Mike Cabot's guest appearances

Mike Cabot

Sales Gravy: Jeb Blount

The Sales Podcast

The Modern Selling Podcast

OwlTail

Moving From A Culture of Efficiency to A Culture of EffectivenessActing and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount. 	Sales leaders need to build a strong sales culture and eliminate mediocrity, which starts with the willingness to invite, embrace, and accept feedback. 	Synchronous conversations are making a comeback. Whether you get coffee with a prospect in your own town or fly to your prospect's city to close a deal, face-to-face interactions are invaluable. 	Sales isn't an easy profession, and leaders should be honest and transparent with their teams about the work required to close deals. 	Efficiency does not equal effectiveness. Sales technology should focus on making people better, not just faster. 	Sales organizations need to adapt to changes in the market and rethink what's working and what's not.In this podcast, Mike Cabot and Jeb Blount discuss the challenges of sales in the current climate, including the impact of technology and the need for emotional intelligence when dealing with analytical stakeholders. They also emphasize the importance of celebrating small victories and providing feedback to improve performance.Sales Is Like Acting— Empathy Is EssentialAs a child, Mike Cabot and his sister starred in a local cable television show for seven years. Later on, Cabot gained acting experience both in theater and through featuring in commercials.In his sales career, he has been able to leverage the improv skills he learned from acting at an early age to connect, engage in deep listening, and show empathy to prospects and clients.The job of a sales professional isn't just to sell a product or service, it's to help people. And in order to truly help people, great sales professionals have to be great empathizers.The same can be said for actors. To tell a story convincingly, an actor must take on the character's persona. She must step into their shoes and see the world through their eyes. Otherwise, it's not authentic.Empathy is a critical skill for sales professionals, and acting is an excellent way to hone this skill by putting yourself in someone else's shoes.This is what sets the best salespeople apart. They can quickly and easily see the world through someone else's eyes and adjust their messaging, style, and strategy accordingly.The Show Must Go OnOften, people make excuses for why they can't sell, such as a lack of leads or poor marketing. As sales professionals, we must deliver for the audience in front of us, no matter what. Embracing this idea is crucial in building a strong sales culture.Mastering the same soft skills that improv actors use is critical because you must listen not only with your ears, but also with your eyes and intuition. On stage, if you weren't paying attention, you wouldn't know how to respond when something gets thrown back at you.Dealing With Analytical StakeholdersBuyers use emotions to make decisions. Tap into their emotions and stories to meet their needs.Engaging with analytical stakeholders in sales requires a thoughtful and empathetic approach. Understanding the different levels and roles within the stakeholder groups is crucial, as each individual has unique concerns and priorities.While these stakeholders are analytical by nature, it's important to recognize that emotions play a significant role in their decision-making process.By tapping into their emotional needs and sharing relevant stories, sales professionals can connect with them on a deeper level and demonstrate how their product or service can help solve their problems.Building trust and showing the value of saving time or avoiding negative outcomes are key strategies for engaging with these stakeholders.Salespeople often encounter challenges when engaging with analytical stakeholders.

Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount. 	Sales leaders need to build a strong sales culture and eliminate mediocrity, which starts with the willingness to invite, embrace, and accept feedback. 	Synchronous conversations are making a comeback. Whether you get coffee with a prospect in your own town or fly to your prospect's city to close a deal, face-to-face interactions are invaluable. 	Sales isn't an easy profession, and leaders should be honest and transparent with their teams about the work required to close deals. 	Efficiency does not equal effectiveness. Sales technology should focus on making people better, not just faster. 	Sales organizations need to adapt to changes in the market and rethink what's working and what's not. In this podcast, Mike Cabot and Jeb Blount discuss the challenges of sales in the current climate, including the impact of technology and the need for emotional intelligence when dealing with analytical stakeholders. They also emphasize the importance of celebrating small victories and providing feedback to improve performance. Sales Is Like Acting— Empathy Is Essential As a child, Mike Cabot and his sister starred in a local cable television show for seven years. Later on, Cabot gained acting experience both in theater and through featuring in commercials. In his sales career, he has been able to leverage the improv skills he learned from acting at an early age to connect, engage in deep listening, and show empathy to prospects and clients. The job of a sales professional isn't just to sell a product or service, it's to help people. And in order to truly help people, great sales professionals have to be great empathizers. The same can be said for actors. To tell a story convincingly, an actor must take on the character's persona. She must step into their shoes and see the world through their eyes. Otherwise, it's not authentic. Empathy is a critical skill for sales professionals, and acting is an excellent way to hone this skill by putting yourself in someone else's shoes. This is what sets the best salespeople apart. They can quickly and easily see the world through someone else's eyes and adjust their messaging, style, and strategy accordingly. The Show Must Go On Often, people make excuses for why they can't sell, such as a lack of leads or poor marketing. As sales professionals, we must deliver for the audience in front of us, no matter what. Embracing this idea is crucial in building a strong sales culture. Mastering the same soft skills that improv actors use is critical because you must listen not only with your ears, but also with your eyes and intuition. On stage, if you weren't paying attention, you wouldn't know how to respond when something gets thrown back at you. Dealing With Analytical Stakeholders Buyers use emotions to make decisions. Tap into their emotions and stories to meet their needs. Engaging with analytical stakeholders in sales requires a thoughtful and empathetic approach. Understanding the different levels and roles within the stakeholder groups is crucial, as each individual has unique concerns and priorities. While these stakeholders are analytical by nature, it's important to recognize that emotions play a significant role in their decision-making process. By tapping into their emotional needs and sharing relevant stories, sales professionals can connect with them on a deeper level and demonstrate how their product or service can help solve their problems. Building trust and showing the value of saving time or avoiding negative outcomes are key strategies for engaging with these stakeholders. Salespeople often encounter challenges when engaging with analytical stakeholders.

