From Introvert to Sales Leader

The Modern Selling Podcast

From Introvert to Sales Leader

Hey, sales pros! Tired of feeling like you're just not cut out for sales because you're an introvert? Have you been told to just "fake it till you make it" and it's only left you feeling drained and ineffective? If you're ready to tap into your natural strengths and see real results, it's time to leverage your introverted superpowers in sales. Get ready to unlock your full potential and transform your approach to sales effectiveness. Discover the surprising link between effective networking, introverted personalities, and increased sales performance. Uncover the unexpected movie that inspires a sales expert, and how it can revolutionize your approach to prospecting and selling. Stay tuned to find out how to leverage this unique insight for your own sales success.

Unleash the Power of Introverts Introverts bring unique strengths to sales teams, challenging traditional stereotypes. With the right system in place, introverts can excel in sales by leveraging their structured approach and deep knowledge. Embracing introverted traits can lead to long-term success in sales, creating a more diverse and effective team dynamic.

This is Matthew Pollard's story:

Matthew Pollard's sales journey began unexpectedly after losing his job right before Christmas, thrusting him into the world of sales as an introverted individual. Despite initially feeling overwhelmed by the thought of sales, he persevered, teaching himself through online resources and quickly rising to become the top salesperson in his company. As he continued to excel and take on leadership roles, his focus shifted towards empowering introverted sales professionals, challenging the belief that introverts are at a disadvantage in sales. His introduction to Mario Martinez Jr.'s brand occurred at the AI SP leadership summit, sparking thought-provoking conversations about introversion, extroversion, and the unique strengths introverts bring to the sales arena. This encounter laid the groundwork for a deeper exploration of sales and leadership, leading to the creation of Matthew's book, "The Introvert's Edge to Selling," and his unwavering commitment to reshaping the narrative around introverted success in sales.

Networking is not about you. The number one rule in sales is not about you. The number one rule of being on a podcast or speaking from stage, it's not about you. So why does everyone make it about themselves? - Matthew Pollard

My special guest is Matthew Pollard

Matthew Pollard, also known as the Rapid Growth Guy, is an award-winning and best-selling author of The Introvert's Edge series. As an introverted individual who discovered his sales prowess through self-teaching, he's driven to revolutionize the way introverts are perceived in sales. With over a decade of experience and a track record of fostering five multimillion-dollar success stories, Matthew is passionate about empowering introverted sales professionals to leverage their strengths and achieve unparalleled success. His refreshing approach to sales leadership and his belief in the power of personalized storytelling has made him a sought-after influencer in the sales community.

In this episode, you will be able to:

• Maximize sales team performance by leveraging the strengths of introverts.

• Elevate your sales game with the powerful impact of storytelling.

• Unlock effective networking strategies tailored for introverted sales professionals.

• Lead a diverse sales team to success by understanding and embracing different personalities.

• Master the art of implementing sales methodologies for maximum effectiveness.

The key moments in this episode are: 00:00:08 - Introducing Vengreso and FlyMSG 00:01:13 - Overcoming Introverted Sales Challenges 00:04:43 - Revealing a Personal Secret 00:10:06 - The Misconception of Introversion 00:11:23 - Redefining Introversion 00:11:48 - Understanding Introversion and Extroversion 00:13:12 - Overcoming Introverted Challenges 00:14:08 - Leveraging Personal Strengths 00:16:01 - Managing Introverted Talent 00:17:24 - Fostering Belief and Adaptation 00:23:22 - Leveraging Introverted and Extroverted Sales Strengths 00:24:59 - Overcoming Beliefs About Introverted Salespeople 00:26:18 - Finding Success through Sales Methodology 00:28:08 - Empowering Sales Teams through Mindset Transformation 00:32:01 - The Journey to Sales Success 00:35:26 - Improving Sales Call Openings 00:37:13 - The Power of Storytelling in Sales 00:39:38 - The Science Behind Storytelling 00:41:40 - Networking for Introverts 00:45:48 - Connecting with Matthew Pollard 00:46:46 - The Warrior - A Hidden Gem 00:47:01 - The Power of Unrecognized Movies 00:47:33 - Productivity and Sales Technology 00:48:14 - The Modern Selling Podcast Wrap-Up

Timestamped summary of this episode: 00:00:08 - Introducing Vengreso and FlyMSG Mario introduces Vengreso and FlyMSG.IO, an application to help sales professionals grow their numbers at scale. 00:01:13 - Overcoming Introverted Sales Challenges Matthew discusses his journey from introverted salesperson to successful CEO, highlighting how introverts can excel in sales with the right strategies. 00:04:43 - Revealing a Personal Secret Matthew shares his love for rap jumping, a unique activity that contrasts with his conservative public image, highlighting the importance of pursuing hobbies and experiences outside of work. 00:10:06 - The Misconception of Introversion Matthew challenges the misconception of introverts as shy and reclusive, highlighting successful introverted individuals in sales and leadership, breaking stereotypes and empowering introverted individuals. 00:11:23 - Redefining Introversion Matthew defines introversion as a misunderstood personality trait, emphasizing the shift in perception and acceptance of introverted individuals in various industries, including sales and entrepreneurship. 00:11:48 - Understanding Introversion and Extroversion Matthew Pollard explains the difference between introverts and extroverts, and how people often misjudge others based on their own perceptions. 00:13:12 - Overcoming Introverted Challenges Pollard discusses the misconceptions about introverts and highlights successful introverted individuals in various fields, challenging the stereotype of introverts being unable to excel in certain areas. 00:14:08 - Leveraging Personal Strengths Pollard shares how he has harnessed his introverted nature to become a successful speaker and salesperson through careful planning, preparation, and practice. 00:16:01 - Managing Introverted Talent Pollard emphasizes the importance of understanding and leveraging introverted talent in sales leadership, highlighting the need for different management styles for introverts and extroverts. 00:17:24 - Fostering Belief and Adaptation Pollard advises on how to help introverts gain belief in the sales process and leverage their strengths, while also encouraging extroverts to embrace learning and adherence to sales systems. 00:23:22 - Leveraging Introverted and Extroverted Sales Strengths Matthew discusses the need to provide different frameworks for introverts and extroverts to reach the same goal. He emphasizes the importance of working together and leveraging each other's strengths in sales. 00:24:59 - Overcoming Beliefs About Introverted Salespeople Matthew challenges the belief that introverts don't make great salespeople. He highlights the importance of helping introverts believe in themselves and their abilities, rather than succumbing to self-fulfilling prophecies. 00:26:18 - Finding Success through Sales Methodology Matthew shares his belief that introverts can excel in sales once they find a sales methodology that works for them. He also discusses the need for extroverts to follow a system to achieve exceptional sales success. 00:28:08 - Empowering Sales Teams through Mindset Transformation Matthew emphasizes the responsibility of sales managers to inspire and empower their teams to believe in their capabilities. He highlights the importance of transforming mindset to drive sales outcomes. 00:32:01 - The Journey to Sales Success Matthew shares his personal journey of learning sales through dedication and practice. He underscores the value of learning a sales process and the impact it can have on individual sales success. 00:35:26 - Improving Sales Call Openings Matthew Pollard discusses the common mistake of starting sales calls with small talk and advises introverts to lead with a researched introduction to engage the customer and avoid losing the deal in the first five minutes. 00:37:13 - The Power of Storytelling in Sales Pollard emphasizes the importance of storytelling in sales, highlighting the need for a compelling and detailed narrative that engages the customer, creates rapport, and enables better retention of information. 00:39:38 - The Science Behind Storytelling Pollard delves into the science behind storytelling, explaining how it activates the listener's brain, creates rapport, and increases information retention, benefiting both introverted and extroverted sales professionals. 00:41:40 - Networking for Introverts Pollard shares insights on effective networking for introverts, emphasizing the need to shift the focus from self-promotion to serving others and connecting with individuals based on shared values and mission-driven objectives. 00:45:48 - Connecting with Matthew Pollard Pollard invites listeners to connect with him on LinkedIn, where they can follow him for valuable insights and reach out with burning questions using the voice memo feature for personalized responses. 00:46:46 - The Warrior - A Hidden Gem Matthew Pollard shares his all-time favorite movie, "The Warrior," a lesser-known film that he believes didn't get enough credit. The movie revolves around two brothers finding each other at an MMA fight, dealing with their family's divorce and an alcoholic father. 00:47:01 - The Power of Unrecognized Movies Matthew Pollard expresses his love for the movie "The Warrior," highlighting its emotional depth and powerful storytelling. Despite its lack of popularity, he encourages listeners to watch and appreciate it for its greatness. 00:47:33 - Productivity and Sales Technology Mario Martinez Jr. promotes Flymsg IO as a tool to save 25 hours a month in productivity, improve prospecting, and enhance buyer engagement. He encourages listeners to take advantage of the technology to scale their sales efforts. 00:48:14 - The Modern Selling Podcast Wrap-Up Mario Martinez Jr. reminds listeners to leave a 5-star rating and review for the Modern Selling Podcast on iTunes. He also encourages them to download FlyMSG for free to save time and increase productivity in their sales endeavors.

Mastering the Art of Networking Networking strategies for introverts focus on authenticity and serving clients' needs rather than transactional approaches. By embracing a mission-driven framework and leveraging their strengths, introverts can excel in networking. Thorough research, personalized engagement, and a focus on client needs are essential for building rapport and driving successful outcomes in networking efforts.

The Art of Persuasion Storytelling plays a vital role in sales, allowing sales professionals to engage clients on a deeper level. By incorporating personalized and emotionally compelling stories, sales professionals can effectively capture buyer's interest and make a memorable impact. Mastery of storytelling techniques can enhance sales effectiveness and create meaningful connections with clients.

The resources mentioned in this episode are:

• Connect with Matthew Pollard on LinkedIn to follow his updates and insights on sales and networking.

• Download FlyMSG for free to save 20+ hours a month in productivity and learn how to prospect better and sell more with technology.

• Watch the movie Warrior to experience the story of two brothers finding each other at an MMA fight, a tale of family, struggle, and triumph.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to support the show and help others discover valuable sales insights.