In this riveting episode of the Sales, Startups, and Side Hustles podcast, host Walt Bayliss is joined by Joanne Schonheim, the dynamic CEO and founder of Candid Maven. Joanne, a seasoned rainmaker with an illustrious career that includes roles such as Head of Sales and Sales Director at HubSpot, dives deep into her journey from fine jewelry buyer to retail business owner, and eventually to a sought-after business consultant. This episode is not for the faint-hearted; it's packed with straight talk and invaluable insights on transforming your business from surviving to thriving.
Empathy-Led Sales: Joanne's approach to sales revolves around understanding the customer's problem deeply and positioning oneself as a trusted guide, rather than pushing a product or service.
From Transaction to Relationship: She emphasizes building a relationship where the sale is a natural outcome of the trust and rapport established.
The Importance of Asking the Right Questions: To uncover the real problem the customer is facing, often different from what they believe it to be.
Qualification is Key: Joanne discusses the importance of qualifying leads effectively to ensure time and resources are spent on potential customers who are a right fit.
Understanding Your ICP (Ideal Customer Persona): It’s critical to dive deep into understanding your ideal customer's problems, values, and buying beliefs.
The Power of LinkedIn: Joanne advocates for using LinkedIn not just for networking but as a powerful tool for lead generation and establishing your personal brand.
Risk Appetite and Imagination: Entrepreneurship is not for everyone. It requires a willingness to take risks and the imagination to see beyond the current reality.
The Environment Matters: Surrounding yourself with the right people, those who amplify your energy and share your values, is crucial for success.
Joanne hints at exciting developments on the horizon, driven by her active engagement on LinkedIn and her commitment to adding value to her network.
Joanne Schonheim's insights are a treasure trove for any business owner looking to refine their sales approach, understand their customers better, and ultimately, 'unfuck' their business. Her emphasis on empathy, relationship-building, and strategic engagement offers a fresh perspective on sales and customer acquisition.
Don't miss this episode if you're ready to transform your approach to business and sales. Joanne's journey and advice may just be the catalyst you need to take your business to the next level.
Listen to the full episode for a deep dive into Joanne's philosophy, strategies, and the lessons she has learned on her journey from sales novice to celebrated business consultant.
Who is Walt Bayliss
Unlocking Your Magic through Entrepreneurship
Hailing from a small country town in Western Australia, Walt Bayliss's journey is an inspiring tale of resilience, passion, and ceaseless innovation. Born into a family of farmers, Walt's entrepreneurial spirit was kindled early. Sent to boarding school at the age of 12, he faced the challenges of city life with little financial support. This spurred him to start his first business at 15, going door-to-door washing cars.
Walt built his career on a foundation of hospitality and sales, discovering a love for serving others while honing the art and psychology of selling. He navigated the intricate world of marketing strategies and product development, always ensuring his creations resonated with his clients' needs. One of his most remarkable achievements includes a staggering three-quarters of a million dollars in revenue generated in just 7 days. His entrepreneurial acumen led him to successfully exit a webinar platform, selling it to an investment group.
A Tae Kwon Do black belt, Walt draws parallels between the discipline of martial arts and entrepreneurship. His journey in Tae Kwon Do has taught him the value of persistence, instilling in him the belief that continuous learning and unwavering determination are key to mastering any craft. Walt often shares insights on overcoming the fear of failure, emphasizing that the anticipation of a challenge is often more paralyzing than facing the challenge itself.
In 2019, Walt delivered a standout talk in Bangkok, exploring themes of vulnerability and courage essential for an entrepreneur's path. He passionately speaks about unlocking one's inner magic, focusing on self-worth, uniqueness, and the courage to persist.
In 2021 Walt founded an international software company with two co-founders called Comet – that currently includes thousands of clients from all over the world, with the product being that of lead generation and business growth.
Balancing his entrepreneurial journey with fatherhood, Walt cherishes the time his career has afforded him to be actively involved in his children's lives. He views fatherhood as a leadership role, emphasizing the importance of being present for those special familial moments.
Walt's philosophy is centered on the power of choice. He believes that everyone has the potential to steer their tomorrow based on the choices they make today. His advice to aspiring entrepreneurs is succinct yet profound: let the market determine your value, create for it, and tirelessly work on expanding your reach.
While Walt hasn't sought the spotlight of media appearances, his journey and insights resonate with everyone who has had the privilege of learning from him. His podcast episodes of ‘Buiness and People’ reached fortune 500 CEO’s, Media Personalities, 3 star generals and Olympic athletes. Walt Bayliss is not just an entrepreneur but a storyteller, inspiring others to unlock the magic within themselves and chart their own path to success.
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