I help organizations create modern learning strategies for their people, partners, and customers | AE @ Docebo | 🎙Host of Stories of Selling Human

Sometimes in your life it feels like you lose everything.  

Like the year I was laid off.  Interviews pushed from COVID 19,  But then the real bomb hit,

My Dad got diagnosed Leukemia.

Just 5 months later, unfortunately my Dad passed away.  Despite losing so much, I'll never lose what my Dad taught me about life.  Things like selflessness, a relentless work ethic, and a thirst for knowledge.

His best lesson was how to create genuine connections with everyone in your life.  I've taken that approach to sales my whole life.  I’m still the 8 yr old kid who loved meeting people so much that he went door to door selling Ham and Cheese out of a catalog.

I got genuine connections out of it and the Sony Boombox I won wasn’t half bad either!

Highlights from 15 years in professional sales:

🔥 I launched a new team where I successfully recruited financial producers for a firm owned by Fran Tarkenton, Hall of Fame QB.

🔥I was named the top sales rep in an office of over 50 media sales people.  Judged not just by sales attainment but also by activity.

🔥At Monster, I sold the biggest partnership contract in the history of our team. $300k ARR, 3 year deal. 

What am I most proud of professionally?

A 15 minute meeting.  I drove 3 hours to Chicago to meet a client I’ve never met in person.  For 15 mins to say hi and drive back.  It wasn’t to close a deal.  It was just a Tuesday. 

Those “Just Tuesday” moments are why I love this gig.

I’ve had success in my career because I genuinely seek to understand people. 

An understanding strategy IS my sales strategy.

My relentlessness isn’t driven by my product or a sales number. I'm motivated by digging deeper to discover the “un-discovered” problem.   Sales is something that happens for and with your buyer not to them.  You're a guide on a discovery together with the intention to help and add value.  ALWAYS.

The best feeling in sales isn’t ringing a bell, (even though that’s always fun). 

The real joy is in being told three simple words.

“I trust you.” 

That’s what really lights me up and what I'm going for.

Finally, my approach in sales is guided by attuning yourself to what someone’s entire world is like, actively listening without any agenda, being genuine, and putting them first.

I call these things, “Selling Human”.  I practice it daily.  I think we can all do it.

I choose to study it.

If you want to learn it with me, listen to my podcast:  Sell By Being Human 
(wherever you get your podcasts)

AND for more,

Follow #sellbybeinghuman

Alex Smith

It’s Wednesday, and instead of putting out a podcast episode, I’m putting out a shout out.

Shout out to my friend Jen Mueller.

I get reached out to by lots of people to be on the Sell By Being Human Podcast  

But I was absolutely giddy when Jen’s team reached out to me to have her on.

Jen is a long time sports reporter in Seattle.

She’s covered the Mariners, Seahawks and many of the famous teams and events in that region for years.

And if that’s not enough, she has an awesome cooking show and is an engaging keynote speaker.

I always say we all can sell things through the lens of human connection.

Jen sells the value of spending time with her to the players on the team.

She’s not just asking questions.

She’s building relationships.

It’s how she sees the players that gets them to want to tell her things most reporters don’t hear.

Take a listen to how she does that effectively in our episode below. 👇 

So it meant so much for me to see this pic this morning of her on the team plane with the Superbowl trophy!

Congrats Jen.  🏆. 

You are the Champion!

#sellbybeinghuman

I help organizations make learning enjoyable across their people, partners, and customers | AE @ Docebo | 🎙Host of Sell By Being Human

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I’m getting on a plane to see my mom this week but I also need your help.

Hoping someone out there has worked with a parent that is searching for assisted living or memory care.

This week we’ll be looking at some places and its a whole journey I’ve bever been a part of before.

So always good to find people that have travelled that same journey.

I also know its big to shout out birthdays on Linkedin recently so shouting out my Mom for turning 79 this past week!

79 has brought a lot of joy and tough realizations.

She’s the same age as my Dad was when he passed away 6 yrs ago.

As your parents age you start counting experiences you’ll have with them in person on your hands.

Trying to squeeze in more time because you know it’s finite.

I always hear people say, 
I’m not ready for my parents to get there.

But its not about being ready.

You’ll never be ready.

Its about being present.

So value the time you have before it’s too late.

Lucky that we have this week and hopefully more weeks in our future to be present.

Presence is the present at 79.  😊

She wasn’t trying for the Gold.

But she got it.

I love a good comeback story and what it can teach us all.

A skater that won world championships as a 16 year old in 2019.

Her whole life was skating.

Pressure.

But she said she didn’t have the time to know herself so she left the sport.

She found joy on a ski trip.

Instead of chasing medals.
She chased joy.

The medal was a residual of joy.

