Systematic Selling Podcast

Tired of getting ghosted after sending a proposal? In this live talk from the East Orlando Chamber’s Merchant Monday, Sean Lyden breaks down his four-part framework for closing more sales the systematic way. Learn how to pre-sell the budget, review scope live, create clear next steps, and use the L-A-P Method to clarify objections—all while keeping pressure low and trust high.By the end of this episode, you’ll know how to:- Handle pricing conversations early without losing credibility- Set clear next steps that prevent prospects from ghosting- Build buyer confidence without coming across as pushy- Use the L-A-P Method (Label, Ask, Propose) to clarify objections- Create alignment between your solution and the buyer’s problem.Episode Timestamps00:00 — Intro & why prospects ghost05:45 — The 4 techniques that reduce ghosting07:00 — The Budget Pre-Sale09:00 — The Scope Review Call11:00 — The Clear Close15:00 — The L-A-P Method for Objections19:00 — Sales as alignment, not persuasion20:30 — Q&A: handling pricing pushback24:00 — Q&A: how to balance giving clients space without losing momentum26:00 — Q&A: dealing with tech overwhelm and customer resistance29:00 — Q&A: reading body language and addressing hidden hesitation31:00 — Q&A: re-engaging ghosted prospects33:00 — The importance of tone, confidence, and terminology34:00 — “Never awaken the lizard brain” — how language affects buying behavior.Get bite-sized, high-impact sales systems training delivered to your inbox: SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

In Episode 29 of the Systematic Selling Podcast, Sean Lyden interviews Fernando Clemente, founder of Digital Mules, a South Florida-based digital marketing agency. Learn how Fernando grew his agency from a side hustle to a multimillion-dollar business, mastering high-ticket B2B sales and fostering a transparent, people-first culture. Discover actionable strategies for building a sales team, leveraging transparency for growth, and selling intangible services. Perfect for founders, sales leaders, and reps looking to scale their businesses.This episode dives deep into:* Fernando’s unconventional path to entrepreneurship, including failed businesses and pivotal life moments like a car accident that reshaped his trajectory.* The importance of transparency in leadership and how opening the books to his team doubled Digital Mules’ growth.* Strategies for selling intangible, high-ticket services by focusing on client value and problem-solving.* The role of patience in building a sales team and the key performance indicators (KPIs) that fuel long-term success.So, without further ado, get ready for Episode 29 of the Systematic Selling Podcast!Connect with Fernando: DigitalMules.comLearn more about Systematic Selling: SystematicSelling.co #Entrepreneurship #SalesStrategies #B2BSales #DigitalMarketing #CompanyCulture Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, we have Shea Sen on the Systematic Selling Podcast.He is the founder and chief service officer of Silver Lining Home Services, based in Orlando, Florida. Founded in 2020, Silver Linings provides comprehensive moving, junk removal, move-out cleaning, and senior move management services, with a focus on easing real estate transitions for homeowners and seniors. Shea, a former Air Force pilot with decades of experience in sales, business development, and entrepreneurship, shares his journey from launching a lawn care business in high school to building a high-end audio retail empire and eventually founding Silver Lining.Shea’s business philosophy centers on serving clients by solving their problems through strategic partnerships and a servant-leadership mindset. He discusses how he leverages relationships with realtors, property managers, and senior living communities to drive referrals, the importance of emotional intelligence in serving senior clients, and how he fosters a culture that encourages team members to grow—even if it means starting their own businesses. This episode is packed with insights for entrepreneurs, sales professionals, and home service business owners looking to scale through partnerships, prioritize service, and build a lasting legacy.So, without further ado, get ready for Episode 28 of the Systematic Selling Podcast!Subscribe for more insights 👉 https://www.systematicselling.co/podcast This episode is a must-listen for entrepreneurs and sales professionals in the home services industry or any sector reliant on trust and relationships. Shea Sen’s story illustrates how a service-first mindset, strategic partnerships, and a commitment to team development can transform a business. Whether you’re looking to scale through referrals, serve a niche market, or build a culture that inspires growth, Shea’s insights provide a roadmap for success. Tune in to learn how to sell by serving and create a lasting impact in your industry. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today’s episode is for you if you’re experiencing these problems:* New sales hires take too long to ramp up—or don’t stick around.* Your onboarding process is a mess—or nonexistent.* Your sales culture isn’t inspiring loyalty.New to Systematic Selling?* Subscribe for free to receive bite-sized, high-impact sales systems training delivered to your inbox each week.* Upgrade to Paid for the full experience, including access to the entire archives and premium-only sales training content, for a Venti Latte ☕️ per month.Today, on Episode 27 of the Systematic Selling Podcast…My talk on “‘Sink or Swim’ is Not a Strategy: 7 Steps to Set Up Your Reps for Success”Sales turnover is brutal—especially for small businesses.It’s expensive, disruptive, and demoralizing. And if you’ve ever felt the pain of losing a key sales rep, struggling to fill the role, and dealing with a drop in revenue in the meantime, you’re not alone.Consider these statistics:* 35% - Average sales turnover rate—more than twice as high as any other role* 47% - Sales reps who leave citing poor onboarding and training * 200% - Estimated percentage of a sales rep's salary it costs to replace them * 44% - Sales reps planning to leave their job within two years * 10+ months - Time it typically takes for a new sales rep to become fully productive * 18 months - Average tenure of a sales rep.I've seen this play out countless times with companies. They invest considerable time and resources to hire a sales representative, only to see that person walk out the door within 18 months. This means you might only get eight months of true productivity after all that investment.So how do we break this cycle? I've developed a seven-step cycle to slow the churn and accelerate your organization’s transformation into an elite sales team. Let me walk you through it.Step 1: Define Ambitious and Attainable Targets (00:02:44)How many of you have left a strategic planning meeting thinking, "They're smoking crack—there's no way we're hitting those numbers"? The problem is that goals are often disconnected from reality, specifically from the true price tag of the strategy and resources needed to achieve them.This disconnect creates unrealistic targets that demoralize your sales team, leading to burnout, resentment, and eventually turnover. The key is to ground your goals in reality.Try this strategic planning agenda for sales:* Debrief: Determine your current state—revenue, gross profit, and margin. How do these numbers stack up historically? Any records set? How do revenue streams rank by percentage? Who are your top clients?* Forecast: What are your projected revenue, gross profit, and gross margin targets? What assumptions underlie these numbers? What quarterly milestones should you establish to track progress?* Strategy: Ask this money question: "Imagine 12 months from now, we've hit our forecast. What will we have done to make that happen?" This question taps into the persuasion principle of thinking past the sale, helping everyone visualize success.* Team: Assess your current sales team size and composition. What's your sales turnover rate? What are your team's most notable strengths? What skill gaps need to be filled to hit your forecast? Are you ready to hire more reps?* Resources: Does your team have the tools they need to succeed? Consider technology, marketing support, industry events, training, and coaching investments. Ask, “What haven't we considered that we should?”