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.

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

Connect with Derek Baer:

Email: dbaer@kurlanassociates.com
Company: Kurlan & Associates
Website: ConstructingSuccess.fm
LinkedIn: Derek Baer

Connect with Walter Crosby:

Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": Order here
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Email: walter@helixsalesdevelopment.com
LinkedIn: Walter Crosby
Website: Helix Sales Development
Calendly: Schedule a call

Call to Action: Don't forget to like, subscribe, and hit the bell icon to stay updated on future episodes. Share your thoughts in the comments below, and let us know your favorite takeaway from Derek’s insights!

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

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