The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 2 months ago

High-Performing Teams Are Built on Human Connection w/ Tony Martignetti


Your organization has successfully made the transition to remote work. The pandemic proved you don’t need the expensive office lease to get the job done. But something is missing. There’s no more awkward attempts to side-step around each other in the hall. You can no longer visit the jar on Sheryl’s desk in HR and sneak enough candy to make Wilford Brimley tear up. There’s no more spontaneous conversation. No more office culture. How do you build human connection in a digital world?

Today, I’m speaking with Tony Martignetti, Chief Inspiration Officer at Inspired Purpose Coaching and Author of Climbing the Right Mountain, about how to foster real human connection remotely and how to nurture high-performance teams.

We discuss:

  • How to foster connection in a digital world
  • How to create a coaching culture
  • How to find your inspired purpose

Now that you know how to foster human connection to build high-performance teams, are you ready to learn how to overcome buyer resistance, or how Google’s new rules impact your SEO strategy? Check out the full list of episodes: The B2B Revenue Executive Experience.

You're listening to the BDB revenue executiveexperience, a podcast dedicated to helping executives train their sales and marketing teams tooptimize growth. Whether you're looking for techniques and strategies or tools and resources,you've come to the right place. Let's accelerate your growth in three, two, one. Welcome everyone to the BB revenue executive experience. I'm your host, Chad Sanderson. Today we're talking about improving human connection and building high performanceteams, a topic that many of us are interested especially in a market wherethe Labor is so tight, so we want to make sure that we havean understanding of what this really means. To help us, we have TonyMartinetti, chief inspiration, offer Ed inspired purpose coaching. Tony, thank youso much for taking time and welcome to the show. Thrilled to be here. Thank you so much for having me, Chad. This is awesome. Sowe always like to ask one off the wall question as we get started, just so the audience has a better chance to get to know you,and I'm always curious to know something that you're passionate about that those who onlyknow you from work might be surprised to learn about you that only knowing fromwork. Yeah, something, something like we all have these work personas,we have these personal personas, and then the things that we don't share,I mean a Din't know, I don't need you to go, you know, too deep, but it's something that that people that know you from youryou know, you're coaching or through work or work with you, might besurprised to learn. Yeah, well, I tell you right now. I'vegot a massive music collection. That is it's kind of scary. I've collectedyears and years of years of like different types of genres and music. Thatis scans everything from reggae to, you know, soul, to classic rock. And I'm you can quiz me and pretty much anything music related and I'mholding a Rolodex of some facts. That pretty much useless. And when yousay collecting, we're talking vinyl? Are...

...we talking CD's? Are we talkingall of the above? Both? Yeah, okay, and digital now too.Yep, okay, awesome. Yeah, I'm a huge music lovel probably you'vegot probably got me beat, but it's always great to meet another audiofile. So all right, so let's talk about you know, we havethis big shift to virtual that is it's always promising to go away. Sowe go back to person and then something happens and we seem to stay andvirtual. So there's a huge challenge for people to connect to other human beings, to truly connect with them, especially in the virtual environment. So I'mcurious if you've got suggestions or things you've learned that would help drive that deeperhuman connection through that screen interaction. Yeah, I mean I'll start by just sayinghow important it is to have the connections that we need to have.Did Not just about like Oh, that's great because we can get things done, but it's the desire at the very human level is to connect with others, even though there's probably some introverts out there saying in themselves like Oh,I love being alone, I'll pass. But but the reality is that youneed some connection to to really relate with yourself, to other people, andeverything happens through connection with others. So I'm happy to divulge more into that. I think really what happens is you get to know yourself through others.So I want to start with that as the background to say, knowing thatthe conversations were having on Zoom, they can't just be about business. Theycan't just be about getting the job done and what's the next thing we needto do to move a project forward? They have to go beyond that.They have to continue to look at how are we in connection with each otheras we work on projects? How are we feeling about, you know,life in general? Because we don't have the water cooler any longer. Wehave to. We're making a conscious effort to really connect with people on apersonal level, even if it means that...'s through video and it creates aninteresting kind of situation for a lot of people. There's a there's a needto be a little bit more, I think, vulnerable and and honest.Do I remember when we first started in this virtual full time and the virtualbackgrounds used to driving nuts. I'm like, I don't care, let me letme see what's behind you. You know, I didn't do my hair. Not Granted on bald so I didn't do my hair. It's a finefit into yours. I don't care if catwalks in front of the camera.There was this desire to get to know people on a deeper level and Ithink it's some cases it might have even accelerated that, because people that itwould have taken three, four or five meetings to get to that point.You just instantly, if you really focus on it, can fall into it. I'm curious when you think about that connection, somebody's ability to connect toanother who being through virtual does that impact their ability to make them more coachablefor other individuals or other, you know, managers, if I'm trying to coachmy team or if I'm if you know, see I was trying tocoach another exact does that ability to connect play and play a role and howcoachable they can be through video? Yeah, I mean it does to an extent. It really starts with making sure that you have this ability to tonot have that air of I need to be perfect, I need to showup in some fancy way, or so I think for the most part you'reright. We've the fact that people are showing up more kind of raw andjust vulnerable and it's really broken down a lot of barriers and allow people toopen up to trust quicker. But it also means it it's not just oneand done. You have to continue to to go deeper and continue to movepast the the surface and see what's really going on for people, because oftentimeswhat you will see on the surface is not always what's really going on forpeople. So you have to be present, really listen to what's going on andyou have to listen with more intention on video than ever before, becauseyou don't get the luxury of seeing the the expressions that come through the vaught, the body motions, things like that.