How Mike Cabot Maintains A High Octane Sales Force

The Modern Selling Podcast Episode #234 featuring Mike Cabot, CRO at Moogsoft. Sales Leadership: Inspiring Teams and Driving Results. Critical leadership success expectations and sales culture best practices for sales or revenue enablement organizations

The Modern Selling Podcast Episode #234 featuring Mike Cabot, CRO at Moogsoft. Sales Leadership: Inspiring Teams and Driving Results. Critical leadership success expectations and sales culture best practices for sales or revenue enablement organizations

Sales Leadership: Inspiring Teams and Driving Results with Mike Cabot, #235

Sales Growth Tools Mentioned In The Sales Podcast  Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months  GUEST INFO:  Guest Site: https://www.moogsoft.com/aiops-platform/ Guest LinkedIn: https://www.linkedin.com/in/mikecabot/  PODCAST INFO:  Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 YouTube: https://www.youtube.com/@TheSalesWhispererWes  SUPPORT &amp; CONNECT: Check out the sponsors above; it’s the best way to support this podcast  Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer 

<a href="https://www.thesaleswhisperer.com/recommended-resources" rel="noopener nofollow" target="_blank">Sales Growth Tools</a> Mentioned In The Sales Podcast <ul> <li><a href="https://www.wesschaeffer.com/speaking" rel="noopener nofollow" target="_blank">Hire The Best Speaker</a> for your sales meeting or marketing conference</li> <li><a href="https://crmquiz.com" rel="noopener nofollow" target="_blank">Take The CRM Quiz</a>: get a free consultation with me</li> <li><a href="http://Donate.TheSalesPodcast.com" rel="noopener nofollow" target="_blank">Donate</a>: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.</li> <li><a href="https://info.thesaleswhisperer.com/the-sales-agenda" rel="noopener nofollow" target="_blank">The Sales Agenda</a>: take control of every sales opportunity like a pro.</li> <li><a href="https://leadferno.com/?_go=tsw" rel="noopener nofollow" target="_blank">Leadferno</a>: Turn lurkers into leads</li> <li><a href="https://founderscard.com/membership?code=FCWES496" rel="noopener nofollow" target="_blank">Founders Card</a>: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.</li> <li><a href="https://www.charm-offensive.co.uk/ref/63/" rel="noopener nofollow" target="_blank">Send Drunk Emails</a>: ...that get opened and get you paid!</li> <li><a href="https://www.phoneburner.com/a/WesSchaeffer" rel="noopener nofollow" target="_blank">Phone Burner</a>: work the phone like a machine so you can be a human when you connect.</li> <li><a href="http://www.sendspark.com?afmc=saleswhisperer" rel="noopener nofollow" target="_blank">Sendspark</a>: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months</li> </ul> GUEST INFO: <ul> <li>Guest Site: <a href="https://www.moogsoft.com/aiops-platform/" rel="nofollow" target="_blank">https://www.moogsoft.com/aiops-platform/</a></li> <li>Guest LinkedIn: <a href="https://www.linkedin.com/in/mikecabot/" rel="nofollow" target="_blank">https://www.linkedin.com/in/mikecabot/</a></li> </ul> PODCAST INFO: <ul> <li>Support The Sales Podcast: <a href="https://bit.ly/3JOJ6jC" rel="noopener nofollow" target="_blank">https://bit.ly/3JOJ6jC</a></li> <li>Podcast website: <a href="podcast" rel="noopener nofollow" target="_blank">https://www.thesaleswhisperer.com/podcast</a></li> <li>Apple Podcasts: <a href="https://apple.co/3PeYzKL" rel="noopener nofollow" target="_blank">https://apple.co/3PeYzKL</a></li> <li>Spotify: <a href="https://open.spotify.com/show/3rOqeGLXnniKOcCj5ZyftX" rel="noopener nofollow" target="_blank">https://spoti.fi/2nEwCF8</a></li> <li>YouTube: <a href="https://www.youtube.com/@TheSalesWhispererWes" rel="nofollow" target="_blank">https://www.youtube.com/@TheSalesWhispererWes</a></li> </ul> SUPPORT &amp; CONNECT: Check out the sponsors above; it’s the best way to support this podcast <ul> <li>Support on Patreon: <a href="https://www.patreon.com/TheWes" rel="noopener nofollow" target="_blank">https://www.patreon.com/TheWes</a></li> <li>Twitter: <a href="https://twitter.com/saleswhisperer" rel="noopener nofollow" target="_blank">https://twitter.com/saleswhisperer</a></li> <li>Instagram: <a href="https://instagram.com/saleswhisperer" rel="noopener nofollow" target="_blank">https://instagram.com/saleswhisperer</a></li> <li>LinkedIn: <a href="https://www.linkedin.com/in/thesaleswhisperer/" rel="noopener nofollow" target="_blank">https://www.linkedin.com/in/thesaleswhisperer/</a></li> <li>Facebook: <a href="https://www.facebook.com/thesaleswhisperer" rel="noopener nofollow" target="_blank">https://www.facebook.com/thesaleswhisperer</a></li> <li>Medium: <a href="https://medium.com/@saleswhisperer" rel="noopener nofollow" target="_blank">https://medium.com/@saleswhisperer</a></li> </ul>