The Successful Coach

Pritha Dubey

Being an entrepreneur is equally difficult for both men and women, requiring both a strategy and the focus to implement that strategy.

For businesses, there are 3 things that impact customers’ buying behavior – hygiene, spending power (or “value for money”), and the digital experience. When at least one of these expectations is properly met, customers will stay with you.

For small-and-medium-sized businesses (SMBs), it’s important to offer a quality digital experience to your customers. Timely and accurate communication, consistent across platforms, is the most important aspect of this experience.

Due to the pandemic, the current business model must be changed. Businesses must become more innovative and look out for online summits where you can get prospective clients. Take this chance to collaborate with other coaches. Be innovative in building a network.

A bit about Pritha

Pritha Dubey is a Marshall Goldsmith-certified Leadership Coach, Leaders Excellence Certified Instructor℠, Former Dale Carnegie Trainer, Certified Personal Brand Consultant, and an Official Member of the Forbes Coaches Council. She has been regularly featured on Forbes, showcasing her views and opinions on sales, leadership, coaching, and more.

Pritha recently won the Best Sales Coach award by the ET Now World Coaching Congress 2020.

She is a skilled facilitator and coaching partner to many senior leaders in the Indian subcontinent.

As Creator and Founder of SUCCESS VITAMIN, she provides leaders, sales professionals, and women entrepreneurs the tools they need to harness the power within and live their lives in financial and emotional abundance.

Her success mantra comes from her personal experience that helped her scale up from being a financial consultant to being a highly successful business coach with a community of successful coaches. Throughout her journey, she employed the same practices that she teaches today.

She has spent over 18 years in the field of banking & financial services, human resources, and learning & development (L&D). Her hands-on experience in sales, leadership, training & coaching helped her formulate the sure-fire mantras of success.

Her clientele includes entrepreneurs, ‘solopreneurs’, and intrapreneurs.

She consults with large corporations on growing the effectiveness of their sales force.

And she also assists L&D teams at corporations to design and deliver immersion programs for their employees to bridge the competency gap.

Pritha is enthusiastic about all personality development work and believes that self-awareness is the key to making new choices about how you lead your life and business.

In addition to coaching leaders, she teaches women how to earn financial freedom based on her proven methodology of success. She works with women who aspire to have an inspirational career and work from the comfort of their choice to live a “laptop lifestyle” full of luxury and success.

Her Programs on Sales, Leadership, Entrepreneurship, and TTT (Train the Trainer) have been appreciated by professionals across the globe.

The unique format of her Women Entrepreneur Academy program merges every aspect of a successful women’s world – business tactics, money management, leadership, and sales guidance with fashioned content.

Her approach to coaching is what sets her apart – simple yet elegant, easy to follow, experiential, and result-oriented.

Where you can find her:
Website: https://www.prithadubey.com/
LinkedIn: https://www.linkedin.com/in/pritha-dubey/

Where you can listen to this episode:
iTunes
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Pritha Dubey 0:02

Suppose there is a directory that could be made of all the coaches that are available around the world. That directory becomes easily accessible to all the corporate. In that case, the corporate will get completely confused, whom to connect to, whom to call for business, and who to hire; they'll get completely confused because everybody, all of us, is probably saying the same thing.

Doug Holt 0:25

Hello, everyone. I'm excited to have a great guest with us today. Pritha Dubey is a seasoned sales professional who turned into a sales coach and is one of the very few sales coaches. You're going to find who doesn't just give you theory, but she shows you practical ways to solve sales issues. She's been there, and she's done that. She's helped tons of people around the world. And today, she's going to share her journey and some tips with us. Pritha, thank you so much for being here. We've talked about I butchered your name, and I apologize. So please tell everybody how to pronounce your name?

Pritha Dubey 1:03

Right? Yes, thank you so much, Doug, for calling me here on this podcast. I'm very excited. And for the benefit of all, I know it's a little difficult to kind of pronounce. But it is pronounced as Pri-tha Du-bey. But just to make it easier for everyone, many of my friends and colleagues, and clients call me PD, just a short form for that. If it is so critical, you can just address me as PD.

Doug Holt 1:33

Excellent. Well, my name gets changed whenever I do international speaking. It's always interesting. So I appreciate your humbleness and your understanding as we go through this. I'm excited to have you here because you do sales coach training, you do a lot more than just that, and your journey and transition out of two different careers are really interesting. I think it's going to inspire the people that are listening. Why don't we take just a couple of minutes, and why don't you share your journey on how you got here today?

