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Paul Kenny (Founder, OceanLearning) - Building Resilience

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This talk was given at Business of Software Conference Europe Online 2020, on March 23rd.

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Paul Kenny (Founder, OceanLearning) - Building Resilience

  1. 1. Hello BoS Greatto be back!
  2. 2. SalesSuccess Mindset Why your attitude defines your success.
  3. 3. How do you improve your sales performance? Attitude SkillsKnowledge
  4. 4. How do you improve your sales performance? Attitude SkillsKnowledge “Hire Attitude, develop Skills & Knowledge”
  5. 5. Sales is a seriously ‘ego depleting’ activity
  6. 6. Rejection Ghosting / Melt BYC Factors Status Competition Sales Processes Targets
  7. 7. Weareusedto working with dashboards
  8. 8. Elements of Mental Mastery Confidence Drive Resilience Focus Adaptability Growth Meta Cognition/ Emotional Intelligence
  9. 9. Elements of Mental Mastery Confidence Drive Resilience Focus Adaptability Growth Meta Cognition/ Emotional Intelligence
  10. 10. State
  11. 11. MetaCognition/ Emotional Intelligence“According toTalent Smart, 90% of high performers at the work place possess high EQ, while 80% of low performers have low EQ. Emotional Intelligence is absolutely essential in the formation, development, maintenance, and enhancement of close personal relationships. Unlike IQ, which does not change significantly over a lifetime, our EQ can evolve and increase with our desire to learn and grow.” PsychologyToday
  12. 12. Be aware of your state. Optimism/ Positivity Energy Spectator Champion Zombie Victim Saboteur
  13. 13. State ABOVE BELOW Calm Clarity Control Anxious Chaotic Confused Victim
  14. 14. Confidence
  15. 15. Belief Self SolutionEnterprise
  16. 16. Confidence “In the moment”
  17. 17. Confidence Builders Preflection Anchors Circles Submodalities Physiology
  18. 18. Resilience “Everythingcanbetakenfroma personbutonething:thelastofour humanfreedoms–tochooseone’s attitudeinanygivensetof circumstances.Tochooseone’sway” (ViktorFrankl1959).
  19. 19. ResilienceStrategies  Rehearsal (real and imagined)  Take a break / Disrupt  Small steps and Tiny Habits (Motivation, Ability & Prompts)  Communal challenge  Daily victories  Coaching (Who, what where,& when)  Historical perspective…..
  20. 20. Drive
  21. 21. Drive Belief Goals Drivers
  22. 22. Some resources https://bit.ly/3a71GR8
  23. 23. Love your SalesTeam Mail:paul@oceanlearning.co.uk Twitter: @paulkennyOL

This talk was given at Business of Software Conference Europe Online 2020, on March 23rd.

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