Quote: "Leaders and managers are two different things... Leaders... make the hardest decisions... And that takes us to the difference between managing and leading." - Trent Theroux
In this deeply moving and insightful episode of "Selling in the Age of AI," Frank Somma welcomes Trent Theroux, a chief financial officer, business strategy professor, small business coach, and resilient survivor. Trent recounts his life-altering accident and his inspiring journey of recovery, leading to the creation of a foundation supporting those with spinal cord injuries. He shares powerful perspectives on leadership, the importance of human connection, and the art of impactful communication through storytelling.
Key Topics & Insights:
Overcoming Catastrophic Adversity: Trent's powerful and visceral story of surviving a boating accident and paralysis, and his remarkable journey to standing and swimming again.
The Inflection Point: How Trent's worst day became a catalyst for positive change and a life dedicated to making a difference.
Leadership Through Growth: The evolution of leadership as an organization scales, emphasizing discipline and a focus on the well-being of the team.
AI's Role in Business: Exploring how AI can enhance efficiency in finding customers and qualifying leads but cannot replace the human element in sales and leadership.
The Essence of Great Salespeople: Identifying tenacity as the key differentiator, viewing sales as a labyrinth requiring persistence and adaptability.
The Power of Storytelling in Sales: Introducing Trent's SAIL methodology (Structure, Authenticity, Impact, Laughter) for connecting with audiences and driving action.
The Distinction Between Management and Leadership: Defining the core functions of each, with leaders making the hardest decisions and considering human influences.
Moving Rocks as a Leader: The CEO's role in removing obstacles and supporting their team's progress.
Selling Beyond Product: The importance of selling ideas, paths forward, and belief in a shared vision.
Self-Actualization in Leadership and Sales: Understanding one's strengths and weaknesses as crucial for effective communication.
The Art of Listening and Asking Different Questions: Emphasizing the importance of truly hearing the client and adapting the approach.
Giving Back and Making a Difference: Highlighting Trent's inspiring work with the United Spinal Association and the power of using one's experiences to help others.
Connect with Trent Theroux:
https://www.linkedin.com/in/trent-theroux-683ba813/
Connect with Frank Somma:
https://www.linkedin.com/in/fsomma/
https://www.instagram.com/franksomma/
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