Heartfelt Professionals Live With Purpose, Pride And A Proactive Plan... What Say You?

"The secret of success is constancy to purpose."

Benjamin Disraeli

Constancy to purpose means staying focused and dedicated, despite obstacles or distractions that may arise along the way.

In this ever-changing, highly connected and technology driven world, the question becomes... What will you do to stay the course and not get distracted?

Whether in relationships, personal or professional goals, or even societal progress, finding the right balance between staying true to one's purpose and being open to change becomes mission critical.

Your success lies in the harmonious blend of constancy and adaptability.

One of the greatest gifts we have is our ability to choose how to live our life. I'm a firm believer that living with purpose does matter.

Merriam-Webster defines purpose as the reason for which something exists or is done, made, used, etc.

As we start off our time together, I ask you to think...

What's your purpose?

The meaning of life according to Viktor Frankl, the author of Man's Search For Meaning, lies in finding a purpose and taking responsibility for ourselves and other human beings.

Viktor Frankl published Man’s Search for Meaning in 1945. It inspired millions of people to identify their attitudes towards life. Frankl lived through the horrors of the Holocaust, a prisoner in Auschwitz and Dachau.

Frankl’s experience in concentration camps showed him that humans have the capacity to a find meaning. A meaning to any circumstances in life, even the most absurd and painful ones.

I highly encourage you to read, Man’s Search for Meaning, as Frankl went on to say,

"There is nothing worse than perceiving that our suffering is useless. However, if you can find a purpose, you won’t just endure your suffering; you’ll see it as a challenge."

Some of you might be asking yourself, what does all this have to do with sales and my sales career?

This has everything to do with sales, as the answer lies here...

Without a sense of purpose, pride and a proactive plan, you will aimlessly waffle throughout your sales career.

Napoleon Hill once said,

"A man without a definite major purpose is as helpless as a ship without a compass.”

Again, I ask... What's your Purpose?

What's your plan to fulfill that purpose? Will you back those plans with a sincere burning desire?

Don’t be like the masses or should I say all the empty suits and keep wandering through life. Discover who you are and why you are here.

WHAT'S IN YOUR HEART?

I believe a heartfelt sales professional thrives on being a part of a purpose. It's about becoming part of something that really matters. It's about making a difference to the lives of their clients and future clients.

The heart is powerful. It maintains life and connects us to our true selves. Our natural instinct to be, to desire and to do things is often driven from a pure place in our heart and the inner part of who we are.

Antoine de Saint-Exupéry once said,

“It is only with the heart that one can see rightly; what is essential is invisible to the eye.”

Here are some questions to facilitate opening your heart to set you on your journey:

What makes my heart sing and brings me joy?
What am I feeling right now that I need to communicate?
Am I making the best choice with the information I have right now?
What's my passion and who do I serve?

In chapter 6 of Selling from the Heart, I speak to Servant Led Sales Leadership. In a business world where many in sales are viewed with negativity, an authentic, real-deal approach is a breath of fresh air.

A servant led professional has an authentic desire to serve.
A servant led professional is all in.
A servant led professional pours themselves into their clients.

The servant-leader is servant first… It begins with the natural feeling that one wants to serve, to serve first.”

Robert K. Greenleaf

Again, without a sense of purpose, pride and a proactive plan, you will aimlessly waffle throughout your sales career.

I believe that heartfelt professionals who pour themselves into their clients become more successful, make more money and do more for their clients than sales reps who aim to just make money.

When salespeople who see their sole purpose as making a profit, they tend to view people as objects. They look at them as dollar signs, reeking of commission breath.

Lead with your heart and not your wallet.

A purpose-driven sales professional understands their client's environments and goals on a greater level than that of quota-driven sales reps.

Creating value and leading with heart not only transforms sales effectiveness, but it also provides insulation from the price hammer.

Just have to ask... Will you consider leading your life with a sense of purpose, pride and a proactive plan?

THE THREE SALES P'S TO LIVE BY

Heartfelt professionals are driven by high standards and deep morals.

These professionals who operate from a place of sincerity and integrity often set the bar high for themselves. Their work ethics and dedication are rooted in their strong moral compass and a sense of purpose, guiding them toward making decisions and delivering results that align with their principles.

