Shows
MSP InsiderWhy Your MSP Sales Training Is Garbage (And What Really Works) - Robert Gillette In this episode of MSP Insider, host Jeffrey Newton sits down with Robert Gillette, founder of MSP Dojo, for a candid conversation about why most MSP sales programs fail and what actually drives results. Through honest discussion, Robert reveals why making hundreds of cold calls isn't enough, how lack of confidence impacts sales meetings "like body odor," and the psychological barriers preventing MSP owners from achieving sales success. Key Topics Covered: • The three critical levers of MSP sales success beyond activity volume • Why most MSP owners sabotage their sales hires from day one • How compensatio...2025-03-2452 min
The ASHHRA Podcast#123 - Building Careers With Purpose At Gillette Children'sThis episode of The ASHHRA Podcast features the remarkable Kit Brady, Vice President of People Strategy at Gillette Children's. Dive into our discussion with Kit as we explore inclusivity, mentorship, and the power of purpose-driven work.Episode Highlights: 1. Empowering Through Project Search: Kit shares inspiring stories of how the Project Search Program is making a tangible difference for students with disabilities. This program provides internships in various departments, helping students gain critical skills and confidence, ultimately leading to competitive employment. This initiative is close to Kit's heart, as...2024-11-2142 min
The MSP Sales PodcastEpisode 2 - When MSP Sales Training Falls Short (w/Guest Robert Gillette)In our second episode of The MSP Sales Podcast, your host Brian Gillette, and special guest Robert Gillette (MSP Dojo) explore the reasons why sales training often fails for Managed Service Providers. Together they discuss the various factors that affect the effectiveness of sales training, and how your MSP can step up to face the change and discomfort that often come right alongside sales growth. More than just the latest sales technique - this episode examines how discipline and perseverance generate real-world results.
Stay at the edge of change in the MSP sales world by subscribing to...2024-09-0438 min
MSP Business SchoolRobert Gillette | Mastering Sales Confidence: Secrets from MSP DojoGuest Name: Robert Gillette LinkedIn page: / rwgillette Company: MSP Dojo Website: https://www.mspdojo.net/ Hosts Brian Doyle: / briandoylemetathinq Robert Gillette is the founder of MSP Dojo, a revolutionary platform designed to enhance sales performance in the MSP (Managed Service Provider) industry. With a rich background that spans over seven years as a lead sales executive, Robert has significantly contributed to the growth of an MSP from $10 million to $30 million in revenue. His innovative approach combines practical sales training and peer collaboration, making him an influential figure in the MSP sales community. 2024-08-2031 min
Reclaiming SalesHow to Approach MSP Marketing | Derek Marin
When it comes to new MRR, every MSP will say they need more leads. They’ll say, “When we get the at bat, we usually win… but we need more at bats.” While this might be true, it’s usually not the whole story. When it comes to sales and marketing, there is a difference between a referral and a marketing lead. Just because you close a lot of referrals, doesn’t mean you’re going to close your marketing leads… so don’t blame the marketing guy until you’ve listened to this episode.
Derek Marin is the Founder of Si...2022-11-2924 min
Reclaiming SalesHow to Approach MSP Marketing | Derek Marin When it comes to new MRR, every MSP will say they need more leads. They’ll say, “When we get the at bat, we usually win… but we need more at bats.” While this might be true, it’s usually not the whole story. When it comes to sales and marketing, there is a difference between a referral and a marketing lead. Just because you close a lot of referrals, doesn’t mean you’re going to close your marketing leads… so don’t blame the marketing guy until you’ve listened to this episode. Derek Marin is the Founder of Si...2022-11-2924 minReclaiming SalesHow to Approach MSP Marketing | Derek Marin
When it comes to new MRR, every MSP will say they need more leads. They’ll say, “When we get the at bat, we usually win… but we need more at bats.” While this might be true, it’s usually not the whole story. When it comes to sales and marketing, there is a difference between a referral and a marketing lead. Just because you close a lot of referrals, doesn’t mean you’re going to close your marketing leads… so don’t blame the marketing guy until you’ve listened to this episode.
Derek Marin is the Founder of Si...2022-11-2924 minReclaiming SalesThe Feel Good Close, Part 2 | Brian Gillette
“As soon as you hit an objection, you just go back and change a bunch of stuff [in your tech stack], rather than learning how to overcome the objection… You change the external factors as to why you’re not selling, rather than addressing the internal factors: which is that you don’t know how to sell.”
Join us for the second part of our two-part series with Brian Gillette (again, no relation). In this episode we discuss why it’s so hard for MSP’s to sell their services in a highly competitive market that is often competin...2022-11-0127 min
Reclaiming SalesThe Feel Good Close, Part 2 | Brian Gillette “As soon as you hit an objection, you just go back and change a bunch of stuff [in your tech stack], rather than learning how to overcome the objection… You change the external factors as to why you’re not selling, rather than addressing the internal factors: which is that you don’t know how to sell.” Join us for the second part of our two-part series with Brian Gillette (again, no relation). In this episode we discuss why it’s so hard for MSP’s to sell their services in a highly competitive market that is often competin...2022-11-0127 minReclaiming SalesThe Feel Good Close, Part 2 | Brian Gillette
“As soon as you hit an objection, you just go back and change a bunch of stuff [in your tech stack], rather than learning how to overcome the objection… You change the external factors as to why you’re not selling, rather than addressing the internal factors: which is that you don’t know how to sell.”
