『Sell By Being Human』のカバーアート

Sell By Being Human

Sell By Being Human

著者： Alex Smith
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今ならプレミアムプランが3カ月 月額99円

2026年5月12日まで。4か月目以降は月額1,500円で自動更新します。

概要

 This is where human connection and sales meet. You may be someone whose success depends on influence, negotiation, and your ability to create change, but you may reject aggressive sales tactics. Maybe you feel stuck in corporate "autopilot," knowing your best asset is your genuine personality, but you struggle to use it to get what you want. Then this channel is for you. It will teach you how to close the gap between wanting to be ethical and feeling pressured to sell aggressively. You’ll also learn actionable strategies for translating emotional intelligence into high-trust results. Join Alex and top guests, including NY Times bestsellers, keynote speakers, and global founders, as they prove that being truly human is the ultimate sales advantage.Copyright 2026 Alex Smith マネジメント マネジメント・リーダーシップ 出世 就職活動 経済学
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  • Why Great Salespeople Focus on Decisions, Not Deals

    Why Great Salespeople Focus on Decisions, Not Deals
    2026/04/08
    When was the last time a salesperson helped you make a truly confident decision? In this episode of the Sell by Being Human podcast, Alex Smith sits down with Mark Kosoglow, Chief Revenue Officer at Deutsche Bank and former CRO at Catalyst Software, to talk about what selling actually looks like when you strip away the scripts. From selling shoes as a teenager to helping scale Outreach to $250M, Mark’s journey is anything but typical, but his core idea has stayed the same: great salespeople help others make confident decisions.They get into what that looks like in practice. Mark shares why letting passion lead often creates better conversations than trying to sound polished, how his early experience with consultative selling shaped the way he works today, and why honesty and vulnerability matter more than most people think, especially when you’re asking teams or customers to embrace change.They also dive into storytelling, the role of metaphors in making ideas stick, and the problems that come from unclear expectations. Throughout the conversation, Mark makes a strong case for being yourself, not as a slogan, but as a real advantage in both sales and leadership.If you’ve ever felt like selling forces you to be someone you’re not, this episode will change how you approach every conversation.Key TakeawaysHelp people make confident decisions, not just hit numbersLet passion show instead of hiding behind professionalismTreat “no” as a step that moves you closer to yesFocus on understanding the problem before offering solutionsBuild trust by being transparent about intentions and mistakesGive direction, but avoid control to unlock creativityAct, learn, and adjust instead of over-planningPrioritize clarity and ask questions instead of assumingIn This Episode:[00:00] Mark’s core motivation for selling [01:00] Welcome & introduction to Mark Kosoglow[02:05] Dan Pink’s To Sell Is Human and personal connections[05:05] What “sell by being human” means to Mark[06:03] Helping people make confident decisions (the 2-out-of-3 rule)[08:15] Early days: Selling shoes at The Athlete’s Foot & learning consultative selling[11:45] Telemarketing lessons and embracing “no”[14:21] Leading through change and the weight of asking people to shift how they work[16:05] Balancing control with freedom and creativity[18:46] Admitting failures and iterating quickly (self-sourcing example)[22:28] Revenue Kickoff reflections and the power of in-person connection[25:32] Using metaphors and storytelling (the Boeing story)[29:38] What Mark looks for in a CEO/leader above him[33:29] Clear communication and avoiding misinterpretation[36:08] Lessons for his kids[39:06] Signature question: What makes Mark totally Mark?[40:36] Where to find Mark[40:59] ClosingNotable Quotes[05:11] “Let your passion overcome your professionalism.” — Mark Kosoglow[05:55] “My personal motivation and the motivation I like my sales teams to have is to help people make confident decisions.” — Mark Kosoglow[10:32] “People love learning about their problem enough to understand why you’re suggesting a solution, and then they’re super confident in making the decision of that solution.” — Mark Kosoglow[12:27] “The faster they say no, the more I can move on to the next call that could say yes.” — Mark Kosoglow[36:42] “Who you are is who you are, and it’s probably pretty awesome” — Mark Kosoglow[24:27] “ I just really want to have fun and I want to work hard and I want to kick ass and win. And I don’t think that I have to be an asshole to do that.” — Mark Kosoglow[36:54] “Work ethic is like a trump card for success.” — Mark Kosoglow[38:22] “Expectations are the number one thing that kill parent-child relationships.” — Mark KosoglowOur GuestMark Kosoglow is Chief Revenue Officer at Deutsche Bank and a seasoned sales leader with decades of experience scaling revenue organizations. Previously, as CRO at Outreach, he helped scale the company to $250 million in revenue. Mark's career began at a shoe store called The Athlete's Foot, where he learned consultative selling at 16 years old, a philosophy that has shaped his leadership style ever since. Known for his storytelling, metaphors, and unconventional communication style, Mark believes that great sales leadership comes down to trust, transparency, and helping people make confident decisions.Resources and LinksSell by Being HumanLinkMark KosoglowLinkedInAlex SmithWebsiteLinkedIn
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    39 分
  • Selling Without Scripts, Pressure, or Manipulation

