Secrets to Successful Sales Rep Onboarding w/ Mafalda Johannsen

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Welcome to She Sells Radio one of the things that I love most about LinkedIn

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is just having the ability to connect with Incredible people around the globe who otherwise we might not have the

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chance to connect with and my guest today is someone I probably never would have had the chance to connect with had

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we not been hooked up on LinkedIn which I love so my guest today is Mafalda

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Johansson who is the business development director at wonderway a

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German sales enablement startup and part of what is fun about this and where I love the synchronicity of it all is

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literally just a few days ago I was on a call for the Salesforce influencer

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program and we were all talking about the top AI platforms for sales now I’m listening in on this call while driving

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my three-year-old son to a doctor’s appointment and some of my colleagues

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start like listing off platforms and they say wonder way and I I’m driving my mom is actually in the car with us and I

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was like Mom grab your notepad write down wonder way I need to learn more about it totally not even putting two

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and two together that my father who I’m interviewing today uh is the business

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development director at wonderway so I thought this is very synchronistic and I

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love how it comes together so I’m excited to have that um kind of that connection and be able to talk more about what you’re doing

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there on the show and so at wonderway uh Mafalda reviews and improves hundreds of

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onboarding and training programs does incredible sales webinars she hosts two

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different sales podcasts so we’ll tell you more about those two and where to get plugged in and listen to those and

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she’s also working on a sales book in Portuguese so I love how diverse and

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expansive her interests are and outside of that she’s a master class instructor

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at sdrs of Germany and the pr and marketing manager of a jazz fusion band

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called is it plasticine am I saying that correctly okay awesome awesome Mafalda

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welcome to She Sells Radio with you no I’m so excited thank you

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first of all so much for having me and second for surprising me with that story

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I mean I can’t wait to tell my CEO that you heard about us in the in the sales

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force I mean that means I’m doing my job right oh my gosh no absolutely yeah

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absolutely and so yeah it was a big top of it hopefully I can say this I think I could say this but it was a big topic of

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conversation because as I’m sure you’re aware everyone right now is talking about AI for sales and what are the best

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platforms and tools that I’m getting asked a lot of questions my colleagues in that program are getting asked and when they send wonderway again I just I

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didn’t even put two and two together but I spent part of this this weekend researching wonderway and so I was like

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oh I need to start recommending this to some of my clients too so anyway full circle

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the best way to start this for me at least I love it I love it so we’ll you

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know we’ll talk about what you’re doing there too but I also want to talk about you as a person as an individual

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um we were connecting before we hit record just about you had a fun post on LinkedIn by the way we’ll tell you for

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you listening we’ll tell you where to connect with Mafalda and follow her on LinkedIn because she does a great job of

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posting content and it’s personal and it’s witty and it’s funny and you get to know her better

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um but she had just shared a post recently about being named after a cartoon character so we were talking a

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little bit about that and getting connected on that and I think it would just be fun as we kick off um Mafalda if you want to share a little

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bit of your back story and um you can Loop it Loop us and with your name and that came about if you want and

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and what got you into this path of sales yeah that’s uh that’s I think it’s a

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great way to start so yeah my name is Mafalda my father even though it’s quite a common name in Portugal I’m Portuguese

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um half Portuguese have German um my mother always liked this cartoon from Argentina and

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um and she was like I want you know my daughter to be you know strong independent critical thinking all of

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that and Mafalda is that the cartoon is is that

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um and the only thing that me and that my father we are very different is she doesn’t like soup and I do so

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um so that’s two in Germany right it’s cold a lot you got it yeah exactly exactly and we have a huge subculture in

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Portugal we are very snowy bought soup and coffee for some reason and and yeah and that’s what my mother named me after

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and you know she always made sure I knew and she always gave me the full collection of books for me to read

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um and uh yes so so that’s that for my name and as I said I was born in

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Portugal um I lived in the United States I lived in South Korea I’m now living in in

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Germany and so I’ve been living in three different continents and yeah and I

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started my sales career in the US like everyone else I didn’t plan to work

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in sales I never met the person who said you know what since I was a kid I wanted to work in sales yeah