* Action: Define immediate steps, responsibilities, and deadlines. Schedule a follow-up meeting to maintain momentum—what I call the "this meeting, next meeting" principle. Never break the chain.The goal isn't ironclad targets but getting initial targets out of your head and into a discussion with your team to sanity-check them.Step 2: Audit Your Sales Systems (00:10:45)Once you've defined targets and set your strategy, identify vulnerabilities in your sales systems that could hinder you from hitting your mark. There are 10 integrated systems that drive sales success, and if any of them slow down or grind to a halt, your entire operation suffers.Step 3: Fix Your Broken Systems (00:12:22)After your systems audit, prioritize which issues would make the biggest immediate impact if addressed. You can't tackle everything at once, so focus on the critical few that will move the needle. Test the fix and then document it in your sales playbook.One of the biggest mistakes I see owners make is hiring a rep and expecting that person to solve all their sales problems. That's not how it works. Fix your sales systems first. Then hire more new reps to help you run and optimize those systems. Step 4: Hire the Right Fit (00:12:48)I recommend evaluating sales candidates through three lenses:Lens 1: Company Stage* Stage One: Founder-led sales* Stage Two: Founder-managed sales* Stage Three: Specialized roles (VP Sales, Sales Manager, SDR)Lens 2: Candidate Profile* Rookie: No bad habits, relatively inexpensive, but lacks experience* Emerging Star: Some experience but hasn't hit their prime* All-Star: Making bank where they are, which means you'll need to pay top dollar* Sunsetter: Looking for higher base compensation rather than commission upside (a red flag)Lens 3: CharacterThe mantra I drill into my clients: Hire for character, train for success. If you get the character right—grit, emotional intelligence, work ethic—you can mold and shape them.But how do you get at the truth in interviews? Avoid standard questions like "What's your greatest weakness?" Instead, draw candidates out with scenario-based questions. For example, to assess integrity, ask: "Describe a situation where you had to deliver bad news to a customer. How did you handle it? What guided your approach?" Step 5: Formalize Your Onboarding and Training (00:18:00)Consider these statistics: * 10 weeks is the average training requirement for a newly hired sales rep. * Teams that invest in sales training are 57% more effective than those that don't. * And 94% of reps would stay longer if the business invested in their careers.Proper onboarding starts before day one. Prepare everything in advance and contact the new hire a day or two before they start with a warm welcome. This small act of kindness goes a long way. Then, make those sales reps feel like kings and queens in public. Announce them to your customer lists and on LinkedIn. Encourage team members to welcome them in the comments. This doesn't take much time but sets a powerful tone that says, "We value you." For training, I've identified 17 areas crucial for B2B sales reps, starting with your company's vision, mission, and values—why you exist, what's important to you as a company. Think of training delivery on three levels:* Classroom: Learn the concept* Application: Put the concept into action* Debrief: Provide feedback to make adjustmentsFor rookies, think about where you can slot them in immediately to bring value. Could they start as sales support or an SDR, freeing up experienced reps to focus on closing? This approach allows them to bring immediate value while developing their skills. Step 6: Instill a Learning Culture (00:26:00)Create an environment of continuous improvement through:* Weekly tactical meetings* Book discussions* An on-site library* Access to online training* Reading trade media covering your customers' industries.Step 7: Coach for Ongoing Success (00:26:29)Training is not a set-it-and-forget-it program. Meet with your reps regularly and coach effectively during one-on-ones.I recommend a Socratic approach rather than being prescriptive. For example:When a rep asks, "What should I do about X?" resist the temptation to immediately say, "You should do Y and Z." Instead, ask, "What does your gut instinct tell you?"If their answer makes sense, say, "Sounds like you have your answer. What's holding you back?" If their answer is off course, don't say, "That's a stupid idea." Ask, "How do you see that playing out?" The Socratic approach guides them to discovery so they own the action they need to take.A typical coaching agenda I follow includes:* End Zone: Wins (debrief successes)* Red Zone: Pending proposals (getting deals over the line)* Pipeline: Prospects and discovery meetings* Prospecting: Lead generation* Conflict Resolution: Mismatched expectations, invoice disputes (00:28:00)The Vince Lombardi ExampleVince Lombardi was hired by the Green Bay Packers in 1959 after they had suffered 10 straight losing seasons. In his first team meeting, he said, "I have never been on a losing team, gentlemen, and I do not intend to start now." Unlike today's NFL, Lombardi couldn't easily change players through free agency and trades. He had to work with the "losers" he inherited. Yet he turned them into winners, leading the Packers to five NFL championships, including the first two Super Bowls. That team of "losers" would produce nine NFL Hall of Famers.As Packers.com described it, "Lombardi immediately changed the way the team looked, the way it played, and especially how it thought."I share this story because it demonstrates how just one person can transform the culture and performance of an entire team. No matter how long you've been in your role or how well your sales team performs, you can flip the switch to transform your sales team into a finely tuned, high-performance machine.My Challenge to YouIn Atomic Habits, author James Clear says it best: “You do not rise to the level of your goals. You fall to the level of your systems.” So, follow the 7-step cycle to build your sales systems that rise to the level of your highest ambitions 👊Listen to Episode 27 for the full breakdown. Our Book is Now on Audible👇Today’s episode is brought to you by our new book, Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success—now available on Audible.Sean M. Lyden is the founder and CEO of Systematic Selling, a sales systems and coaching company for growth-minded SMB founders and owners looking to scale their sales (without the chaos). Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

In this episode of the Systematic Selling Podcast, Sean Lyden breaks down a powerful 5-point framework for sales success that allows you to sell without being pushy or “salesy.” The framework, SERVE, helps sales professionals and business owners create alignment between a prospect’s needs and their solution, build trust, and develop long-lasting relationships that lead to sustainable growth.Whether you're in B2B sales, own a business, or are looking to improve your networking and customer relationships, this episode provides actionable insights to help you sell more effectively—without the pressure or drama.Key Takeaways & Timestamps[00:00:00] Sales is About Alignment, Not ConvincingSales isn’t about persuading someone to buy—it’s about aligning their problem with your solution.The best sales professionals focus on serving rather than selling.[00:01:00] The SERVE Framework for Selling Without PressureThe SERVE acronym represents five key principles:S – Set One-on-OnesE – Earn TrustR – Relate Benefits to GoalsV – Value EveryoneE – Engage Consistently[00:01:49] S – Set One-on-OnesOne-on-one meetings are where strong relationships are built.There’s a direct correlation between the number of one-on-ones and the number of qualified prospects you generate.Pro tip: Let the other person talk 70% of the time—the more they talk, the more they trust and like you.[00:04:00] E – Earn TrustTrust exists on a continuum from 0 (no trust) to 10 (impeccable trust)—your goal is to move prospects along this spectrum.Ways to earn trust:Be authentic—be yourself.Do what you say you’re going to do—follow through on commitments.Set expectations clearly, especially when making introductions or referrals.[00:07:36] R – Relate Benefits to GoalsThe best salespeople match what they offer to what the prospect truly needs.People resist making decisions when faced with too many options (ambiguity effect). Keep it simple.Instead of prescribing, use a Socratic approach—ask questions to help the prospect discover value on their own.[00:10:50] V – Value EveryoneTreat every person—prospects, clients, team members—as valuable.Simple actions, like introducing a new contact to the right people, can have a long-term impact on their success (and yours).A real-world example: How a simple introduction at a networking event led to multiple new business opportunities.[00:14:10] E – Engage ConsistentlyBuilding relationships doesn’t end after the first meeting.Follow up through LinkedIn, emails, and direct messages to stay top-of-mind.Engage with their content (likes, comments, shares) to help elevate their visibility—it’s a free way to add value.A personalized touch—such as sending a message on birthdays or holidays—strengthens connections.[00:16:40] Final Takeaway: Commit to SERVESelling the right way—through service, not pressure—helps you attract more business naturally.When you apply the SERVE framework, you’ll build trust, uncover new opportunities, and grow your sales in a way that feels natural and sustainable.Resources & Next Steps🔹 Learn more about Systematic Selling: https://www.systematicselling.co/🔹 Connect with Sean Lyden on LinkedIn: https://www.linkedin.com/in/seanlyden/🔹 Subscribe for future episodes: https://www.systematicselling.co/podcast🎙 Liked this episode? Leave a review and share it with someone who would benefit from these insights! Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, we have Tamara Mon Louis on the Systematic Selling Podcast.Tamara is the founder of Monivan Digital Marketing Solutions, launched in 2018.She has over two decades of digital marketing experience across several key sectors, including hospitality, travel, healthcare, and education, helping brands grow revenue online.An amazing fact: Tamara was selected from over 3000 candidates to be the E-commerce Manager at Hilton Worldwide. There, she developed and executed digital strategies that reclaimed the Hilton brand’s search engine market share.She’s also host of the popular Your Business in Digital podcast.I’ve gotten to know Tamara through the East Orlando Chamber of Commerce here in Orlando, Fla. She’s the real deal when it comes to digital marketing, and I’ve spoken with several of her clients here in Orlando who sing her praises.That’s why I invited her to join us—to talk about how we can integrate digital marketing strategies and best practices into our B2B sales processes.So, without further adieu, let’s get ready for Episode 25 of the Systematic Selling Podcast!Connect with Tamara Mon Louis Website: monovandigital.com Podcast: "Your Business and Digital" on YouTube Book a consultation through her websiteSean M. Lyden is the founder and CEO of Systematic Selling, a sales systems and coaching company for growth-minded SMB founders and owners looking to scale their sales (without the chaos). Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today's podcast episode is for you if you're experiencing these problems:* You keep losing deals on price and don't know why.* Your proposals aren't getting the conversion rate you want.* You find yourself making reactive decisions about pricing and proposals.Last year, I joined James Groves and Bill DeMent, owners of the Hole in the Wall Drywall Repair, on the Hole in the Wall Podcast.We covered a wide range of topics, including my personal story, which I haven’t shared much before in the Systematic Selling Newsletter. And we really dug into a lot of the nuts and bolts of Systematic Selling, with practical sales advice you can apply immediately to your business.So, I asked James and Bill for their permission to share this episode with you.We talked about:* How the right systems can transform chaotic sales processes into predictable results.* The crucial difference between 'incumbent' and 'discretionary' businesses and how it affects your sales strategy.* Strategic ways to use LinkedIn beyond just posting content, including an intentional and systematic approach to DMs and relationship-building.* The importance of presenting budgets during Discovery rather than waiting for the Proposal stage.* Why networking serves different purposes for different industries and how to use it effectively.* A systematic approach to cold emails that focuses on helping rather than selling.* How to establish long-term B2B relationships through strategic trust-building.Here’s the episode with Bill and James!Sean M. Lyden is the founder and CEO of Systematic Selling, a sales systems and coaching company for growth-minded SMB founders and owners looking to scale their sales (without the chaos). Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today's podcast episode is for you if you're experiencing these problems:* You’re dealing with high sales turnover rates.* You’ve hired reps who interview well but fail to deliver results.* You don’t have a dependable process for vetting candidates thoroughly.* You’re uncertain about how to train and develop your sales team, especially those without prior sales experience.* You’re struggling to find the right balance between trusting your sales team and maintaining control over your business.Episode 23: Julio MelaraToday, we have Julio Melara on the Systematic Selling Podcast.Julio is the founder and CEO of Melara Enterprises and several other brands.He’s the publisher of the Baton Rouge Business Report, a leading business news publication that serves the Greater Baton Rouge area in Louisiana, providing in-depth coverage of local business trends, economic development, entrepreneurship, and government policy affecting the business community.Julio is the consummate salesman, and I’ve seen firsthand how he knows how to build a successful sales team.So, without further adieu, let’s get ready for Episode 23 of the Systematic Selling Podcast👇Key TakeawaysEarly Career Lessons [00:01:30]- Mother's wisdom: "Don't let anyone outwork you or outlearn you"- Put himself through college while working 40-50 hours per week- Began in sales during senior year, attending college in a suit dailySales Philosophy [00:11:30]- "Serving is the gateway to success"- Sales philosophy should align with life philosophy- Focus on building long-term relationships over transactions- Sales is "the highest paying hardest work and lowest paying easiest work"Three Essential Mindsets [00:15:00]- Growth mindset vs. fixed mindset- Positive mindset vs. negative mindset- Abundance mindset vs. lack mindsetHiring Process - The Rule of Three [00:40:45]- First Interview: Sales skills and experience assessment- Second Interview: Sales presentation and technical evaluation- Final Interview with CEO: Culture fit and character assessmentCultural Values [00:52:24]- Company Vision: "Excellence, innovation, and impact every day"- Five Core Non-Negotiables:- Integrity and honesty- Commitment to excellence- Giving back to the community- Innovation- People focusLeadership Philosophy [01:08:23]Four daily priorities as a leader:- Lead with purpose- Solve problems- Serve people- Bring the energyNotable Quotes"Money is the goal, but it's not our purpose." [00:46:14]"What determines our success is what goes out of here - the quality of our service, the quality of our products, the quality of our relationships." [00:47:00]"Fear and faith have two things in common: they both start with the letter F and they both believe in the future that hasn't happened." [01:02:31]Practical Tips for Sales LeadersHiring Best Practices- Maintain a "talent pool" of potential candidates- Conduct thorough social media screening- Prefer hiring people without previous sales experience to avoid bad habits- Use a guarantee period (6-12 months) for new sales reps to remove financial pressureTeam Development- Focus on serving customers rather than meeting quotas- Invest in continuous training and development- Build a culture that embraces change and innovation- Create clear systems and processes for accountabilityCommon Mistakes to Avoid- Rushing the hiring process- Focusing solely on sales experience- Neglecting cultural fit- Leading from fear instead of faith Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, we have Scott Janney on the pod. Scott is the CEO and co-founder of Magazine Jukebox, a venture-backed startup in Norfolk, Va., that has built an online entertainment platform—think digital magazines, games, and trivia—that enhances the customer experience wherever there are waiting areas, like healthcare facilities, hair salons, and automotive service centers. Scott is a 10th-grade dropout turned successful entrepreneur. And today, Scott and I talk about his go-to-market strategy with Magazine Jukebox, his approach to sales, and his experiences building a sales team.His stories will entertain you—and fire you up 🔥 So, let's get ready for Episode 22 of the Systematic Selling Podcast 👇Our Book is Now on Audible👇Today’s episode is brought to you by our new book, Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success—now available on Audible.About the host:Sean M. Lyden is the co-founder and CEO of Systematic Selling, a sales systems and coaching company for growth-minded SMB founders and owners looking to scale their sales (without the chaos). Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, we have Amber Hamilton on the pod.Amber is the co-founder and CEO at RedwoodRISE Ventures, a Virginia Beach-based advisory firm that empowers start-up founders to succeed by providing mentorship, guidance, and resources to help them navigate the challenges of scaling their businesses and transitioning into operational leadership roles.She has extensive experience developing sales systems that help start-ups ramp up their sales teams as quickly and efficiently as possible. That’s why I’m excited to have Amber join us today—to dive deep into her sales philosophy and unpack some principles that you can apply in your own business and career.So, without further adieu, get ready for Episode 21 of the Systematic Selling Podcast 👇RedwoodRISE Venture's Amber Hamilton shares valuable go-to-market strategies and insights into building the sales "infrastructure" required for long-term success. Subscribe: https://www.systematicselling.co/ Host: Sean Lyden, founder & CEO, Systematic Selling Guest: Amber Hamilton, Co-founder and CEO at RedwoodRISE Ventures (https://www.redwoodrise.com/) Show Notes: [00:00:00] Introduction Sean introduces Amber Hamilton, co-founder and CEO of RedwoodRISE Ventures, a Virginia Beach-based advisory firm empowering startup founders through mentorship, guidance, and resources. [00:01:26] Amber's Background