Pritha Dubey 2:07

Yes, indeed, it is really interesting. I would love to share this because this is not a career that I had thought of or I had planned. I always say that I got into this career by accident. This is not what the entire planning was. I started as a sales professional, and I enjoyed my entire journey as a sales professional. I thought that I'm going to grow as a sales professional and make a mark for myself as a sales leader and run the business and grow revenue for an organization that always probably remains a salaried person. That's how I had always fought and had that aspirations will always be growing on those aspects, being a leader, and growing that way. But probably destiny has its games that destiny plays. So you no matter what you plan, whatever has been written by the person who is like, the top most person sitting there and whatever he has written, I think everything happens for a reason.

So what happened was that I was in the banking industry, and I was making sales, and it was running pretty well for me. I got bored with the banking industry and wanted to explore more of my selling skills to see how good I am in other industries. Would I be able to do equally good if I transform myself into other industries, and so? That kind of shifted me to the HR side, and I got into this placement, industrial HR recruitment, and HR consultancy placement industry. While I was there, it was very interesting that when I was working with the core organizations were looking for candidates to get placed. All that a very interesting thing came up but they were candidates who had an excellent qualification. I felt that the qualifications were relevant, yet they were getting rejected. I would initially not understand why such relevant profiles are getting rejected when I would talk to the senior management and the employers out there who were taking the interview.

The interviewers were asking "What was wrong?". So, when each profile I started evaluating. I started understanding what was going wrong. I understood that the organization would always say that if the person lacks knowledge, it's fine. I can teach it to them; if the person lacks certain gaps in the product aspect of the industry aspect, I can still teach it to them. But what is difficult for us to teach is an attitude, something that the person has to bring from within. And I realized that in an interview when the X-Factor somebody looks for, something's not clicking with this person. That's the competence that you look for in front of us as an attitude. And then I started getting into this whole aspect of you coaching them to kind of bring about that X-Factor, present that and crack an interview. From there, this entire journey happened so it was accidental that I got into that. But when I got into that, I realized that I enjoy this. And suddenly, this was supposed to be a calling sort of a thing for me, and I just got into it.

Doug Holt 5:46

And then that's a familiar story for so many people, right? They kind of fall into their passion in their careers and are going through it. Now, an interesting question, it's funny, a lot of coaches and CEOs sales becomes one of those words that they don't want sales, but they're not sure how to get it. How to keep their staff motivated and driven. Have you come across any tips or things that you can pass on to them about how to keep their staff-driven?

Pritha Dubey 6:17

You know what, Doug, the most important thing for a sales leader if you're talking about sales leaders. Whether I am a coach myself and a team, I'm also a sales leader because that's a business that I am owning, and I'm running. Or whether I'm in a corporation and there is a business revenue that I have to be responsible for, and whatever is happening, I am not directly going out to the field, and I am not doing the numbers, the sales team does the hard work. The whole way that the biggest thing that many times the sales leaders don't look at is their biggest motivation; one has to understand why this person is working with me? Why is this person working at all? That is the first question that one should ask why this person has chosen to even work? Why is this person not sitting at home and just enjoying the time? Why is this person working? That means there has to be a personal motivation.

So, first and foremost, the leader needs to understand that the reason we all know how hard sales is how much effort a sales professional has to convince one customer whom they are getting in front of them to be able to get a competitive edge over others. There is a lot of effort at the sales professional as to why it has. Why is this person willing to put in the extra effort? Why is he willing to work so hard? Why has he not chosen an easy job, which would probably be extremely easy for him or her? There has to be a personal motivation, a personal goal that this person wants to achieve through this job. So therefore, as a sales leader, if we understand that personal goal and that personal motivation, it becomes very easy for us then to then to motivate this person because all we have to do is align his or her personal goal towards the organization's goal that alignment if it is done automatically, the entire team will start working in an extremely motivated way. That is what I feel.

Doug Holt 8:33

Yes, so true. And I've run into this trap, that owning multiple companies, myself, is frequently when you talk to a business leader or a coach who's running their business. They always think, well, they're motivated by money. But it goes several levels beyond that, doesn't it?

Pritha Dubey 8:51

It does. So that is where I'm not blaming them many times because that is how we have all thought that every motivation is because of money. Money is the single most motivational factor, but that is not the case. And I'm not getting into mass loss right now; everybody knows about it, but then at the motivation, the motivation varies on that pyramid. It does or part of you. Yes, it is money, it is money. At the same time, for a few, it is a recognition, whether my boss recognizes me or I am your might, you know, am I getting the credit for the good work that I am doing? Am I getting those appreciations that I wish or desire for, so sometimes, some people's motivation is that? Some people get motivated with the kind of growth or the designation attached to the label that gets attached to my name; if it feels nice that I was, I'm a manager that I'm, I am a vice president, then I'm a precedent. So everyone has a very, very different reason to get to feel motivated. And that is what our job as a leader is to identify what that personal motivation is? And then accordingly drive them?