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um but I I had I wanted to do my masters in in the states and when you study

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there when you have the F1 Visa you can then upgrade for a one year working Visa

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and and I did but I had to find a job also because you know my bills were piling up I really need to pay them my

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rent and Etc but because I didn’t have much work experience and Americans they they worked while studying and they work

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a lot so when they finish studies usually they’re already they have some work experience which doesn’t happen when you come from Portugal

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um so I was like all right I’m on a Visa I’m not a local and I don’t have work

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experience so it was really hard to find a job and uh and the only job that took

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me was a hundred percent sales commission job because I was like guess what number is for them they were not

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paying me a salary anyway if they didn’t sell so there were no answers like you can work

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um and I was like it’s not that I’m interested in working 100 sales commission but I have no other choice at

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the moment so I’m gonna go for it and because I’m Portuguese they’re like you

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can sell to the Latin American market right they’re like well I don’t really speak Spanish ah you learn it

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wow so you got to learn okay so you gotta learn a new language while working

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on a position yes that’s the best that’s the best way for you to learn the language a month later you’re fluent

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because you have no other choice you have to be what were you selling um don’t judge me

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um timeshare I’ve sold so many I sold Yellow Pages my first like quote unquote

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legit sales job out of school I sold Yellow Pages which you may not even know because a lot of people don’t even know that that makes you sound like a

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dinosaur no I know I I still remember I still know okay but yeah I get it yeah

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okay so you would cut your teeth wow learning new language 100 commission

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selling timeshare what was that like I mean that’s Lori the sun it was in the unflex mall so I was like yeah 40

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degrees I don’t know 90 19 Fahrenheit 40 Celsius sun on your face yeah was

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interesting but hey I I was happy because I was making money I was like if

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I had like a normal job being Junior right with my no my library I’ll be

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making less money right so an entry job I was 21. so an entry job

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would I would be making within like a a normal salary I’ll be making less right

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right there it’s like I have no limits so I’m making more like depending on the

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week but you know you cannot see week by week you have to see by the end of the month or by the year how much you made

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right right I’m making more than if I’ll be like a recessionist or something like

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that in Florida so I was like fine and after after that nothing else is scary

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you know when you do 100 Commission you said to yourself for you know a very

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good start because it’s like nothing else is difficult you know how did you so I actually just want to take a moment

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on that because I think I was just talking with a friend of mine about just rejection in sales and how prevalent it

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is and how you have to have such a strong mindset to be able to get past so

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I’m imagining you faced a lot of that in that type of role what was what mindset

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did you develop that helped you be able to look back and say actually this is great I’m making more than I could working as a receptionist or whatever

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like how did you overcome the rejection I I to be honest because I

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I I was always I have to actually thank my my mother and my grandmother for that because both of them are extremely you

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know strong women my grandmother you know in Portugal we had a dictatorship until 1974 and women didn’t have much

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rights by law by then you know we couldn’t have your own passport yeah yeah I could go on with the with the

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horrible things that we didn’t have access to before 1974. but my grandmother she didn’t give to them so I

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was like I don’t care I’m gonna work with with my husband not for with my husband she learned at the time French

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English and a bit of German so she did the negotiations with the construction companies and she’s like I’m gonna do

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that so I was raised like my grandmother like that with my mother and

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I I was like I always took rejection okay even from Young ages because I was like I’m doing what I can I’m doing my

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best some days I win some days I I don’t and we cannot win every day and um and I

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just don’t take it personally so incense was like okay I lost this client or they say they

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don’t understand my very broken Spanish at that time I was just like laugh and move on you know like when something

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doesn’t work out you either learn or you laugh from it doodle yes learn or laugh

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I actually really love that I I think when you train your mindset to be

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that way everything gets so much easier this is a completely random Side Story but yesterday I we have a brand new car

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we bought a couple weeks ago and I was backing out and I didn’t do anything different from what I normally do but I

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scraped the whole front side against this brick wall and I was like the version of me before I had worked on my

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mindset would have been really upset about this but I I honestly just laughed I was like because what’s great

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about when you’re in sales or an entrepreneur is you just there’s always more money like you just go get more