Amber shares her journey from growing up in Baltimore to settling in Virginia Beach, discussing her education in Communication Studies and Leadership at Christopher Newport University. [00:04:00] Early Career and Family Life Amber talks about her initial career plans, including a brief stint in a faith-based organization and her experience as a stay-at-home mom before venturing into event planning and sales. [00:05:34] Transition to Bridal Industry Amber describes her entry into managing high-end bridal stores, highlighting her natural ability to see and implement efficient systems and processes. [00:08:49] Building a Successful Sales Team Amber details her approach to hiring and retaining sales staff in the bridal industry, emphasizing the importance of culture, conflict resolution, and practical sales techniques. [00:15:45] Hiring Strategy for Sales Representatives Amber explains her criteria for hiring sales reps, including looking for people with service industry experience and the right personality traits for the job. [00:23:52] Transition to Entrepreneurship Amber recounts her journey from managing bridal stores to working for a startup, and eventually starting her own business. [00:29:54] Founding RedwoodRISE Ventures Amber shares the story of how she met her business partner, Sarah, and how they identified a gap in the startup support ecosystem, leading to the creation of RedwoodRISE Ventures. [00:43:00] RedwoodRISE's Approach to Startup Success Amber outlines their process for helping startups, including brand development, target market identification, pricing strategy, and sales operations. [00:50:21] The Importance of Market Research Amber stresses the critical role of thorough market research before building products or implementing marketing strategies. [00:58:53] Overcoming Sales Reluctance Amber provides practical advice for founders who are uncomfortable with making sales calls, including leveraging personal networks and shifting mindsets about sales. [01:07:49] The Personal Challenges of Entrepreneurship Amber discusses the emotional and psychological challenges founders face, emphasizing the importance of separating personal worth from professional outcomes. [01:13:01] The Baseball Analogy for Sales Amber shares a powerful metaphor from her sons about baseball being a "game of failure," drawing parallels to the persistence required in sales and entrepreneurship. [01:15:07] Final Words of Encouragement Amber concludes with an inspiring message for founders, encouraging them to keep going despite the challenges, emphasizing the importance of their voices and innovations in the world. This episode offers a wealth of insights for founders and sales leaders, covering topics from building effective sales teams to overcoming personal challenges in entrepreneurship. Amber Hamilton's journey and expertise provide valuable lessons for anyone looking to improve their sales strategies and build successful startups. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Join my conversation with Henry Hayes, keynote speaker, founder of Disrupt Ready, and adjunct instructor at LSU, in his second appearance on the Systematic Selling Podcast. Henry shares the latest developments in AI and its impact on sales, emphasizing the urgency of adopting disruptive technologies. Learn about AI strategies, the importance of making mistakes to stay in the game, and how to leverage AI to enhance your sales process. Discover how AI is transforming mundane tasks, improving customer interactions, and providing strategic advantages. Don't miss valuable insights on future AI trends and practical applications in sales. Tune in and get ready to take notes!Subscribe at SystematicSelling.co.00:00 Introduction to Henry Hayes01:11 The Urgency of Disruptive Technologies02:15 AI Strategy and Making Mistakes04:03 AI in Sales: Practical Examples06:58 The Strategic Advantage of AI17:24 Understanding AI, Machine Learning, and Deep Learning30:18 Future AI Capabilities in Sales35:34 Final Thoughts and Where to Find Henry Hayes. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, Cory Carlson joins us on the Systematic Selling Podcast.Cory is an executive coach and keynote speaker. He’s the author of two books:* Win at Home First: An Inspirational Guide to Work-Life Balance* Rise and Go: How to Get Back Up with Courage & Move Forward with Confidence.Cory is also the host of the popular “Win at Home Podcast.”I asked Cory to join us because one of the biggest barriers to our success as founders and sales leaders is when we have a chaotic personal and family lifeWhen things unravel at home, they tend to spill into your business—and impact your ability to sell. So, how can you more effectively manage the competing pressures for your attention? What systems can you design in your life and work to achieve an optimal balance? These are the types of questions Cory helps his executive clients work through—and what we’re going to be talking about today on Episode 19 of the Systematic Selling Podcast!Key Takeaways:1. The importance of work-life balance for business success [00:00:30]A chaotic personal life can spill into business and impact sales ability.2. Cory's background and career progression [00:02:41]From civil engineering to sales to executive leadership.3. The value of executive coaching [00:06:31]How coaching changed Cory's perspective and leadership style.4. Leading like a coach [00:07:28]Asking about both work and home life with employees.5. The importance of intentionality in personal relationships [00:47:48]Setting KPIs for family time and date nights.6. Navigating business challenges during COVID-19 [00:53:37]Cory's experience launching full-time into coaching just before the pandemic.7. The importance of communication with spouse and support network [00:58:35]Building trust and open communication before crises hit.8. Strategies for overcoming setbacks [01:07:34].Developing a personal manifesto and positive affirmations.9. The power of small, consistent improvements [01:13:33].Implementing one positive change at a time.Additional Resource:Check out our new book, Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success, here. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, Dan Goodman with Dan Goodman Employment Advisory joins us on the Systematic Selling Podcast.I started following Dan on LinkedIn a couple of months ago because of his compelling, heart-wrenching stories about high-performing sales reps getting let go by employers who didn’t want to pay the enormous “windfall” commissions or bonuses. Dan helps those jilted sales reps navigate the shark-filled waters to reclaim the compensation they’ve earned and deserved. I invited Dan to join us to talk about the factors founders should consider for setting up sales rep compensation for success—for both the company and the rep. What are the keys to developing fair and effective sales compensation plans?What are the compensation pitfalls to avoid?Get ready to take notes as Dan and I discuss the importance of transparency, communication, and ethical practices in sales compensation on Episode 18 of the Systematic Selling podcast!The Systematic Selling Newsletter is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.Key Takeaways:* Compensation Plan Design:* Create tiered structures that incentivize desired behaviors* Balance rewards for legacy products and strategic, high-growth offerings* Consider uncapped plans to motivate top performers* Run scenarios to anticipate potential outcomes.* Trust and Transparency:* Communicate openly about compensation plans and changes* Avoid retroactive changes or delaying plan publication* Honor agreements made with sales reps* Provide access to data for commission verification.* Legal and Ethical Considerations:* Non-disparagement agreements in severance offers are no longer allowed (NLRB ruling, February 2023)* Non-compete agreements are facing potential bans (FTC ruling, implementation pending)* Be aware of laws surrounding variable compensation.* Handling Economic Challenges:* Involve sales reps in discussions about necessary changes* Consider alternatives like equity grants to offset commission losses* Leadership should make sacrifices alongside employees* Provide options and the right of refusal to affected employees.* Building a Positive Culture:* Treat sales reps with respect and dignity* Focus on long-term sustainability over short-term gains* Recognize the value sales reps bring to the company's growth* Avoid ego-driven decisions that undermine trust.Additional Notes:* The podcast emphasizes the importance of "impeccable trust" in sales relationships.* Dan shares his journey from free consultations to a thriving advisory business.* The discussion touches on the evolving landscape of employment law and worker rights.* Sean and Dan stress the need for founders to take responsibility for company performance rather than scapegoating employees.Contact Information:* Website: dangoodmanea.com* Email: [email protected]* LinkedIn: https://www.linkedin.com/in/daniel-goodman2001/ The Bottom Line:This episode is a must-listen for founders and sales leaders looking to create fair and motivating compensation plans while fostering a culture of trust and respect within their companies.Additional Resource:Check out our new book, Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success, here.Until next time!Sean Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