Doug Holt 10:18

Excellent. Well, let's just say you've got your sales staff in place, and you're maybe doing sales yourself. Right now, we're in very interesting times we've personally never experienced in our lifetimes. What kind of revenue-generating ideas and things of that nature or sales ideas would you have for these small, medium-sized businesses, people just starting during these times?

Pritha Dubey 10:42

Very interesting. Today only I am, I wrote an article on that, something that I'm planning to send it to Forbes, but that will come out later. Something for the businesses, what I would like to tell us that there are three ways that customer behavior has changed. That is something that one has to keep in mind, the three ways customer behavior has changed. And the first and foremost is that all three ways have impacted the customer's buying behavior. Okay, the one thing is hygiene has taken precedence now. So before anything earlier, the ease with which we would pick up anything or smell it and bring it close to us or touch and feel and all that stuff. And that's not going to happen anymore. So, hygiene has taken on a lot of precedents. The first concern for anybody right now, the second aspect is the spending power has changed, earlier that impulse buying thing that we used to see a lot probably that may not happen anymore.

That spending power or a spending habit has changed, and the third thing is digitization. We are all seeing that a lot of these digital experiences is something that the customers are preferring. If these are so, if a business keeps these three things in mind, the customer will look for these three things that can help give me value for money and not break the law. The second is hygiene enough. I don't have to worry . I'm getting that assurance that their product or service is sanitized well, and it is not that harmful. And third, it is giving me the digital experience. I do not have to go to a crowded place or even come face to face with someone to purchase that. So, if these three things are met, then a customer stays with you. Otherwise, we have to understand the current situation: how is making a customer swipe his or her brand loyalty? No longer it is. It is so easy that just because I have, I was used to buying from you means I'm going to continue buying from you. No. If you are not fulfilling these three criteria of mine, I will ship to my brand. I am not so that brand loyalty has been put to the test. So, these three things we as businesses, we have to keep in mind. Yes, a little digitization is something we have to do. So, for small and medium businesses, I would say that as soon as possible. Try to get yourself on the online space as much as possible.

Give that digital experience to your customer. Through every communication you send to your out to your customer, one keeps sending out regular or timely communication to your customer. Second, through all these communications harps on how hygienic you are your products or services, whatever you are preparing how much you are taking care of the hygiene aspects before you are delivering it to the customer. Nowadays, most of these online e-commerce stores are talking about contactless and giving you contactless services. In India, we have this online salon at home salon services, so that nowadays nobody can go out to the salon. So when the lockdown got released a little bit, this salon services started offering this online thing. They will come to the house, and they will trim your hair or whatever beauty regimen you want to do. So they are going to come and do all that stuff. But this thing it is contact isn't that's it was pretty innovative. I wanted to understand how could that be contactless? I mean you're going to come to my house. You are going to be cutting my hair. How can that become contactless is something that I wanted. I wanted to explore. But then I didn't get the courage to kind of call them home. But what we need to understand as a business is my belief is yes, I'm not getting into what all they can do. If you keep in mind, you can accordingly strategize your entire business model now because the business model needs to change a bit in the current time.

Doug Holt 15:25

Excellent.

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When you look at this, many coaches that we've had on the show have changed for them; they used to meet corporations or fly out to big corporate events. How do you suggest these changing times that they still stay in that sales strategy or in that sales mentality, when things have evolved?

Pritha Dubey 16:45

Alright, sales strategy does not change; we have to understand the strategy remains the same. What is the strategy dependent on? Strategies depending on an annual objective, I have an annual operating plan for myself. So that plan I have to achieve now, yes, this year because of COVID. And because of the aspect that they have a lot of businesses that have that we shut for a long time. And also because again, as I said, the customer's pens have changed, the customer's pens have gone down. Many of the facilitators or coachable group coaching, corporate coaching, and corporate users to hire them. Now, for many of these corporates, the learning and development budget has been slashed. So even if they are interested, they want to hire probably right now they're going so that way, you can say that, if are the coaches or if my annual operating plan had an X figure to it that you know, by the end of the year, this is the kind of person to profit is what I was looking at. Then yes, that AOP requires, has to go through a little bit of change. And I need to kind of tweak it now because of the situation at the same time. That does not mean that my entire sales process will be on pause right now; that will not happen; my prospecting will continue.

