Bill Taylor’s website: https://1lineofsight.com/
2:28 Founders story – Bill Taylor from 1LineofSight – From Athlete to professional sales to international trainer
04:50 One Line of Sight & Alignment – What is the charter for our team? What is the purpose we exist for? What are our roles and responsibilities? How are we going to measure success? What is our dashboard what’s our metrics? Finally, if I am on a team or an individual, how do my responsibilities and metrics link directly up to the organization’s strategic objectives?
07:18 The parallel between the training that you had from sport to sales and business
08:18 Implicit and Practice, Value of having your own coach, Value of purpose statement, Value of aspiring
09:30 High performers love feedback and they want to grow and develop, they want challenge, they want to fail because they are always stepping out of the comfort zone and setting new baselines.
10:36 Transferability of Skills and mindsets in Sport and Sales, Value of Growth Mindset and Deliberate Practice
13:43 Skill sets and value of communication
15:34 Analogy of a quarterback who has to change the play and “Call an audible”
16:18 Value of practice and getting into FLOW
16:41 Preparation and Neurobiological Changes (process of myelination, getting faster, better, smarter, and to a point of automaticity)
18:18 Work with Harvard on leadership
19:18 Sometimes stuff comes off the rails and there’s stuff outside of our control
20:25 What can be done better moving forward, especially in field of sales
21:02 Do their research ahead of time and practicing ahead of time – “Getting in your reps” In sales we create a consultative inquiry-based, voracious curiosity, psychologically safe relationship In B2B, 70% of research is done before meeting with salesperson
25:32 What’s your favorite sales question to get something started? Use of open-ended questions versus closed questions
28:13 Questions to set a stage and the four questions (we need to ask) Setting stage and opening up a conversation: What’s going well? What else is going on you want to improve? 1. What are the key problems that you solve for your customers? 2. How do you solve those problems? 3. How do you do it differently than your competitors? 4. How do you prove it? 29:20 What’s what are the key problems that you solve for your buyers? How do you solve these? What’s the process?
30:32 Creating breathing space in between appointments & “Attention Residue”
31:20 Problem with Sales Performance Management
34:40 Business, sport, sales – Paying the price and the sacrifice of high-performance, zooming in and zooming out, balance and health
40:20 Discussion on research now that highlight what spouses see while we are working from home
43:35 High Performance Habits
47:34 Choice – Made a choice to be who you are, choice every micro-second of every interaction, and how we are showing up.
48:13 Emotional Intelligence as a differentiator
48:57 Importance of role models, mentors and good strong relationships
50:03 Addictive characteristics – Can get addicted to the work and to the success
50:14 How we handle stress
51:19 Continue to take those skills you’ve developed over your lifetime to continue to keep up leveling and getting better and better
51:32 High Performance Habits
56:57 Saboteurs that we all have
57:18 100th birthday celebration.- How do you want to be remembered? What do you want people saying about you? “Aspire to Serve” – An encourager, being merciful, walking humbly, showing up with grace, walking with justice , and being fair.