Join us for the second part of our two-part series with Brian Gillette (again, no relation). In this episode we discuss why it’s so hard for MSP’s to sell their services in a highly competitive market that is often competin...2022-11-0127 minReclaiming SalesThe Feel Good Close, Part 1 | Brian Gillette
“You know I had a lot of confidence in you when you started here. That confidence has been dashed. I don’t actually believe in you. I don’t think you know how to do this. But your sales manager seems to think that you can so I’m gonna let you keep trying.” —Company COO
Brian knew that this was in his blood, but he’d succeed one month and fail the next. No consistency. Turns out there was something on the inside that was not at peace with the outside. How do you get over that kind of s...2022-10-1129 min
Reclaiming SalesThe Feel Good Close, Part 1 | Brian Gillette “You know I had a lot of confidence in you when you started here. That confidence has been dashed. I don’t actually believe in you. I don’t think you know how to do this. But your sales manager seems to think that you can so I’m gonna let you keep trying.” —Company COO Brian knew that this was in his blood, but he’d succeed one month and fail the next. No consistency. Turns out there was something on the inside that was not at peace with the outside. How do you get over that kind of s...2022-10-1129 minReclaiming SalesThe Feel Good Close, Part 1 | Brian Gillette
“You know I had a lot of confidence in you when you started here. That confidence has been dashed. I don’t actually believe in you. I don’t think you know how to do this. But your sales manager seems to think that you can so I’m gonna let you keep trying.” —Company COO
Brian knew that this was in his blood, but he’d succeed one month and fail the next. No consistency. Turns out there was something on the inside that was not at peace with the outside. How do you get over that kind of s...2022-10-1129 minReclaiming SalesDouglas Cole, author of The Sales MBA
Douglas Cole has been working at LinkedIn since 2019. He sold enterprise software, and eventually ended up leading a team of salespeople. We talked about his new book The Sales MBA, and one of my favorite topics of achieving Plausible Objectivity.
Who I am:My career spans consulting, education, and sales. Three interests are at the heart of this journey. I like big picture thinking and analysis. That’s the consultant in me. I like distilling first principles to help others improve. That’s the educator in me. I like driving growth and rallying around a common purp...2022-09-2022 minReclaiming SalesDouglas Cole, author of The Sales MBA
Douglas Cole has been working at LinkedIn since 2019. He sold enterprise software, and eventually ended up leading a team of salespeople. We talked about his new book The Sales MBA, and one of my favorite topics of achieving Plausible Objectivity.
Who I am:My career spans consulting, education, and sales. Three interests are at the heart of this journey. I like big picture thinking and analysis. That’s the consultant in me. I like distilling first principles to help others improve. That’s the educator in me. I like driving growth and rallying around a common purp...2022-09-2022 minReclaiming SalesSeason 1 Capstone | What Comes Next?
I started this podcast over a year and a half ago, and it has been an amazing journey so far. Listen to this update episode to get an idea of what’s coming next, and where you might be able to get more!
https://club.reclaimingsales.com
Find me at:http://linkedin.com/in/rwgillette/
2022-07-1907 minReclaiming SalesSeason 1 Capstone | What Comes Next?
I started this podcast over a year and a half ago, and it has been an amazing journey so far. Listen to this update episode to get an idea of what’s coming next, and where you might be able to get more!
https://club.reclaimingsales.com
Find me at:http://linkedin.com/in/rwgillette/2022-07-1907 min
MIKE'D UP!Passing The "Sniff Test" & Reclaiming Sales with Robert GilletteNews Flash: You don’t need to sell your soul to be successful in sales! Robert Gillette joins the show to discuss the art of being a professional sales person…and his personal insights into his sales career and what he has learned along the way! Robert is the Owner of Reclaiming Sales, the host of the Reclaiming Sales podcast and also now the Reclaiming Sales Book Club. Follow Robert: LinkedIn: https://www.linkedin.com/in/rwgillette/ Website: https://reclaimingsales.com Follow Mike DiCioccio: https://linktr.ee/miked...2022-06-1359 minReclaiming SalesIf You Have a Brain, You Have a Bias | Matthew Cahill
Matthew Cahill is the President & Principal Consultant at The Percipio Company. He’s one of my favorite people, and one of the few people who sells bias advice that cultivates belonging. In this episode, we’ll cover the 5 most common biases that salespeople fail to recognize and compensate for. Most insidiously, they serve us well up until the moment they fail us… then they fail us completely.
Who I am:A white, cisgender, middle-aged father of two that’s looking to disrupt systemic biases of all types. I do what I can with what I’ve got where...2022-05-1027 minReclaiming SalesIf You Have a Brain, You Have a Bias | Matthew Cahill
Matthew Cahill is the President & Principal Consultant at The Percipio Company. He’s one of my favorite people, and one of the few people who sells bias advice that cultivates belonging. In this episode, we’ll cover the 5 most common biases that salespeople fail to recognize and compensate for. Most insidiously, they serve us well up until the moment they fail us… then they fail us completely.
