should handle a multi-generational workforce
3. The relationship between effort and success
4. How to do all this and still have fun!

## The Power of Transparency in Sales

Welcome to the Authentic Sales Leader podcast, where we bring on exceptional sales leaders to dig into their stories and experiences. In today's episode, we have a very special guest, Todd Caponi, a former sales leader, author, and keynote speaker. Todd is known for his work on transparency in sales and how it can revolutionize the industry.

## The Background

Todd shares his journey in sales and how his passion for coaching and leading led him to his current work. He reveals that his interest in decision science and learning theory led him down the path of writing books and coaching sales teams. Todd's fascination with the power of transparency in sales started with a research study he conducted while working as the Chief Revenue Officer of a company called Power Reviews.

## The Power of Transparency

Todd discovered that buyers today are more informed than ever before. They often read negative reviews first and prefer products with an average review score between 4.2 and 4.5. This insight prompted Todd to realize that our brains as human beings are drawn to the negative because we know that perfection does not exist. Transparency, therefore, plays a crucial role in building trust with customers.

## The Relationship Between Transparency and Authenticity

The conversation then shifts to the relationship between transparency and authenticity. Todd explains that while they are related, they are not the same. Authenticity is about being a human being and understanding that the customer's outcomes matter. Transparency, on the other hand, is about helping the customer predict and being honest about what your solution may not be able to provide. Both are vital in creating trust and building strong relationships.

## The Importance of Transparency in Sales Today

With buyers having access to more information than ever before, Todd emphasizes that transparency is essential in today's sales profession. Customers can easily find the truth about a product or service, so it's better for salespeople to be upfront and address any potential concerns early on. By embracing transparency, sales cycles can speed up, win rates can improve, and it becomes harder for competitors to undermine your messaging.

## Stories of Transparency in Action

Todd shares two powerful stories that illustrate the impact of transparency in sales. In the first story, he recounts a meeting with a potential client where he chose to start by highlighting the strengths of their competitor. This approach shifted the dynamic of the conversation, leading to a more collaborative and open discussion. In the end, Todd's transparency helped secure the deal.

In the second story, Todd discusses a workshop he conducted where he encouraged participants to embrace transparency. One attendee resisted the idea, believing that in the current economy, every opportunity must be pursued aggressively. Todd challenged this perspective, explaining that playing the long game and focusing on customer outcomes leads to better results in the short term as well.

## Implementing Transparency in Sales

To implement transparency in sales, Todd offers some actionable steps. First, sales professionals should reflect on their own buying behavior and recognize the power of negative reviews. Second, they should research their company's online reputation by searching their company name plus "reviews" on Google. This will provide insights into what customers are finding and how it aligns with their messaging. Lastly, leaders should embrace losses and analyze why deals were lost to uncover trends and improve messaging.

In conclusion, transparency is more critical than ever in sales. By embracing transparency and authenticity, sales professionals can build trust, speed up sales cycles, improve win rates, and differentiate themselves from the competition. Through stories and actionable steps, Todd Caponi demonstrates the power of transparency and invites sales leaders to transform their approach for greater success.

In this episode, we are joined by Ray Drew, the managing business development officer for Fund-Ex Solutions Group. Ray is considered a thought leader in the SBA lending space and also hosts the Art of SBA Lending podcast. In this episode, we will dive into Ray's background, the concept of SBA lending, his success in the industry, and his unique approach to differentiation and personal branding.

Ray's journey in the financial services industry began after he completed his marketing degree in college. Initially, he had no intention of pursuing a career in sales, but a marketing internship at an SBA lender opened his eyes to the world of small business lending. He quickly fell in love with both SBA lending and sales. Ray attributes a significant part of his success to the habit of reading books. In his early years, he read multiple books on sales and marketing, constantly seeking ways to improve his skills and knowledge.

SBA lending, according to Ray, involves lending money to small business owners for various purposes such as buying businesses, buying out partners, or purchasing real estate for their businesses. It is a niche industry but plays a vital role, especially in the M&A activity happening in the business world today. SBA loans can finance transactions up to $5 million, making them attractive to small to medium-sized businesses.

When it comes to differentiating himself from other SBA lenders, Ray emphasizes the importance of personal branding and education. By establishing himself as a thought leader through his podcast and YouTube channel, Ray has not only gained a following but has also built trust and credibility in the industry. His content provides valuable information that helps potential borrowers and referral sources understand the complexities of SBA lending. Ray believes that customers today have the power to do their own research, and by offering educational content, he is able to stand out from the competition.

As a player-coach, Ray also shares his insights and strategies with his team. He believes in hiring high-performing individuals who do not require excessive coaching. He encourages his team members to establish themselves as thought leaders and provides them with the freedom to explore their own growth paths. Ray's approach to leadership focuses on empowering his team rather than micromanaging their every move.

