Summary:
In this episode, David shares the mic with Malcolm J Smith, Sales Development Manager for LEAP Legal Solutions. Malcolm has been in sales since he was 18 years old, starting out in retail. He was unexpectedly brought to sales development as an account executive and moved his way up as the sales development manager. Listen as he shares his journey, what he believes help people become successful at what they do, and the importance of having a motivation in your team.
3 Key Points:
- Figure out what you really like to do and then double down on it.
- It’s going to be hard giving motivation to people if they lack it within.
- Networking doesn’t only mean connecting with people, it also means giving value to them.
Time Stamped Show Notes:
- 00:01 – Accelerate your growth at The Sales Development Conference on August 31, 2018
- 00:52 – Subscribe to our show on YouTube and review us on iTunes
- 01:29 – David introduces Malcolm to the show
- 02:07 – Malcolm has just been recently promoted to a sales development manager position
- 03:17 – He has been in sales since he was 18 years old
- Retail in sales with AT&T
- He was recruited as an account executive and got into sales development
- 04:50 – Malcolm was constantly good at setting appointments
- Fanatical Prospecting is a book he recommends
- 06:48 – Retail experience is what helped Malcolm swing in sales development
- 08:15 – Become the positive disruption in somebody’s day
- 09:13 – Have effective conversations with the right people at the right time
- 10:05 – Believe in what you’re selling
- The give the value to save time and make more money
- 12:27 – Helping people transition to something that fits their skill set
- 13:42 – “If sales is the engine, sales development is the oil”
- 16:00 – As managers, the struggle is teaching your passion to your team
- Teach/coach people to find out what they’re good at
- Uncover the skills your members already have
- You can’t create motivation where there isn’t any
- 18:19 – Accelerate your growth at The Sales Development Conference on August 31, 2018
- 20:13 – The failure of the culture to teach people that passion will push you through
- 22:18 – You have to be honest to yourself to define what you really want
- 23:49 – Figure out what you’re ‘obsessed’ with
- 25:10 – Malcolm is in a point where his job is perfect for his life
- 27:23 – Stop focusing on external things
- 28:04 – “Wealth tends to find the people that are the best at what they do”
- 30:08 – Connect with Malcolm on LinkedIn and on his email
- 31:49 – Networking should be about giving value to people
- 34:37 – Subscribe to our show on YouTube and review us on iTunes
- 34:45 – Contact us to discuss your sales development needs
Resources Mentioned:
- LEAP Legal Solutions – Where Malcolm works as a sales development manager
- AT&T – Where Malcolm started in retail sales
- Fanatical Prospecting – Malcolm’s recommended book