Who I am:A white, cisgender, middle-aged father of two that’s looking to disrupt systemic biases of all types. I do what I can with what I’ve got where...2022-05-1027 min
Moving Upstream Without a PaddleHonor vs Integrity - Robert GilletteAnyone on earth can benefit from Robert Gillette’s wisdom about sales. Everyone is in sales at some point in life. Robert is building a foundation of beliefs for salespeople that include learning how to sell with HONOR, CONFIDENCE, and INTEGRITY. If you are planning on making a sizable purchase, you should listen to him. You won’t have to fall into the “Buyer Beware” category of the transaction. He believes every salesperson should possess a strong empathy ability in their character to be successful at sales. Isn’t it true that all people should possess that characteristic whether in sales or...2022-04-2251 min
The Courage to LeadEpisode 138: Robert Gillette – Courage to be Successful at Sales Without Selling Your SoulSelling your service has as much to do with tranquility as tactics.Anyone who hopes to be successful without selling their soul needs more than just sales training. They have to be at peace with sales.As many as 85% of people in sales never intended to get into the business of selling, which means they're untrained and under-prepared.To succeed in sales, you need to take your profession as seriously as any other professional does. Attorneys have to complete hours of continuing education every year. CPAs have to...2022-04-1249 min
The Courage To LeadEpisode 138 - Robert Gillette - Courage to be Successful at Sales Without Selling Your SoulSelling your service has as much to do with tranquility as tactics.
Anyone who hopes to be successful without selling their soul needs more than just sales training. They have to be at peace with sales.
As many as 85% of people in sales never intended to get into the business of selling, which means they're untrained and under-prepared.
To succeed in sales, you need to take your profession as seriously as any other professional does. Attorneys have to complete hours of continuing education every year. CPAs have to complete continuing education hours every year. How many do you plan on...2022-04-1249 minReclaiming SalesWhat I Learned Selling Door to Door | Ray Kim
Ray Kim is the Director of IT Strategy, and one of the owners of Simplified IT Consulting. He started his career with what I imagine is one of the hardest sales jobs in the world: selling Encyclopedias door to door, commission only, in the Mid-West at the height (and humidity) of summer.
Who I am:Born and raised in LA, I’ve been a lifelong computer geek thanks to my dad buying me a computer instead of the dirt bike I wanted when I was a kid. I graduated from San Diego State with a Finance de...2022-04-0423 minReclaiming SalesWhat I Learned Selling Door to Door | Ray Kim
Ray Kim is the Director of IT Strategy, and one of the owners of Simplified IT Consulting. He started his career with what I imagine is one of the hardest sales jobs in the world: selling Encyclopedias door to door, commission only, in the Mid-West at the height (and humidity) of summer.
Who I am:Born and raised in LA, I’ve been a lifelong computer geek thanks to my dad buying me a computer instead of the dirt bike I wanted when I was a kid. I graduated from San Diego State with a Finance de...2022-04-0423 minReclaiming SalesThe Beast is Always Hungry | Sean Kline
In a perfect world, every prospect that becomes a client is a perfect client. But since we don’t live in that perfect world, sometimes we end up bringing in clients that aren’t perfect. Listen in as Sean and I discuss that tension.
Who I am: My name My worldview is that relationships are the most important thing in life. To build relationships, my key core values are integrity and service. Within this context, I am driven to build a successful business that dramatically improves the lives of my employees, customers and partners. Outside of work...2022-02-0723 minReclaiming SalesThe Beast is Always Hungry | Sean Kline
In a perfect world, every prospect that becomes a client is a perfect client. But since we don’t live in that perfect world, sometimes we end up bringing in clients that aren’t perfect. Listen in as Sean and I discuss that tension.
Who I am: My name My worldview is that relationships are the most important thing in life. To build relationships, my key core values are integrity and service. Within this context, I am driven to build a successful business that dramatically improves the lives of my employees, customers and partners. Outside of work...2022-02-0723 minReclaiming SalesA Day in the Life of Duncan Bruce
If you’re anything like me, you’re getting a bit tired of influencers and gurus. I’ve sort of lost my appetite for self proclaimed experts who may or may not be successful, but can’t seem to find any humility. That’s why I loved my conversation with Duncan Bruce, an understated success who’s been in sales long enough that if he wasn’t good he’d be unemployed. Enjoy a refreshing, down to earth interview to start off your year.
Who I am: I’m a hard-working, fun-loving person who loves spending time outside with...2022-01-1018 minReclaiming SalesA Day in the Life of Duncan Bruce
If you’re anything like me, you’re getting a bit tired of influencers and gurus. I’ve sort of lost my appetite for self proclaimed experts who may or may not be successful, but can’t seem to find any humility. That’s why I loved my conversation with Duncan Bruce, an understated success who’s been in sales long enough that if he wasn’t good he’d be unemployed. Enjoy a refreshing, down to earth interview to start off your year.
Who I am: I’m a hard-working, fun-loving person who loves spending time outside with...2022-01-1018 minReclaiming SalesSelling Mortgages in the 2008 Housing Crisis | Arjun DhingraAsk around in any industry, and you'll find someone who claims they have the toughest sale. I think what I do is hard, but certainly not selling mortgages in the middle of the 2008 financial crisis. For those stories, you'll have to talk to Arjun...
