The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 1 year 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 executive experience, a podcast dedicated to helping executives train their sales and marketing teams to optimize 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 performance teams, a topic that many of us are interested especially in a market where the Labor is so tight, so we want to make sure that we have an understanding of what this really means. To help us, we have Tony Martinetti, chief inspiration, offer Ed inspired purpose coaching. Tony, thank you so much for taking time and welcome to the show. Thrilled to be here. Thank you so much for having me, Chad. This is awesome. So we 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 only know you from work might be surprised to learn about you that only knowing from work. 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 your you know, you're coaching or through work or work with you, might be surprised to learn. Yeah, well, I tell you right now. I've got a massive music collection. That is it's kind of scary. I've collected years and years of years of like different types of genres and music. That is 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'm holding a Rolodex of some facts. That pretty much useless. And when you say collecting, we're talking vinyl? Are...

...we talking CD's? Are we talking all of the above? Both? Yeah, okay, and digital now too. Yep, okay, awesome. Yeah, I'm a huge music lovel probably you've got probably got me beat, but it's always great to meet another audio file. So all right, so let's talk about you know, we have this big shift to virtual that is it's always promising to go away. So we go back to person and then something happens and we seem to stay and virtual. 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'm curious if you've got suggestions or things you've learned that would help drive that deeper human connection through that screen interaction. Yeah, I mean I'll start by just saying how 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 you need some connection to to really relate with yourself, to other people, and everything 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 that the conversations were having on Zoom, they can't just be about business. They can't just be about getting the job done and what's the next thing we need to 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 other as we work on projects? How are we feeling about, you know, life in general? Because we don't have the water cooler any longer. We have to. We're making a conscious effort to really connect with people on a personal level, even if it means that...'s through video and it creates an interesting kind of situation for a lot of people. There's a there's a need to 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 virtual backgrounds used to driving nuts. I'm like, I don't care, let me let me 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 fine fit 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 I think it's some cases it might have even accelerated that, because people that it would 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 to another who being through virtual does that impact their ability to make them more coachable for other individuals or other, you know, managers, if I'm trying to coach my team or if I'm if you know, see I was trying to coach another exact does that ability to connect play and play a role and how coachable 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 to not have that air of I need to be perfect, I need to show up in some fancy way, or so I think for the most part you're right. We've the fact that people are showing up more kind of raw and just vulnerable and it's really broken down a lot of barriers and allow people to open up to trust quicker. But it also means it it's not just one and done. You have to continue to to go deeper and continue to move past the the surface and see what's really going on for people, because oftentimes what you will see on the surface is not always what's really going on for people. So you have to be present, really listen to what's going on and you have to listen with more intention on video than ever before, because you 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 nonverbal communication 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. And so 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. But I'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 access that 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 that being able to get in the coachable mindset comes from this place of being open to seeing yourself fully. If you're still putting up this facade that this person in front of me is going to point out my flaws, is going to poke 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 you have to do you have to come from a place of knowing that the person in front of you has the best interest in mind and it's trying to help you 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 in your organization, your boss, who's trying to help you to advance to the next level of your career, they have to have the best interests in mind for you and you have to have the open mind to seeing why they're sharing what they're sharing. Yeah, it comes down to it, sounds like you know, 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 as they as they interact through this virtual environment. I'm curious, with all the virtual does it change the way leader...

...should construct, organize coach their teams to ensure their performing an optimal levels? I mean, I've seen the stats about three hours of coaching a month increase performance by some outlandish percentage or something like that, and I'm curious if that has changed at all in terms of team 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 to have more coaching, more connection that is beyond just, you know, checking in and having stads reports on projects or more meetings that are geared towards doing the work, but more how are you doing? How can I help you to be more effect of to deal with issues that you're dealing with? Some more 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 of like trying to get more into this space that is really allowing things to to be more calm and collective. The tone has to be in a place of wanting people to know that you're here and you care. Well, on that and I think you had on a really important point. Tonality, the way we speak, the speed at which we speak, the inflection in the voice that becomes, I think, even more important, especially in virtual and hopefully will 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's important, or at least most people, I think, do, and they struggle at times to really turn and create a coaching culture inside of their organizations. 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 end of my time in corporate. So I...

