Episode from the podcastIt's Time to Sell Podcast: Strategies for 21st Century Selling

Ep. 20: Selling Your Story with Phill Keene, TinderBox

Released Monday, 25th April 2016
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After a bit of a hiatus from podcasting I have decided to bring it back! I am doing this for two reasons:   1) In looking at how I bring my best value, the overwhelming feedback has been that the podcasts add real voices and stories,   2) I have found podcasting and the networking it takes to bring a consistent flow of new guests to the show to be a big benefit to me personally.   So, I hope you are happy that I am back in the podcast game :)   Today I have a fireside chat with Phill Keene.
Phill is the Manager of Demand Generation at TinderBox, a cloud-based productivity suite that transforms how companies sell.
On this episode, Phill tells his story about how he got started in sales, the emergence of smart buyers and how to communicate with your audience.
He also shares his advice to non-salespeople when it comes to selling.

“Go ahead and tell your story.” @PhillKeene w/ @ChrisSpurvey on #ItsTimeToSell #Podcast
“I don’t want the full marketing mumbo-jumbo – just tell me what you want and let’s have a conversation.” @PhillKeene
“The thing that will keep you in the game is if you have a WHY.” @ChrisSpurvey

Show notes:
[01:43] Phill tells us about his background in sales
[02:28] “It’s in my bloodline…I’m a fourth generation salesperson.”
[04:40] The stigma built around the sales profession
[06:13] “There’s a certain level of ego and confidence that has to come with being good in sales.”
[07:09] Use social media as a bridge that connects your story to your audience
[08:20] Salespeople should adapt to the ever-changing dynamics of selling.
[09:50] How to communicate with your customers
[11:02] “I don’t want the full marketing mumbo-jumbo – just tell me what you want and let’s have a conversation.”
[11:50] Writing to serve, not to sell
[15:02] Phill’s golden advice for non-salespeople
[18:45] Start with ‘WHY’ – that is your North Star.
[23:58] The importance of your first boss.
[27:11] Let TinderBox help you with sales.
Follow Phill on Medium, Twitter and LinkedIn
Gary Vaynerchuck
Derek Grant of Salesloft
Check out Phill’s articles on Saleshacker
Simon Sinek’s TedTalk: Start With Why
Start with Why: How Great Leaders Inspire Everyon… by Simon Sinek

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