Who I am: Am from NV originally, and been in CA for 17 years. I have been in mortgage banking and consulting for 20 years, spending most of the recent years building an online brand and presence to reach more people. Am a martial artist, a co-head coach for Team USA (TaeKwon-Do) and love my #1 job as a...2021-11-0825 minReclaiming SalesSelling Mortgages in the 2008 Housing Crisis | Arjun Dhingra
Ask around in any industry, and you’ll find someone who claims they have the toughest sale. I think what I do is hard, but certainly not selling mortgages in the middle of the 2008 financial crisis. For those stories, you’ll have to talk to Arjun…
Who I am: Am from NV originally, and been in CA for 17 years. I have been in mortgage banking and consulting for 20 years, spending most of the recent years building an online brand and presence to reach more people. Am a martial artist, a co-head coach for Team USA (TaeKwon-Do) and lo...2021-11-0825 min
Robert L FloresBachatas Gillette Vol 7Bachatas Gillette Vol 7 by Robert L Flores2021-11-0423 minReclaiming SalesMaking the Best of Things You Can’t Change | Sylvia BorekThere are things in our control, and things that are not. Sylvia took a couple things that she could not change and turned them into assets that drive her success.
Who I am: Sylvia Borek is the Head of Revenue at Lilt. She was born in Poland and immigrated to the US in middle School. Her dream was always to be an international business woman. Right after college she moved to NYC as fast as possible and fell into a career in sales by accident (when Lehman Brothers went under and her dreams of a career in finance were psedo...2021-09-2700 minReclaiming SalesMaking the Best of Things You Can’t Change | Sylvia BorekThere are things in our control, and things that are not. Sylvia took a couple things that she could not change and turned them into assets that drive her success.
Who I am: Sylvia Borek is the Head of Revenue at Lilt. She was born in Poland and immigrated to the US in middle School. Her dream was always to be an international business woman. Right after college she moved to NYC as fast as possible and fell into a career in sales by accident (when Lehman Brothers went under and her dreams of a career in finance were psedo...2021-09-2700 minReclaiming SalesNothing is Certain Except Death and Taxes and Sales | Matt Wheeler
It turns out that no matter how much you go to school, you still might end up in sales. Matt Wheeler is an accomplished CPA and firm manager who learned the hard way that there is more to winning business than just getting the meeting.
Who I am: Matt Wheeler is the managing partner of Wheeler Accountants and a tax advisor for serial entrepreneurs, individuals with complex equity compensation and general partners of Venture Capital and Private Equity funds. His goal and focus is to minimize the taxes my clients pay over their entire lifetimes. He...2021-09-1320 minReclaiming SalesNothing is Certain Except Death and Taxes and Sales | Matt WheelerIt turns out that no matter how much you go to school, you still might end up in sales. Matt Wheeler is an accomplished CPA and firm manager who learned the hard way that there is more to winning business than just getting the meeting.
Who I am: Matt Wheeler is the managing partner of Wheeler Accountants and a tax advisor for serial entrepreneurs, individuals with complex equity compensation and general partners of Venture Capital and Private Equity funds. His goal and focus is to minimize the taxes my clients pay over their entire lifetimes. He lives in San Jose...2021-09-1320 min
Grind Sell ElevateHow to Reclaim Sales - w/Robert GilletteRobert Gillette is happily married with two children, and a SF Bay Area native. Robert has experience as an IT employee, a middle manager, and business owner in more industries than he’d like to admit. He is currently an executive at Endsight, an Outsourced IT provider in Northern California, where he’s sold more than 1.2 million dollars in annual recurring revenue including the largest client in the company’s 15 year history.
Connect with Robert:
Podcast: https://reclaimingsales.com/
LinkedIn: https://www.linkedin.com/in/rwgillette/
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Exclusive Offers: I am providing the details of the...2021-09-1330 minReclaiming SalesCultivate a Helpful Work Environment | Building Resilience (5 of 5)This is the third episode of a five part miniseries on Building Resilience, you can find episode one here.
A Helpful Work Environment
I hate to date this podcast, but as we're coming to the end of this big COVID-19 pandemic the big IT companies. Apple, Facebook, all these people, they're spending an incredible amount of energy trying to get their staff to come back into the office. They've been working from home for 18 months now, but spent all this money on these big fancy offices.They filled those offices with perks, like free lunches and transportation to and from...2021-08-0208 minReclaiming SalesCultivate a Helpful Work Environment | Building Resilience (5 of 5)This is the third episode of a five part miniseries on Building Resilience, you can find episode one here.
A Helpful Work Environment
I hate to date this podcast, but as we're coming to the end of this big COVID-19 pandemic the big IT companies. Apple, Facebook, all these people, they're spending an incredible amount of energy trying to get their staff to come back into the office. They've been working from home for 18 months now, but spent all this money on these big fancy offices.They filled those offices with perks, like free lunches and transportation to and from...2021-08-0208 min
Next Up Nation - The Secrets to a Profitable and Popular PodcastPricing vs. Value and Other Sales Myths, with Robert GilletteHOT SEAT: Robert Gillette is the host of the podcast Reclaiming Sales, which at the time of this recording (May 28, 2021), has released 19 Episodes since January 2021. https://reclaimingsales.com Our YouTube Channel: https://www.youtube.com/channel/UCeNQGRHNzILQWBUMieDDPsw Get Your Special Gift: https://nextupnation.com/listeners Book a Podcasting Consultation: https://nextupnation.com/getstarted Robert is happily married with two children, and a San Francisco Bay Area native. He has experience as an IT employee, a middle manager, and a business owner in more industries than he’d like to admit. Ro...2021-07-2358 min
Next Up Nation Podcast NetworkPricing vs. Value and Other Sales Myths, with Robert GilletteHOT SEAT: Robert Gillette is the host of the podcast Reclaiming Sales, which at the time of this recording (May 28, 2021), has released 19 Episodes since January 2021. Our YouTube Channel: Get Your Special Gift: Book a Podcasting...2021-07-2258 minReclaiming SalesTrain Your Lizard Brain | Building Resilience (4 of 5)This is the third episode of a five part miniseries on Building Resilience, you can find episode one here.
