Jan 19, 2021
About the guest:
Phil Gerbyshak knows sales. He’s a sales speaker, a sales expert, a sales trainer, a sales leader mentor, a sales podcaster and a sales coach. He's written 5 books, more than 3000 articles, and has been quoted in the Wall Street Journal, Daily Globe and Mail, Financial Times, Investor's Business Daily, Inc. and many other publications, including earning 3 covers: Speaker Magazine, Marketing Media and Money, and Social Selling Made Easy.
He’s a former vice president of information technology at a financial services company, where he and his team were responsible for supporting and explaining how to leverage over 100 applications used by six different business units. Phil has also worked as the director of social strategy, where he coached, consulted with and trained customers and prospects on how to integrate social media and digital selling tactics into their organization’s daily sales and marketing practices. He has sold high-speed internet, stocks, bonds, options, mutual funds, and subscription software. His clients included many of the largest financial services, banking and insurance firms in the United States, Canada, and Europe. Phil is known as a sales, leadership and technology authority with particular expertise in LinkedIn and social selling.
Now, Phil trains, consults with and leads sales teams, organizations and business owners on the power of connection to grow profitable, long-term clients. People matter - and they don’t scale.
Phil travels the world speaking and claims Tampa, Florida as his home where he spends his free time taking long walks along the white sand beaches.
In the episode:
Phil Gerbyshak recognized early on in his career that sales tied in with every part of business. In this episode, Phil talks about what it takes to be a great salesperson and the connection sales has to PR and marketing. While founders may not be great salespeople, Phil points out how great leaders are often great salespeople. Phil also explains how PR, marketing and sales work together to generate new clients and scale businesses.
3:01 – Phil explains the path of his career and how everything he did led to sales.
4:57 – Phil describes how processes are crucial to have a scalable business.
8:13 – Phil shares how to hire your first salesperson.
11:32 – Phil talks about why founders are not good salespeople.
19:27 – Phil explains the connection between PR, marketing and sales.
22:34 – Phil describes the similarities between great leaders and great salespeople.
24:40 – Phil shares the key to his positive attitude.
29:12 – Phil recommends a book, an app and a website that has been helpful for him.
“Whether it's on social, in PR, on a podcast, face-to-face, over Zoom, on the telephone, it doesn't make any difference. Customers are always expecting the same level of care, compassion, empathy and service that adds value to their life each and every time, each and every way that we touch them. That's why it's important we have systems and things in place.” - Phil Gerbyshak, chief revenue officer and founding partner at Process and Results
The E-Myth Revisited by Michael E. Gerber: https://www.amazon.com/Myth-Revisited-Small-Businesses-About/dp/0887307280
How to Win Friends & Influence People by Dale Carnegie: https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034
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