Sell By Being Human copertina

Sell By Being Human

Sell By Being Human

Di: Alex Smith
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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 Economia Gestione e leadership Management Ricerca del lavoro Successo personale
Episodi
  • Why Great Leaders Win Through Human Connection, Not Authority with Wayne Barrington

    Why Great Leaders Win Through Human Connection, Not Authority with Wayne Barrington
    Jul 22 2026
    What if the biggest leadership advantage isn't experience, strategy, or authority—but your ability to genuinely connect with people?In this episode of Sell by Being Human, host Alex Smith sits down with Wayne Barrington, founder and CEO of The Jaro Group, executive coach, leadership consultant, and former Boeing executive who transformed one of the company's lowest-performing teams into one of its highest-rated.Wayne shares the leadership lessons that came from navigating organizational change inside Boeing, why most transformation efforts fail, and how influence always outperforms authority. Through stories from the boardroom, the mountains of Kilimanjaro, and years of coaching executives, he explains why lasting change begins by understanding people before trying to fix processes.You'll also hear why leaders often focus on the wrong problems, how removing judgment creates better performance, and why helping someone carry their "backpack" may be the greatest act of leadership you'll ever perform.If you're leading a team, managing change, or simply want to become someone others trust and willingly follow, this conversation offers a refreshing perspective on leadership that puts people first.Key TakeawaysWhy human connection is the foundation of effective leadershipThe difference between leading through authority and leading through influenceWhy most organizational change initiatives failHow Wayne transformed employee satisfaction from 52% to 90% at BoeingThe power of meeting people where they areWhy beliefs shape culture more than metrics doHow removing judgment creates better leaders and stronger teamsThe leadership lesson Wayne learned climbing Mount KilimanjaroIn This Episode:[00:00] Meet Wayne Barrington and today's conversation on leadership[02:09] What "Sell by Being Human" means to Wayne[04:19] How Wayne's consulting career began after transforming a Boeing team[06:29] The real reason employee satisfaction was so low at Boeing[09:18] The leadership mistake Wayne made early on[10:40] Why 70–90% of organizational change fails[12:08] Building culture through genuine human connection[14:21] Influence versus authority in leadership[17:05] The Mount Kilimanjaro story and the power of carrying someone else's backpack[19:13] Helping leaders define the person they want to become[21:11] How self-awareness transformed one executive's leadership[24:16] Creating trust so leaders feel safe being vulnerable[25:36] Why beliefs matter more than metrics[29:22] What helped skeptical executives embrace a new approach[31:20] Looking beyond employee surveys[33:20] Fun questions: Wayne's superpowers, kryptonite, and where to connectNotable Quotes[02:17] "If you're truly human and you truly lead with human connection, you don't have to sell as much." — Wayne Barrington[05:34] "The world doesn't need any more consultants, but it needs me." — Wayne Barrington[10:39] "You can't just pull people along. They've got to want to come along." — Wayne Barrington[11:41] "Culture eats strategy for breakfast every single time." — Wayne Barrington[18:16] "Just follow my footsteps." — Wayne Barrington[18:47] "If you can take someone's backpack and help them take the next step, it completely changes what's possible." — Wayne Barrington[22:33] "Self-awareness without judgment is the key." — Wayne Barrington[26:14] "Most leaders look at the metrics. The real work starts with people's beliefs." — Wayne Barrington[30:14] "My job is not to judge you. My job is to help you keep moving." — Wayne Barrington[33:13] "I've already taken the survey. Just do better as a leader." — Wayne BarringtonOur GuestWayne Barrington is the founder and CEO of The Jaro Group, where he coaches executives and leadership teams through organizational change, culture transformation, and leadership development. Before launching his consulting practice, Wayne led a major transformation at Boeing, improving employee satisfaction from 52% to 90% while turning a struggling organization into a strategic business partner. Today, he works with organizations including Boeing, NBC Peacock, Hilton, UKG, and the University of Colorado, helping leaders create lasting change through trust, influence, and human connection.Resources and LinksSell by Being HumanLinkAlex SmithWebsiteLinkedIn
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    37 min
  • The Sales Principle That Built a $100 Million Company with Josh Mastel