Yeah, there's a lot less nonverbalcommunication that is visible. Right, maybe we get the shoulders up,but we don't see the rest of the body language that's going on. Andso when we think about this, part of it impacts our everybody's mindset.I mean everything that's been going on likelys and back to people's mindset. ButI'm wondering, if we get into kind of that coaching in more specificity,what are the things that get in the way of people being able to accessthat coachable mindset? Right, there's people that may benefit from me and coach, but they have to be willing to receive that coaching in a positive way, and I'm curious what you've seen that gets in the way of that.Yeah, because you know, one of the first things that comes to mind. I'm glad you kind of pushed on this because it's so important is thatbeing able to get in the coachable mindset comes from this place of being opento seeing yourself fully. If you're still putting up this facade that this personin front of me is going to point out my flaws, is going topoke at me and is trying to create a situation where I'm not good enough, then you're going to immediately start to put yourself on defense. But youhave to do you have to come from a place of knowing that the personin front of you has the best interest in mind and it's trying to helpyou to see how you could become better, to unlock that potential. And so, whether that Person Who's coaching you is a coach or a leader inyour organization, your boss, who's trying to help you to advance to thenext level of your career, they have to have the best interests in mindfor you and you have to have the open mind to seeing why they're sharingwhat they're sharing. Yeah, it comes down to it, sounds like youknow, making sure the coaches come in with positive intent first and foremost,understand they are dealing with the human being, and then and really paying attention asthey as they interact through this virtual environment. I'm curious, with allthe virtual does it change the way leader...

...should construct, organize coach their teamsto ensure their performing an optimal levels? I mean, I've seen the statsabout three hours of coaching a month increase performance by some outlandish percentage or somethinglike that, and I'm curious if that has changed at all in terms ofteam construction or coaching approach due to the result of being so much in virtual. Well, one thing for sure, ISS A. There's a desire tohave more coaching, more connection that is beyond just, you know, checkingin and having stads reports on projects or more meetings that are geared towards doingthe work, but more how are you doing? How can I help youto be more effect of to deal with issues that you're dealing with? Somemore coaching conversations required, but also the conversations have to slow down. So, as you notice, the way I'm talking right now is this element oflike trying to get more into this space that is really allowing things to tobe more calm and collective. The tone has to be in a place ofwanting people to know that you're here and you care. Well, on thatand I think you had on a really important point. Tonality, the waywe speak, the speed at which we speak, the inflection in the voicethat becomes, I think, even more important, especially in virtual and hopefullywill transfer once we're all back facetoface or there's some mix of the two.And this coaching thing is something that we, everybody knows. I think that it'simportant, or at least most people, I think, do, and theystruggle at times to really turn and create a coaching culture inside of theirorganizations. I'm curious from a coaching say, how did you get into coaching?What do you think it was about coaching that the many struggle with?Or perhaps you had a new approach on what was the draw? Okay,so I'll get into my first taste of coaching was near the very tail endof my time in corporate. So I...

...didn't have the experience of being coachedduring my corporate career and I think that was a big miss. I wishI had someone like me and my time and the corporate journey. So Ithink people should have coaches earlier on in their journey to help them through thoseinflection points. But when I did get coached, I started to have thesemoments where I said to myself like wow, this is there's something powerful about thisexperience. It's not just about the coach, it's also about me andallowing myself to slow down and to into have those questions asked of me,to dig deeper and to really answer them the way that I should. Themoment that really propelled me into coaching was this feeling that I could not continueto do the things the way I was doing them and have fulfillment in mylife. I had a moment in a board room where I was looking aroundat the leaders in the room and I said to myself that I can't collecta paycheck and allow the type of leaders that I'm seeing in this room topersist. They they're too toxic. They're just too concerned about their own wayof showing up and how they look and not concerned about how they're inspiring anddriving their people to become better, to be enriched in their experience of beingin the world of corporate and so I decided to leave. I had literallygot up and left the room to change the room, and that was thestart of my leap into the unknown. I may have had an experience ofcoaching, but I didn't know what it really meant to be a coach.So there was a lot of imposter syndrome, a lot of challenges. I meanI gone to coaching schools and got certified in more programs than a careto even mention. But the journey was, more than anything, of a journeyinside to find out who I really was. Made up who I wasso that I could serve other people in the way that I needed to beserved myself. Love it, yeah, I love it. It's it's powerfulwhen you come to that realization and you're...

