Star sales leader, author, and now university educator, Tom Whalen shares with me what teaching leadership and sales can look like in a friendly and encouraging environment. "It takes 20 years to become an overnight success." - Tom Whalen
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AI Show Notes: In this episode of the Dear Business Coach podcast, host Elizabeth Walker interviews Tom Whalen, an experienced sales leader and author. Tom shares valuable insights on professional selling, team leadership, and personal growth in sales careers.
Key topics discussed:
Tom's background in inside sales leadership (keywords: inside sales, sales leadership) Developing early talent and building successful sales teams (keywords: talent development, sales training) The importance of a growth mindset in sales (keywords: growth mindset, continuous learning) Tom's book "ABC of Professional Selling" (keywords: sales book, sales education) Teaching "The Art of Persuasion" at Virginia Commonwealth University (keywords: sales education, university course)
The craft of professional selling (keywords: sales craft, sales skills) Helping customers make decisions they want to make (keywords: customer-centric selling, decision-making) Building long-term relationships in sales (keywords: relationship selling, customer relationships) Advice for those starting a career in sales (keywords: sales career, new salespeople)
Notable quotes: "It takes 20 years to become an overnight success." - Tom Whalen on the importance of hard work and persistence in sales.
"I look at persuasion in the sales sense as helping folks make the decision that they want to make." - Tom Whalen on the essence of effective selling.
"It's okay to try something new and it's okay to take instruction." - Tom Whalen's advice for those starting in sales
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