Down The Rabbit Hole
Why “The Three ‘C’s of Business Communication” are so Critical (Ft. Brian Burkhart)

Why “The Three ‘C’s of Business Communication” are so Critical (Ft. Brian Burkhart)

July 29, 2021

DTRH Episode 31

Why "The Three 'C's of Business Communication" are so Critical 

Ft. Brian Burkhart 

"The Three 'C's of Business Communication" are crucial to an internal or external communication structure in all businesses, no matter the industry or the vertical. Communication and understanding, or the lack thereof, is either beneficial or detrimental. The key is to elevate people and have a well-defined purpose.

 

"Justification subverts your own growth." 

- Brian Burkhart 

 

Key Takeaways: 

  1. The Three 'C's of Business Communication: clarity, conviction, and connection. When communication is broken, it's often one of the three 'C's, and one 'C' failing usually leads to the other three backfiring. 
     
  2. The best presenters all have something in common: Presenters like Steve Jobs are obsessive about what? About their audience. Sure they may not be the most tolerable people in an intimate situation, but speaking to the audience FOR the audience creates the best possible outcome
     
  3. Do not allow unawareness to control your success: Unawareness is a scourge upon a person or a business's effectiveness to communicate. One must look in to be able to see out with clarity. How well are you communicating with the people around you? 

  4. Your business must have a well-defined purpose: The purpose your business stands for should not be process or product-oriented. It should be almost a meta-purpose. The reason you exist. It goes much deeper than the superficial. It is not "what you do," it's "why you do it."

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Brian Burkhart who is a master of communications and public speaking. 

Brian and Rob talk about how mindset, business communication, and "The Three 'C's of Business Communication" are all connected to one another and drive a business (or a person) to the highest level of success and personal/organizational development. It's not what you know, it's who you know, AND how well you can communicate with them. Looking in to see out is so important. Understanding and accepting the problem is the first step to recovery.  

 

About Brian 

At the heart of almost every professional sales process is the actual sales presentation, or pitch, itself. Long or short, highly technical or simply skimming the surface, sales presentations are unique, critical opportunities to create trust, connection, and understanding. Do this well, and suddenly hitting quota becomes easy. Struggle along and soon you’ll be wondering if sales are the right occupation for you! Here’s the good news, sales presentations are a learnable skill. 

The best ones are rooted in brain science that works no matter the industry, nor audience. And best yet, once you know the secrets to success, you may even find these pitch opportunities to be downright fun. 

Brian is the Founder and Chief Word Guy at SquarePlanet Presentations, a Phoenix, AZ firm dedicated to “Elevating People” by helping individuals, teams and enterprise clients improve their pitch game. He’s been at this for decades. Literally.  

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Brian Burkhart or Rob Turley on LinkedIn or follow Rob @RobTurley2,  or Brian @BrianSaysBeBold on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #PersonalDevelopment #BusinessCommunications #PresentationSkills #Purpose #MIssion #Vision #Mindset #PublicSpeaking

How to Build and Train Sales Teams (Ft. Fred Copestake)

How to Build and Train Sales Teams (Ft. Fred Copestake)

July 8, 2021

DTRH Episode 30 

How to Build and Train Sales Teams

Ft. Fred Copestake 

Building and training sales teams is a challenge that most businesses face and fail at establishing. Sales Managers and Sales Directors are often training teams to execute strategies and tasks that straight-up do not work. The traditional sales process is dead, and the ability to adapt and change is critical. According to Justin Michael and Tommy Hughes' book, Tech-Powered Sales, "SDR teams fail 80% of the time, and the sales industry is the only industry that this failure rate is considered acceptable." 

 

Key Takeaways: 

  1. Drive selling with the 6 Elements of Sales: Trust, win-win focus, interdependence, transparency, comfort with change, future-oriented. 
     
  2. End the "Olde Worlde" sales function: Selling as if it were 1985 is not only out-of-date but straight-up, ineffective. People don't buy the way they used to. Empathy is everything, and mutual benefit is the way. 
     
  3. PQ (Partnering Quotient): You may have heard of IQ, EQ, or TQ, but PQ is one of the largest drivers for establishing a successful sales or partnership relationship. Remember this: Companies don't partner, people do.  

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Fred Copestake who has trained quite literally tens of thousands of salespeople and hundreds of sales teams. 