    Selling Without Scripts, Pressure, or Manipulation
    2026/03/25
    Did you know the idea of closing might be the single worst thing to ever happen to sales? In this episode of Sell by Being Human, host Alex Smith sits down with Steve Heroux, founder of The Sales Collective, author of The Sales Contrarian, and former #1 Cutco salesperson in the country, to dismantle everything you thought you knew about selling.Steve’s journey started exactly where you might expect. He was a quiet kid who didn’t speak for the first 17 years of his life, needed to buy $1,600 worth of textbooks, and took the only job that would hire him, selling knives door to door. What happened next defied every sales script, every closing technique, and every “proven methodology” his training threw at him.With raw honesty and zero filter, think Larry David in the sales world, Steve explains why the desperate need to be liked is killing your deals, why assessments matter more than tactics, and how he went from ripping up his training script on his first demo to becoming the national sales leader, all by treating people like humans.You’ll also hear about his Million Veteran Mission, why Bob Ross is a better sales teacher than any guru, and the one mindset shift that separates the top 14% of performers from everyone else.If you’ve ever felt icky about sales, struggled with pricing conversations, or wondered why the “proven techniques” don’t feel right, this conversation is your permission slip to do it differently.Key TakeawaysWhy “closing” is unnecessary when selling is done wellHow detachment from outcomes improves trust and resultsThe real reason most sales scripts failWhy the need to be liked is one of the biggest sales blockersHow authenticity outperforms pressure and persuasionWhy sales training without self-awareness doesn’t workThe difference between selling hope and creating changeWhy mastery in sales is a long-term practice, not a quick fixIn This Episode:[00:00] Why “closing” is the worst thing in sales[00:46] Meet Steve Heroux[02:46] What "Sell by Being Human" means to Steve[04:53] Steve’s view of success in sales then vs now[08:11] The first demo that changed everything [09:28] Why Steve ripped up the script and never looked back[11:45] Simple themes: Authenticity, detachment, and loving what you sell[13:22] Shohei Ohtani and the power of process over outcomes[15:22] Teachers who shaped Steve's approach[16:09] What Bob Ross teaches us about sales[18:54] Sales Collective Today[19:34] Always Be Connecting: The new ABCs[20:14] Why frameworks fail without mindset[21:08] Discovering Sales DNA and the will to sell[23:06] The will to sell and the need to be liked[27:35] Fear of Failure Is Really Fear of Judgment (Daniel Pink Story)[30:33] The "hope dealers" and why quick fixes don't work[33:56] Why Steve doesn't prospect (and what he does instead)[34:57] The Million Veteran Mission[37:29] Legacy, impact, and what really matters[39:08] Why human-centered sales training is rare[43:17] Steve's Larry David moments[45:05] Where to find SteveNotable Quotes[00:00] “The single worst thing to ever happen to humanity is closing.” — Steve[03:08] “ There's a reason, right, that salespeople are hated. There's a reason that salespeople don't even want to call themselves what their vocation is.”— Steve[04:01] ”The three least trusted professions on the planet: Salesperson, Politician, Attorney.— Steve[07:39] ”Success to me was like someone actually another human talking to me.”— Steve[09:06] “If you do a good job, people will ask you what the next step is.” — Steve[12:23] “You have to detach from outcomes or you’ll never be satisfied.” — Steve[16:05] “ It's not what you teach, it's how you teach.” — Steve[17:52] “There are no bad students, only bad teachers.” — Steve[23:16] “The need to be liked will destroy your ability to sell.” — Steve[27:10] ” The second you stop giving a crap what strangers think about you, that's when you'll start to live.”— SteveOur GuestSteve Heroux is the founder of The Sales Collective, author of The Sales Contrarian, and a sales leader who spent 14 years at Aflac after starting his career as the #1 Cutco salesperson in the country. He's on a mission to elevate the sales profession through authenticity, human connection, and evidence-based assessment. His Million Veteran Mission aims to train one million veterans in sales for free.Resources and LinksSell by Being HumanLinkSteve HerouxThe Sales CollectiveLinkedInMillion Veteran MissionBook: The Sales ContrarianAlex SmithWebsiteLinkedIn
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    42 分
  • The Psychology Behind Heart-Led Sales

