In this episode of The Urban Income Show, Marjorie Dudley, an elite sales performance coach, shares her journey from graphic design to sales, emphasizing the importance of continuous learning, growth, and a strong mindset in achieving sales success. She also discusses the significance of sales leadership and the value of coaching. The conversation also covers the challenges faced by women in sales, the power of radical candor, and the importance of mentorship for young individuals. Marjorie also shares a personal story about her daughter's entrepreneurial journey, highlighting the importance of teaching financial literacy to children.With 20 years of experience, Marjorie excels in sales and new business development. Her journey began by selling books for the Southwestern Company during college. Marjorie specializes in cold calling, networking, revenue growth, and effective referral solicitation. She's passionate about helping clients achieve their goals, using a proven five-step approach. Marjorie is dedicated to training sales professionals, managers, and entrepreneurs to boost their results systematically. Her clients range from multi-million dollar organizations to solo-preneurs, all striving to meet their strategic and revenue targets. She holds an MBA with honors from Willamette University and a BFA in Graphic Design from Western Michigan University. Here are a few of the topics we’ll discuss on this episode of The Urban Income Show:Importance of sales leaders being in the trenches with their teamContinuous learning and growth in salesMindset component in sales successSales skills applicable in various roles and industriesImportance of challenging oneself and seeking out difficult opportunitiesImportance of practice and improvement in salesHaving a clear vision and being obsessed with goalsSales leadership and managing a sales teamChallenges faced by women in sales and advice on navigating themImportance of mindset, growth, and seeking support in sales successRadical candor and reframing difficult situationsSurrounding oneself with positive influences and learning from others' storiesValue of being a lifelong learner and utilizing free resourcesImportance of focus and clarity in achieving successAdvice for young individuals, including seeking mentors and being entrepreneurialResources:Southwestern ConsultingUrban IncomeGrowth SkillsConnecting with Marjorie Dudley:LinkedInTwitterWebsiteConnecting with Lavall Chichester:LinkedInTwitterYouTubeQuotables:12:03 - Marjorie Dudley: “We don't grow when it's easy, right? So I would challenge everybody like, are you really doing the hard thing? There's a book called The Comfort Crisis. It kind of hit me like a ton of bricks. And he talked about how when things get easier and we've kind of got easy, most of us, I don't want to over generalize, but most of us kind of easy lives. We go to the grocery store for our food, we turn the temperature up or down in our house. We have a car that gets us anywhere. And so for most of us, we've got it pretty easy. And he said, when we get used to things being easy, it's not that we're able to do more hard things. Our bar for what's hard gets lower.”15:30 - Marjorie Dudley: “We have a saying in our culture, in our company that says you can't teach what you don't know and you can't lead where you won't go. So one of the best things a sales leader can do is really be willing to be in the trenches with their team. That might look a little bit different based on the structure of different organizations. But how are you leading either what you know or getting to know what you're leading? And how are you teaching from a place? Actually, you and I talked about this recently, like how are you teaching from a place of having actually done it and not just theory?”17:07 - Marjorie Dudley: “If leaders come humble, if leaders lead from a place of example and then also leaders have to be hungry, you know, leaders actually have to be the hungriest person in the room. We have another kind of cliche saying, but it comes out a lot of my coaching calls that your people will do half what you do right and twice what you do wrong. So, kind of kids, too, right? We both have kids like you got to lead your kids from example, right? Nothing will humble you like parenting either. But if we are not the hungriest people in the room, we can't expect our team to be hungrier than we are.”18:16 - Lavall Chichester: “I think your advice is priceless. It has been priceless to me because when I met you, I was taking on, you know, my dream job of being a chief marketing officer. I was like, Oh, you know what? I'm a marketing guy. I know that, but I probably need a Sales-Sensei. So I work with you. And then I was working on my contract at the time with them and I was like, Hey, And you're like, What else do you know? How about negotiation? And then, you know, you told me to really never split the difference. And then like, we practice our script...
