Manage Smarter is the weekly show for sales managers and emerging leaders. Each episode is a frank, fast-paced and sometimes humorous discussion of the challenges facing managers from the front lines to the C‑Suite. We address the metrics, strategies and solutions needed to improve team performance, sales, marketing, customer experience, company culture and overall productivity. And we do it through entertaining interviews with innovative managers, startup leaders and executive coaches to help you become a better boss. Watch the latest episode above.
Lee Salz is CEO of Sales Architects, business consultant and an expert in sales differentiation. entitled Sell Different!, which presents all-new sales differentiation strategies to outsmart, outmaneuver, and outsell the competition. In this episode, we discuss: how to identify your unique differentiators; analysis of touchpoints you have with prospects and current clients; how sales managers can break out of a mindset rut and drive themselves and their team to better performance; and why Lee hates the word "closing."
Robin Hills is the director of Ei4Change, a company specializing in educational training, coaching and personal development focused around emotional intelligence, positive psychology and neuroscience. In this episode, we discuss: how to identify how others are feeling and how you are feeling in the moment; how managers can harness emotions for good, rather than negativity; techniques to calm emotionally charged situations; and virtual emotional intelligence — what to look for in virtual meetings and remote teams and workers.
Futurist Jonathan Brill is the author of ROGUE WAVE and a keynote speaker. In this episode, we discuss: 4 major techniques for knowing about the future, no matter what field you’re in; the definition of Rogue Wave and how to reset expectations to successfully ride it out; more accurate ways to predict the future right or wrong given current information; the future of labor shortages and automation; salespeople job changes in the future and what to expect; and cryptocurrency predictions.
Carol Kaemmer is author of LinkedIn for the Savvy Executive and offers expert courses in LinkedIn optimization. In this episode, we discuss: the most common mistakes most leaders make on LinkedIn; LinkedIn etiquette mistakes and best practices; common settings mistakes that can damage your LinkedIn credibility; and behavioral checklist for positive changes to your LinkedIn profile.
Michael Tanner is a leadership veteran and expert in building credibility and effective leadership. He is the CEO of his company Credible Leaders. In this episode, we discuss: why leadership should positively impact lives, not just revenue; why credibility is the foundation of leadership; the Leadership Equation and its 4 variables; and how to increase your competency in leadership effectiveness and practice.
Jennifer Mackin is a ForbesBooks author of Leaders Deserve Better: A Leadership Development Revolution, and a leader of two consulting firms – CEO of Oliver Group, Inc. and President and Partner of Leadership Pipeline Institute US. In this episode, we discuss: The lack of a pipeline of emerging leaders in the workplace; the damage lack of preparation of younger leaders can cause nationwide; how senior leaders should be involved and aligned in professional development of leaders of long-term business planning; and the 4 most common ways leaders miss out on developing their people.
MUST HEAR EPISODES
Brian Tracy has consulted for more than 1,000 companies and is the top selling author of more than 80 books on business and personal success. As a popular keynote speaker and seminar leader, he has addressed more than five million people in 5,000 talks and seminars throughout the U.S., Canada and 82 other countries worldwide. In episode 05, we discuss: the most important quality that a manager should have, the three most common mistakes leaders make, how to set better goals and the importance of the work culture.
Jeffrey Gitomer is the author of The New York Times best seller The Little Gold Book of YES! Attitude — which has just been published a new edition with many new tips to help you find, build and keep a winning attitude. In episode 13, we discuss: why attitude is critical to management and leadership; countering negative attitudes and how to change your attitude by changing what you think about.
Jeffrey Hayzlett is a primetime television host of C‑Suite with Jeffrey Hayzlett and Executive Perspectives on C‑Suite TV, and business podcast host of All Business with Jeffrey Hayzlett on C‑Suite Radio. Hayzlett is the author of three best-selling business books: Think Big, Act Bigger: The Rewards of Being Relentless, Running the Gauntlet and The Mirror Test. In episode 15, we discuss how the C‑Suite thinks, how to talk to them and how to become one of them.
Jennifer Gluckow is an author and founder of Sales in a New York Minute as well as host of a YouTube Channel of the same name. In episode 16, Jennifer discusses how age plays a role in the workplace and uses her professional experience to share her advice for young managers and first-time managers.
Tom Peters is a best-selling author and world renowned expert on business management practices. Peters is co-author of In Search of Excellence—the book that changed the way the world does business, and often tagged as the best business book ever. In episode 19, we discuss: Tom's new book — The Excellence Dividend, how to avoid being replaced by technology, the characteristics of a successful team and the critical need for soft skills mastery by managers at all levels.
Dr. Christine Porath is an Associate Professor and Researcher at the McDonough School of Business at Georgetown University and an expert in workplace incivility, its costs and remedies. She is author of Mastering Civility: A Manifesto for the Workplace and co-author of The Cost of Bad Behavior. In episode 28, we discuss her research on the decline of civility, how it affects productivity and what managers can do about it.
Cy Wakeman is a drama researcher, global thought-leader, and New York Times best-selling author who is recognized for cultivating a counter-intuitive, reality-based approach to leadership. In episode 32, we discuss: Cy's definition of drama, and the effects on the workplace, acceptable ways to react to drama that has been created and how to hire low drama employees.
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).
Kevin F. Davis is the founder and president of TopLine Leadership. Over the past 25 years, more than 20,000 sales managers from many of the world’s most successful companies have attended his 2‑day workshop on sales management leadership. Kevin is the author of The Sales Manager’s Guide to Greatness: 10 essential strategies for leading your team to the top. He is also the architect of SalesFuel's Sales Manager Training program and a facilitator as well. In this episode, we discuss: the #1 reason sales managers fail; the simple, common mistake sales managers make when working with AEs that blocks productivity; how to have difficult conversations with your team; and sales and marketing alignment strategies.
ean Kantambu Latting, DrPH, LMSW-IPR is President of Leading Consciously, LLC, and Professor Emerita at the Graduate College of Social Work (GCSW), University of Houston. In this episode, we discuss: the definition of the racial divide at work; how to open difficult conversations in the workplace; and best practices for initiating a diversity, equity and inclusion program in the workplace.
ABOUT THE HOSTS
Audrey Strong is a veteran public relations and communications expert. She is currently Director of Communications for SalesFuel. She previously ran her own PR firm for 10 years and was PR Director for The Ritz-Carlton in Denver. Prior to that, Audrey had a successful career as an award-winning anchor/reporter/producer in TV news, including Chicago and Denver.
C. Lee Smith has been leading and developing people for most of his adult life in sales departments, nonprofits and as President/CEO of SalesFuel. Lee is a nationally recognized consultant and speaker. He is also the international bestselling author of two books: SalesCred and Hire Smarter, Sell More!