    The Psychology Behind Heart-Led Sales
    2026/03/11

    What if I told you you’re struggling in sales because you’ve been approaching it the wrong way? In this episode of the Sell by Being Human podcast, Alex Smith sits down with sales coach and entrepreneur Natasha Hemmingway to flip the script on everything you think you know about selling. Her message is simple but powerful. Sales is serving. And hustle? It might actually be pushing your dream clients away.

    Natasha shares how growing up with a servant leader mom shaped her philosophy of heart over hustle, and why mindset, not strategy, is usually what holds entrepreneurs back. They unpack fear of rejection, fear of pricing too high, burnout, and the sneaky subconscious patterns that sabotage growth.

    You’ll also hear her practical fear-to-faith framework, why most entrepreneurs are undercharging, and how being crystal clear in conversations builds trust fast.

    If you want to grow your business without feeling pushy, awkward, or salesy, this conversation will change how you show up and how you close.

    Key Takeaways

    1. Why hustle energy can secretly sabotage your sales
    2. The “Fear to Faith” cycle that breaks limiting beliefs
    3. How your subconscious affects pricing, confidence, and closing
    4. Why most entrepreneurs are undercharging
    5. The truth about “not all money being good money”
    6. How to qualify clients with clarity and integrity
    7. Why connection always beats persuasion

    In This Episode:

    1. [00:00] Introduction & guest welcome
    2. [01:04] Personal connection & authenticity in sales
    3. [03:17] Natasha’s take on Sell by Being Human
    4. [05:06] Mindset and self-relationship in sales
    5. [06:14] Role models: Servant leadership & early influences
    6. [09:14] Sales beyond traditional roles
    7. [11:01] Defining hustle (and why it backfires)
    8. [13:31] Balancing hustle and heart: Client challenges
    9. [14:35] Strategy vs. mindset in sales success
    10. [18:38] Practicing what you preach: Natasha’s own journey
    11. [19:41] Faith, surrender, and decision-making
    12. [21:13] Qualifying clients & setting boundaries
    13. [22:03] Authenticity and invitation in sales calls
    14. [26:13] Sales as a universal skill
    15. [27:12] Sales in family & daily life
    16. [29:43] Mindset, fear, and the subconscious
    17. [30:20] Breaking through fear: The fear-to-faith cycle
    18. [36:13] Pricing, value, and worth in sales
    19. [38:06] What makes Natasha... Natasha
    20. [40:10] Family support & self-care
    21. [42:02] Where to find Natasha
    22. [42:19] Closing & gratitude

    Notable Quotes

    1. [01:49] "At the end of the day, we aren't what we do; we are who we are" — Natasha
    2. [03:24] “Selling with heart, not hustle, is selling by being human." — Natasha
    3. [03:48] "I always say sales equals serving; you are serving a person." — Natasha
    4. [12:01] "Hustle can lead to burnout, and hustle can actually push people away from you." — Natasha
    5. [34:12] "If you don’t ask, you don’t know, and if somebody says no, what do you lose? Nothing." — Natasha
    6. [36:36] "General rule of thumb for most entrepreneurs: you are not charging enough. Period." — Natasha
    7. [39:09] “No matter the time or day, I’m always going to be there; I show up for people.” — Natasha

    Our Guest

    Natasha Hemmingway is a sales coach, consultant, and pricing profitability expert helping entrepreneurs and corporate sales teams grow revenue without sacrificing authenticity. Her philosophy Heart, Not Hustle empowers professionals to sell with integrity, confidence, and sustainable strategy.
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    44 分
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