“[Rejection] affects me in the moment because I'm competitive. And I have feelings just like everybody else has feelings. But I also look at it from this perspective a lot...they're not going to remember you five seconds after you call them. So why give them five minutes?"~ Chris JollyHello! I’m Sean Lyden, the host of the Systematic Selling Podcast, where we share strategies, trends, and best practices to help you scale your sales and build a business you love.If you’re not already a FREE member of the Systematic Selling Newsletter, consider joining to receive each episode and article in your inbox👇Today, Chris Jolly—a.k.a #TheFreightCoach—joins us on the pod.He is the founder of a start-up and the builder of a burgeoning freight media empire. He’s also the host of Coffee w/ #TheFreightCoach Podcast.But he talks about more than just freight. He breaks down sales, marketing, and entrepreneurship strategies—all of which apply to you and me on this podcast. So, get ready for this wide-ranging business-building conversation on Episode 17…of the Systematic Selling Podcast!📝 Sean’s Notes: 6 Takeaways on Cold-Call SuccessWhen it comes to cold calling, Chris advocates taking a low-pressure, consultative approach. What does that look like? ✅ Make a memorable impression✅ Gather information✅ Schedule a follow-up❌ Don’t be overly aggressive with the sales pitch right away.Here are my six takeaways from our conversation:1. Reframe your objective.Frame the conversation as simply wanting the prospect to remember you, rather than an overt sales pitch. "I don't go into any cold call or cold outreach with ‘What can I gain from this?’ I want it to be: I just want them to remember me. I want them to remember me because every day, it doesn't matter whether it's in freight or any industry, people get inundated with sales, emails, calls. I just want them to remember my name when they need me."2. Sell the “next step,” not your product.Ask for a little information from them and try to set a follow-up time, instead of pushing for the sale right away. "So it's like my big value proposition right away is, ‘Hey, this is what we specialize in.’ If I'm local or if I'm in their area, I'll always ask, ‘Can I stop by and introduce myself in person?’ But for the most part, [my mentality is], ‘Hey, I'm just trying to extract a little bit of information from you. And find when is the best time so that I can follow up.’"3. Stop pitching, start listening.Take detailed notes from each call to reference on follow-ups, which shows you were listening. “I take detailed notes. ‘I called you on April 23rd. You told me to call me back at this time. I'm calling you back at this time’...But if you don't take that effort and take detailed notes of your call, when you call back, you're going to sound just like another voice."4. Push through rejection.Maintain the perspective that rejection is just part of the process and not something to take personally. “[Rejection] affects me in the moment because I'm competitive. And I have feelings just like everybody else has feelings. But I also look at it from this perspective a lot...they're not going to remember you five seconds after you call them. So why give them five minutes?"5. Keep your head in the game.Focus on the potential "yes" behind the next prospect, rather than dwelling on the "no's.” "You're focusing on the fact that there could be a yes behind the next one. And that's really where you need to shift your perspective to."6. Track your numbers.Set incremental prospecting activity goals and stick to them daily/weekly, rather than getting discouraged. "If you're making five cold calls a day...make sure you hit your numbers every single day. And then after two weeks, increase it to seven. And then after those two weeks, increase it to 10."Additional Resource:Check out our new book, Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success, here.Systematic Selling is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.Until next time!Gratefully,Sean Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

This episode is for you if you’re…* Struggling with scaling your business* Feeling overwhelmed but scared of “letting go”* Dealing with unexpected customer churn and employee turnover.Systematic Selling is a listener-supported podcast. To receive new posts and support my work, consider becoming a free or paid subscriber.Today, my long-time friends and clients, David Harper and Russ Clemmer, join me on the pod to talk about something really special to us—and hopefully to you. David is the founder and Chairman, and Russ is the CEO of Legacy Advisory Partners, an Atlanta-based financial services firm that helps business owners attract and retain their key leaders. We discuss a new book the three of us collaborated on, aptly titled “Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success.”Working on this book absolutely ruined me. But in the best way possible.That’s because I always saw myself as a solopreneur—a lone assassin. I would do my work, do my thing, not have to deal with employees, and go about my way.But the concepts in this book expanded my vision of the possibilities.It got me thinking…Am I being the best steward of Lyden Communications and the Systematic Selling brand?If I truly believe that I'm bringing significant value to clients, why would I limit that?If I believe the Systematic Selling philosophy can transform other companies, why would I ever hold that back? I have a moral imperative to reach as many people as I can. This thinking began to clarify my vision and mission for building the Systematic Selling Academy, the newsletter, and this podcast. Through collaboration—with our team, customers, partners, centers of influence, and advisors—we can achieve much greater things than we could ever conceive (let alone accomplish) on our own.But Founder’s Syndrome stifles collaboration because—as we call it in the book— you’re “leading from the center of the circle.” You're in the center; everything revolves around you, and all decisions run through you. You become the chokepoint to growth.Well…for 11 years since starting Lyden Communications LLC, I’ve been the chokepoint. But as we completed the final edits in January, I came to terms with these words in my head gnawing at me since we started the project two years ago:“Sean, if you want to make a greater impact. If you truly want to achieve your company's full potential—and allow your customers to taste their full potential as you serve them—then you must think bigger. Much bigger.Get outside of the center of that circle. Build a team of talented leaders who share your vision and mission. Face down your Fear and unleash the ‘Collaboration Effect.’”⚠️ So, here’s my WARNING:Don't listen to this episode or read the book if you're content with where you are.But if you're ready to get wrecked...Then, by all means, grab your copy of the book.And then, get ready for this impactful conversation with David and Russ on Episode 16…of The Systematic Selling Podcast!All the best,Sean LydenP.S. This conversation originally aired on May 9, 2024, on Russ’ The 3 Wins Podcast, Episode 45. If you’d like a brief overview of the concepts discussed in the book, check out the episode’s show notes here.P.S.S. If you’re interested, you can grab your copy of the book here 👇Sean M. Lyden is the founder and CEO of Lyden Communications LLC, an Orlando, Florida-based sales training company that helps founders and sales leaders onboard and train their sales reps for success (and not just let them ‘sink or swim’). He is also a co-author of the book, “Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success.” Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, Carlos Caro joins us on the pod. Carlos is a former executive at Credit Karma and Capital One.But in February…he launched his startup New Market Growth.It’s an agency that helps lenders and credit card issuers acquire more customers through credit marketplaces like Credit Karma, Experian, and NerdWallet.And…that’s why I invited Carlos to join us.I wanted to hear from someone in the trenches who’s successfully finding and closing their first customers.What’s Carlos’ go-to-market strategy?The simple answer:Posting content on LinkedIn consistently.How’s he doing it?Carlos breaks it down for us. He also talks about how his math background and being a semi-pro poker player have shaped his approach to entrepreneurship and sales.So, get ready for this fascinating conversation on Episode 15…of the Systematic Selling Podcast!