...willing to make the changes necessary takethe risks. I mean, stepping out a corporate is is not easy.I we can speak to that myself. It's scary as hell, but todo it with that passion is quite impressive, and so I'm kind of curious whatimpacts, positive or negative, can organizations expect if they do embrace acoaching mindset or, on the other side of it, fail to do so? What does that look like? And a great question really. I thinkone of the things is that when they they embrace a coaching mindset, whatthey're going to start seeing is that people are going to start to open theireyes wider to what's possible for themselves, but also speaking up on the thingsthat are not really going according to plan and not just, you know,allowing them to persist. The issues that persist are going to start to bubbleup quicker and you're going to start seeing those things that we would normally toleratewon't be tolerated as much as we used to. And that's why I lovecoaching and love the industry that have gotten into, is because it allows usto ripple the effect across many different areas. When one person's become becomes enlightened intothis idea of I see something that's not right and I'm willing to speakup and say something about it, other people see that and they leat theysee that example and they start to pick up on that and before you knowyou have a culture that's shifted in a different way and showing up differently.So those are the positives. The negatives could be that you could have toomuch change happening all at once, which is ultimately a good thing, badthing. The real negative, if you don't embrace a coaching culture, isthat you're going to have a lot of people who ultimately are stuck in patternsand will eventually find themselves not evolving and adapting to the future, which weknow how that's going to work. That's definitely not where you want to be. All right, let's let's Pivet here...

...a little bit talk about inspired purposecoaching. You know, you told us you walked out of corporate and youstarted taking the trainings and the courses and the certifications and all that. Howdid that Morph into inspired purpose coaching or were there other steps along the way? Yeah, I mean the first for it was more of a business coachingslant, where I was working to be helping businesses to become better, becausethat's what I knew. I was coming from a business background and I thought, you know, this is what I do. But as I started toget clear about who I was meant to serve, I started to see thatmy true inspired purpose was to help accomplish leaders to connect with their purpose,they are inspired purpose, to do what they're meant to be doing in theworld and to find that clarity themselves so that they can do work that lightsthem up, that finds fulfillment for them in their lives, not just intheir work, and allows them to have an impact on the people around them. So that all really kind of came from doing the work, showing upand continuing to explore the possibilities of what I could do, and then eventually, through that process, I found more and more who I was meant towork with. I love it all right. So let's change the direction here alittle bit. We ask all of our guests two standard questions at theend of Eachanne. Yeah, first is simply as a chief inspiration officer,that makes you a prospect for a lot of people that are out there.So you're probably having a lot of people reach out to you on a regularbasis and I'm always curious to learn when they don't have a trusted referral intoyou, how do they capture your attention, capture your curiosity or something and earnthe right to time on your calendar? What works best for you? Yeah, it really comes down to if a person is really speaking to adesire to do the work or desire to really want to make a change.Is Here's the thing. I have to... my people, very people whowork with me, very closely and very a lot, because I want tomake sure that I'm not here to do the work for a people come intomy world. It's a cocreation, you know, in part of what Ido is allowing myself to to create a space for people to do their workfor them, and it's a very powerful CO creation process. So someone showsup and expects me to make the change for them, we're not a fit. It has to be somebody who's willing to do or I mean it's kindof it's almost kind of like therapy to write. If you're not willing todo the work, worse even any type of education. If you're not willingto do the work and step into it, then don't waste your time or,quite frankly, those of the people that are trying to help you.All right, so last question. Call it our acceleration inside. If therewas one thing you could tell sales, marketing or professional services people, onepiece of advice you could give them that, if they listen to you, believewould help them hit their targets, work seed them. What would itbe and why? Yeah, I would say the one thing I would sayis continue to show up and collect nose as much as possible, because inthose nose are insights as to where you will be able to get to thethings that will generate your business. I've collected so many knows along the waythat you would think that I give up, but I realize that it you know, through that I learned so much and now I'm finding myself to reallycut through the noise and see who I'm meant to say. Yes do.I love it. That is some great advice, Tony. I can't thankyou enough for being on the show today. Is there's some place you'd like peopleus to send people if they're interested in talking to you, learning moreabout inspired purpose coaching or anything else? Yeah, this two places that cometo mind. Number one would be my website, which is inspired purpose coachcom, and the other place would be my..., is for sale on Amazon, which is called climbing the right mountain. It's a book about how people tonavigate their path and thinking about the path they're on and realizing that there'salways another path that they can get on and they're ready to make the change. I love all right, everybody. I want you to pick up thatbook check it out. Tony's been an absolute pleasure. Cannot thank you enough. Thank you all right, everybody that does of this episode. You knowthe drill be to be REB exactcom or itunes. If you like what youhere, leave us a review. Until next time. We have value sellingassociates, which we're all nothing with the greatest success. You've been listening tothe BB revenue executive experience. To ensure that you never miss an episode,subscribe to the show and Itunes or your favorite podcast player. Thank you somuch for listening. Until next time.

In-Stream Audio Search


Search across all episodes within this podcast

Episodes (238)