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On Episode 152 of The No Limits Selling Podcast, we have Mary Grothe, a former #1 MidMarket B2B SaaS Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®, an outsourced RevOps firm of fractional VPs of Sales, Sales Ops, and CMO's who serve companies across the nation by profitably rebuilding their sales & marketing departments and growing their revenue by focusing on BQ, the behavioral quotient, and proven inbound + outbound strategies.
MORE ON MARY
Mary began her professional career at age 22, working with a Fortune 1000 Payroll/HR company. Starting at just $13/hour in an admin role, she quickly acquired the skills, education, and training required to advance into mid-market sales. Mary found her sales success by listening to her clients and always solving their needs; putting their agenda before hers. Even in times when her sales approach was the direct inverse of what corporate was enforcing, she knew in her heart what was right, leveraging emotional, intellectual, and behavioral intelligence.
With multiple TOP 10 finishes and millions in revenue sold, she left to pursue a journey of understanding the Human Behavior Intelligence that drives high-growth sales and is now dedicating her professional career to helping companies drive growth.
KEYNOTES WITH MARY
Mary Grothe can speak to various topics that fall under executive leadership, sales success, motivational, and spiritual keynotes. Your attendees will thank you for booking Mary on the main stage or breakout session. She captures their attention immediately and keeps them engaged throughout. Mary has sat through dozens of poorly constructed sessions with nonengaging speakers and non-relevant topics with no actionable takeaways.
She knows what NOT to do. She ensures your audience is engaged, and participatory, and can implement several key takeaways immediately following the event. She conducts extensive pre-training interviews with your key stakeholders to learn your business inside and out, learn the key sales and revenue challenges that need attention, and delivers an easy-to-follow session that your attendees will rave about because it’s relevant to them, their market, their buyer, their competition, their product or service, and what they hope to achieve in the next coming months.
[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]
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Introduction and Background of Mary Grothe
The podcast begins with an introduction of Mary Grothe, the CEO of Sales BQ, a sales consulting and training firm. Mary's journey into sales began at a payroll company where she started as a secretary but quickly rose through the ranks due to her exceptional sales skills. She was able to quadruple her sales in just one year, which led her to the top 1% of sales professionals in the company. This success inspired her to start Sales BQ, where she now helps other companies improve their sales performance.
Sales BQ and Its Mission
Sales BQ's mission is to help companies drive revenue by focusing on the behavioral quotient (BQ) of their sales teams. Mary explains that BQ is the combination of a person's thoughts, feelings, and actions, and how these elements affect their performance. Sales BQ focuses on improving these aspects to enhance overall sales performance. They do this by providing training, consulting, and recruiting services to their clients.
The Importance of Behavioral Quotient (BQ)
Mary emphasizes the importance of BQ in sales. She explains that while IQ (intelligence quotient) and EQ (emotional quotient) are important, BQ is often overlooked. However, it is BQ that determines how a person reacts under pressure, their level of resilience, and their ability to handle rejection - all crucial aspects in sales. Mary believes that by focusing on improving BQ, salespeople can significantly improve their performance.
The Role of Leadership in Sales
Mary also discusses the role of leadership in sales. She believes that leaders play a crucial role in setting the tone for the sales team. Leaders should be able to inspire their team, set clear expectations, and provide the necessary tools and training for their team to succeed. Mary also stresses the importance of leaders being able to identify the unique strengths of each team member and leveraging those strengths for the benefit of the team.
In the podcast, Mary Grothe, CEO of Sales BQ, shares her journey from being a secretary to becoming a top sales professional and eventually founding her own sales consulting and training firm. She emphasizes the importance of the Behavioral Quotient (BQ) in sales, which is a measure of a person's thoughts, feelings, and actions, and how they impact performance. Mary believes that by focusing on improving BQ, salespeople can significantly enhance their performance. She also highlights the crucial role of leadership in sales, asserting that effective leaders can inspire their teams, set clear expectations, and provide the necessary tools and training for success.
In conclusion, Mary asserts that success in sales is achievable for anyone with the right mindset, training, and leadership. She encourages continuous learning and improvement and reminds listeners that sales are not just about making money, but also about helping customers solve their problems.
Questions & Answers
Who is Mary Grothe?
Mary Grothe is a successful sales professional who rose from a secretary to the top 1% of sales professionals in a payroll company. She is now the CEO of Sales BQ, a sales consulting and training firm that helps companies improve their sales performance.
What is Sales BQ and what does it do?
Sales BQ is a sales consulting and training firm that focuses on improving the Behavioral Quotient (BQ) of sales teams. They offer training, consulting, and recruiting services to help companies drive revenue and improve sales performance.
What is the Behavioral Quotient (BQ) in sales?
The Behavioral Quotient (BQ) in sales refers to the combination of a person's thoughts, feelings, and actions, and how these elements affect their performance in sales situations. BQ is crucial in determining a salesperson's reaction under pressure, resilience, and ability to handle rejection.
Why is BQ important in sales?
BQ is important in sales because it determines how a salesperson reacts under pressure, their level of resilience, and their ability to handle rejection. By focusing on improving BQ, salespeople can significantly enhance their performance.
What is the role of leadership in sales according to Mary Grothe?
According to Mary Grothe, leadership plays a crucial role in sales. Effective leaders can inspire their teams, set clear expectations, and provide the necessary tools and training for success. They should also be able to identify the unique strengths of each team member and leverage those strengths for the benefit of the team.
What is Mary Grothe's advice for success in sales?
Mary Grothe believes that success in sales is achievable for anyone with the right mindset, training, and leadership. She encourages continuous learning and improvement, and reminds salespeople that sales is not just about making money, but also about helping customers solve their problems.
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