Ep 086 Developing Executive Presence in Sales

Sales continues to evolve rapidly, but the one constant is that meaningful customer relationships lead to long-term success. To build genuine connections, sales professionals must establish trust, rapport and credibility-and Doug Dvorak is here to show us how to do just that.
Doug Dvorak is not your average sales expert - he's the founder of the Sales Coaching Institute, a seasoned professional in sales, digital marketing, and motivation, and a master at solving big business problems. His insights are sought after by top organizations looking to revolutionize their sales strategies and cultivate high-performing sales teams.
In this episode, Doug uncovers the misconceptions about sales, the critical role of developing executive presence, and the game-changing influence of embracing technology in sales. Discover the secrets behind Doug's approach of in-depth research, the significance of creating a motivational sales culture, and the impact of AI tools in boosting sales productivity. Packed with actionable advice, this episode of Mental Selling is a must-listen for sales professionals aiming to excel in their careers.
In this episode, you’ll learn:
- The importance of building trust with customers through research, preparation, and authenticity
- How sales digitization and leveraging technology is a fundamental investment for success
- Why a magnetic sales culture attracts and retain high-performing salespeople
Jump into the conversation:
[00:00] Introductions
[01:41] Misconceptions the Sales’ Mindset
[05:16] Building Trust and Rapport with Customers
[09:29] Mentorship and Structured Onboarding for Sales Professionals
[14:19] Selling into Small and Medium-Sized Businesses (SMBs)
[17:27] Strategic Use of Technology in Sales
[18:48] Developing Executive Presence and Understanding Business Drivers
[22:19] Creating a Magnetic Sales Culture
[35:27] Elevating Sales Performers into Leadership Roles