Fred and Rob talk about the mistakes that sales organizations make, constantly, and the damage that it causes. They talk about what needs to be done to repair this tragedy of a situation. The failure rate of sales teams and coaching programs is borderline pathetic, and the willingness/awareness of the change within the sales industry is far from understood by the majority within it. 

 

About Fred 

Fred Copestake is the Founder of Brindis, a sales training consultancy. Over the last 22 years, he has traveled around the world 14 times visiting 36 countries, and worked with over 10,000 salespeople. 

He has taken aspects that make a significant impact on modern selling and put them into his book Selling Through Partnering Skills. The ideas within form the basis of Fred's work with sales professionals who are involved in complex B2B sales—to develop their approach and ensure that it is up-to-date, and has maximum impact. 

 

"Organizations don't partner, people do." 

- Steve Dent 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Fred Copestake or Rob Turley on LinkedIn or follow Rob @RobTurley2  or Fred @FredCopestake on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #SalesTraining #SalesTips #Coaching #PQSales #SAFFG #Career #ProcessImprovement

How to Accelerate Your Sales Career: The Adaptable Seller (Ft. Steve Bookbinder)

How to Accelerate Your Sales Career: The Adaptable Seller (Ft. Steve Bookbinder)

July 1, 2021

DTRH Episode 29 

How to Accelerate Your Sales Career

Ft. Steve Bookbinder 

Accelerating your sales career involves an unlimited ability to adapt, adopt, and embrace change. Adaptation is an essential element when it comes to navigating an ever-changing industry. Adoption is critical to the learning process, and no one process is correct—adopting attributes from multiple processes is key. Navigating the sales industry, an industry in a perpetual state of change is only possible by accepting and embracing it. 

 

Key Takeaways: 

  1. Experiment with the habits and mannerisms that successful people express: Experiment with the processes, qualities, or habits that are manifested by the successful individuals you follow closely and look up to—branch out from there and add your own personal flair or uniqueness. 
     
  2. There is no "right" or "wrong" way to do anything: "Right" and "wrong" are simply an opinion. Whether something is right or wrong isn't relevant, though what is relevant is what's working. Focusing on effectiveness first, and efficiency second will set you on a path that leads to accelerated success. 
     
  3. Be open to criticisms: Being open to others' opinions and critiques are how we learn and grow. Finding comfort in constructive criticism is far easier said than done—though it is essential to learn how not to take critique personally, and use it to your advantage by re-assessing yourself, your process, and your approach to drive improvement

  4. Don't be influenced by the exception(s): Just because something worked one time does not mean it will continue to work again and again. Be wise and think through the "why(s)" before making a concrete decision to adopt a new habit, practice, or process. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Steve Bookbinder to talk about how being adaptive and adoptive accelerates your career in sales. That, and pipeline management. Being flexible and open to criticism is the key to accelerated success. 

Steve has mastered the way of pipeline and pipeline management, though he is also a "jack of all practices"—meaning that he has adopted practices and processes from dozens of different sales methodologies, and has learned how to adapt and leverage aspects of each and every one of them, rather than following a single method. 

 

About Steve 

Clients rely on Steve to bring them best-practice tactics, strategies and habits observed first-hand around the world and deliver them with humor and passion. Participants report a dramatic increase in confidence and measurable improvements in performance. 

A consistent theme to Steve’s long career in sales, sales management, coaching, and training is "Adapt & Adopt." 

Steve’s latest breakthrough, Echo selling, introduces today’s salespeople to the influences of psychology, digital media, and word-of-mouth on buying decisions. Covid-19 has accelerated changes to the marketplace and to the way salespeople can effectively train for success. 

Steve’s company Digital Media Training (DMT) has developed new training methods, blending virtually-delivered training with on-demand videos and sales manager support. By leveraging technology with best practices, Steve and DMT have enabled Watch-Listen-Read-and DO learning methods—leveraging everyone’s preferred learning style. 

 

Fun Facts About Steve: 

  • Steve successfully swam the English Channel as part of a 4-man relay in August 2008. 
  • Steve has traveled more than 4-million air miles to train more than 50,000 people, conduct more than 5,000 in-person workshops. 
  • Steve has delivered over 500 keynote speeches in more than 20 countries throughout North and South America, Europe, Asia, and the Middle East. 

