Manage Smarter is the podcast 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, 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.
Manage Smarter 156 — Audie Penn: Lean Principles
Audie Penn is the Managing Partner with Faro Partners. He is a board advisor, executive consultant, and certified lean practitioner at the bronze, silver, and gold level. In this episode, we discuss: the definition of Lean Principles; how leaders should prepare their teams for changes to come; and at what point coaching crosses over into handholding management, slowing the lean process.
Manage Smarter 155 — Sky Stephens: Improving Lead Gen and Preserving Margins
Sky Stephens, co-founder of the Association of Professional Builders, a leading business coaching company dedicated to improving the residential construction industry for both builders and consumers. In this episode, we discuss: what is the #1 need her clients see in getting greater lead generation and success; her advice to managers struggling with improving margins; how she counsels clients on profitability, growing managing teams and margins; the sales training program she launched to drive greater lead gen and revenue; and advice on maintaining rate integrity during a lull.
Manage Smarter 154 — Paul Katzoff: Avoiding Data Breaches When Working from Home
Paul Katzoff is the CEO of White Canyon Software where he continues to drive growth at through direct sales, outbound connections and strategic partners. In this episode, we discuss: the cost of physically destroying drives and environmental impact; destroying data vs. wiping computers clean; tips on improving security for your remote worker data access; and the Do’s and Don’ts one managing home computers networks via an office VPN.
Manage Smarter 153 — Bill Eckstrom: In Sales, Get Comfortable Being Uncomfortable
Bill Eckstrom is founder and CEO of EcSell Institute, the world’s first and only organization to measure and quantify leadership effectiveness. In this episode, we discuss: how one moment of truth made Bill embrace discomfort to greater performance; tips on how to force your team into discomfort and accelerated professional development; how to handle staff members who resist embracing the unknown and unpredictability; definition of The Growth Rings; and The Coaching Effect and how to implement it.
Manage Smarter 152 — Dennis Doran: Improving Your Soft Skills
Dennis Doran has successfully served the construction industry for over 30 years as a contractor, consultant, strategic trainer & facilitator, development coach and public speaker. In this episode, we discuss: how to recognize soft skills and cultivate them in your day-to-day interactions; the value of soft skills from three generations with boots-on-the-ground perspectives; and how soft skills give you a better understanding of yourself.
Manage Smarter 151 — Ali Awad: How a Child Immigrant Became a Multimillionaire CEO
For the Holiday season, we present the uplifting story Ali Awad. Also known as @ceolawyer on social media, Ali is a successful lawyer/entrepreneur with his own multi-million dollar law firm (Ali Awad Law, P.C.) and media company where he teaches lawyers, doctors, and other professionals how to brand themselves digitally and generate clients through social media. In this episode, we discuss: his immigration as a child into the carpet mills of Georgia; how he went from speaking no English to being one of the youngest JD/MBA graduates in Georgia State history; how he started his first businesses and his tips on how to scale up quickly; and how he uses digital media and social media to drive leads.
MUST HEAR EPISODES
Manage Smarter 05 — Brian Tracy: The Most Important Qualities Managers Must Have for Success
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.
Manage Smarter 13 — Jeffrey Gitomer: Attitude is Everything!
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.
Manage Smarter 15 — Jeffrey Hayzlett: Secrets of the C‑Suite
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.
Manage Smarter 16 — Jennifer Gluckow: Tips for Young and First-time Managers
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.
Manage Smarter 19 — Tom Peters: The Excellence Dividend
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.
Manage Smarter 28 — Christine Porath: Mastering Civility in Your Workplace
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.
Manage Smarter 32 — Cy Wakeman: Ditching Drama and Entitlement
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.
Manage Smarter 50 — Michael Houlihan: The Money Map Every Manager Should Show 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).
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!