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money take care of it it’s more like an inconvenience but I was like well that was inconvenient I’m gonna move on and laugh right so exactly in sales and

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business right we just I love that and the reason why we make more money when it’s a variable income it’s because it

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takes it’s more risky right yeah it’s the same when you invest right high risk High return low risk low return same

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with salaries the reason why you have like what people have like a like let’s say stable seller rates because there is

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no risk to it right therefore let me quiz yes if you have a variable or a

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commissioning it has to be it has to pay off the risk yeah and people have to

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embrace that mindset and it’s okay if they don’t I have a friend of mine she says I don’t want that I’d rather

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make less money and know what I have in the end of the day and that’s okay we also need these

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people right and you have the others like me like you who are like no I

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prefer to take the risk and make more and I can deal with that and if I can’t

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if that if that takes a toll on my mental health then I should maybe I

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should review my priorities and maybe I should do what my friend does because she started feeling at the time that

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that was taking a toll on her happiness at work so she shouldn’t be doing that and she made enough money with the

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normal salary yeah so it’s okay so you also have to put the things in the balance and say what works for you

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I think that’s so important I was having that conversation with someone the other day like I don’t think I’m curious your

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thoughts on this I think you just shared them like I don’t think everyone is meant to be an entrepreneur

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um and I don’t think everyone is a good fit for sales and that’s okay because everyone was fired the same way it would

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be a very boring world and we did every and we needed every profession we need doctors you need Pilots we need people

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who who clean hotels you know cleaners we need you know we need there are so

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many things we need and so many professions that I don’t have to like be good and and

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liking these lifestyle you know like I remember um my boyfriend from teenage like my

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ex-boyfriend when I was a teenager um at the time he was always very into numbers and Mathematics at school and I

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always liked Arts you know I like literature I like to read I like to write I like music I like theater

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and I remember him saying when he you know when I was studying music or theater he was looking like with like

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despise like oh how can you like this and then he said well I’m so glad people

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like this so I don’t have to do it and I think the same way you know like I’m so

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happy there are people in Academia like my brother he’s doing a PhD in deep learning applied to meteorology I’m so

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happy I don’t want to do a PhD it’s definitely nothing deep learning exactly exactly so the power of knowing yourself

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which I think is also so so important in this process and what works for you yes

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exactly exactly um so tell us about it I know it’s it’s more than we have time for today but

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just high level the journey then from this time share sales job outside in the summer heat commission only to what

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you’re doing now which is business development for a very cool very Cutting Edge sales AI enablement company

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um I will try to summarize so it’s been 10 years in between more or less uh in

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the meantime I’ve worked um for well I in Florida I worked always for uh sales

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in internships and then I’ve worked in Berlin in London and Belgium uh also in

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sales but also in events management I organize a lot of conferences and uh so

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I did also event management I did operations manager so I was operations manager as well with a bit of sales

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because I also trained my teams in sailing and then I went back to sales with SAS uh and then I’ve been there

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um you know ever since and I always say when people say there is no more stressful job than sales like there is

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event management management like I’m sorry but like there

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is for me from every job I did I think the most responsible one was

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events because everything that can go wrong will go wrong and and things that cannot go

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wrong will still go wrong you know and yeah it’s the lack of control is even more it’s bigger than in sales in my

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view so yeah so I um long story short that’s what I’ve been doing the last uh

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10 years I love that I love that and we’re going to get into some of what you help and teach people to do through

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Wonder way shortly but I’m just curious on that Journey for you because I always think it’s so helpful to hear again to

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hear the mindset of someone who has developed a really successful sales career what would you say my father

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what’s the biggest obstacle you faced over the past 10 years on your sales journey and then how did you overcome it

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I would say I have like what One internal mine and

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one external so internal is and I should be ashamed of saying this but there you

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go I’m gonna be very blunt I’m very bad with technology like I don’t like I I

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didn’t have a smartphone until 2019 because I don’t like it yeah um I so I

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have one of my weaknesses as a professional and as a professional sales is I’m not very tax saving of course I

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know how to use myself what are not these people who love

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technology and love to work and free and takes me longer than I would say a person who likes technology to figure

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something out in terms of tools so for me it that’s something that it’s an

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obstacle in my professional because while I’m very fast in other things I’m not fast in you know tool management and

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use and you know tools when they’re really well used they’re your best friends and I know that and when I

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manage them I loved and I was like oh why were you so lazy to get to learn this you know your life is so much you

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know but it’s something that really the process of learning how to use a

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tool in driving for me personally so and that’s something have you found that that like was there a time when that

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slowed you down or you had to get past the mindset with it like yeah I had to really like okay think okay the next two

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hours will be Dreadful you know you’re gonna hate them but you need to do a lot you know so this is something in me that

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I think it’s an obstacle you know to be more efficient as a sales as a professional overall and the second one

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um that I’ve seen in my life and there’s something in it and I think it’s a good way to talk about business development

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and sales in general is most companies then they don’t onboard and train their sales reps

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either at all or properly and you cannot expect good results from it and I

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remember obviously at the beginning I wasn’t good at it because I had no clue

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what I was doing I was even selling in the language it was I didn’t you know speak at the time but even later on when

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I moved to SAS sales it was like the old morning was terrible and I’ve heard these horror stories over

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and over and over again and this is a huge obstacle in everyone’s lives all

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over the world they can not expect your sales reps to perform when you provide them either no training or poor training

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or poor training what’s gonna happen is the proactive ones like I did they will

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self-teach themselves and they go after and it’s not really their job you should

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do that in life but it’s not your responsibility yeah and it’s not

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okay to to to leave people up to chance and up to their proactiveness you know there are people who are more proactive

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than others there are people who are much more self-confident than others so people who are more self-confident they

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trust themself to train themselves go after try and not being afraid to fail but there

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are people who are afraid to fail and when you’re not training them it’s being very very fair to these people you know

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because I don’t mind failing we talked about it I don’t mind being rejected I don’t care right many people do you know

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and that’s not okay to put them in that position so let’s speak to that a little bit and I’m gonna actually take some

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notes while you talk because we have a lot of listeners who are we’ve got our listeners fall between typically either

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someone who’s an entrepreneur or a sales professional then we we have listeners outside of that I would say most of ours

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probably fall in those two categories so I’m just thinking about two for sales managers who are listening in or for

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entrepreneurs who are listening and who maybe they’re hiring their first sales person or they know it’s time to expand

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like what are some of the top things we should be doing to successfully train

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and onboard a new system I love that question first first

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um in the onboarding only give relevant information okay so something something

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that I’ve seen happening and as you said at the beginning I’ve corrected a lot of onboarding paths because it’s one of my

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jobs here at wonderway and I’ve experienced myself as a salesperson being onboarded they love to overload

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you with nice to have information what happens is the Newbie you don’t you you

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still don’t have enough knowledge to prioritize so you’re gonna try you’re gonna try to learn everything with the

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same eagerness but then we have limited storage space space in our brain and

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then maybe you focusing in less important things is the managers or the person who is on boarding your job to

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tell you this is what you need to learn this is where you have to focus your energy it’s not my job two out of 100

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things to say number 20 is the one no so that’s the first failure I see all the

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time so the first two weeks because even the essential information is already a lot

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and people want to prove themselves and they are nervous so you don’t want to overwhelm them the second mistake I see

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a lot is a lot of theory a lot of videos and presentations and no practice

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no exercises so like we especially adult learning we

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need to do no two things why am I learning this because if I don’t know why am I learning this they don’t have

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my buying I’m not going to learn I’m not at school so and second is

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after I understand why I’m learning this I need to apply to remember

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and what happens many times is you have four weeks on boarding full of theory

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no exercises no nothing or very or just lame quizzes here and there and then in

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the end for example on Str all right did you understand all the 10 000 products we have and all the 10 000 technical

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personas we have good luck and please bring results that’s not

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that’s not how it works what we do for example I can give you an example at Wonder way because I also learn and

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train my business development team is and also another another mistake I see

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often is a lot of focus on the product and product features very little on the Persona and as an SDR you better