Your First Sales Meeting
Do you remember the first sales call you ever went on? I remember mine, it was terrifying. I was selling advertising to a carpet company, and I just remember sitting down with the store owner: I nearly had a heart attack. I sweat through my shirt. I'm guessing it was just absolutely painful to witness. And it wasn't that I wasn't trained. I knew the script, I had my materials with me, but something about it just...2021-07-1908 minReclaiming SalesTrain Your Lizard Brain | Building Resilience (4 of 5)This is the third episode of a five part miniseries on Building Resilience, you can find episode one here.
Your First Sales Meeting
Do you remember the first sales call you ever went on? I remember mine, it was terrifying. I was selling advertising to a carpet company, and I just remember sitting down with the store owner: I nearly had a heart attack. I sweat through my shirt. I'm guessing it was just absolutely painful to witness. And it wasn't that I wasn't trained. I knew the script, I had my materials with me, but something about it just...2021-07-1908 min
The Mindset Mastery PodcastWe're All in Sales with Robert GilletteEveryone is in sales in one capacity or another. Whether that’s selling to customers, selling an idea to your boss, or selling a new vegetable to your five-year-old.
To chat about this idea with me today I have professional salesman and host of the Reclaiming Sales podcast, Robert Gillette, joining me on the microphone.
We’re going to take a walk through Robert’s journey from a time he never imagined a career in sales, to his vision of stealing back the idea of sales as a profession you can do with honour and integr...2021-07-1335 minReclaiming SalesA Formula for Daily Motivation | Building Resilience (3 of 5)This is the third episode of a five part miniseries on Building Resilience, you can find episode one here.
Spinning 'round in Circles
You may have heard, it said that those who don't learn from history are doomed to repeat it. What goes around comes around. The pendulum swings both ways... and obvious cliches. But realistically, we all know that this is true. Humans live and run on cycles: annual holidays, birthdays, new year's monthly bills, weekly routines work, rest rinse, repeat as salespeople. We live and die by monthly, weekly, or annual sales quotas; but we make money one...2021-07-1209 minReclaiming SalesA Formula for Daily Motivation | Building Resilience (3 of 5)This is the third episode of a five part miniseries on Building Resilience, you can find episode one here.
Spinning 'round in Circles
You may have heard, it said that those who don't learn from history are doomed to repeat it. What goes around comes around. The pendulum swings both ways... and obvious cliches. But realistically, we all know that this is true. Humans live and run on cycles: annual holidays, birthdays, new year's monthly bills, weekly routines work, rest rinse, repeat as salespeople. We live and die by monthly, weekly, or annual sales quotas; but we make money one...2021-07-1209 min
Reclaiming SalesYou Need a Better Why | Building Resilience (2 of 5)This is the second Episode of a five part miniseries on Building Resilience, you can find episode one here. You Need a Better Why I really struggled with math in high school. It's not like it was hard for me to understand the concepts, algebra is great geometry I loved, I just wish wish someone had told me why it was important. I didn't understand when I was going to use any of this. If somebody had come to me and said Robert, "As a sales guy, you're going to make a bunch more money. If you can multiply large...2021-07-0509 minReclaiming SalesYou Need a Better Why | Building Resilience (2 of 5)This is the second Episode of a five part miniseries on Building Resilience, you can find episode one here.
You Need a Better Why
I really struggled with math in high school. It's not like it was hard for me to understand the concepts, algebra is great geometry I loved, I just wish wish someone had told me why it was important. I didn't understand when I was going to use any of this. If somebody had come to me and said Robert, "As a sales guy, you're going to make a bunch more money. If you can multiply large...2021-07-0509 minReclaiming SalesYou Need a Better Why | Building Resilience (2 of 5)This is the second Episode of a five part miniseries on Building Resilience, you can find episode one here.
You Need a Better Why
I really struggled with math in high school. It's not like it was hard for me to understand the concepts, algebra is great geometry I loved, I just wish wish someone had told me why it was important. I didn't understand when I was going to use any of this. If somebody had come to me and said Robert, "As a sales guy, you're going to make a bunch more money. If you can multiply large...2021-07-0509 minReclaiming SalesDiscipline Cultivates Personal Resilience | Building Resilience (1 of 5)Why You Need Resilience
What makes a great athlete, or entrepreneur, or scholar, or spelling bee champ? Is there anything they have in common? Is there a trait they all share? Angela Duckworth calls it Grit. I've always known it as resilience. Call it whatever makes the most sense to you, but you know what I'm talking about. It's the ability to push through and do the work with a level head regardless of how things are going. It's the ability to push yourself to make that next dial, or answer that email, or knock on that door regardless of...2021-06-2806 minReclaiming SalesDiscipline Cultivates Personal Resilience | Building Resilience (1 of 5)Why You Need Resilience
What makes a great athlete, or entrepreneur, or scholar, or spelling bee champ? Is there anything they have in common? Is there a trait they all share? Angela Duckworth calls it Grit. I've always known it as resilience. Call it whatever makes the most sense to you, but you know what I'm talking about. It's the ability to push through and do the work with a level head regardless of how things are going. It's the ability to push yourself to make that next dial, or answer that email, or knock on that door regardless of...2021-06-2806 minReclaiming SalesCuriosity Kills the Quota | Sean O’ShaughnesseyHave you ever met a person and genuinely felt refreshed, like somehow they were are a glass of cold water on a hot day? I'm not 100% sure how Sean O'Shaughnessey pulls it off but I flat-out enjoyed our conversation about sales. Since he works with a lot of teams to get their salespeople unstuck, we talked about the top 3 things that hold salespeople back that are 100% within their control.