In practice rounds where others were thinking over every jump.

She was taking pictures on the ice.

So it’s no wonder she skated flawlessly.

Alyssa Liu teaches us all.

Find joy first.

Your goals will follow.

#teamusa #olympics

Hey, I know that guy on the TV!  Props to Keenan for an awesome move this weekend.

Jim Keenan aka Keenan . has been a huge mentor to me from afar with his book Gap Selling.

Excited for his coming book Gap Prospecting.

Anyone who wants to know the essence of sales, I always direct them to his book.

Sales is about finding problems worth solving and he outlines it perfectly in this book.

For Christmas this year, he surprised his family with a trip to The Olympics.

To make it even sweeter, one of his daughters is in serious competition to be an athlete there one day in moguls.

Dual moguls is wild, a race to the finish with tricks in between.

I love it bc you can fall but still win with the difficulty of your tricks.

Congrats to all the medalists but especially Elizabeth Lemley who go on the podium with bronze after a tough fall.

And props to the entire Keenan clan cheering them on.

And also, like your sales skills, your sign game is on another level.

#teamusa #olympics

Today, I'm posting the last episode of my podcast.  Well sort of.  The last episode before a new look.

I've always thought that everyone in the world is in sales.
But the only ones that admit it are those with it in their job description.

So I set out to find people in every profession.
That sell things through the lens of human connection

Nurses
Magicians
Parents
Teachers
Entrepeneurs
Speakers
Marketers
HR Leaders
Learning Professionals

I've interviewed them all.

And some themes emerge when I ask people:

What does it mean to you to Sell By Being Human?

To Be Curious
To Align Yourself
To Care About The Person
To Find Value
To Listen
To Solve Problems

My 153'rd episode is with Amos Balongo.

Amos moved from Africa to America when he was a boy.
Learned English and how to make an impact through relationships.

He's now a keynote speaker and executive communications coach.

Unlikely road, maybe.  But not when you meet him.

I love his approach to speaking below.

There's a difference between:

Speaking At People
Speaking To People
And Speaking Into People

Can't wait for you to see a new look.  

More on this coming!

This year, I'm going hard into this.
Maybe it doesn't grow.  Maybe it does.
Or maybe it's a foundation for something else.

Either way, look to see more as I dig into even more professions that you never thought were in sales but are.  

And contrast them with professional sellers.

And help everyone unlock the human side of sales in your own work.

#sales #sellbybeinghuman

Zoom Drain

Sr. Director, Franchise Marketing

MRINetwork

► Social Media Management – Responsible for the social media strategy, content creation (graphic design, video assets, and copywriting), scheduling, and daily management of MRINetwork's Corporate accounts. Grew MRI's LinkedIn following from approximately 5,000 followers to 29,200+. Increased my personal LinkedIn following by 544.6% since March 2020 using the same tactics I teach our franchisees.

► Media Production & Strategy – Leads all media and production projects/programs (100+ since March 2020), including pre and post-production project management, show flow/format design, content development and script writing, internal/external promotional campaigns, video editing and creative direction, inventory upkeep, and content distribution.

► MRINetwork Honor Awards – Orchestrates media production on large, complex experiential events, such as MRINetwork awards ceremonies, for hundreds of attendees – both virtually and in-person. I’ve managed the run-of-show, overseen media vendors, served as emcee, and directed pre-production and post-production.

► MRINetwork: United in Excellence | The Documentary – Directed all phases of production for the organization's first-ever documentary, including pre-planning, onsite coordination, attendee interviews, final storyboarding, branding, and marketing/promotion.

► Monthly Marketing Blueprint for Franchisees – Developed program assisting members with daily content creation and social media posting strategies. Includes monthly calendar with copy, thought-starters, original blogs, and customizable social sharing graphics.

► Training Programs and Consultation – Developed "The Dirty Dozen Training Course," a 12-session video series which has been turned into various training assets by our L&TD team. Also developed "Evolution Training: Branding, Marketing, & Media," an eight-session, twelve-hour training course designed to help franchisees understand and implement digital branding strategies. Averaging 4.5/5-star rating.

Media Director

► Dirty Dozen Training Series: Developed a 12-session video series with our Chief
Vision Officer which addressed the topics and conversations I cover most frequently
with our network members. These sessions have been turned into various training
assets by our Learning & Talent Development team and have been credited with
enabling many of our members to take their first step into the digital transition.

► Canva Enterprise Program: Identified a need for our members to be able to easily
create and edit industry-leading marketing collateral and social media templates.
Worked with Canva rep to implement an affordable program which enables our firms to customize materials efficiently. Oversaw the creation of dozens of templates while training the nearly 30 firms who have opted into the program thus far on best practices.