📝 Sean’s Notes: Carlos’ 7 Steps to Landing New Customers on LinkedInBased on our conversation, I would summarize Carlos’ LinkedIn progression in these seven steps:Step 1: StartCarlos started writing content every day on LinkedIn in March 2022. He wrote about lessons learned as an analyst, poker player, from his failed startup, etc., without necessarily having a focused area of content initially.Step 2: CommitBy the end of the first year of consistently posting content, his network on LinkedIn doubled from around 2,500 to 5,000 connections.Step 3: FocusThat’s when Carlos shifted his focus to write specifically about affiliate marketing strategies for lenders, which was his area of expertise from past corporate roles.Step 4: EngageOver time, people he didn't know started reaching out to him saying they enjoyed his posts on affiliate marketing and wanted to discuss further or get his advice.Step 5: ConnectHe would hop on calls with these inbound leads from LinkedIn and freely provide advice/tips. If they expressed interest in working together, he would share more about potentially hiring his agency.Step 6: ShareHis openness to share expertise freely via content allowed him to build trust and credibility with potential clients before ever pitching to them.Step 7: SellBy the time he quit his corporate job earlier this year to go full-time on his agency, he already had an inbound pipeline and a couple of paying clients from the leads generated via his LinkedIn content strategy.The Bottom LineNotice that “Sell” is the last step.Too many founders and sales reps make the mistake of selling on LinkedIn way too soon in the process. Instead…Be patient. Build trust. Bring value.When you do, “Step 7” will come naturally.Additional ResourceCheck out our new book, Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success, here.Subscribe to Systematic SellingIf you haven’t already done so, consider subscribing to the Systematic Selling Newsletter for free.👇Systematic Selling is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.I teach you the Systematic Selling Framework the 10 systems every founder needs to hire, onboard, and train new sales reps for success.You can also find the Systematic Selling Podcast on your favorite podcast app, whether it’s Apple, Spotify, or YouTube.I’ll leave you with this: Always remember…When you fix your systems, you’ll fix your sales.See you next time!SeanAbout the Host: Sean M. Lyden is the founder and CEO of Lyden Communications LLC, an Orlando, Florida-based sales training and media company for founders looking to systematize their sales and scale their business. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, Keely Flood joins us on the pod. Keely is a ten-year corporate sales veteran. During that time, he earned multiple President’s Club awards in the SaaS and recruiting spaces. About a year ago, he started his own company, The Honest Salesperson, which provides sales coaching services to staffing and recruiting firms.Keely opens up about his unorthodox career path—from college football coach to corporate sales to entrepreneurship—and all the sales lessons he learned along the way. Throughout the episode, we delve into various aspects of sales, leadership, and the importance of taking a systematic approach to achieving business growth.So, get ready to take notes on Episode 14 of the Systematic Selling Podcast. And check out my Top 6 Takeaways 👇 Systematic Selling is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.Key Takeaways1. Empathy and Humility in SalesKeely emphasizes the importance of seeking to understand the client's perspective and being open to different viewpoints. His background in studying religion taught him to appreciate diverse interpretations, which translates well into the sales process. Instead of pushing a one-size-fits-all solution, he listens actively and recommends alternative options if his offering is not the right fit.2. Prospecting and Inbound SystemsKeely leverages LinkedIn as a powerful prospecting tool. He engages with people who view his profile, connect with him, or interact with his content. By thanking them for their time and offering to help, he initiates conversations that can lead to potential business opportunities. This approach showcases how to extract value from inbound prospecting efforts.3. Discovery and Goal AlignmentDuring Discovery Calls, Keely seeks to understand the client's current situation, desired future state, and the missing pieces to achieve their goals. He aligns his goals with his clients' goals, ensuring that his efforts contribute to their success. This alignment fosters trust and sets the foundation for a productive working relationship.4. Building Trust and Saying NoKeely emphasizes the importance of building impeccable trust with prospects and clients. He shares an example where he turned down a potential client because he wasn't the right fit, even though it meant declining a sizable paycheck. This decision exemplifies putting the client's interests first and building trust for long-term relationships.5. Overcoming Founder ChallengesAs a founder, Keely candidly discusses the challenges of self-doubt, imposter syndrome, and the fear of failure. He highlights the importance of having a supportive community, particularly a spouse or partner, who can provide reassurance and perspective during difficult times. He also shares strategies for combating these challenges, such as reminding himself of his "why," reflecting on past successes and embracing his ability to outlast competitors through perseverance.6. Advice for FoundersKeely advises founders to accept feelings of fear, doubt, and imposter syndrome as normal human experiences. Denying or fighting these emotions can spiral out of control. Instead, he recommends acknowledging these feelings, relying on support systems, and focusing on processes and systems that have proven successful in the past.Additional Highlights:* Keely's background as an offensive lineman in college football instilled a team-oriented mindset and a willingness to grind in the trenches, traits that have served him well in sales and entrepreneurship.* He emphasizes the importance of setting specific goals with clients and holding them accountable, ensuring that their objectives remain a priority amidst the demands of running a business.* Keely shares his journey from coaching college football to transitioning into corporate sales, highlighting the transferable skills he leveraged from his recruiting experience.* He advocates for an "always be learning" mindset, adapting strategies based on market feedback and continuously improving sales processes.The Bottom LineEpisode 14 provides valuable sales insights for founders, owners, and sales professionals. It covers topics such as building trust, prospecting strategies, discovery processes, goal alignment, overcoming challenges, and maintaining a growth mindset.In the meantime…If you haven’t already done so, consider subscribing to the Systematic Selling Newsletter for free.👇This is where you can learn how to build, fix, and maintain the 10 systems every business needs to produce more consistent, predictable, and—most importantly—profitable sales growth.I’ll leave you with this: Always remember…When you fix your systems, you’ll fix your sales.See you next time!SeanAbout the Host: Sean M. Lyden is the founder and CEO of Lyden Communications LLC, an Orlando, Florida-based sales training and media company for founders looking to systematize their sales and scale their business. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, Dan Manning joins us on the pod. Dan spent a career in the Air Force, where he was an A-10 fighter pilot, military diplomat, and speechwriter at the Pentagon. But now…he's a master storyteller for his company, Build The Story. And Dan has built a business working with founders, coaches, consultants and executives to help them tell the stories that their audiences need to hear.We all know intuitively that stories are powerful vehicles for selling ideas and inspiring people to action.But most founders don’t know what stories to tell or how to tell them.That’s why I asked Dan to join us on the Systematic Selling Podcast.He shares with us the three stories every founder needs in their toolbox.And he shows us how to *build* those stories for maximum impact. So, get ready for a master class on entrepreneurial storytelling on Episode 13 of the Systematic Selling Podcast.Key TakeawaysThe Value of Storytelling in Business:* Stories are powerful tools for communicating ideas, building trust, and driving action.* Well-crafted stories can help founders and businesses connect with their audiences, convey their value proposition, and ultimately drive sales growth.The Three Core Stories Every Founder Needs:* The Founder's Origin Story: Explains how the founder identified and solved a particular problem, leading to the creation of their venture.* The Customer Success Story: Highlights how a customer faced a specific challenge and how the founder's product or service helped them overcome it and achieve success.* The Vision Story: Paints a picture of the future the founder envisions for their business, inspiring their team and customers to join them on that journey.The Structure of a Compelling Story:* Preamble: A short hook that captures the audience's attention and sets expectations for the story.* Before: The backstory or context that sets the stage for the challenges and transformation.