    The Sales Principle That Built a $100 Million Company with Josh Mastel
    Jul 9 2026
    Do what is hard, and your life will be easy. Do what is easy, and your life will be hard. It's a simple idea, but for Josh Mastel, it became the philosophy that transformed every part of his life.In this episode of Sell by Being Human, host Alex Smith sits down with Josh Mastel, co-owner of Innovien Solutions, a tech solutions and staffing firm serving onshore and nearshore talent that's approaching $100 million in ARR and has landed on the Inc. 5000 list of fastest growing companies for six years running.Josh's story starts a long way from that success. Raised on the South Side of Chicago, he moved out at 16 with his older brother, working and paying rent on his own before he had even finished high school. Two years later, his brother, the closest thing he had to a father figure, died in a car accident. Josh spent the next seven years masking the pain behind a charismatic, "everything's great" exterior, until a first sales manager named Kirby Style saw something in him worth investing in and taught him a principle that still runs his company today: do what is hard, and your life will be easy.That lesson, paired with a hard won lesson in vulnerability, took Josh from a directionless 20 something to a record breaking sales career, and eventually to walking away from corporate to cash out his 401(k) and build Innovien Solutions with his wife. Along the way, he's learned that the best salespeople aren't the smoothest talkers in the room, they're the ones who actually care whether they can solve your problem, and are willing to say so when they can't.This conversation covers grief, mentorship, radical honesty as a leadership tool, why AI perfect emails are killing response rates, and why "useful delusions" might be the most underrated growth strategy there is. Let’s dive in!Key TakeawaysDoing hard things consistently creates an easier and more rewarding life over timeThe best mentors help people become better outside of work, not just better employeesVulnerability builds stronger relationships than pretending to have everything figured outGreat leaders admit mistakes and create environments where others feel safe to do the sameHuman connection creates more lasting success than persuasion aloneThe best salespeople focus on understanding problems before offering solutionsHelping people often creates greater business results than chasing commissionsInvesting in people produces returns that can't be measured by revenue aloneAsking for help is one of the fastest ways to accelerate personal and professional growthKnowing yourself is one of the most valuable skills any leader can developAuthenticity becomes even more valuable in an AI-driven worldSuccess becomes possible when you believe bigger than your current circumstancesIn This Episode:[00:00] Introduction[01:23] Meet Josh Mastel[03:00] What "Sell by Being Human" means[05:04] Leaving home at sixteen and finding a mentor[06:00] The sales manager who changed Josh's life[09:17] Why doing hard things makes life easier[11:24] Building discipline through uncomfortable habits[12:03] Losing his brother and learning vulnerability[14:02] How opening up created deeper human connection[16:30] Why great leaders admit when they're wrong[20:08] Vulnerability as a leadership advantage[21:12] Building a company by investing in people[22:10] Helping an employee become one of the company's top leaders[25:37] The biggest misconception about sales[27:16] Why the best salespeople solve problems instead of pushing products[28:58] Becoming the kind of salesperson people trust[30:26] Lessons learned from building a business with his wife[33:35] Leading yourself before leading others[34:45] Why asking for help changes everything[36:51] The power of using the word "help"[39:28] Why authenticity matters more than AI[40:58] Knowing yourself before chasing success[41:50] Building relationships that hold you accountable[42:42] Thinking bigger than your current reality[47:43] Where to connect with Josh Mastel[48:18] Closing Our GuestJosh Mastel is the co-owner of Innovien Solutions, a tech solutions firm specializing in project services and staffing for both onshore and nearshore talent. With his wife, he has built the company to scale close to $100 million in ARR and over a billion in transactions, earning a spot on the Inc. 5000 list for six consecutive years.Josh's personal journey from Chicago's South Side, moving out at 16, losing his brother, and overcoming self doubt, gives him a unique perspective on human potential. He believes that with vulnerability, discipline, and the willingness to do what is hard, anyone can create meaningful change in their life and career.Resources and LinksSell by Being HumanLinkJosh MastelLinkedIn Innovien SolutionsAlex SmithWebsiteLinkedIn
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    42 min
  • The Most Important Sale You'll Ever Make Is Believing In Yourself