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understand your persona the product it’s okay we have discount Executives you have sales Engineers we have we have

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technical support yeah you have to understand your persona even more than your product so so what we do for

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example here I can give you a very uh concrete example is I usually teach one Persona one of the many

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the challenges the priorities and which part of my product solves and why and

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what happens with and without our product and then I asked them for example when assessment is write me a prospecting

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email not a quiz not a quiz the kiss doesn’t tell you anything so write me a prospecting email so your exercise is

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your it’s something related to what you’re gonna do in the end of the morning if it’s a good email I even say send it

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yeah if people committing you book in your first or second week which is very motivating as well I’ve had this the

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yard booking for meetings in the second week because we you know we did the exercises we send them let’s see if it

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works yeah yeah and this and this gives them confidence that doesn’t overwhelm them

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on the opposite they’re like excited like all right I booked for a meetings this is not so difficult to explore them

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they will see but you know um or for example if I want them to hear

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if I want to see if they understood a certain product I asked them to record a small video of them speaking about their

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product again not a quiz tell me how you would you pitch it right

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so imagine I’m this Persona I have this trigger how would you pitch in one

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sentence and then they record a video so every single assessment is related to what they’re going to do

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so when they start working they’ve seen they’ve done that without any risk before they know how to do it because

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they’ve done it how long is typically a good sales training and onboarding program

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um it depends a lot but I would say for sdrs I would say two weeks the first

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part of the onboarding meaning just onboarding and then after the two weeks

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you do like uh you already you already working while being trained on extra

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things okay so so and then you and then after that month you can already start

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working with continuous training because another mistake I see is all right here was the onboarding and then see you in a

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year or if you’re not performing let’s do like a performance review or performance plan to you know to make you

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even more nervous about milk right you know not reaching results

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um so that’s also the thing and also like in the first weeks of onboarding personas challenges the basic of the

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tools that you need to use and then you work while you continue

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being on board so we already booking meetings you’re already prospecting but

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then you continue being trained so you can then you can then talk about objection handling why are we talking

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about objection handling in the first week when you’re not handling any objection

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it’s a valid point so kind of try to stack it and again I’m asking these questions because some of our listeners

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are literally thinking about onboarding their first sales person or maybe they’re doing it with you know with with

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quite a few and they’re working in a bigger Corporation and they’ve been doing it for a longer amount of time but you’re saying stack the onboarding and

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training with what they’re actually going to be bumping up against Real exactly exactly yes okay that makes a

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ton exactly and and if you don’t need them to for example work with a certain

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tool up until a month or two later don’t train them on the tool they will forget um

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they will forget so let’s only train them when they will use that that’s a

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great Point how does so if someone’s listening and they’ve been doing founder-led selling and they’ve they and

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I know you probably work with you I’m imagining the organizations you work with are largely more established but

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I’m just curious if you can speak to this for a moment so if somebody has been doing most of the selling

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themselves and they’re bringing on a sales person now for the first time they’re giving up some control they know

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that it’s smart they need to get somebody else in charge of handling this so they can free up

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their time but what does the mindset shift need to be for someone to grow their sales team and to give up that

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control knowing that not everyone is going to sell as well as them at the beginning like what why don’t we how do

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we need to be thinking about that so I think that’s a great question um and it’s definitely very relevant so

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you need to set up your people for success and you need to know you’ve done everything you could to do that so

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like obviously and especially startups I work in a startup many things I have to figure them out right so but like the

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less it can heavier people figure them out themselves the better yeah right so to

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make sure you have to make sure they you give them all the information in the right way and you know they understood

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it and this will go back to what I’ve said how do I know if they know how to write a good email if they’re active

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would emotional assessment right and I can tell you um from all the data we have usually

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people are on board so at new sdrs who are doing who have great assessments

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those who complete their assessments with really high grades usually they are the top performance because it’s related

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right so if you if I give you a five star in an email in an email that you wrote or in a role play that you did

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that you did a really good job I’m assuming this is how you’re gonna perform when it’s real life right but if

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you’re already from the beginning your email is bad why would I think that the remote on our rights to an actual

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Prospect will be good right so you have to assure before you you give your

