Today’s episode of Selling in Color, an archive from The Sales Evangelist, features DeJuan Brown. Dejuan, like 40% of salespeople, did not plan to join the sales profession. In fact, his initial dream job was to be a chemist. And in today's episode, you’ll find out how DeJuan fell into sales. DeJuan realized chemistry wasn’t for him. After realizing chemistry and systems analysis involved too much math, DeJuan chose to major in psychology and philosophy. He wasn’t super passionate about psychology, but at this point, he decided to stay on that path. It would be a while before he fell into sales. He had a mixed perception of salespeople. Because DeJuan’s father sold door-to-door insurance, DeJuan had an intimate relationship with salespeople. However, he noticed people’s aversion to his dad as he went up to the door; the pulled curtains, the slammed door, those experiences impacted DeJuan and his idea of salespeople. This was a huge turn-off for DeJuan. He liked the money and rewards, but he didn’t like this negative perception and didn’t want to be associated with it. Even though people told DeJuan he would be good at it, he didn’t want to be the sleazy salesperson. He saw sales as a poor use of his talents. Because sales have such a low barrier to entry, you can encounter all sorts of people that might not be the best for the industry or perception. But DeJuan had a change of heart. While DeJuan was waiting tables in 2001, his friend got a job at Intuit. In 2002, he came to DeJuan (for the 5th time) and encouraged him to apply. To appease him, DeJuan applied. He went to the interview and landed a part-time job. This was the first time he thought about sales as a “clean” career path, and it was lucrative. But he still had some concerns. Most of his fear revolved around the belief he had to push people. He didn’t want to drive people to something they didn’t necessarily need. But that never happened. The lightbulb went off relatively quickly; he was helping people understand the options they had at their disposal. There have been times DeJuan thought he should quit and move onto something else. But his time at Intuit made DeJuan know that he was legitimately helping people and their companies perform better and solve problems. DeJuan started to see the success he wanted. His final mental shift was an acceptance of the sales roller coaster. Results will never always go up. But if you control the inputs, the outputs will eventually take care of themselves. He applied this mindset both personally and professionally. DeJuan is now a director at Microsoft, and his career is progressing. And he’s looking to continue where he’s left off. To follow his success or learn more about him, connect with DeJuan on LinkedIn and Twitter. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.
Numbers or people? What should the focus be in sales, and are they mutually exclusive? Today Jeff and Christie welcome the very long-time friend of the show, DeJuan Brown to answer these questions. DeJuan, Director, Solutions Specialist - SLG at Microsoft discusses the importance of redemptive leadership, a process that emphasis taking care of your people, and in turn driving revenue. Most salespeople have been in positions where hard-line quotas and threats of being replaced were their "motivation." But redemptive leadership works as an investment in people and understanding what drives individuals. And guess what? Salespeople that feel supported and secure perform better! They also talk about how this change can happen in different sales organizations, the top down vs. bottom up approach, and DeJuan gives tips on how to wisely and proactively bring that change. Find out more about DeJuan here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.
Guest: Dejuan BrownLI: https://www.linkedin.com/in/dejuanbrown/Topic: Building Sales RANGE Quick Intro: I’m a firm believer that the sales industry has OVER specialized, we have put people into buckets to try and make them really good at one thing, but it is actually hurting overall results. That’s why I’m so excited to have Dejuan Brown on the show today because he has what the call RANGE. SMB sales, Enterprise Sales, Leadership and Enablement. Scaling and working with the big boys. Mentor or Freelance consultant. This dude has dabbled in it all, which is why I think it gives him such a unique perspective approach to sales, scaling and coaching. I hope you’re ready to get your range on, here we go!Short and Sweet/Set the stage Why is having range so important?Core QuestionsIn order to develop range you have to learn quickly, how do you learn quickly?Coaching - Everyone talks about it, few do it. How should people be coaching. Training - How often should leaders and reps focus on training?Enablement - How should companies approach enablement so it actually sticks and has impactIC to Leadership to IC again - Why the transition.What should leaders learn from ICs and what should IC’s learn/understand about leadership. Same Idea - What could start up’s learn from the big boys, what should the big boys be learning from the start ups. The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.