► Corporate & Network Intranet Implementation: Acted at lead project manager in rollout of new Jostle intranet platforms for MRI's corporate team and membership community. This included updating all materials from former platform, organizing new library, developing interactive org charts, and strategizing go-forward
communication plans. Designed internal promotional campaign resulting in a 75%
adoption rate after just one month.

► New Member Onboarding: Co-designed new member onboarding program on behalf of six departments and am responsible for marketing integration. I provide information and consultation to help individuals navigate our organization while
expediting their desired outcomes. I act as their go-to resource, escalating issues to other departments as necessary.

Sr. Marketing Manager

Marketing Manager

► Lead project manager driving development of third party marketing partnership – providing in-depth marketing touch-plans & content library to approximately 400 franchise offices

► Assist in planning and execution of large-scale media buy with USA Today to highlight top-performing offices. Create additional marketing tools to maximize performance of ad – such as turnkey email templates & custom social media graphics

► Developed “MRINetwork Navigator” – a comprehensive Corporate directory printed & distributed across the Network

► Strategize and execute internal Contract Staffing sales contest – including internal marketing tactics, communication, graphic design, and award designations

► Present MRINetwork marketing capabilities to prospective franchise owners and act as lead project manager & primary marketing contact for new office development – which includes office branding (legal & creative), creation of social media pages, website setup, and in-person training highlighting internal systems & social media automation/best practices

► Provide efficient customer service to all franchise owners. This includes troubleshooting technology issues, developing marketing strategies, hosting social media best practice webinars, customizing collateral, and designing custom graphics

► In-house creative designer – defining & designing Corporate brand guidelines, crafting custom art (logos, social media graphics, collateral, etc.), editing video for internal testimonials

► Rebranded Certified Professional Programs – including new logo design, testimonial videos, external web design, implementation of newly branded tools & templates, and weekly newsletter

Sr. Marketing Specialist

Bob Nolan for Cape May County Sheriff

► Designed and executed official campaign website – BobNolanForCMCSheriff.com

► Responsible for crafting consistent messaging and branding – demonstrated across social media platforms & promotional marketing items such as lawn signs, banners, postcards, etc.

► Developed social media strategies and outsourced tasks as needed

► Consult and review media buys with a particular focus on cable television, digital banners, and paid social media promotions

Marketing Campaign Manager

Comcast Spotlight

► Responsible for developing, servicing, and maintaining a base of local clients and agencies who purchase advertising space and other media services to achieve established annual sales goals within assigned sales team

► Offered zone buying to allow small advertisers the opportunity to reach only the
customers in their retail trading areas

Local Account Executive

► Assisted four local sales offices with creative and strategic marketing solutions • Acted as project manager for all local sports marketing efforts throughout Philadelphia and Wilkes-Barre/Scranton DMAs (12 offices)

► Led sports committee, managed sales support specialists, and guided upper management team
to ensure accurate and timely launches of sports packages, rate cards, tracking systems, and digital assets

► Developed custom promotions to meet client needs and help close deals

► Worked with creative department to design and produce custom marketing materials, such as sizzle reels, internal sports calendars, sweepstake microsites, presentation templates, and POP displays

► Executed e-mail blasts and direct mail campaigns

► Worked with local chambers of commerce to identify beneficial B2B events

► Coordinated logistics of client parties and events

Marketing Specialist

Greater Media

► Actively managed social media accounts (Facebook & Twitter)

► Assisted with studio hospitality; aided both celebrity guests and in-studio listeners

► Visually supported on-air talent by operating picture and video displays from the fast-paced control room

► Edited and submitted daily podcasts to over 300,000 listeners using a digital audio workstation

► Answered and screened on-air phone calls

► Performed on-air stunts on multiple occasions

Production Intern for 93.3 WMMR The Preston & Steve Show

ShootersINC

► Served as on-set PA for two fast-paced episodes of Restaurant: Impossible

► Assisted Production Manager by booking flights, hotels, rental vehicles, and security services

► Communicated with clients and vendors regarding contracts, invoices, and volunteer help

► Screened and logged footage during pre and post-production stages

Intern/Production Assistant for Food Network's Restaurant: Impossible

As the Senior Director of Franchise Marketing at Zoom Drain, I am responsible for driving the Zoom Drain brand while implementing my specialized blend of leadership and customer service to build successful
strategies for customer acquisition, referrals, and recruitment. As a proud alum of Temple University, I have spent close to a decade in franchise development, constructing innovative ideas and procedures in various high-level marketing positions – most recently as the Media Director for MRINetwork, a well-established franchisor in the executive search industry. Some of my previous roles highlight my passions, which include production and content development, personal branding, and marketing training / consultation.

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The Battle

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Likes

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