 

"The typical B2B customer is now behaving like a B2C customer." 

- Steve Bookbinder 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Steve Bookbinder or Rob Turley on LinkedIn or follow Rob @RobTurley2  or Steve @DM_Training on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #SalesTraining #SalesTips #Coaching #PipelineManagement #SAFFG #Career #ProcessImprovement

Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

June 10, 2021

DTRH Episode 28 

Why "Salesborgs" are the Future of Sales & Marketing 

Ft. Justin Michael 

What is a "Salesborg," you may ask? A "Salesborg" is a human-machine combo, like a cyborg, but in the context of an incredibly tech-proficient individual working in harmony with software and automation to optimize selling and outreach. The future of sales and marketing lies in the hands of salespeople who leverage technology to maximize performance and output. 

This is an image of a fractal pattern. These are found in all of nature. 

Fractal Pattern

 

Key Takeaways: 

  1. Emails are actually visual communications that are best structured in fractal patterns (A.k.a. Fractal heuristics). Our entire universe exhibits these same repeating patterns. Why not our emails? At every level of scale, the pattern outlining the whole; emerges from everything in nature. It quite literally will make the email feel "just right," which will increase pipeline velocity, and therefore, revenue velocity.
     
  2. Do not innovate too far from familiarity: Innovation is what drives humankind forward, but innovating beyond familiarity will often be "too much to handle" for the majority of the population. This does not mean innovate less—it simply means keep innovation at a level of common understanding and normality, then spoon feed it further for people to adjust slowly and comfortably. 
     
  3. The science of personalization and heuristics: Personalization often is misinterpreted as desperation because it goes too far and often feels "creepy" to the prospect. Mention of a prospect’s alma mater and insistency of personalized content is a limiting heuristic. Ultimately it kills your productivity.

  4. Relevance at Scale: If you can’t find a first-degree connection who knows the prospect or an existing relationship in common—switch to industry or persona-based levels of personalization. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Justin Michael to discuss a profound and insightful explanation of using mathematical and heuristic principles in your sales and marketing communication and conversation strategies. 

Justin has mastered using the laws of natural form to effectively create content for sales that resonates with prospects and clients in a truly unique way. It resonates to the meta-level, whereas people who engage with his content are likely to subconsciously establish a desire to learn more or set up a meeting due to the nature of the language used. The way it quite literally "felt" to the prospect. 

 

About Justin 

Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology startups over the last two decades.

Justin has coined the term "Technology Quotient" (TQ) as distinct from IQ and EQ for sales and marketing. He’s releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.” 

Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 startups on cracking top funnel with converged tech stacks.

Justin started an entire organization (syndicate) for fellow Salesborgs to have a community called Salesborgs.ai.

Take the TQ test! See how tech-smart you are! >>> 

 

"Use resonance, pain, and fear to trigger people emotionally." 

- Justin Michael 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Justin “TQ” Michael or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Salesborgs #Borg #EmpathaticSelling #Coaching #SalesTips #Heuristics #AI #SAFFG #TQ

Why Cold-Calling Isn’t Dead (Ft. Jason Bay)

Why Cold-Calling Isn’t Dead (Ft. Jason Bay)

May 27, 2021

DTRH Episode 27 

Why Cold Calling Isn't Dead 

Ft. Jason Bay 

Selling has become a world of outbound, especially after the pandemic. Some people say that cold-calling is dead, though, 2020 happened... Cold-calling has become one of the most effective forms of selling again. It has risen from the ashes like a phoenix! What are the need-to-knows for cold-calling? Well, Jason Bay's got you covered. 

 

Key Takeaways: 

  1. Leverage your prospect's value prop to strengthen your own: By doing so, you make the principal point of your conversation about their core values, beliefs, and overall company mission. It creates a well-defined way to make the prospect the hero while strengthening your own value prop in the process. 
     
  2. Share wins that clients are having over sales successes: Driving your team's knowledge and morale by sharing wins that your clients are having. It creates belief in the product, and each win becomes a powerful story for future selling efforts. A sales success on the other hand means the salespeople are literally just doing their jobs. 
     