Get to know your prospects better, understand how they make and lose money.Get curious, and stay that way... even when you've heard your 100th prospect tell you the same thing...2021-06-2229 minReclaiming SalesCuriosity Kills the Quota | Sean O’ShaughnesseyHave you ever met a person and genuinely felt refreshed, like somehow they were are a glass of cold water on a hot day? I'm not 100% sure how Sean O'Shaughnessey pulls it off but I flat-out enjoyed our conversation about sales. Since he works with a lot of teams to get their salespeople unstuck, we talked about the top 3 things that hold salespeople back that are 100% within their control.
Get to know your prospects better, understand how they make and lose money.Get curious, and stay that way... even when you've heard your 100th prospect tell you the same thing...2021-06-2229 minReclaiming SalesJust Smile and Enjoy the Ride | Chad Van DerrickIn the high-stakes world of business to business sales, sometimes you have to make tough choices. Those choices are always going to cost something. In this episode I have a wonderful little chat with Chad about some of the tough choices he had to make early in his career, and how it gave him the confidence to make the tough calls so he could find a little more joy in his work.
Chad Van Derrick is a serial entrepreneur and intrapreneur. Born in Hershey, PA though have lived up and down East coast plus Costa Rica, Colorado, and a few...2021-06-1423 minReclaiming SalesJust Smile and Enjoy the Ride | Chad Van DerrickIn the high-stakes world of business to business sales, sometimes you have to make tough choices. Those choices are always going to cost something. In this episode I have a wonderful little chat with Chad about some of the tough choices he had to make early in his career, and how it gave him the confidence to make the tough calls so he could find a little more joy in his work.
Chad Van Derrick is a serial entrepreneur and intrapreneur. Born in Hershey, PA though have lived up and down East coast plus Costa Rica, Colorado, and a few...2021-06-1423 minReclaiming SalesHard Work Mixed with a Little Luck | Tom CarterI'm a multigenerational sales professional, so when I connected with Tom Carter it just made sense for us to talk about his more than 20 years experience in sales. What I like about Tom is his pragmatic approach to selling and managing yourself from day to day.2021-06-0723 minReclaiming SalesHard Work Mixed with a Little Luck | Tom CarterI'm a multigenerational sales professional, so when I connected with Tom Carter it just made sense for us to talk about his more than 20 years experience in sales. What I like about Tom is his pragmatic approach to selling and managing yourself from day to day.2021-06-0723 minReclaiming SalesJust Talk Like a Real Person | Colleen ChulisYou may have met Colleen for the first time a few months ago when her daughter shared a blistering impression of every working parent over the last 15 months, so I couldn't help but invite her on the show to talk a little about her experience in sales.
Since 2018 she's been at SAP and is currently the Regional Vice President of Sales for Regulated Industries in North America. What I love most about Colleen is her authenticity. Being transparent in a sales job can be incredibly difficult, but is one of the most powerful tools we have at our disposal. If...2021-05-3127 minReclaiming SalesJust Talk Like a Real Person | Colleen ChulisYou may have met Colleen for the first time a few months ago when her daughter shared a blistering impression of every working parent over the last 15 months, so I couldn't help but invite her on the show to talk a little about her experience in sales.
Since 2018 she's been at SAP and is currently the Regional Vice President of Sales for Regulated Industries in North America. What I love most about Colleen is her authenticity. Being transparent in a sales job can be incredibly difficult, but is one of the most powerful tools we have at our disposal. If...2021-05-3127 minReclaiming SalesBattling Burnout with 3 Simple ToolsBurnout is real, and it's coming for you. Working nights and weekends may get you off your PIP, but you can't build a career that way. You just won't make it.2021-05-2512 minReclaiming SalesBattling Burnout with 3 Simple ToolsBurnout is real, and it's coming for you. Working nights and weekends may get you off your PIP, but you can't build a career that way. You just won't make it.2021-05-2412 minReclaiming Sales4 Ways to be More Reliable | Robert GilletteWe talk a lot about building trust with our prospects. Whether you're asking for a Million dollar contract, or 15 minutes to demo your product, what you're really asking is for your prospect to trust you. Trust that you won't waste their time, trust that you can deliver on your promises. Once you've lost that trust, it can be very difficult to gain back. One of the easiest ways to lose that trust is to be unreliable.
In this episode, I make a case for why reliability is so important for a successful salesperson. As well as 4 ways that I've been...2021-05-1818 min
Reclaiming Sales4 Ways to be More Reliable | Robert GilletteWe talk a lot about building trust with our prospects. Whether you're asking for a Million dollar contract, or 15 minutes to demo your product, what you're really asking is for your prospect to trust you. Trust that you won't waste their time, trust that you can deliver on your promises. Once you've lost that trust, it can be very difficult to gain back. One of the easiest ways to lose that trust is to be unreliable. In this episode, I make a case for why reliability is so important for a successful salesperson. As well as 4 ways that I've been...2021-05-1718 minReclaiming Sales4 Ways to be More Reliable | Robert GilletteWe talk a lot about building trust with our prospects. Whether you're asking for a Million dollar contract, or 15 minutes to demo your product, what you're really asking is for your prospect to trust you. Trust that you won't waste their time, trust that you can deliver on your promises. Once you've lost that trust, it can be very difficult to gain back. One of the easiest ways to lose that trust is to be unreliable.
