Anthony Iannarino is an international speaker, bestselling author, sales leader, and entrepreneur. He is the author of “Eat Their Lunch – Winning Customers Away From Your Competition,” “The Lost Art of Closing” and “The Only Sales Guide You’ll Ever Need.” He blogs frequently on thesalesblog.com and hosts his own podcast called In the Arena. In this episode, we discuss: Managing so you can win new business away from competitors; The 4 Levels of Value Creation; and how discovery with team members can help them find new routes to closing sales.
As managers, we know it’s important to listen to what our team members tell us. We also know it can be hard to get people to open up about what they are thinking.
Tina Greenbaum is a High-Performance Specialist, holistic psychotherapist, author, speaker and workshop leader. She is the creator of the program Mastery Under Pressure, an executive coaching program that teaches Olympic-level mindset skills for peak performance in high-stakes and high-stress environments. In this episode, we discuss: becoming a calmer manager to boost team performance; how to be aware of stress points in the moment without judgement; questions to ask about goal setting vs. stress levels; and dealing with fear and negative self-talk.
If you’re in a leadership position and want a specific part of your business to improve, don’t wait around for something to happen. It’s up to you to direct the change.
Gerhard Gschwandtner is founder and publisher of Selling Power magazine – the leading periodical for sales managers and sales VPs since 1981. He owns the Sales 3.0 conference, and has authored 17 sales management books and is the creator of the Peak Performance Mindset training program. IN episode 54, we discuss: how he got meetings with Malcom Forbes and Donald Trump; the #1 problem/mistake sales managers and leaders make; the top 2 things you need to be successful in sales and negotiations; and the 3 Levels of Sales Mindset you MUST have to reach your A-Game.
hristina Unrein is Founder of Possibility Lab and she is a Clarity & Happiness Coach for Achievement-Driven Leaders, Business Owners & Teams creating personal and business solutions that focus on mindset, happiness, and resiliency. In this episode, we discuss: the definition of happiness, what warning signs mean an employee will never be happy in your organization, and specific steps to change your mindset to be more fulfilled at work.
If you’re having trouble hiring the kind of salespeople you want, those who excel and show hustle, you might need to change your strategy.
For more than 25 years, the last 15 with his own firm Broadway Advisors, Tom Paccioretti has been a turnaround consultant and crisis manager helping financially troubled companies and their stakeholders.
His more than fifty clients included Barneys New York, CalFruit Eagle, Trend Technologies, Z Gallerie and EZ Lube. In episode 52, we discuss: managing up and down in crisis and turnaround situations, managing cash conversion cycles during crisis/turnaround scenarios, making senior leadership walk the customer experience for turnaround discovery.
Dr. Joey Faucette is a best-selling author and consultant with an expertise in positive work cultures and management. In this episode, Audrey, Lee and Joey discuss: why positivity creates better productivity; creating an environment where as you age, you can crave lifelong learning; and ideas for better worker appreciation/gratitude programs.
Carter Cast has uncovered the key reasons that good people – talented, motivated, got-game people – run into trouble when they move from contributing to managerial roles. This is fascinating research, especially in the context of a sales organization where so many great reps fail to make the leap to successful managers.
The end of 2018 also marks the end of a fantastic season 1 of the Manage Smarter podcast. Here are the 10 most popular episodes based on downloads, iTunes popularity and listener feedback. We have an exciting Season 2 in store for you starting January 6, 2019!
Michael Houlihan is the co-founder of Barefoot Wine, now, the world’s largest wine brand. He, along with Bonnie Harvey, are consultants, international keynote speakers and New York Times Bestselling authors. In episode 50, we discuss: the definition of The Money Map and why every manager should show this to their employees; how to get employees to understand where their salaries come from; how to identify and hire a “hustle” mentality; and the unique concept of a Two-Division Company (Sales and Sales Support).