    The Most Important Sale You'll Ever Make Is Believing In Yourself
    Jun 24 2026
    What if the biggest obstacle standing between you and success isn't a lack of skill, talent, or opportunity but a story you've been telling yourself for years?In this episode of Sell by Being Human, Alex Smith sits down with Coach Monique DeMonaco, founder of EQ Wize, emotional intelligence expert, executive coach, and author of Most People Don't Need a Therapist, They Just Need Change. With more than two decades of experience helping leaders, teams, and individuals develop emotional intelligence, Monique has built a career around one powerful idea: awareness changes everything.But her journey began far from boardrooms and leadership retreats. Raised in rural poverty by parents struggling with mental illness, Monique spent much of her childhood believing she wasn't smart enough, capable enough, or destined for more. Diagnosed at fifteen with learning disabilities and epilepsy after years of being misunderstood, she faced a choice that would shape the rest of her life: accept the limitations others placed on her or begin questioning them.Monique shares the deeply personal story of how a single shift in self-awareness transformed her future, eventually leading her to become the first person in her family to graduate from college and build a thriving coaching practice. Along the way, she discovered that most behaviors people want to change aren't the real problem; they're coping mechanisms hiding deeper fears, beliefs, and emotional patterns.From overcoming self-doubt to helping leaders navigate change, Monique explains why emotional intelligence is one of the most valuable skills anyone can develop. Whether you're leading a company, building a business, raising a family, or simply trying to become a better version of yourself, this conversation offers a powerful reminder that growth starts with understanding yourself first.Because before you can influence others, you have to learn how to believe in your own potential.Key TakeawaysSelf-awareness is the foundation of emotional intelligence and lasting personal growthMany behaviors people want to change are symptoms of deeper emotional patternsResilience allows people to separate failure from their identityMost people are far more capable than they believe themselves to beAsking thoughtful questions creates more change than giving adviceEmotional intelligence helps people understand both themselves and others more effectivelyConnection is built through curiosity, empathy, and understandingPeople are always selling themselves through relationships, communication, and influenceStories and emotions create stronger connections than facts alonePersonal growth is a lifelong process, regardless of success or achievementConfidence grows through awareness, not perfectionThe most meaningful change begins when people challenge the beliefs they've inherited about themselves In This Episode:[00:00] Intro[01:14] Meet Coach Monique DeMonaco[02:22] What “sell by being human” means to Monique[03:33] Building connections through authentic relationships[05:17] Why emotional intelligence became her life’s work[06:27] Growing up with learning disabilities, epilepsy, and self-doubt[08:30] Discovering the Silva Method and the power of self-awareness[09:59] Turning personal transformation into a coaching career[11:53] Why awareness is the foundation of emotional intelligence[13:11] Resilience, identity, and overcoming limiting beliefs[14:50] The moment Monique began seeing herself differently[16:08] Being told she would never go to college[17:35] Becoming the first person in her family to graduate[19:12] Emotional intelligence as a tool for creating change[21:01] Understanding the emotions behind behavior[23:39] Why questions are more powerful than advice[24:53] Uncovering the hidden causes of problem behaviors[28:25] How emotionally intelligent selling creates trust[30:30] Why stories are more persuasive than statistics[31:58] Practical ways to strengthen emotional intelligence[33:34] Lifelong learning and self-awareness practices[35:08] Using past successes to build confidence[36:58] Sales, influence, and human connection[39:34] Why people often underestimate themselves[42:10] Raising children across two generations[43:07] What Gen Z is teaching leaders about communication[45:13] Why most people are better than they think they are[47:11] Imposter syndrome at every level of success[48:10] Where to find Coach Monique and EQ Wize[49:20] Closing Our GuestCoach Monique DeMonaco is the founder of EQ Wize, an education and training startup delivering emotional intelligence and brain science-based education. With over 20 years of experience as an internationally trained life, executive, and career coach, she has helped individuals, teams, and leaders develop core emotional intelligence skills including self-awareness, resilience, and critical thinking. She is also the author of Most People Don't Need a Therapist, They Just Need Change: An Easy Guide for Positive Sustainable ...
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    48 min
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