In this episode of Sales and Cigars, host Walter Crosby welcomes Derek Baer, Vice President of Corporate Training at Kurlan & Associates. Derek shares his journey from a young caddy learning the ropes of sales to becoming a leader in corporate training. They explore the critical role of work ethic, commitment, change, and accountability in driving sales success. Derek emphasizes that without commitment, sales training is a waste of resources, offering practical advice for leaders looking to build high-performing sales teams.

Episode Highlights:

  • Derek discusses the impact of classic books like “How to Win Friends and Influence People” by Dale Carnegie and the “Five-Minute Journal” on his approach to personal and professional growth.

  • A deep dive into why accountability from the top down is essential for effective sales training, and how a lack of commitment from leadership can derail even the best efforts.

  • Insightful stories from Derek’s career, including the lessons learned from his early experiences as a caddy, wiring subwoofers in high school, and his rise to an elite level in sales through hard work and relentless curiosity.

  • A candid conversation about the challenges modern sales professionals face, including the rise of “telephonobia” among younger reps, and how mastering human connection remains a competitive edge.

  • Walter and Derek explore the concept of “Sales DNA” and how understanding and optimizing these competencies can transform a sales team’s performance.

Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice.

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Produced by: Podcast Production and Guest Booking Service – Titan Media Worx

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