Episode 7: DeJuan Brown Unchains Feeling, Friendship, and Sales Enablement
Revenue Real Hotline
First 30 mins, we talk stories and journeys as it relates to us and TakeC4re. We talk relationships -- the good, bad and ugly. We talk about trust and emotions and value judgments. We talk about growth and how to first define what we feel and how to best communicate it. Then we pivot to sales enablement. We talk about sales cultures. Psychological safety. Leveling up interactions with buyers. Busting down silos. And finally, we talk community and investing in humans around us.All the feels, friends.Interested in joining the conversation via the hotline? Text REAL to 646-470-0248.RESOURCES: Take C4reJeff Bajorek's Rethink the Way You Sell CommunityNo Chains (song)Get Err Done 2021 playlistSeismicSales for the Culture CommunityDeJuan's LinkedIn profileImago Dei Neighborhood School
In this episode, Mike talks with DeJuan Brown, Senior Director, Seismic. This conversation covers a number of topics including community, learning and the buyer journey. Key Takeaways: Those of us that have any type of audience should make a better effort to bring attention to where attention is warranted. Use the platform you have to magnify other voices. Look for the voices you learn from and help to amplify those Learn-Teach-Learn Best way to retain what you’ve learned is to teach someone else. Learning is never-ending This attitude makes it so you can learn from anyone and then can pour it out to anyone. Know what journey your buyer is taking. Know how you support the buyer journey. When buyers become aware of a problem, what do you have that meets them where they are? Know how you can serve them along the way. We can get better at asking simple questions of our customers. As leaders, in whatever sphere we lead in, I think a top priority is making sure the environment in which we lead is a safe environment for people to have ideas that are dissenting, for people to disagree appropriately and respectfully and for people to speak up often and frequently. Show Links: DeJuan on LinkedIn DeJuan on Twitter Sales for the Culture Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or firstname.lastname@example.org Invest in a Catalyst Sale course - self directed. Find our courses here Hire us as a consultant/advisor within your team or organization Thank You Please send listener questions and feedback to email@example.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit
Ep. 25: A Legacy of Freedom & Happiness with DeJuan Brown
What Is Your Legacy?
In this conversation with DeJuan Brown, Sr. Director of Global Sales at Seismic, we talk about his intended legacy which includes freedom & happiness. We talk about his family legacy, being a father of 6 children, and why it's important to have individual relationships with each child. Join us in this incredible conversation next!I'm your host for What Is Your Legacy podcast, Galem Girmay.Thank you for taking the time to listen, and if you're enjoying this podcast, I'd love to see your rating and review on Apple.
Occasionally, I'll interview someone and I'll feel like I didn't quite do as full of an interview as I could have. That's how I felt after my first interview with DeJuan Brown. (EP: 62). As luck would have it, DeJuan felt the same way, so we agreed to do a second interview. This episode is less about sales tactics, strategy, and execution much more about DeJuan's life experiences and what our shared perspectives and pressures we sometimes feel as black men. Want to connect with him? Find him on LinkedIn here. And I’d like to give a big thanks to Allego for sponsoring this episode. Interested in recording your best content and organizing it in one place to help improve sales performance for everyone? Allego can do this and much more. Email me at firstname.lastname@example.org, so I can personally introduce you to someone at Allego who will take great care of you. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you.
Where Are The Black People In Sales? | DeJuan Brown - 002
Selling In Color
This episode is sponsored by: Skipio - Get one month free on an Individual plan with code TSE, or, 2 free seats/licenses on Teams. Try Skipio at www.Skipio.com. NetHunt - NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. DeJuan Brown - Where Are All the Black Folks in Sales? Sales is a huge industry and there is much space for everyone. Still, one could ask “Where are the black people in sales?” DeJuan Brown talks about this subject in today’s episode. Black folks in sales There are many black salespeople out there across industries. They are, however, below the surface because they’re not vocal on LinkedIn and other platforms. They are focused on hammering down the work and there are reasons for that. The black community is rich with sales leadership but unfortunately, we don’t have many black salespeople in the tech industry. We don’t know where they are because we don’t necessarily hear their voice, they’re not putting out a lot of content, and they’re not doing other things aside from hustling year after year. The struggle of people of color in sales There is a problem with mobility within sales for black people. There need to be more black people, black sales leaders, and black sellers because the more diverse a team is, the more profitable it becomes. The ability to have diverse thoughts, perspectives, and ideas within the team improves the performance of everyone in the team. It takes a long time for black sellers and black leaders to get to the level of social credibility and that is a problem in itself. Black people can speak of a subject matter and post it without getting any invite to any platform. It’s different for white people. They’d post one thing and all of a sudden, they’re invited to all the platforms. Even when a black sales leader has proven his/her work for a long time, there will still be others who’d remain doubtful. Even when heshe has years and years of experience, you’d still be considered a risk to work with. Some companies are trying to fix the problem and starting to invest money in taking away the implicit bias in job descriptions and other hiring practices, promotional practices, and speaking engagements. While the work on fixing the issue has begun, we still have a long way to go towards diversity. There is a good community out there where the black people congregate and help each other out. Along with DeJuan and others, they sharpen their tools in sales, and they put each other in a position where they can understand the waters and become successful. It’s important to broaden our scope on how and where we’re recruiting from and how we view talent. It’s essential to broaden your network and to always be on the lookout for the people on your contact list and the people you connect with on LinkedIn. Be intentional in diversifying your network and the people you speak to and learn from. “Where Are The Black People In Sales?” episode resources Check out Sales for Culture that’s about to launch on February 1st. It’s a space, not only for sales leaders but for everyone who wants to be empowered. It’s a community to help others improve your skills and hone your talent in sales. It’s a place where black tech sellers, leaders, and more congregate. Connect with DeJuan Brown, Marcus Knight, and Jacob Gebrewold on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.
