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In The Sales Arena


Welcome to "In the Sales Arena" with Jim Jacobus ...

This podcast provides real world strategies, tactics, sales skills and mindset to build the sales career, and life you want! Jim Jacobus has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, IBM, XEROX and many more.

In this podcast Jacobus shares the best of the best from the 1,000’s of days and 10’s of thousands of hours spent working with outstanding sales teams literally all over the world! Want more from your sales career and your life? This is the place to be!

Nov 12, 2015

Welcome! We have had great feedback from our listeners about our Master Sales Interviews, and we have another great one for you today.  My guest is Kyle Lednicky, who works in sales for Emerson Process Management as their Global Key Account Director. Kyle is a graduate of Texas A&M, where he played football, and he is married with two young daughters.  He started out selling steel, but wasn’t thrilled with the long hours that sales required. He then spent eight years working in sales for Grainger, and then transitioned to Emerson, where he has been for the past three years.

Kyle shares the following about his sales career:

  • Kyle identifies his two main struggles in sales: getting over the fact that you DON’T have to know everything, and being “too nice.”
  • Kyle moved past these struggles in the following ways:
    • By becoming good at utilizing any and all resources
    • By knowing where to turn to find the answers
    • By being intentional about creating relationships
    • By gaining a “tough love” perspective on where others are coming from
  • Kyle now sees his strengths as utilizing available resources, being able to communicate across all different levels in an organization, and knowing how to ask the right questions to connect with coworkers, superiors, and customers.
  • Kyle’s sales career has given him the freedom to be home more, attend ALL of his kids’ events, and play a substantial role in their lives.  He says that, as a salesperson, you have to EARN the right to claim this lifestyle.
  • Kyle’s advice to others? Be a “servant seller.”  Put others first. Leverage the value we bring to our customers’ organizations.