Serving Sales Teams the Right Way - Gail Kasper, TV Host, 2x TEDx Speaker & Sell Like A Cockatoo
Sales Transformation
Leadium
5 • 2.1K Ratings
🗓️ 1 August 2024
⏱️ 33 minutes
🧾️ Download transcript
Summary
Today's episode welcomes Gail Kasper - the world’s leader in customization for sales keynote speeches and training programs. She is the creator of the Systematic Attitude Development-Technique™️ (SAD-T™️) and Cockatoo Selling, an innovative advanced sales program. These concepts are described in detail in her books Unstoppable: 6 Easy Steps To Find And Achieve Your FIRE and Sell Like A Cockatoo: How To Master The New Way Of Selling In A Rapidly Changing World. She’s also a 2x TEDx Speaker, TV Host, sought after podcast guest and sales trainer who gets in the trenches with her clients to guarantee that they achieve their desired outcomes.
When Gail started out in sales, she was selling training programs making only commission. Soon enough her first media opportunity arrived hosting a weekly TV show, which ultimately got her fired from the training company. With only 1 active coaching client, she started getting more work within the clients firm, eventually moving across regional offices all the way to holding lectures at their companies training university.
College dropouts finding sales is a tale older than time. The reason why to this day companies still choose to hire them for sales positions is simple - when you don’t have a fallback, you’re much more likely to be self driven, which is a huge asset in sales. Both Gail and Kevin agree that in 2024 salespeople have gotten lazier, which could be attributed to the variety of tools, automations and AI workflows that have become easily accessible to everyone. Unfortunately for them, in the current economic climate doing the bare minimum and overly relying on tools is no longer a sustainable strategy.
Tune into the full episode to learn how to Sell Like A Cockatoo!
Key Insights:
00:57 How Gail started in sales & media
02:02 Do salespeople lack drive in 2024?
04:07 How to succeed in sales today
06:03 Gail’s approach to coaching engagements
12:02 The Cockatoo framework
15:17 Driving outcomes for sales teams
21:47 How Gail helped recoup a $30 mil. loss
24:36 What makes a great seller
28:08 Sales keeps the lights on
Connect with the guest, Gail Kasper
Connect with the host, Kevin Warne
Transcript
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| 0:00.0 | Well, welcome back to the sales transformation podcast. |
| 0:03.4 | This is the podcast where we dive deep into sales strategies, |
| 0:07.8 | insights, and stories that are really changing |
| 0:11.3 | the world of sales in one way or another especially with the onset of |
| 0:14.9 | AI and sales training which I'm so excited for Gail today but of course I'm your host Kevin Warner and today |
| 0:20.9 | like I mentioned excited to speak with Gail Casper. |
| 0:25.0 | Oh, I think your background is so vast and expansive. |
| 0:30.0 | I don't think I'll necessarily do it justice on giving you the opening intro. |
| 0:34.4 | So maybe if I hand over the floor to you and you can just share a little bit about who you are, |
| 0:39.2 | how you got to where you are, and then I'll jump in from there. Yeah, I'm gonna, you're gonna want to jump in. Yeah, I'm gonna you're gonna want to jump in or it's a long story. |
| 0:47.0 | Because when I started in the sales world I was in a training organization and I was 100% commission, |
| 0:56.1 | so I had to sell the training programs and everything from an entrepreneur being |
| 1:00.4 | in a training class to full training programs with multi-million dollar companies. |
| 1:05.2 | I had found myself getting a TV show opportunity and it was like a weekly gig and the training organization was not happy about that. |
| 1:15.3 | So essentially I was fired overnight out on my own and I had one coaching client to my name. That was it. I started with one coaching client. |
| 1:27.0 | So from there it evolved to a few different individuals inside that company, one small division, and then another division inside that |
| 1:35.8 | company, and then they were referring me to their other locations and that company was ADT security services. |
| 1:43.3 | So they had a training university in Florida, |
| 1:46.4 | but they used to hire me to come in and train their teams. |
| 1:49.0 | So that was kind of the bridge that kind of took me |
| 1:51.9 | over the top into other organizations and |
| 1:54.0 | continuing to build my business. It has been a grueling process. The work never |
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