Episode #015: Brian Carroll
You Cannot Automate Trust
Brian Carroll is a bestselling author, his book ‘Lead generation for the complex sale – published by McGraw-Hill’ made the Best books of the decade list by Rain Today. Brian is also an award winning sales and marketing blogger and is a Sales & Marketing speaker, Lead Generation Consultant and Lead Generation workshop facilitator at his NEW company Brian James Carroll.
Key Takeaways From This Episode
[01.45] Made enough money to buy two cars whilst in college – Brian shares how he moved into sales through selling study guides door to door whilst in college.
[03.45] You Cannot Automate Trust – Artificial Intelligence, Machine Learning and modern Technology cannot and will not replace this.
[05.55] The Best Selling Feels Like Helping Because It Is – Top Sales People are able to put themselves into their customer shoes.
[09.30] The Key Attributes of a modern successful sales professional – Empathy, Listening with the Third Ear, more about helping customers facilitate change.
[11.40] Brian’s Top Three Sales Do’s and Don’ts – Be Interested, Listen to Understand, Focus less on Selling and More on Helping.
[16.55] Brian’s advice to his younger self – Be Authentic and Bring Your Whole Self to it, “Live Inside Out Rather Than Outside In”.
More About Brian
What is your all time favourite sales-related movie?
Tommy Boy (it’s business to business sales)
Favourite sales related quote?
Always be helping – Dan Tyre (Hubspot)
Which sales book has had the most positive impact on you?
Spin Selling – Neil Rackham
Who or What inspires you?
What aspect of your own personal development are you most focussed on improving at the moment?
Continuing to stay emotionally health so I can help others do the same.
Running, Rock Climbing (just finished first marathon, just over four hours, goal now is to get under 4 hours), Hiking, Outdoor Activities.