  3. Proof + Passion x Persuasion = The Equation: It's the golden combo. Proof of concept by telling stories, passion while doing so (true belief in what is being sold), and the ability to persuade, and sell past the "no" is necessary for a successful cold call

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Jason Bay to discuss the cold-calling process, how to effectively sell while using a phone, and talk about the best practices to get the outcomes you desire. 

Cold calling has recently had another boom, though that boom is driven by mobile number access. Cold-calling has been dead for quite some time, though it has resurrected itself as a reprieve in our noisy digital world. 

 

About Jason 

Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects but hates no-to-low-response cold emailing, and salespeople who do not feel confident while making cold calls.

Jason works with reps and sales teams from companies such as Zoom, CBRE, Databricks, Bolton & Company, Fortinet, and numerous others. Selling is the only "adult job" Jason's ever had. And he’s done everything from selling house painting services door to door, running outbound call centers, to help hundreds of reps master cold outreach.

 

"80% of prospecting success is the art of conversation." 

- Jason Bay 

 

JOIN #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Jason Bay or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #ColdCalling #Prospecting #Sales #Coaching #SalesTips #SDR #BDR #SAFFG

How Entrepreneurs Embrace Change (Ft. Rick Meekins)

How Entrepreneurs Embrace Change (Ft. Rick Meekins)

April 29, 2021

DTRH Episode 25 

How Entrepreneurs Embrace Change 

Ft. Rick Meekins 

Embracing change and keeping what we like to call "change management skills" sharp is critical to master as an entrepreneur, no matter the phase you're in. Always maintain your entrepreneurial mindset, and listen to the market. Align your vision to it. It's not what you want; it's what they want. 

 

Key Takeaways: 

  1. Getting Comfortable is NOT a good thing: A perpetual state of discomfort is what you should be feeling at all times. Embrace it. If you become comfortable, you've given up. 
     
  2. NEVER lose your "entrepreneurial mentality": Being open to and embracing change is key. Always be prepared to pivot your business on a dime. Change is good. Change is the lifeblood of the market. 
     
  3. "If we build it, they will come" is a bald-faced lie: Enterprises make this mistake constantly. Building a solution around a vision without market demand is a HUGE potential loss. Build what the people want, not what you want. At the very least, try to make those two things align. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Rick Meekins to gain insight into a man who constantly faces the beast we call "change." 

As entrepreneurs, Rick and Rob dive into the mechanics behind change management and company-wide pivots. They have seen it all when dealing with and driving change within businesses because they quite literally do it for a living at a personal level, a services level, and a product level. 

This episode will help you learn to become "an agent of change." Doing so is one of the most important parts of becoming a successful entrepreneur, so listen up close because there is a lot to learn, ladies and germs. 

 

About Rick 

Over the past 30 years, Rick Meekins has started several companies and consulted for many more across various industries. 

He is passionate about working with small businesses to help them develop effective infrastructures and strategies that will support a business's growth. 

Rick enjoys working with individuals who are focused on bringing their unique gifts, abilities, ideas, passions, and inventions to the marketplace. Maintaining the status quo has never been enough for him. Instead, he always strives to make things stand out—beyond the superficial. 

Rick founded the company Aepiphanni Business Consulting in 2005 to serve the operational and strategic needs of small businesses. Aepiphanni has evolved into a global team of consultants and support specialists who work virtually but personally. They specialize in guiding companies to build extraordinary businesses positioned to achieve long-term goals. 

 

“When things change we need to just go ahead and dig back in.” 

- Rick Meekins 

 

Feel free to connect with Rick Meekins or Rob Turley on LinkedIn, or follow Rick @RickMeekins or Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Change #ChangeManagement #SalesEnablement #Entrepreneurship #Pivot #StartUps #Scale #Growth #Mindset

Social Selling: Explained (Ft. Alexander Low)

Social Selling: Explained (Ft. Alexander Low)

March 19, 2021

DTRH Ep.21: Social Selling: Explained - Ft. Alexander Low 

It's about time someone really explained how social selling works... Become a social selling Jedi by learning social sales psychology and the best practices to master the art. Alex and Rob joined forces to leak the esoteric recipe for success. 

Key Takeaways:

  1. The Paradox: The point of social selling is to sell. If you sell while social selling, you'll never sell a thing. 
  2. Do Not Pitch: The pitch is for the birds. It's not the point. The point is to connect and set a meeting.
  3. Be Human: Just because it's virtual doesn't mean you should change your typical social patterns.