The only difference is earlier, and my prospecting techniques probably were like attending an event, a networking event, or some kind of a conclave that is happening. Currently, I can't do that. At the same time, I have to be innovative enough and look out for all those; there are a lot of these online summits that are happening where these clients, my prospect lines, are also attending. Go and attend those places or organize your own online conclave online summits where you can invite people to create a lot of these free webinars, which is a very informative and knowledge sharing kind of a webinar. You don't have to do it all by yourself. Get experts whom you know. This is the time for coaches. This is the best time for coaches to collaborate. If you know, we all go because each one of us has a specialization. Nobody is working here who's saying that I am a jack of all trades and doesn't get hired. Each one of us is a master now. So you want to master leadership, say I am a master in sales, and there's somebody who's a master in communication. There is somebody who's a master in executive presence. Now all of us are individually required by the corporate, and so what can we do? We can create a panel, a webinar where these experts are coming in, and share their value and invite all these corporations there. This is how again, you're building a network, and you're connecting with them. So the sales have to happen; the only difference is that the sales model will change earlier if it was more about connecting with them.

And if we if, I talk about any raw sales funnel, like, connect with the prospect, convert them into a lead, and then check their interest and then make them into a convert. That probably will get a tweet, and now it is more about creating awareness. First, you have, we have to invest a lot of time. So the top more than the top of the funnel is awareness. The awareness, it then moves into an engagement. So the people who might have you know, created, I am weird, have made them aware, few of them are now coming to the middle of the funnel, and they are the engaged people, they are now engaging with me, they are participating with me. From that engagement, I'll have involvement, a few of them will start sharing, and you know, they are probably purchasing, and they are hiring. And from involvement happens advocate. Now the time is to create an advocate, so we have to depend on our existing customers. And through them, we have to use our sales strategies to work through our existing customers. I hope that makes sense.

Doug Holt 21:20

It makes complete sense to me because we've done, you know, I've been involved in coaching for over 20 years now. And we work with a firm here called Boxer here in the States, B-o-x-e-r. They specialize in working with coaches, and like many the things that we've been focusing on since before COVID, but certainly when COVID hit, and we've seen a big difference, as you look at the funnel going down. I think many people got worried about what was happening and didn't do anything where others like yourself moved forward. You want to pick your specialty because I think talking to you a couple of times, I think you can probably do everything if you wanted to. But yet you choose to stick in your niche and focus on the areas you're best known for.

Pritha Dubey 22:06

If you ask most of the coaches who aren't there and because of the war because of study because of personal experiences, also Yes, most of us can do everything, but then that is not advisable. Because if we continue to do, if I go to a customer or a client and I say, "I can give you leadership, I can do communication, and I can give you sales I can give you stress" at doesn't I will give the customer stress because the customer will say a customer will feel that why am I coming to this person I am this person going to help me it's like let us take an example we have these FMCG companies. For detergent, they come up with a different brand. So, it could be the same Unilever, but the detergent brand is different.

Their cosmetics brand is different. Their beauty products are the soap that site is different. So, no one can say that you look through the Tide. If Tide is a brand, then I'm going to use Tide as a shampoo that dies as a detergent, Tied as a body soap, Tied as a makeup product. No, that is not going to work. Yeah. So, when people The idea is what is the idea of creating that niche The idea is when people think of Tide as a brand, they immediately think of detergent or whenever they are thinking of detergent Oh my detergent is over I have to order a detergent immediately is that oh I have to order Tide. The idea is that it should become a generic brand by itself; that is what all organizations are trying to do for a very long time. People would not say photocopy people would say let's go and get Xerox. Now, why was it called to go and get it? So, that is the fun of creating a brand for yourself, and the brand happens when there is a niche.

So that if somebody is thinking of leadership or somebody is thinking of a mentor, they think of a dog or somebody is thinking of sales ripping off the printer. So that is where the linkage would be if I specialist otherwise a customer may just get confused, and we need to remember that you know if we try to if there is a directory could be made of all the coaches available around the world. And suppose that directory becomes easily accessible to all the corporate. In that case, the corporate will get completely confused about who to connect to whom to know who to call for business and who to hire. They'll get completely confused because everybody all of us is probably saying the same thing.

Doug Holt 25:01

Yes, absolutely. It is so true. And then one of the things that you do amongst other things is you have a specialty of working with women, female entrepreneurs, and an academy. Do you see a difference? I want to know more about that, but also, do you see a difference that women are facing in today's economic climate versus men?

Pritha Dubey 25:25

All right. So here probably you are; you are just taking the feminist side of me a little bit.

Doug Holt 25:33

Just a little.