In this episode, I make a case for why reliability is so important for a successful salesperson. As well as 4 ways that I've been...2021-05-1718 min
Reclaiming SalesDealing with Pressure | Robert GilletteA sales career will always be a stressful one. It doesn't matter how good you get, you will always have some kind of pressure... and you should welcome it.2021-05-1007 minReclaiming SalesDealing with Pressure | Robert GilletteA sales career will always be a stressful one. It doesn't matter how good you get, you will always have some kind of pressure... and you should welcome it.2021-05-1007 minReclaiming SalesIt’s the Thoughts that Count | Dr. Garrett GoggansMindset is everything. You can have the best training, habits, and opportunities in the world but without the correct mindset it will be difficult to consistently succeed.2021-05-0319 minReclaiming SalesIt’s the Thoughts that Count | Dr. Garrett GoggansMindset is everything. You can have the best training, habits, and opportunities in the world but without the correct mindset it will be difficult to consistently succeed.2021-05-0319 minReclaiming SalesCold Calling in Another Language | Angel RiboLook, cold calling is never easy. We all know know that. Hearing the phone ring and looking at a name I have no idea how to pronounce still sends a cold chill up my spine... but at least I knew they spoke English.
In this episode we talk about the "blindness" of a cold call, and the fear it can create, and if left unchecked, makes it almost impossible to do the job well. Angel shared a few of his techniques for getting through a 250 dial call blitz, and near the end we talk about balancing the need to perform...2021-04-2620 minReclaiming SalesCold Calling in Another Language | Angel RiboLook, cold calling is never easy. We all know know that. Hearing the phone ring and looking at a name I have no idea how to pronounce still sends a cold chill up my spine... but at least I knew they spoke English.2021-04-2620 minReclaiming SalesListen Your Customer Into Existence | Doug NollIn this episode with Doug we spend a little time talking about the power of listening, and how a few simple tools can help your prospects feel heard.2021-04-1920 minReclaiming SalesListen Your Customer Into Existence | Doug NollWe all know that we should listen more than we talk. Old news, right? Well if it was that easy we would all do it perfectly. Every time. In this episode with Doug Noll we spend a little time talking about the power of listening, and how a few simple tools can help your prospects feel heard.
Find him here: https://www.linkedin.com/in/dougnoll/
Please also consider leaving a review for the show!!!2021-04-1920 minReclaiming SalesWhat Does Selling Your Soul Look Like? | Audience QuestionsI've been getting some questions from people who are listening to the show, and thought it would be fun to bring my fabulous wife Kon the show to ask them. We covered a ton in a very short time, but at the very center is this: What does selling your soul look like, and how do I avoid it?2021-04-1224 minReclaiming SalesWhat Does Selling Your Soul Look Like? | Audience QuestionsI've been getting some questions from people who are listening to the show, and thought it would be fun to bring my fabulous wife Karina on the show to ask them.
What did selling your soul look like in your early career?
How can new sales people navigate the feelings, and process that pressure into usable fuel?
How do I choose a company that will not be soul sucking?
How are you managing your pressure in the middle of a pandemic?
Thanks for listening. Please leave a review for the show!2021-04-1224 minReclaiming SalesWhy Do People Hate Sales People? | Kurt NelsonKurt Nelson, PhD is a Behavior Scientist who spends a lot of his time working with sales people. In this episode we dive into some of the reasons why people seem to hate sales people.2021-04-0525 minReclaiming SalesWhy Do People Hate Sales People? | Kurt NelsonKurt Nelson, PhD is a Behavior Scientist who spends a lot of his time working with sales people. In this episode we dive into some of the reasons why people seem to hate sales people.2021-04-0525 minReclaiming SalesDave Sagraves Says You Don’t Sound DifferentDave Sagraves is one of the best sales professionals I have ever met. I invited Dave on the show because he helped me be what I am today, and I wanted him to share his thoughts on why so many sales people struggle.2021-03-2925 minReclaiming SalesDave Sagraves Says You Don’t Sound DifferentDave Sagraves is one of the best sales professionals I have ever met. I invited Dave on the show because he helped me be what I am today, and I wanted him to share his thoughts on why so many sales people struggle.2021-03-2925 min
Inclusive Leadership WeeklyRobert Gillette - Episode 3 - Inclusive Leadership in a Virtual WorldThis week’s host is Matthew Cahill, and our guest is Robert Gillette. Robert is an IT Executive at Endsight, an outsourced technology support solution. He knows companies need reliable support to be profitable, productive, and retain talent, and he and Endsight provide that support. Robert also owns his own photography business and is starting a podcast focused on reclaiming sales. You can connect with Robert on LinkedIn here.
Don't miss our weekly Inclusive Leadership in a Virtual World session, every Wednesday at 10:00 a.m. Pacific. You can register here.