...didn't have the experience of being coached during my corporate career and I think that was a big miss. I wish I had someone like me and my time and the corporate journey. So I think people should have coaches earlier on in their journey to help them through those inflection points. But when I did get coached, I started to have these moments where I said to myself like wow, this is there's something powerful about this experience. It's not just about the coach, it's also about me and allowing 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. The moment that really propelled me into coaching was this feeling that I could not continue to do the things the way I was doing them and have fulfillment in my life. I had a moment in a board room where I was looking around at the leaders in the room and I said to myself that I can't collect a paycheck and allow the type of leaders that I'm seeing in this room to persist. They they're too toxic. They're just too concerned about their own way of showing up and how they look and not concerned about how they're inspiring and driving their people to become better, to be enriched in their experience of being in the world of corporate and so I decided to leave. I had literally got up and left the room to change the room, and that was the start of my leap into the unknown. I may have had an experience of coaching, 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 mean I gone to coaching schools and got certified in more programs than a care to even mention. But the journey was, more than anything, of a journey inside to find out who I really was. Made up who I was so that I could serve other people in the way that I needed to be served myself. Love it, yeah, I love it. It's it's powerful when you come to that realization and you're...

...willing to make the changes necessary take the risks. I mean, stepping out a corporate is is not easy. I we can speak to that myself. It's scary as hell, but to do it with that passion is quite impressive, and so I'm kind of curious what impacts, positive or negative, can organizations expect if they do embrace a coaching mindset or, on the other side of it, fail to do so? What does that look like? And a great question really. I think one of the things is that when they they embrace a coaching mindset, what they're going to start seeing is that people are going to start to open their eyes wider to what's possible for themselves, but also speaking up on the things that 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 bubble up quicker and you're going to start seeing those things that we would normally tolerate won't be tolerated as much as we used to. And that's why I love coaching and love the industry that have gotten into, is because it allows us to ripple the effect across many different areas. When one person's become becomes enlightened into this idea of I see something that's not right and I'm willing to speak up and say something about it, other people see that and they leat they see that example and they start to pick up on that and before you know you 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 too much change happening all at once, which is ultimately a good thing, bad thing. The real negative, if you don't embrace a coaching culture, is that you're going to have a lot of people who ultimately are stuck in patterns and will eventually find themselves not evolving and adapting to the future, which we know 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 purpose coaching. You know, you told us you walked out of corporate and you started taking the trainings and the courses and the certifications and all that. How did 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 coaching slant, where I was working to be helping businesses to become better, because that'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 to get clear about who I was meant to serve, I started to see that my 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 the world and to find that clarity themselves so that they can do work that lights them up, that finds fulfillment for them in their lives, not just in their 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 up and 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 to work with. I love it all right. So let's change the direction here a little bit. We ask all of our guests two standard questions at the end 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 regular basis and I'm always curious to learn when they don't have a trusted referral into you, how do they capture your attention, capture your curiosity or something and earn the right to time on your calendar? What works best for you? Yeah, it really comes down to if a person is really speaking to a desire 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 who work with me, very closely and very a lot, because I want to make sure that I'm not here to do the work for a people come into my world. It's a cocreation, you know, in part of what I do is allowing myself to to create a space for people to do their work for them, and it's a very powerful CO creation process. So someone shows up 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 kind of it's almost kind of like therapy to write. If you're not willing to do the work, worse even any type of education. If you're not willing to 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 there was one thing you could tell sales, marketing or professional services people, one piece of advice you could give them that, if they listen to you, believe would help them hit their targets, work seed them. What would it be and why? Yeah, I would say the one thing I would say is continue to show up and collect nose as much as possible, because in those nose are insights as to where you will be able to get to the things that will generate your business. I've collected so many knows along the way that 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 really cut 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 thank you enough for being on the show today. Is there's some place you'd like people us to send people if they're interested in talking to you, learning more about inspired purpose coaching or anything else? Yeah, this two places that come to 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 to navigate their path and thinking about the path they're on and realizing that there's always 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 that book check it out. Tony's been an absolute pleasure. Cannot thank you enough. Thank you all right, everybody that does of this episode. You know the drill be to be REB exactcom or itunes. If you like what you here, leave us a review. Until next time. We have value selling associates, which we're all nothing with the greatest success. You've been listening to the 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 so much for listening. Until next time.

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