135. Successful Change Requires Making Peace with Loss, with Roberta De Girolamo

Full Funnel Freedom

The following episode is also available on YouTube: https://youtu.be/U4rQb2ug058

This week we take ideas and insights from Roberta De Girolamo, Director of Sales at Dropbox about change management.

Change is going to happen, that's inevitable. But it's critically important to set your expectations along the way. We take a look at the role of the change champion, the value of pilots and hypotheses in implementing change, as well as the need to understand individual motivations and team culture.

What you'll learn:

• Why the majority of people do not like change.
• Why intentional communication about a change's positives and negatives will benefit your team.
• What are the different groups of people, and how do they each react differently to change.
• How a pilot failure might not be a failure at all.

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AI is here. Is your sales team ready?

Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.

Download this guide to learn how to use technology as a weapon.

Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer.

This guide will discuss:

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• Identify Behavioral Data
• Target Buyers and Influencers

Get your free whitepaper at Fullfunnelfreedom.com/ai

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Resources:

Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity - by Kim Scott

Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship - by Mahan Khalsa, Randy Illig, Stephen R. Covey, et all.

The Dip - By Seth Godin

Change: The Sandler Way - By Hamish Knox

Roberta De Girolamo on LinkedIn

• Full Funnel Freedom https://fullfunnelfreedom.com

• Sandler on Instagram https://www.instagram.com/sandler_yyc/

• Sandler in Calgary - www.hamish.sandler.com/howtosandler

• Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/

• Sponsorship or guest inquiries - [e-mail]