* Challenges: The pain points, struggles, or obstacles faced by the protagonist (often the founder or customer).* Change: The pivotal moment or event that catalyzed the transformation from struggle to success.* Resolution: The positive outcome or desired state achieved after the change, highlighting the value proposition.* Meaning: The key takeaway or lesson the audience should derive from the story.The Importance of Starting with Pain Points:Successful stories resonate by addressing the audience's pain points or challenges first, rather than leading with the solution or product.People are more motivated to take action to alleviate pain than to pursue potential gains.The Process of Crafting Stories:Dan emphasizes the importance of collaborating with clients to uncover the authentic moments of change that drive their stories.He starts by identifying the desired action or outcome and then works backward to construct the narrative around the pivotal moment of change.The Power of Simplicity and Clarity:Dan's approach to storytelling favors simplicity, directness, and clarity over complexity or embellishment.His stories aim to be unmistakable in their meaning and easily understood by the audience.Additional Insights:Dan's diverse experiences, from flying fighter jets to working as a military diplomat and speechwriter, honed his communication skills and ability to connect with different audiences.His time learning Russian and navigating cultural differences reinforced the importance of simplicity, empathy, and tailoring messages to the audience's understanding.Storytelling follows a similar structured approach to programming, with a formula and clear components that work together to achieve the desired outcome.Dan emphasizes the importance of capturing the audience's interest, not just their attention, to keep them engaged and receptive to the story's message.Overall, this episode provides you with valuable insights into the art of storytelling for business and highlights the critical role narratives play in connecting with audiences, building trust, and driving action. The Bottom LineLet us know what you think!Leave a comment 👇Or simply hit “reply.” In the meantime…If you haven’t already done so, consider subscribing to the Systematic Selling Newsletter for free.👇This is where you can learn how to build, fix, and maintain the 10 systems every business needs to produce more consistent, predictable, and—most importantly—profitable sales growth.I’ll leave you with this: Always remember…When you fix your systems, you’ll fix your sales.See you next time!SeanAbout the Host: Sean M. Lyden is the founder and CEO of Lyden Communications LLC, an Orlando, Florida-based sales training and media company for founders looking to systematize their sales and scale their business. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

Today, I’m honored to have Robin Dreeke join us on the Systematic Selling Podcast. Robin is a veteran Marine, former chief of the FBI Counterintelligence Behavioral Analysis Program, and bestselling author of three books, including The Code of Trust, An American Counterintelligence Expert's Five Rules to Lead and Succeed.Reading this book inspired me to reach out to Robin to come on the show.That’s because, in it, he breaks down the systems he developed in the FBI to produce more consistent results in building trust with Russian spies while recruiting them to become informants for the U.S.The idea behind systems is to create a higher level of consistency and predictability in the responses you elicit from others.And if Robin could develop effective trust-building systems in the high-stakes game of counterintelligence, couldn’t those same systems be applied to sales?The answer is Yes.But what, exactly, are those systems? And how can we apply them to sales?Robin breaks it all down for us in this wide-ranging conversation on building trust and forging unbreakable alliances. Have pen and paper handy because you’ll want to take notes on this one or come back to listen to Episode 12 of the Systematic Selling Podcast. 👇Systematic Selling is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.Key Topics Discussed in Episode 12:* Introduction to Robin Dreeke: Discover Robin's fascinating background as an FBI spy recruiter, his main focus on Russian intelligence, and how his career has shaped his understanding of trust.* Transition from FBI to Sales and Leadership: Learn about Robin's journey from the FBI to starting his own company and how the principles of counterintelligence apply to sales and leadership.* The Science of Trust Building: Robin breaks down his approach to trust, emphasizing the importance of understanding others' challenges and aligning your offerings with their needs.* Practical Strategies for Sales: Insights into Robin's four keys of communication to inspire safety and trust, and how these strategies can be applied in sales to improve outcomes and build lasting relationships.* Navigating Challenges and Building Alliances: Discussion on the challenges of building trust, especially in difficult situations, and strategies for creating unbreakable alliances in business and life.* Dreeke's Publications and Contributions: Overview of Robin's books, including The Code of Trust and Sizing People Up, offering listeners resources for deeper learning on trust and relationship building.15 Action Items for Building Trust in Sales:* Be deeply present without any distractions (focus on another human being)* Communicate with transparency and vulnerability* Foster healthy relationships by demonstrating curiosity towards others and suspending ego* Own your actions and take full accountability for them* Seek to understand others' context, empathize, and build deep empathy* Continually build and maintain relationships through consistent actions* Put in the reps to improve mastery of communication skills* Focus on others by seeking their thoughts and opinions instead of telling them yours.* Talk in terms of their challenges, priorities, and pain points instead of your own.* Be non-judgmentally curious and validating to make people feel seen and heard.* Empower people with choices to give them situational awareness and make them feel safe.* Seek the thoughts and opinions of potential customers to understand their needs and preferences.* Talk about the challenges they are facing, such as specific problems related to their business or personal life that your product or service can solve.* Show genuine curiosity about their experiences, interests, and goals without passing judgment on their choices or beliefs.* Offer them choices when presenting solutions so they have control over the decision-making process.🎯 The Bottom LineRobin provides a masterclass on the critical role of trust in sales, emphasizing empathy, understanding, and strategic communication. His unique perspective, rooted in his experiences with the FBI, offers valuable lessons for anyone looking to enhance their sales effectiveness and build stronger, more trusting relationships.Let us know what you think!Leave a comment 👇Or simply hit “reply.” In the meantime…If you haven’t already done so, consider subscribing to the Systematic Selling Newsletter for free.👇This is where you can learn how to build, fix, and maintain the 10 systems every business needs to produce more consistent, predictable, and—most importantly—profitable sales growth.I’ll leave you with this: Always remember…When you fix your systems, you’ll fix your sales.See you next time!SeanAbout the Host: Sean M. Lyden is the founder and CEO of Lyden Communications LLC, an Orlando, Florida-based sales training and media company for founders looking to systematize their sales and scale their business. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

The best time to have started thinking about AI in your sales processes was about 14 months ago when OpenAI launched its public version of ChatGPT.The next best time?Right now.Because the AI landscape is changing daily. Literally. And the founders who lean into AI tools for sales—and not dismiss them—already have a significant competitive advantage in speed, hyper-targeted messaging, and much lower customer acquisition costs. If you feel like you’ve fallen behind, how can you catch up?I asked Henry Hays, co-founder of DisruptREADY, to join me to discuss AI’s impact on sales on Episode 11 of the Systematic Selling Podcast. 👇Systematic Selling is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.Henry is a founder, keynote speaker, and adjunct instructor at LSU. He co-founded DisruptREADY to help companies prepare for and implement disruptive technologies, like AI…before it disrupts them. That’s why I invited Henry to join us. He spent over 20 years climbing the corporate sales ladder before becoming a founder. Now, he’s on the front lines helping companies tap into the power of AI to gain a competitive advantage.Henry understands sales. He has his finger on the pulse of AI. And he knows what it’s like to be a founder.I can’t wait for you to hear this episode!✅ Your Action ItemsHere are six action items to consider after listening to today’s episode:* Embrace a mindset of possibility thinking regarding AI and its capabilities.