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Alex Low to tear away at the facade created by a virtual selling environment we call LinkedIn. 

Selling on social media platforms is not unlike any other form of selling. That is usually where people end up going wrong. They feel like they have a license to pitch at will when, in reality, nobody wants to be sold to. No one. 

Though, people love communicating and love to buy things. The key is to approach as if you were meeting someone for the first time at a cafe, and have a damn good reason to be doing so. Being genuine, showing real interest, and understanding the psychology behind what people need to be willing to engage with you is the secret sauce. 

 

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About Alex 

Alex Low likes to refer to the following story to describe his mission and purpose. 

 

In 1519, Ferdinand Magellan set sail from Spain with five ships to find a western route to the Moluccas. Battling storms, mutinies, and the unknown, Magellan died before reaching his destination. One ship ultimately returned to Spain after circumnavigating the world. 

We are in a world of firsts at the moment, all of us trying to navigate our way through 2021 and what the future will mean for us. 

Why, your digital Magellan you may well ask? 

In the world of Sales & Marketing, it may feel like at times you are all at sea, not knowing where to begin with your digital transformation journey. Or maybe you are part way through and now feel like the programme has lost its bearings. 

Alex helps teams map out a digital transformation journey, across sales and marketing, ensuring you reach your destination. 

 

Feel free to connect with Alex Low or Rob Turley on LinkedIn, or follow Alex @alexander_low and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #SalesTraining #askdigitalaskalex #socialselling #guidedselling

What Your Boss Doesn’t Tell You When Getting Promoted (Ft.Prateek Mathur)

What Your Boss Doesn’t Tell You When Getting Promoted (Ft.Prateek Mathur)

March 10, 2021

DTRH Ep.20: What Your Boss Doesn't Tell You When Getting Promoted - Feat. Prateek Mathur 

The million-dollar question... "What doesn't your boss tell you when you get promoted?" Oh yeah, that's right. There's a whole lot they don't tell you, and it becomes a fast-paced "sink or swim" situation where you better get your bearings quickly, or else you're in some real trouble! Learn what to expect to prepare for the unexpected.

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Prateek Mathur to give a peek under the hood of what your bosses don't tell you when you get a promotion in sales, along with how to manage up, down, and most importantly, sideways. Sideways meaning, cross-division management. 

One of the key elements of discussion is that selling yourself and managing sellers are two completely different skill sets, along with the critical ability to thread management across several divisions to maintain a far more successful outcome. Doing this takes years of trial and error to get leadership right.

 

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About Prateek 

Prateek Mathur has over 17 years of experience selling. He sold Coca-Cola to mom and pop stores, life insurance to CFOs at global firms, technology services to CIOs and CMOs of Fortune 500 companies. 

More than celebrating his wins and learning from his losses, Prateek invested in grooming future leaders to be the best version of themselves. 

As an individual contributor, Prateek was part of the Top 1% of a 10,000+ employee organization. This continued performance led him to the management path in 2005. Then guess what? He failed miserably the first time around! 

Prateek created a coaching marketplace managerenablement.com that helps new Sales Managers and aspiring managers avoid costly career mistakes by connecting them with real sales leaders who coach sales managers to lead smarter and sell more—through their teams while driving new growth in their careers.

 

Feel free to connect with Prateek Mathur or Rob Turley on LinkedIn, or follow Prateek @prateekrmathur and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #SalesTraining #SalesManagement #ManagementTips #Leadership #Teamwork #Results

How to Effectively Sell to CXOs (Ft. Ben Hippeli)

How to Effectively Sell to CXOs (Ft. Ben Hippeli)

March 3, 2021

DTRH Ep.19: How to Effectively Sell to CXOs - Feat. Ben Hippeli 

Confidence, competence, and executive presence. That's the name of the game when selling to CXOs. Being confident and having strong product knowledge is the foundation of competence. Tie that in with dynamic solutioning skills, and you're good to go! 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Ben Hippeli to discuss how confident solution selling is a craft that can be mastered—that supports the development of executive presence while selling to CXOs. 

Having the utmost confidence, product knowledge, executive presence, and know-how behind the curtain of the prospect's industry pain-points are the ingredients for coming off as competent. Competence is the most important ingredient when it comes to a successful high-level sell. 

  • What is "executive presence," and how do I know if I have it? 

  • What is "solutioning," and why is it important? 

  • How do I become more "confident?" 

  • How do I know if I'm "competent?" 

Listen and find out! It'll help you on your journey to a successful career in sales! 

 

About Ben 

Ben Hippeli teaches Professional Selling and Sales Management at the University of North Florida (UNF). Ben leads the UNF Professional Selling Advisory Council and is the founder of Benchmark Training, a firm dedicated build strong sales culture via recruiting, sales team training, and coaching. 

Ben’s customer-centric sales approach has been the secret to his success as a 4-time start-up entrepreneur and executive director of a national non-profit. 

He learned early in his career that great sales professionals are not born but are trained and nurtured and consider building great sales teams a must to succeed in any business. 

Ben received his BBA from Georgia State University, his MBA from the University of North Florida, and his sales trainer certification from Florida State University’s Sales Trainer Academy and is a member of the HandsOn Jacksonville Blueprint for Leadership Cohort

Ben brings his real-world experience, combined with a collegiate educational background and hands-on sales coaching techniques, to sales leaders and professionals worldwide to ensure success in various industries and markets. 
 

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Feel free to connect with Ben Hippeli or Rob Turley on LinkedIn, or Follow Ben @GetSalesFlow and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #SolutionSelling #SolutionsArchitecture #ExecutivePresence #Competence #Confidence #Mindset #ThoughtLeadership 

Let’s Get Visual (Ft. Susy Rosado)

Let’s Get Visual (Ft. Susy Rosado)

February 4, 2021

DTRH Ep.16: Let's Get Visual - Feat. Susy Rosado 

Learn the steps for effectively present yourself on Zoom by properly leveraging the camera, timing, and scripting in a virtual setting. Our webcams are critical for establishing a real human connection and resonating with the people in your audience. Making "eye contact" to show your true intentions is imperative to build trust and develop a strong relationship effectively. 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Susy Rosado to teach us how to leverage using our webcams during virtual meetings, webinars, and events. It's crucial to become comfortable on camera in a virtual setting because appearances and confidence are everything. 

Knowing how to present yourself and effectively use your voice to come off as genuine is often the difference between trust and distrust. Body language is the majority of human communication. It's a subconscious requirement for humans to resonate with one another, and come to a mutual understanding. 

Quickly developing a positive rapport is a serious advantage. Rapport is the precursor to a relationship. The stronger the rapport, the easier it becomes to establish trust and create that strong relationship with your audience that we work so hard to achieve. 

 

About Susy 

Passionate about how entertainment influences people's lives, Susy Rosado is a successful tv producer, a seasoned actress, and a talented talk show host who specializes in catering to Latina women in the US and Latin America with the philosophy of driving meaning and purpose within the media she produces. 

Susy is an ambassador for the “Clave al Exito: Una guía Educativa para padres,” she is one of the co-hosts for “Revista De Zuleyka” and is currently the producer, writer, and host of parenting tips videos that air on the segment called "Vida y Salud" on HITN Network.  

Susy has worked with Walmart and P&G brands on branded entertainment segments for millennial moms on Univision digital platforms and was a producer, director, and host with multinational Johnson & Johnson's “Momentos de Mama” on Telemundo Networks. Simultaneously, throughout Latin America, she's been busy hosting the personal finance series called “Así Vivimos Así Crecemos” for Grupo Sura and webisodes of home renovation webisodes for “Handyman Al Rescate”—sponsored by Home Depot

Susy has been producing women and family-oriented content since 2009 when she began her own tv series called "9 MESES," a multi-platform media regarding 90-second how-to videos distributed on national television by VME that has aired in over twenty Hispanic countries on AMC/Chello Latin America

Aside from her acting and broadcast media production career, Susy worked in corporate finance in Mexico at the companies Gruma and Cemex, reporting directly to the Chief Economist. However, she is currently is working at Douglas Elliman Real Estate, selling luxury properties, volunteers reading to children, and is the proud mother of two boys.

 

Feel free to connect with Susy Rosado or Rob Turley on LinkedIn, or Follow Susy @susyrosado and Rob @RobTurley2 on Twitter or Facebook! 

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