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In this second episode of "Deciphering Digital," host Chuck Aikens welcomes Jay Mays, a former standup comedian who has transitioned into a sales consultant, for a deep dive into the surprising parallels between the worlds of comedy and sales/marketing.
Jay brings his unique perspective to the table, offering a blend of humor and insightful strategies that can revolutionize how sales and marketing professionals engage with their audiences.
This episode illustrates that integrating comedy principles into sales and marketing can significantly enhance engagement and effectiveness. Jay Mays offers practical and insightful advice, drawing from his experience in both comedy and sales, to help professionals in these fields connect more deeply and successfully with their audiences.
Listen to this episode to discover how you can transform your sales and marketing strategies by incorporating the art of storytelling and the authentic techniques of comedy into your business practices.
Jay Mays explores the powerful concept that connection is stronger than perfection through a compelling story about two juicer salespeople, one who executes perfectly and another who spills and recovers. Jay reveals that making a human connection often trumps being perfect in your delivery and illustrates the significance of authenticity and relatability in communication.
Jay Mays unveils the art of the dramatic pause and illustrates how a well-timed pause can completely transform the meaning and impact of a presentation, especially in high-stakes situations like sales. Learn how to use pauses effectively to allow your audience to catch up and process information, enhancing engagement and understanding.
Jay Mays addresses managing pre-show, presentation, or meeting anxiety. He emphasizes that feeling nervous is a natural and universal experience, arguing that stage fright occurs because people care about their performance. Mays discusses the importance of reframing nervousness as excitement and balancing feeling both nervous and excited.
Jay Mays started his career in sales back in 1996 with nothing more than an old Nike shoebox as his CRM selling dial-up accounts and web hosting plans to small businesses.
From humble beginnings, his tools have evolved, but his passion for supporting his clients has remained steadfast. Jay has closed deals with industry giants like AT&T, Red Bull, Meijer, and the Miami Marlins. While he doesn't keep count of unsuccessful pitches, he believes these have been even more instrumental in shaping his sales approach today.
Interestingly, Jay's background as a stand-up comedian is what has most significantly influenced his sales approach and tactics he honed on the comedy stage have found their way into his sales programs at Pitch Lab.
Through Pitch Lab, Jay has been teaching sales teams to use the same techniques comedians have mastered to differentiate from the competition, build stronger connections and win more deals.