Learn more abou...2021-03-2808 minReclaiming SalesAlay Yajnik Says There is Always a PayoffAlay Yajnik is the Founding Partner of Law Firm Success Group learned the hard way that sales is a tough gig.2021-03-2217 minReclaiming SalesAlay Yajnik Says There is Always a PayoffAlay Yajnik is the Founding Partner of Law Firm Success Group learned the hard way that sales is a tough gig.2021-03-2217 minReclaiming SalesAlex Dunnam Says Your Calendar Can Save YouAlex Dunnam is the Sales Manager at Creative Network Innovations who got into sales because (quite literally) someone's life depended on it. Since then he's discovered how to use some simple tools to help him hit his numbers, and how to keep his head in the game by celebrating the "little victories."2021-03-1522 minReclaiming SalesAlex Dunnam Says Your Calendar Can Save YouAlex Dunnam is the Sales Manager at Creative Network Innovations who got into sales because (quite literally) someone's life depended on it. Since then he's discovered how to use some simple tools to help him hit his numbers, and how to keep his head in the game by celebrating the "little victories."2021-03-1522 minReclaiming SalesMax Johns Says You Need to Step AwayMax Johns is a Commercial Account Executive at Appen who found himself looking for something to save him from a career in restaurants. He talks about his experience recovering from beginners luck and the need to step away from time to time.2021-03-0817 minReclaiming SalesMax Johns Says You Need to Step AwayMax Johns is a Commercial Account Executive at Appen who found himself looking for something to save him from a career in restaurants. He talks about his experience recovering from beginners luck and the need to step away from time to time.2021-03-0817 minReclaiming SalesNico Wiborg Says People Trust You if You Help Sweep UpNico Wiborg is an Agent at New York Life who spent the first few years of his career building trust in his community, even if there wasn't much money in it. Since then, he's found a rewarding way to succeed despite the fact that he sucks at sales.2021-03-0124 minReclaiming SalesHolly Kraiker Says We Play the Long GameHolly Kraiker is a Sales Consultant at TriNet who fell into sales and LOVES it. She's never felt icky about the job and finds that taking the long view gives her the right perspective.Find her at: https://www.linkedin.com/in/hollyjett/2021-02-2219 minReclaiming SalesHolly Kraiker Says We Play the Long GameHolly Kraiker is a Sales Consultant at TriNet who fell into sales and LOVES it. She's never felt icky about the job and finds that taking the long view gives her the right perspective.2021-02-2219 minReclaiming SalesRo Puri Says The Grass Can Be GreenerRo Puri is the President of ROKO BDS and has been in sales since he started his first job as a bartender. How did he get where he is? Reading certainly helps... Find him at: https://www.linkedin.com/in/ropuri/2021-02-1520 minReclaiming SalesRo Puri Says The Grass Can Be GreenerRo Puri is the President of ROKO BDS and has been in sales since he started his first job as a bartender. How did he get where he is? Reading certainly helps...2021-02-1520 minReclaiming SalesCarolyn Sweeney Says to Focus on the ActivityCarolyn Sweeney is a Managing Director at Century Group and actually, truly loves being in sales. She has some great reasons why she's always sought the role wherever she worked.2021-02-0922 minReclaiming SalesCarolyn Sweeney Says to Focus on the ActivityCarolyn Sweeney is a Managing Director at Century Group and actually, truly loves being in sales. She has some great reasons why she's always sought the role wherever she worked. Find her at: https://www.linkedin.com/in/carolyn-sweeney/2021-02-0922 minReclaiming SalesPete Ravani Says Read all the BooksPete Ravani is a Vice President at CBIZ Retirement and is one level-headed salesman. Reading is where he gets his sharp edge and recommends you do as well.2021-02-0219 minReclaiming SalesPete Ravani Says Read all the BooksPete Ravani is a Vice President at CBIZ Retirement and is one level-headed salesman. Reading is where he gets his sharp edge and recommends you do as well. Find him at: https://www.linkedin.com/in/peteravani2021-02-0219 minReclaiming SalesJennifer Matheson Says Positivity is Worth it's WeightJennifer Matheson is a Senior Sales Executive at CoStar Group and is flat out one of the most positive people I've ever met. She says that positivity has gotten her through some tough times. Find her at: https://www.linkedin.com/in/jennifer-l-matheson-2794673b/2021-01-2521 minReclaiming SalesJennifer Matheson Says Positivity is Worth it's WeightJennifer Matheson is a Senior Sales Executive at CoStar Group and is flat out one of the most positive people I've ever met. She says that positivity has gotten her through some tough times.2021-01-2521 minReclaiming SalesRobert Gillette Says It's Time to Reclaim SalesRobert Gillette, the host of Reclaiming Sales talks about his heart behind this project and his own long (and sometime circuitous) journey into the sales profession. Interviewed by Karina Gillette, he lays out some of the ways he hopes to change the way the world feels about sales.2021-01-1820 min
Reclaiming SalesRobert Gillette Says It's Time to Reclaim SalesRobert Gillette is a Salesman at Endsight who wants to change the way we think and talk about sales people. In this episode he'll talk about why he made this podcast and the mark he hopes it leaves on this world.2021-01-1820 minReclaiming SalesRobert Gillette Says It's Time to Reclaim SalesRobert Gillette is a Salesman at Endsight who wants to change the way we think and talk about sales people. In this episode he'll talk about why he made this podcast and the mark he hopes it leaves on this world.2021-01-1820 min
Courage Hub#4 Embracing Fear to Overcome It with Robert Gillette | Stories of CourageOvercoming fear must start with accepting it. Only then can you move to embracing fear and taking action. This story about courage shows us how.
The post #4 Embracing Fear to Overcome It with Robert Gillette | Stories of Courage appeared first on Courage Hub.2015-07-0612 min