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accounts and you give your brand and you give that to your

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um newbie you need to make sure they are ready by assessing them in the right way

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because if they do a great assessment if they prove to you in the right way they can do the job then you can be rest

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assured if they deliver to you and they’re like they don’t explain your product well or your branding you don’t

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they don’t communicate in the way you like them to they don’t really understand who is your ICP in the sense

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that you ask them for top 20 accounts if the top 20 are not good ones then you

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know they’re not gonna do a good job but if they are good then why would they screw up when it’s real life yeah that

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makes a ton very unlikely it’s pretty simple actually when you lay it out like that so I love that tell everyone

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because I know we’ve got just a couple more minutes here mofalda I think we can’t have you on without talking

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prospecting and I think LinkedIn in particular because you do such a great job on it what are like one to two of

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the things that you see working best for you right now when it comes to prospecting on LinkedIn yeah

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um so basically um it’s really important and I know a lot of creators say that that you post

29:19

uh you post and you engaged on LinkedIn so before you even start prospecting on

29:25

LinkedIn make sure that you post once a day every day Monday to Friday and that

29:31

you will also engage on people’s posts um so people know you’re face and your

29:37

name so when you reach out to them you’re not such a stranger so actually a

29:42

lot of the LinkedIn prospecting starts before you even reach out to to the to the prospect yeah and then when you do

29:50

um I usually don’t send unless I have something very specific to say I always send invites without any message okay so

29:58

that’s where it seems to work much better unless it’s something specific like Elyse told me to reach out to you

30:04

because right then it works best but if you don’t have nothing to say or if you just want to see if they are interested

30:10

in your solution just don’t say anything the likelihood is much higher for them to upset you and then

30:16

um yeah and then something that I see a lot of sdrs doing even the really good

30:22

ones and is like talk like a normal person like

30:27

like I know it sounds such a weird um and useless advice but it’s not like

30:33

even the best sdrs when I check their emails on their messaging they do

30:39

everything correct they understand the Persona they do the homework they know how to research accounts they do check

30:45

check check check but the user gone that’s like that’s a turn off you know like I remember training my

30:54

in my previous company we were selling like software testing to engineers and quality assurance you know like wait

31:01

that were uh with our solution you can I know something like gibberish and I’ll

31:07

like just say you can find bugs that they wouldn’t because it’s testing in real life

31:14

language yeah I know exactly and that’s some and especially if this is true on

31:20

email in in in LinkedIn it has to be even more because you’re texting so you

31:25

have to give the feeling their prostitute just texting yeah like a normal person and and I think this is

31:32

going to be even more important now with the AI because with AI you will see there is a

31:38

lot of automation already on LinkedIn and on the messaging it’s gonna get worse or better depending I don’t think

31:44

it’s very good from what I’ve been experiencing so far I mean there’s lots of like fail fail fail that I’m going to

31:49

use somewhere somehow in a trade me neither but there will get better eventually this will get better so the

31:54

more robotic you sound when it’s you even right that’s so true you’ll think it’s it’s a robot and it was you after

32:00

all but you just cannot write like a normal person yeah that’s that’s a good

32:06

point so an exercise I recommend doing is okay you wrote your message you wrote your email now imagine if you write

32:13

exactly the same thing to a friend of yours that’s how exactly you should be with formalities obviously maybe don’t

32:18

say bro or dudes to a prospect but you know um that’s a fun exercise and I think you

32:25

will get your messaging much better especially on LinkedIn when it’s texting it’s messages it’s not an email yeah

32:31

okay and send and send voice messages I was just gonna say voice messages are

32:36

huge I’m gold yeah I agree and uh I I can believe that it’s still I never give

32:42

that advice on LinkedIn because I say that’s obvious everyone is saying that he should be doing that I feel like if I

32:48

say that on LinkedIn it’s already old old advice but apparently it’s not um so definitely voice message on

32:54

LinkedIn use them they are good they will get you or either meeting or

33:00

referral or a no faster which is great yes just be be human and do something a

33:07

little bit different and once again please don’t don’t start your voice messages hello I’m from Wonder way the