Referrals play a significant role in the SBA lending space, and while many professionals shy away from asking for referrals, Ray sees the value in it. He suggests asking for referrals at appropriate moments, such as when a problem has been solved for a customer or during the closing of a deal. By highlighting the positive outcomes and emphasizing the value they provided, SBA lenders can position themselves as trusted resources for potential referrals.

Ultimately, success stories for Ray come from helping individuals achieve their dreams of business ownership. He shared a heartwarming story of a receptionist who worked her way up to become a manager and eventually purchased the salon she worked at. These stories showcase the impact SBA lending can have on individuals' lives and solidify Ray's satisfaction in his career choice.

In conclusion, Ray Drew's journey in the SBA lending industry, coupled with his focus on personal branding and education, has propelled him to become a thought leader and successful sales professional. By sharing his knowledge and experiences through his podcast and other platforms, he has been able to differentiate himself and build a strong reputation in the industry. Ray's approach to leadership and his commitment to empowering his team further contribute to his success. Through his stories and insights, we can all learn valuable lessons about authenticity and success in the sales industry.

If you enjoyed this episode, make sure to check out the Authentic Sales Leader podcast and share it with others who may find it valuable. Remember, success comes not just from sales skills, but also from being authentic and providing value to customers and the industry as a whole.

# The Journey from Account Executive to VP of Sales: Insights from Max Tipton

Are you an aspiring sales leader looking for guidance and inspiration? Look no further! In this episode of the Authentic Sales Leader podcast, host Jeff Kirchick interviews Max Tipton, the VP of Sales at Paperless Parts, a fast-growing tech company based in Boston. Max shares his journey from being an Account Executive (AE) to becoming a successful sales leader. His story is filled with valuable insights and practical advice for anyone looking to make a similar transition. So, grab a notebook and a pen and get ready to learn!

Max Tipton's journey from AE to VP of Sales was not without its challenges. As he reflects on his transition, Max highlights the importance of having a growth mindset and being open to new opportunities. He attributes his success to the mentorship and guidance he received from Mike Stankus, who he considers the "Bill Belichick of sales." Mike instilled in Max the fundamentals of sales and held him accountable for results, which laid the foundation for his future leadership role.

One of the key takeaways from Max's journey is the importance of curiosity and tenacity in sales. He emphasizes the value of asking questions and understanding why things work the way they do. Curiosity helps sales professionals gain insights and knowledge that can be instrumental in their roles. Additionally, tenacity is crucial for salespeople who are passionate about their work and willing to go the extra mile to achieve their goals.

Max also highlights the significance of authenticity in sales leadership. He believes that great sales leaders bring energy, confidence, and a genuine desire to help their team succeed. They inspire and motivate their team members, even when they may not believe in themselves. Authentic sales leaders also excel in explaining the "why" behind decisions, fostering buy-in and alignment within the team.

In terms of sales hiring, Max looks for candidates who demonstrate curiosity and tenacity. He values individuals who ask meaningful questions and have a genuine interest in the problems their organization is solving. During the hiring process, Max assesses candidates' research and preparation, ensuring that they have a solid understanding of the company and the industry. This attention to detail helps filter out candidates who are not genuinely interested, resulting in a more qualified pool of applicants.

When it comes to being a good leader, Max believes that energy and confidence are vital. Sales leaders should inspire their team members to believe in themselves and their ability to accomplish challenging goals. Additionally, explaining the "why" behind decisions and fostering authenticity within the team are key attributes of a great sales leader. Building mutual respect and trust allows the team to collaborate more effectively and achieve better outcomes.

Max also discusses the impact of artificial intelligence (AI) on the sales community. He highlights the benefits of AI tools such as Chat GPT and Bard in enhancing sales go-to-market strategies. These tools assist sales professionals in gathering data, analyzing trends, and optimizing their processes. Max envisions a future where organizations have their own AI solutions that tap into internal data and provide valuable insights for driving revenue.

Finally, Max addresses the challenge of knowing when to walk away from a deal. He emphasizes the importance of having a well-defined Ideal Customer Profile (ICP) and qualification criteria. By setting clear boundaries and understanding the cost of inaction for the customer, sales professionals can identify the right opportunities to pursue. It's crucial to avoid investing too much time and effort in deals that are unlikely to close, allowing salespeople to focus on high-potential opportunities instead.

Max Tipton's journey from AE to VP of Sales provides valuable lessons for anyone looking to pursue a career in sales leadership. His emphasis on curiosity, tenacity, authenticity, and effective leadership resonates with aspiring sales leaders. By embracing these qualities, seeking mentorship, and leveraging AI tools, sales professionals can navigate their careers successfully and achieve their goals.

Are you ready to embrace the journey and become an authentic sales leader? Take inspiration from Max Tipton and embark on your own path to success!