Introduction: - Host introduces Dionne Mejer, a guest with a strong background in sales and inside sales, who now runs her own business. - Dionne shares that she initially didn't want to be in sales but found her passion for technology and building relationships. - Host emphasizes the importance of sales skills in any profession and encourages everyone to learn sales.   Background: - Dionne provides insight into her company, Inside Sales By Design, which focuses on creating and revamping sales infrastructure for organizations. - They offer services such as blueprint creation, framework development, job descriptions, onboarding, and interview support. - Recently, they have been working on driving adoption and utilization of technology tools within organizations.   Driving Adoption of Technology: - Dionne highlights the challenge of getting sales teams to embrace and utilize technology tools effectively. - Many organizations focus more on tracking and monitoring rather than empowering salespeople. - Inside Sales By Design takes a more agile approach, encouraging organizations to start small and gradually integrate technology into daily practices. - They begin by identifying keywords and successful sales pitches, transcribing and tracking their usage to encourage adoption. Top Performers in Sales: - Dionne discusses the traits she has observed in the top 10-20% of sales reps. - These individuals demonstrate ownership, focus, and resourcefulness, with a clear vision of their goals. - They excel at filtering out unnecessary elements and prioritize effective conversation and frictionless selling. - The motivation behind their behaviors drives their success.   Embracing Innovation and Change: - Host and Dionne discuss the importance of salespeople recognizing the need to innovate. - They explore the concept of stream ownership and how reps can take ownership of their sales processes and adapt to changes. - Cultivating a mindset of innovation and embracing change helps salespeople stay ahead in a competitive market.   Conclusion: - Host concludes the episode, thanking Dionne for sharing her insights and experiences. - Encourages listeners to embrace sales skills and highlights the value of creating and fostering strong relationships in sales. Contact : Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461