33:14

living room father of like you know hey how you doing I saw you doing this a lot

33:20

to chat let me know yeah exactly exactly and it’s amazing still to this day how

33:27

many people haven’t received a voice message on LinkedIn I found and they’re like oh that’s so cool I’ve never gotten one of those before so just something

33:34

different

33:39

talk like a normal person yes so send your rehearse page on the on this

33:45

voicemail or voice message on LinkedIn you do that your friends how weird would

33:50

that be hey best friend uh I would like to take you to the best

33:56

restaurant in town like no no one talks like that well I hope at least not my

34:02

friends no I think it’s what’s also refreshing

34:07

is just hearing from your perspective and you’re working you know deep in the trenches of an AI company in the sales

34:15

space but it’s still like that human touch is at the end of the day what is going to help you rise above so exactly

34:22

and and and still a parenthesis there is and that’s what we’ve been advocating in

34:27

in Wonder way like my boss and the CEO and also every time we write articles with webinars like the AI is not here to

34:36

to replace the human in you that that’s exactly where your strength is hey I

34:41

will replace you in admin stuff in things you don’t want to do actually yeah you know filling out your crms you

34:48

know doing all the summaries for emails etc etc so you should use AI

34:55

to save time on stupid tasks or repetitive tasks like I can do it so you

35:01

can spend more time being human like you know yeah yeah I love it thank you so

35:08

much this was so fun and so if somebody’s listening and they want to go connect with you Mafalda on LinkedIn and

35:13

learn more about what you’re doing and what you’re up to tell them where to get in touch with you um maybe mention your podcast let’s

35:19

let’s tell everyone where they can connect further thank you thank you for that so LinkedIn as you see it here

35:25

um yeah don’t you don’t need to write me like a connection message just just send me a connection and I will accept and on

35:33

my podcast so one is a day in the life off so I um I interviewed three heads of

35:40

departments head of data head of engineering head of sales head off and I

35:45

asked them what sales supposed to be asking them so what are your challenges how does your day look like here’s a

35:51

prospecting email what do you think about it so it’s free it’s on YouTube and on Spotify I don’t have to give your

35:57

data to access it so if your buyer person is there I really recommend you

36:02

to listen to to that episode and then the other one is sales training drug listings where I have you at least in

36:08

the future we will um record it in September which is a very short podcast 15 minutes I ask

36:15

three personal questions so you get the speaker to get to know the speaker better and then I asked three sales

36:20

training mistakes and as you can see in the beginning of this podcast I was speaking a lot about the mistakes people

36:26

do on onboarding and we basically tackle three mistakes per episode and per speaker amazing amazing and we’ll link

36:34

all those in the show notes as well um this is so fun and this is the power of what you’re talking about this is how

36:39

we initially connected it was LinkedIn connection request I love that they’ve been built from there and just seeing

36:44

where things go so I think you know one of my mantras for my life and for my clients too is like let it be easy like

36:51

yes let it be easy let it be easy and this is an example of how great things can come from just letting it be easy

36:58

connecting being a real human and um and walking yeah and as I said in the

37:03

beginning without LinkedIn and this power Community we would have never met and I have the feeling with same people

37:08

in the space I actually have I have now a friend or two coming from LinkedIn connections so it can be a great way for

37:16

you know even new friendships so there you go absolutely absolutely which I I will put it out there I think we’re

37:22

going to be great friends and continue to do good things together in the future so this was so fun thank you so much no

37:28

thank you for having me absolutely and uh to you my listener like I said we’re

37:33

going to link all of my father’s information in the show notes but go connect with her she is a woman who is

37:38

doing big things in the sales world and uh and we need more women in sales we do

37:44

we absolutely do so go connect with Mafalda and as always thank you so much

37:49

for tuning in to today’s episode you can head on over to elysearcher.com for all

37:54

sorts of goodies trainings to help you elevate your sales step into a greater level of financial abundance and truly

38:01

transform into the person that you know you are meant to be I hope you enjoyed this episode and I want to encourage you

38:06

to go check out another one of our shoe sales radio episodes right now for continued inspiration see you on our

38:13

next episode bye for now