Pritha Dubey 25:38

So, let me tell you something, I, because of Okay, so, when I started, you know, when I started my career, I'll come to this answer, I'll answer this, but I need to give you a background of because when I give you an answer, I want you to understand the audience to understand the context behind it when I started, I started up in the profession of sales. And I very clearly remember during one time, the first time when I had it, I was attending the office and my boss out there was allocating regions for each of the members of the sale. He had allocated an industrial zone for me. The military is located where one of my senior colleagues immediately opposed it, and he said no, no, you cannot do that. So, my boss was like, why? So, he said no, that is an industrial area, it is only factories and manufacturing units and pull off only, you know, this heavy vehicle and the truck owners. It is not safe; you cannot send a girl to that area to manage that area. My boss replied that if that was the case, she should not have chosen sales as a profession. And since then, you know, it got into my mind that it is it is there is there is

This gender discrimination or the fact that you know something is difficult for women and something is not difficult for men, and that whole part only vanished from my mind. Being an entrepreneur and being in this situation is difficult for both equally, both we are human, and if we are human, we have all the emotions. So, we have the emotions that we have. We are aspirational, and we have ambition, we want to grow we many of us men or women would have left a very very lucrative fatty pay job to kind of become an entrepreneur, few of us again men or women would have started just last year and probably it was just picking up when you know this kind of it as a roadblock. It is difficult for all of us equally because nowadays, this entire thing you know this masculinity is also going through a change and no longer men are the only breadwinners of the family right. So, if men are not the only breadwinners of the family then there is no there is nothing now called that you know, the only there is a there is it is difficult for women, or it is difficult for men, whatever is difficult for men, it will be difficult for women also.

So, I believe entrepreneurship per se is a very, is not a very easy thing it requires a lot of focus a lot of strategies and that strategy can be you know, it that a man can also fail to understand that strategy and implement the strategy and a woman can also fail to understand and implement that strategy probably I would feel that because women as we as women, we are a little more sensitive. So probably we would try to look at things with a more empathetic approach. And we are more practical that way. So it would be easier for us to calm ourselves down and adjust and, and we have to adjust and adapt to different kinds of situations. So rather than I would say, it is easier for a woman to adjust to a situation like this or adapt to a situation like this because we are mentally much more.

Doug Holt 29:26

strong. Got it. And so I won't go into those details. Well, we won't talk about those. But tell me a little bit about the entrepreneur Academy that you offer.

Pritha Dubey 29:37

Sure. So, uh, this Academy that I offer, it's called woman entrepreneur Academy. Again, I'm not getting into Please don't ask me why women why not for men? I'm not getting into that. I think mine was very clear that why are you? Why are women? The word currently entrepreneurship has it you know, woman and entrepreneurship have taken in history. It's just taking off. It isn't. It is not a very, very old thing that has been happening. It is a very recent phenomenon, woman, and entrepreneurship. I felt that women and entrepreneurship, many women entrepreneurs, a lack of women mentors and role models, and that is why a little bit of hand-holding and supporting and that guidance is required. And so what I do with this woman entrepreneurship Academy is that all those women entrepreneurs who are either aspiring, they want to start their own business and be their boss or Ghana, you know, laptop lifestyle, I call it a laptop lifestyle you sit at home with your laptop and do your business. All those who want to go to the laptop lifestyle and want to start on their own have that flexibility, I work with them, and I guide them, and I become their mentor. So I take them through that entire aspect of creating your business model and creating branding and selling and getting clients and making it big. So that entire aspect, the I I take them through that entire journey. That's what I do in that again,

Doug Holt 31:09

Absolutely beautiful and much needed, right? Everybody could use guidance along the way. And that's why this is called a successful coach. Well, if you've been so generous with your time, where can people find more information about you? Or if they want to get in touch with you to find out about the Academy or your coaching services?

Pritha Dubey 31:26

Absolutely. So it's again, my website is very simple, though. It has my name again and is difficult to pronounce. But it's www.prithadubey.com. Should I give the spelling of that or

Doug Holt 31:40

it'll be in the show notes. If you're watching us on YouTube. It'll be down below, wherever you'll get it, you can get that as well. And of course, you have a great show yourself called Success Vitamin was also fantastic. Well, again, thank you so much for being here with us. And I love to have you back later because I think there's so much more we can talk about.

Pritha Dubey 31:58

Thank you so much. It was a pleasure. Stay safe and take care of everyone.

Doug Holt 32:02

Yes. Thank you for joining us at the successful coach podcast. Please hit like and subscribe so we can bring you more great interviews like these. Until next time, have an amazing day.

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