This commitment to both excellence and ethical conduct fosters trust and respect in all their endeavors.

LIVE WITH PURPOSE

As I have shared with you, having a sense of purpose is essential to your well-being.

Living with purpose may not guarantee you increased earnings or quota attainment but rest assured living with purpose is about a desire to be part of something bigger than yourself.

Call it faith, mindfulness, or whatever it is you wish to align yourself with, a sense of purpose becomes your anchor in navigating your way through life.

Those with a sense of purpose in sales are passionate, they create change and they're committed. They're completely focused on serving first.

They ask themselves purposeful questions such as:

What problems do my clients encounter? How can I help them solve them?
How can I become more effective to better help my clients succeed?
How can I use my talents to be of greatest value to others?

What gives your life meaning?

What do you feel most at home doing?

How do you want to share, to serve, to grow?

Living with a sense of purpose helps you to push through sales discomfort.

LIVE WITH PRIDE

Sales professionals take pride in their work and it's extremely important to them.

If your eyes do not light up when you talk about what you do, then think about finding something else to do!

If you don’t love what you do where you spend at least 8 hours per day and 5 days per week of your life, then your long-term sales success is in danger.

I believe pride in your work is mission critical. This is one aspect that separates a sales rep from a sales professional. They invest in themselves and ensure this is visibly demonstrated.

Pride can be broken down to the following:

P - Personal

R - Responsibility

I - In

D- Delivering

E - Excellence

Living with pride as a sales professional is the engine that drives excellence. This not only reflects your dedication but ensures that you're motivated to continually produce your best.

Taking pride in what you do leads to higher quality outcomes, increased creativity, and a sense of fulfillment.

What makes you take pride in your sales career?

LIVE WITH A PROACTIVE PLAN

Successful salespeople are proactive. They anticipate potential problems before they occur and actively seek resolutions.

Proactive salespeople have greater stability, less stress and are in complete control of their sales destiny.

Proactive professionals plan for and create the future. They are change creators not passive sales spectators.

This planning helps them to overachieve.
This planning increases their awareness within their marketplace.
This planning has them involved and participating in community events.
This planning has them securing referrals from current clients.
This planning has them continually learning about their client's business.

This proactive plan includes nonnegotiable prospecting, profiling targeted accounts, executing client strategies and obtaining feedback to continuously improve their performance.

Personal accountability is the glue that ties commitment to results.

PURPOSE, PRIDE AND PLAN

Life's too short. You deserve a career where you have a sense of purpose, pride and a proactive plan.

Taking ownership of one's sales career is a hallmark for successful sales professionals. While your company and management team may provide support, resources, and guidance, the ultimate responsibility for success lies within you.

Ownership of your sales career means holding yourself completely accountable for your actions and results, constantly striving to improve, and taking radical amounts of initiative to steer your career in the direction you desire.

It is up to you to define what you do with your sales career.

Know what motivates you.
Find a mentor or a business coach.
Crave self-improvement.

"If you believe in yourself and have dedication and pride - and never quit, you'll be a winner. The price of victory is high but so are the rewards."

Paul Bryant

Mark Roberts is a sales and marketing guru with a 35-year legacy of success at companies like the Timken Company and Frito Lay. He is the author of "Branding Backwards" and has been honored by the National Association of Sales and Marketing. Mark is known for his expertise in human-to-human selling and helping companies drive explosive growth.

SHOW SUMMARY

In this episode of Selling From the Heart , Mark emphasizes the need for sales professionals to have worthy intent and genuinely care for their customers. Mark shares stories of companies that achieved explosive growth by understanding their customers' problems and providing solutions. He also provides practical tips for sales professionals, including the importance of asking good questions, listening to customers, and building relationships with key decision-makers and influencers.

KEY TAKEAWAYS

Selling from the heart means having worthy intent and genuinely caring for customers.

Understanding customers' problems and providing solutions is key to driving explosive growth.

Sales professionals should ask good questions, listen actively, and build relationships with key decision-makers and influencers.

QUOTES

"Selling from the heart is about authentically caring for people, serving others, and not worrying about hitting your sales numbers."

"The more you know about your customers, the more you grow with your customers."

Learn more about Mark Allen Roberts:

LinkedIn: https://www.linkedin.com/in/markarobe...

Learn more about Darrell and Larry:

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...