Episode 26

Leveraging Improv to take Technology Sales to the Next Level

Published on: 25th June, 2024

On this episode of The Smart IT Podcast, I welcomed Tess Hermes and Lauren Guilbeaux, founders of yes&sell, to the show. Their company provides Improv-based sales training. We tackled the frustration buyers often experience when salespeople fail to actively listen and adapt their approach based on the their feedback. They discussed the importance of human connection and improvisation skills when engaging with technical buyers like CIOs, CTOs, and other IT professionals. They shared their experiences and insights on using Improv techniques to help salespeople build better rapport, actively listen, adapt to the conversation flow, and connect on a deeper level with prospects. They emphasized the value of being present, validating the buyer's perspective, and collaborating rather than rigidly following a script.

The discussion highlighted the need for sales training that goes beyond product knowledge and process, focusing on developing the "sales craft" of authentic human connection. They explained how Improv techniques can help salespeople be more present, adaptable, and collaborative in conversations, fostering better human connection.

Improv training can help develop the often-overlooked "connection" aspect, enabling salespeople to be more emotionally intelligent and present in conversations. They highlighted the benefits of Improv in building confidence, emotional intelligence, and the ability to navigate complex conversations.

Takeaways:

▪ Consider providing Improv training for salespeople to improve their ability to connect authentically with technical buyers.

▪ Evaluate current sales training programs to ensure they cover not just product knowledge and process, but also the "craft" of human connection and emotional intelligence.

▪ Encourage salespeople to practice active listening, adaptability, and collaboration during conversations with prospects, rather than rigidly following a script.

▪ Promote a culture of curiosity, presence, and validation within the sales organization, fostering an environment where salespeople can build genuine connections with buyers.


Brilliant Beam Media Syya Yasotornrat


#sales #improv #salestraining #adaptiveselling #humanconnection #emotionalintelligence #authenticconnection #communicationskills


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About the Podcast

The Smart IT Podcast
Where IT explores what's next...
The Smart IT Podcast, where IT professionals can assemble and hear from each other, industry leaders, thought leaders, and those in adjacent fields to collaborate and learn from each other and explore what’s next for IT.

The Smart IT Podcast explores what’s next for IT as it continues to find ways to get the important things done for our organizations.
Preparing for the next decade, we need to think differently about how we approach our work to continue to thrive into the future.

Smart IT is an approach, conceptual framework, and development model to getting the important things done by transforming the way traditional IT thinks, works, and leads. It supports the disruption of the status quo, simplifies the complex, reduces uncertainty, and improves risk mitigation.

There has never been more pressure to deliver for our organizations; but I know IT is up to the challenge.

That will require IT to lead by working smarter. Let’s do it together.

About your host

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William D. Reed

As someone who has spent decades bridging the gap between those who build solutions and the people who need them,I’ve seen firsthand why so many great ideas fail—not because they aren’t innovative, but because they never truly reach or work for the people they were meant to help.

Today, through my work at Willway Labs and my Frontline Innovation framework, I help enterprise leaders, product teams, and innovators dismantle real human problems at the frontline—where solutions are actually experienced, adopted, and trusted.
Because innovation isn’t complete when you launch… it’s complete when it works in someone’s life.

What I do is help organizations close that gap—so their ideas don’t just exist…they deliver real value.