Heartfelt Sales Leadership │ Brent Long

Art & Science of Complex Sales

Unlock your potential in sales leadership through the heartwarming and insightful stories shared by Brent Long, Owner of Long on Life LLC. Discover how heart-to-heart connections and genuine service can revolutionize your approach to sales and leadership. Brent's unique perspective will inspire you and provide practical strategies to build a thriving sales team rooted in mutual agreement and authentic connections.

Heart-Centered Leadership (04:54)

Paul Fuller and Brent Long discuss the essence of effective sales leadership. Brent emphasizes the importance of understanding the quality of each sales call before increasing the quantity. Rather than merely managing by numbers, he advocates for a heart-to-heart approach, ensuring that every interaction is meaningful and productive. Leadership, according to Brent, involves casting a clear vision and developing team members to reach their highest potential. This involves understanding individual personalities, attitudes, and behaviors, and how they align with the team’s overall goals. Brent’s philosophy is rooted in connecting with the hearts of team members, inspiring them, and coaching them to achieve both their personal best and the company's objectives.

Cultivating Trust and Potential (13:35)

Paul Fuller and Brent Long explore the parallels between leading high-performance athletes and salespeople. Brent highlights the importance of trust and connection, explaining that elite athletes rely on coaches to push them beyond their limits, a principle that applies equally to sales teams. Building trust in a sales organization, according to Brent, starts with creating a safe, honest environment where genuine feedback is encouraged. By observing salespeople in action and asking insightful questions, leaders can foster continuous improvement and help their teams achieve higher levels of performance.

The Power of Tough Questions (26:04)

Paul Fuller and Brent Long discuss the concept of "salty sales," which involves empowering salespeople with confidence in their mission and the courage to ask tough, truth-seeking questions. Brent underscores that true care and compassion in sales are demonstrated through the willingness to dive deep and ask challenging questions that reveal the core issues or goals of the customer. Sales leaders must prepare their teams to handle the hard realities of sales, emphasizing that being liked should not come at the expense of earning respect and trust.