Diversity: How Do We Remove the Barriers to Sales for People of Color? | DeJuan Brown - 1403
The Sales Evangelist
The sales space is a huge industry but it needs more diversity. In this episode, DeJuan Brown talks about how we remove the barriers to sales for people of color. Studies show that 78.9% of salespeople in all industries are white, 11.2% are tan, and the remaining percentage is divided into various ethnicities. There is so much success in sales but there are barriers - both visible and not so visible to many. The barriers in sales Job descriptions can become a barrier, especially for black people. These are individuals who do not have much experience in a specific space. Some jobs need 7-10 years of experience before one can even get a nod for an interview. There’s also the perception that sellers don’t make money and that a career in sales is just a plan B, C, or D. In some communities, there’s still a stigma on salespeople. They’re the ones you shut your door to, they are the car dealers, the door-to-door insurance man, and other undesirable roles. Changing the mindset Sales leaders and professionals who have experienced in sales and who have seen saw how it can could support families for generations have to be vocal. T, they need to speak up, and start talking to break the stigma. Salespeople who are achieving success in the sales world need to put their success on display to attract other people into the sales space. It’s essential to help these people to make it in sales and get themselves past the door. Some people already have the skills to get into sales and succeed in it but they lack the right mindset. As sales leaders, your goal is to put that spark in them, to bring them along for the ride, and teach them what they can do. There is a need to attract a new generation of salespeople and when you do that, you need to have a place for them to grow. They need guidance on how to navigate the sales space to avoid the pitfalls. Job description is a barrier and many companies today are eliminating cutting people off right off out the bat because of it. Organizations are looking for years and years of experience that many do not have. What they do have is the right attitude but they don’t get to show their tenacity off because they’ve been cut off by the experience requirement. Young black people who want to get into the sales space need good mentors. They need to be taught the truth that sometimes companies are looking for people who can do the job right and who have the right attitude. Aspiring salespeople need to lean into communities, gain get confidence from their mentors, and have the humility to ask for help in improving their skills. Companies right now are looking for ways to make gender-neutral job descriptions. DeJuan, however, would like to see that same effort to create job descriptions that wouldn’t box people out. DeJuan encourages sales leaders today to keep learning from the people before them, to keep learning and sharpening one another, look for ways to help others get into the sales space, and ensure that these new salespeople are properly equipped. “Diversity: How Do We Remove the Barriers to Sales for People of Color?” episode resources De Juan and other great minded individuals who were also mentioned in this podcast created a community called Sales for the Culture. It’s a community to attract and empower black people in technology sales. Check out the community on LinkedIn. Connect with DeJuan Brown on LinkedIn, Marcus Knight, and Jacob Gebrewold. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Having Humility and Confidence in Sales - Dejuan Brown, Senior Director Global Sales, Seismic
Stories of Selling Human
Summary:The best way to describe Dejuan Brown's sales style is that he speaks fluent human, there's not a sales robot bone in his body. Dejuan has been in professional sales for 20 years most recently as a director of sales at the software company Seismic. He counts his first sales job at working at a restaurant. Not as a server but as a busboy. You can out what he learned about sales as working as a busboy. This episode will also teach you a lot about finding the right balance between humility and confidence, finding your voice, and being of service to others. Lot's of sage advice that can apply to us all.Key Takeaways by Time! 4:00 - Dejuan's Spinnakers Story. Importance of removing barriers in sales.5:23 - The way up is down - Service through humility7:57 - What speaking fluent human means.13:37 - Story of being too persistent and what it taugh him about sales and human nature.16:30 - How Dejuans upbringing impacted his life growing up24:00 - Advice on finding your own voice.30:39 -Having confidence and humility in sales.Connect with Dejuan!LinkedINTwitterResources:My Disrupt HR presentation (Using My Drake Slides)Connect with Us!LinkedIN: Website: