Inner Work with Steli Efti

The (strictly no-business) podcast that shall never become yet another to-do item in a busy CEOs life. A storytelling playground and save space for irresponsible experimentation. We willll talk martial arts, ponder the nature of ...more

Latest Episodes

December 14, 2019 00:09:48
014: Building a Remote Sales Team? Avoid These 3 Common Mistakes

014: Building a Remote Sales Team? Avoid These 3 Common Mistakes

The future of work is going to be more and more remote. Not just for designers, developers, and marketers, but also to sales people. But you can't execute the same remote playbook that you applied with your remote engineering team—sales is a very different kind of work, and sales people are uniquely different creatures. There are 3 common mistakes I see again and again that ruin remote sales teams. Mistake #1: Hiring inexperienced sales people. Mistake #2: Being too nicey-nice. Mistake #3: Ignoring the need for social team interaction In this episode I share how to avoid these 3 common mistakes that ruin remote sales teams. Connect with me!https://twitter.com/stelihttps://www.linkedin.com/in/steliefti/   ...

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December 06, 2019 00:09:21
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013: Creating Reality Distortion Fields

Steve Jobs wasn't the only person who could create reality distortion fields. Most really good sales people do it all the time. And while it can be a great blessing in life—it can also be a curse. I know this from firsthand experience.  At some point, you become so good at sales that people will buy whatever you're selling. You become so good at understanding how to talk with people that they'll get on board with your proposal. And in some cases, what you're selling might be an idea that seems right to you... but is just plain wrong. Yet, because you can sell it so successfully, it seems right to others as well. I've been wrong so many times in my life. In some cases people are successful at pointing it out to me. But in many cases, I was more successful at championing my idea, and we invested a lot of time, energy, and resources into executing a project that was doomed to fail from the beginning. I wish I hadn't created those flawed reality distortion fields so successfully. All that time and energy could have been invested more effectively. Over the years, I learned how to create a "reality distortion field barrier". Basically, a strategy for protecting myself and others from being blinded by an idea that's shining bright, but leading us astray. And this is what I share in this episode of the podcast: a way to protect yourself against the risk of being too good at sales. Sign up for my newsletter at https://steliefti.com ...

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December 01, 2019 00:15:25
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012: How to Practice Gratitude

What are you grateful for today? It’s one of the most important questions I ask myself every day. I once said that appreciation is the currency we pay the universe with—and I still think that’s true. So at the end of each day, I ask myself: Have I paid what I owe? Have I settled that bill with the universe? In today’s episode, I talk about gratitude, how I practice it in my own life, I share what I’ve learned from asking my two sons what they’re grateful for every night when I put them to bed, and I leave with you two “gratitude exercises” that’ll help elevate yourself today. ...

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November 22, 2019 00:20:45
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011: Want to Become a Top 1% Sales Pro? Master the 4 Levels of Emotional Competence

No matter what you sell and who you sell it to—sales ultimately boils down to a transfer of emotional energy. That's how you win deals; by changing the way people feel about buying your solution. Everything else is not a sale—it's merely a transaction. And the kind of sales person that is basically a "transaction manager" is the kind of sales person that will be made obsolete by advances in automation and machine learning. On the other hand, if you're a sales professional with a high degree of emotional competence, your skills will be even more in demand than they are today. And your paychecks will be much larger. There are four levels of emotional competence: state awareness state control state influence state protection In this episode, I'm giving you a breakdown of these 4 levels, and an actionable strategy for mastering them. I really learned this lesson almost 20 years ago from a tie salesman in a little boutique in the south of Germany. After listening to this episode of the podcast, you can check out that story here https://blog.close.com/tiesalesman Comments, questions, thoughts? Let me know on Twitter @steli or LinkedIn! ...

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November 16, 2019 00:07:10
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010: When a Sales Prospect Goes Silent, and You Don’t Know Why... Do This!

Have you ever been in the middle of negotiating a deal, trying to close a contract, and then something stalled the deal—but you didn’t know exactly what? Maybe the client has gone quiet and is unresponsive even after you’ve followed up multiple times already. And you’re starting to get worried. Has this deal fallen apart? What should you do next? I’m going to be candid with you: You messed up. You shouldn’t have let things get to this point in the first place. And I know exactly how it happened. If this scenario describes a situation that you’re familiar with, I know exactly what the mistake is you’ve committed. Fortunately, there’s a pretty simple solution to help you never end up in this situation again. That’s what I share in this episode of the podcast. ...

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November 08, 2019 00:08:32
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009: Turn Rejection into Progress with This Old-School Mind Hack

If you're facing a lot of rejection, here's an old-school hack I learned early on in my sales career.  You might have heard this before: The trick is to just turn every rejection as a stepping stone on the way to your goal. Work out the math. If out of 100 people you ask for a yes, 95 give you a no, and you want to get 1 yes per day, then make it your daily goal to get 20 nos.  In this episode I dig deeper into why this reframing technique works, share some personal stories, and a few extra ideas to help you make it even more effective. Want more of my advice on handling rejection? Check out https://steliefti.com/rejection/ I'd love to hear from you! Hit me up on Twitter @steli or LinkedIn ...

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