By Ankur Srivastava, CEO of Swarmsales
Great sales skills don’t just materialize from the ether. Much of the best advice – particularly as it relates to maximizing the efforts of sales teams – is passed on verbally from knowledgeable experts. Professional-oriented lectures are a prime source for such information. Here are seven such talks that I found useful, along with a look at the lessons they teach, and how those lessons might improve productivity for B2B sales pros.
Kelly McGonigal — Dealing With Stress: In her 2013 talk, “How to Make Stress Your Friend,” psychologist Kelly McGonigal tackles a burden that has sapped the productivity of many a salesperson: stress. Far from urging the complete removal of stress to boost productivity, though, McGonigal instead argues that embracing stress is the path to success.
“Can changing how you think about stress make you happier? Here the science says ‘yes.’ When you change your mind about stress, you can change your body’s response to stress.”
In short, McGonigal teaches that stress isn’t as bad as most have been taught to believe, and with some changes in mindset, individuals can turn stress into a powerful motivator. This is great news for sales pros, as the nature of enterprise sales necessitates stressful situations. Learning to conquer that stress grants a distinct advantage for job performance and productivity.
Amy Cuddy — Improving Your Body Language: How important is body language as it relates to success? Social psychologist Amy Cuddy believes it’s a crucial component, and in her 2013 talk, “Your Body Language Shapes Who You Are,” she delves into how something as simple as the way a person stands can change how confident they feel, among other factors.
“Our nonverbals govern how other people think and feel about us. But, do our nonverbals govern how we think and feel about ourselves?”
To this question, Cuddy believes the answer is “yes,” citing the example of how being forced to smile can make an individual feel happier. Being able to convey strength and self-assuredness goes a long way in the world of sales, where negotiating and …