Doug Fletcher is the co-author of a new book titled, How Clients Buy: A Practical Guide to Business Development. Doug will be sharing with us today insights into winning client business based upon his 25 years of practical experience, and the research he has conducted over the past 4 years. In this episode, we discuss:
Category: Manage Smarter Episodes
Brian Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. In this episode, we discuss: the Top 10 Power Phrases all managers need to know to motivate internal teams and external clients to action; his management strategy that resulted in selling one million dollars in business in 12 months; and how to craft great questions to elicit more informed, positive responses.
Edward Tenner is a distinguished scholar of the Smithsonian ‘s Lemelson Center for the Study of Invention and Innovation. In this episode, we discuss: how becoming more efficient can have unintended consequences; Campbell’s Law: how measuring new efficiencies may make your staff change behavior to meet new incentives; how Big Data affects you and your business and can cause “Competitor Neglect;” and the pitfalls of False Positives.
Deborah Thomas-Nininger is the founder of DTN Productions International, a company that provides professional development training on all areas of international and domestic protocol specializing in reputation management, business etiquette and communication effectiveness. IN episode 62, we discuss: the definition of gravitas for leaders as one of the 4 pillars of character; why taking the time to up your effort at etiquette/manners will pay off; What managers need to do to become defined as “serious leaders” in their organization; and the importance of email responses, tone of voice, body language etc. in the workplace.
Tabitha Laser is an accomplished professional with an extensive background in organizational culture in companies such as BP, 3M, and CH2Mis and others. Her upcoming book, Organization Culture Killers, addresses how to build a path that tomorrow’s leaders can follow in order to avoid the mistakes of their predecessors. In this episode, we discuss how to build a path tomorrow’s leaders can use to avoid mistakes of predecessors and how managers should analyze what happened prior to taking over.
James Rores is a sales performance expert, CEO of Floriss Group, author of the Collecting WINS Sales Methodology, and Founder of the Growth Multiplier Movement. In this episode, we discuss: the definition of Servant Leadership; show up and be in service while leading people we are with; how serving shared goals and leading a buyer can boost your business; what is the Growth Multiplier Movement and how to implement it to sustain sales growth.
Lee Caraher is the best-selling author of two books titled The Boomerang Principle–Inspire Lifetime Loyalty from Your Employees and Millennials & Management. She’s also the CEO of Double Forte, a national PR/Communications agency headquartered in San Francisco and New York. In this episode, we discuss: how your career can suffer from poor communication; managing to hold teams accountable for information they receive; and managing how you talk to millennial workers.
Meg Manke is COO of Rose Group International and co-author of “iX Leadership: Create High Five Cultures and Guide Transformation” In this episode, we discuss: how internal culture can equal leadership failure; the axis to assess culture types and work preferences; and implementing clarity and accountability with the “Mad Hatter” Principle.
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.
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.
Scott Dikkers is the founder of TheOnion.com, The AV Club and the #1 New York Times bestselling author of “How To Write Funny.” He’s also been named to TIME magazine’s Top 50 “Cyber Elites” alongside Steve Jobs, Bill Gates and George Lucas. In this episode, we discuss: how workplace humor can be a danger area;
the 11 different kinds of jokes and literary devices; and the difference between creatives and non-creatives spheres in the workplace.
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.