* Educate yourself and your team about AI and its potential applications.* Consider enrolling in the Digital Assets Team University (DATU) program for comprehensive AI training.* Build a digital assets team and empower them to explore and implement AI solutions.* Develop a clear vision of success with AI and communicate that vision to your team.* Explore the possibilities of AI tools to automate repetitive tasks, such as research, lead qualification, and proposal generation.📜 Episode IndexIntroduction- Welcome to the pod (00:19)* Henry's background and expertise (00:02)Henry's Journey—College and love for communication (02:18)* Understanding the importance of urgency and truth in sales (06:06)* Building a trusted network for learning and validation (11:39)Artificial Intelligence—Your attitude towards AI (12:23)* Parallel principles of openness to learning and humility in sales (13:56)DisruptREADY—Starting as a boutique consultancy (16:31)* Focusing on translating AI for small to medium-sized businesses (17:04)* The essential eight principles (18:27)Time Management and AI—Using time and resources effectively (21:39)* Analyzing time allocation and priorities (21:53)* Example of research (22:36)AI Trends—Specific impact on  sales (24:21)* Prompt engineering and deriving desired outcomes (30:11)* Right person, right message, right timing (32:44)AI Tools for Sales—Outbound prospecting and targeted messaging (33:14)* Crafting messages with AI assistance (33:40)* Summarizing and recalling conversations (34:39)AI in Business—Aligning AI trends with business goals (35:29)* Identifying target audience and communication strategies (35:37)* Training bots for specific industries (41:02)Leveraging AI for Sales Success—Using AI for lead generation (42:36)* Maximizing time with clients using AI tools (43:48)* Expanding messaging templates and scalability (45:10)Embracing AI Education—Importance of continuous learning (46:38)* Drip-style educational format (47:10)* Empowering employees with AI knowledge (48:27)Resources and Conclusion—Free online resources for AI education (50:09)* Contact information for DisruptREADY (56:18)Note: The timestamps provided are approximate and may vary slightly based on the exact timing in the original recording.🎯 The Bottom LineLet me know what you think of this episode!Leave a comment 👇Or hit me up at [email protected]. In the meantime…If you haven’t already done so, subscribe to our email newsletter for free. This is where you can learn how to build, fix, and maintain the 10 systems every business needs to produce more consistent, predictable, and—most importantly—profitable sales growth.I’ll leave you with this: Always remember…When you fix your systems, you’ll fix your sales.See you next time!SeanSean M. Lyden is the founder and CEO of Lyden Communications LLC, an Orlando, Florida-based sales training and media company for founders looking to transition out of sales by building a consistently successful sales team. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#10. The Salesman’s PrayerListen to this scroll 3x per day for 30 days.And watch your life change forever.The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Get the book here: https://www.amazon.com/Greatest-Salesman-World-Og-Mandino/dp/055327757XJoin other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals.Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#9. “I will act now.”Listen to this scroll 3x per day for 30 days.And watch your life change forever.The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Get the book here: https://www.amazon.com/Greatest-Salesman-World-Og-Mandino/dp/055327757XJoin other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals.Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#8. “I will multiply my value a hundredfold.”Listen to this scroll 3x per day for 30 days.And watch your life change forever.The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Get the book here: https://www.amazon.com/Greatest-Salesman-World-Og-Mandino/dp/055327757XJoin other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals.Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#7. “I will laugh at the world.”Listen to this scroll 3x per day for 30 days.And watch your life change forever.The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Get the book here: https://www.amazon.com/Greatest-Salesman-World-Og-Mandino/dp/055327757XJoin other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals.Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#6. Today, I will be master of my emotions.”Listen to this scroll 3x per day for 30 days.And watch your life change forever.The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Get the book here: https://www.amazon.com/Greatest-Salesman-World-Og-Mandino/dp/055327757XJoin other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals.Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#5. “I will live this day as if it is my last.”Listen to this scroll 3x per day for 30 days.And watch your life change forever.The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Get the book here: https://www.amazon.com/Greatest-Salesman-World-Og-Mandino/dp/055327757XJoin other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals.Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#4. “I am nature’s greatest miracle.”Listen to this scroll 3x per day for 30 days.And watch your life change forever.The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Get the book here: https://www.amazon.com/Greatest-Salesman-World-Og-Mandino/dp/055327757XJoin other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals.Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#3. “I will persist until I succeed.”Listen to this scroll 3x per day for 30 days.And watch your life change forever.The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Get the book here: https://www.amazon.com/Greatest-Salesman-World-Og-Mandino/dp/055327757XJoin other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals.Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#2. "I will greet this day with love in my heart."Maya Angelou said, "I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel."Sell in such a way that your prospects and customers FEEL your love—your genuine concern for them and their interests.But how do you love your customers in a practical, actionable way?Og Mandino provides the roadmap in Scroll Marked II from his classic "The Greatest Salesman in the World," which I memorized over 20 years ago and have reviewed several times each year since.The principles in this scroll helped me overcome my fear of rejection by shifting my focus off of myself and onto my customers.Every entrepreneur should read this book no matter how long you've been in business.Listen to this scroll 3x per day for 30 days.And watch your life change forever.The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Get the book here: https://www.amazon.com/Greatest-Salesman-World-Og-Mandino/dp/055327757XJoin other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals.Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

#1. "Today, I begin a new life." Listen to this scroll 3x per day for 30 days. And watch your life change forever. The 10 Scrolls from Og Mandino’s The Greatest Salesman in the World:Scroll Marked I: “Today, I begin a new life.”Scroll Marked II: “I will greet this day with love in my heart.”Scroll Marked III: “I will persist until I succeed.”Scroll Marked IV: “I am nature’s greatest miracle.”Scroll Marked V: “I will live this day as if it is my last.”Scroll Marked VI: “Today, I will be master of my emotions.”Scroll Marked VII: “I will laugh at the world.”Scroll Marked VIII: “I will multiply my value a hundredfold.”Scroll Marked IX: “I will act now.”Scroll Marked X: “The Salesman’s Prayer”Join other smart entrepreneurs (and their sales teams) on the journey to mastering the sales process and achieving your most ambitious goals. Subscribe at www.SystematicSelling.co Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe

In this episode, I preview the Systematic Selling framework, designed to help you and your sales team create a high-performance sales machine. Learn about the 10 interconnected sales systems that will transform your business.Key Takeaways:* The Goal: Impeccable Trust - Build trust with customers so they eagerly buy from you.* The Compass: Ethical Persuasion - Persuade with integrity, not manipulation.* The Mindset: Systems Thinking - Develop the right systems to stay on track towards your goals.* The Machine: 10 Sales Systems - Use the 10-Systems Lens as your guide for quickly diagnosing and fixing your biggest sales problems.* The Fuel: Continuous Learning - Invest in your skills and knowledge to reach your highest ambitions.Subscribe to the Systematic Selling Newsletter at SystematicSelling.co and start breaking the feast or famine cycle today.Remember: Fix your systems. Fix your sales. Take action today to fix your systems and unlock the full potential of your high-performance sales machine. Get full access to Systematic Selling Newsletter at www.systematicselling.co/subscribe