Ep. 12 - I Used To Be Crap At Sales | Bryan Mulry
Mastering Sales Leadership: Proven Strategies to Crush Limiting Beliefs and Skyrocket Sales Performance
In This episode of the "I Used To Be Crap At Sales" Podcast, our host Mark Ackers sits with Bryan Mulry, ex salesperson at Google and Salesloft. This episode will give you valuable insights into what the best sales leaders at huge companies do to get the best out of their reps.
Bryan, now an expert sales coach at MySalesCoach, shares his journey from being “crap” at sales to mastering his craft at Google, SalesLoft, and beyond. Salespeople and sales leaders will learn actionable strategies for overcoming common sales mistakes, breaking free from their own limiting beliefs, and how to level up their performance.
Bryan emphasises the importance of understanding the customer’s pain points and the power of continuous self-improvement. He recounts key moments from his career, including the value of cold calling, dealing with rejection, and how sales leadership can drive team success through empowerment and tailored coaching. Bryan also offers insights into maintaining motivation in a high-pressure sales environment and navigating challenges like sales burnout.
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1. How can I overcome limiting beliefs in my sales career?
• Bryan Mulry shares how to identify and break free from the limiting beliefs that hold many salespeople back.
2. What are the winning habits of top-performing salespeople?
• The episode explores the traits and practices that set the best sellers apart from the rest, based on Bryan’s extensive experience at Google and SalesLoft.
3. How do I deal with rejection and improve my cold calling success?
• Bryan discusses how he handled early sales mistakes, like hanging up on prospects during cold calls, and what strategies helped him succeed over time.
4. What does effective sales leadership look like?
• Listeners will learn about the traits and habits of strong sales leaders, including how they empower their teams and foster a culture of growth and development.
5. How can I avoid burnout in high-pressure sales environments?
• Bryan provides insights into recognizing early signs of burnout and how salespeople can maintain balance and motivation.
6. How can I use sales coaching to improve my performance?
• Bryan talks about how coaching helped him break through challenges and why ongoing coaching is crucial for professional growth in sales.
Listeners will come away with practical techniques to improve their sales habits, foster stronger client relationships, and create a coaching environment that develops their team’s skills. If you’re looking to gain insight into what sets top performers apart in the sales world, this episode is packed with valuable lessons.
00:02 – Overcoming Sales Struggles: Bryan’s Journey from Crap to Success
03:29 – Common Sales Mistakes and How to Avoid Them
05:35 – Sales Techniques that Work: Lessons from Bryan’s First Sales Job
08:02 – The Secret to Success in Sales
10:56 – Inside Google Sales: What Sales Leadership Looks Like at a Top Tech Company
14:10 – Reframing Your Messaging: How to Speak to Prospects Who Know More Than You
18:07 – Dunning-Kruger Effect in Sales: How to Navigate the Confidence Curve
21:43 – Top Sales Leadership Traits: What the Best Sales Leaders Do Differently
25:07 – Sales Coaching vs. Sales Management: What Most Managers Get Wrong
29:12 – Why Bryan Left Google for SalesLoft: Secrets to Thriving in Sales
30:51 – What Makes Top SDRs Stand Out?
32:00 – How to Prevent Sales Burnout: Early Signs and Recovery Tips
38:20 – How Sales Leaders Can Spot Burnout and Support Their Teams
43:31 – How Often Should Sales Reps Get Coaching? The Answer Might Surprise You
46:52 – Breaking Limiting Beliefs: The One Thing Holding Every Sales Rep Back
49:16 – The Best Sales Leadership Advice