Team Building and Communications Archives • Page 2 of 2 • My Quest for the Best

Category Archives for "Team Building and Communications"

colleen francis

31: Honesty Sells – Interview with Colleen Francis

Sales Expert and Member of the Canadian Speaking Hall of Fame

Ottawa, Canada

In this My Quest for the Best podcast episode, Colleen Francis talks to Bill Ringle about sales, leadership, and what sales reps need to do in order to get out of the purchasing office and into that higher level of relationship with their clients.

Listen to this interview to learn:

  • How she decided to leave a successful career to start her business
  • The shipping company case study, where small spot sales were converted to larger, more frequent sales
  • What hurdles companies need to clear in order to approach sales with greater effectiveness
  • A practical tip for helping salespeople move outside their comfort zone
  • The importance of dispelling the myth that selling is an innate skill, so your business can grow

Interview Insights

Click to Read the Show Notes

1:05 [How Francis was recruited into sales right out of university] – “I’ve always had a career in sales.”

2:05 [On why companies hired her to help with growth] – “A lot of companies, especially smaller companies, had hired me as a sales VP way too soon. We didn’t have a product yet. we didn’t really have a market yet.”

3:24 How Francis decided to leave a successful career to start her own consulting business.

4:00 “The good news about setting up a consulting business is that it’s not an infrastructure heavy business.”

4:25 “I didn’t feel comfortable, or neither did I feel like it was ethical for me to be searching for clients while I always working for another job.”

5:43 [On Francis’s ideal client] – “We love to work with organizations that have sales teams. Typically we work with organization in the mid to large size…in a B2B environment.”

7:38 “I’m not interested in working with companies that have a hit and run attitude.”

8:47 “If you spend a lot of time at the front end of that sales cycle developing that relationship, then that customer’s going to stay with you a lot longer.”

9:45 The shipping company case study, where small spot sales were converted to larger, more frequent sales.

11:05 “The most important thing there was getting their sales reps out of the purchasing office and into that higher level relationship.”

12:34 [On the evolution of sales] –  “We had to start talking in terms of the benefits that these big programs had, and the results that they were going to give.”

12:53 [On the importance of employee engagement] –  “Just because a client signs a contract doesn’t mean that they’re actually going to use that contract.”

14:02 What hurdles companies need to clear in order to approach sales with greater effectiveness.

14:39 “It doesn’t make sense to train a team on a new methodology, a new process, and new mindset and not have anybody in place to help reinforce that.”

15:15 “It’s really hard to get sales people out of their comfort zone and start selling to different people in the organization.”

16:53 “Once they meet new people, they realize how transformational that can be to speeding up the sales cycle”

17:15 [The benefits of team-selling] – “Some people won’t be able to get out of their own way until they see the proof.”

18:10 “The biggest leadership mistake that I see – at the CEO, or the founder, or the President – is that they believe that selling is an innate skill that people have or they don’t have.”

18:26 “Selling is a skill that needs to be refined and changed and honed.”

19:28 Francis’s tips and tricks for staying productive and on task.

Expert Bio

Colleen Francis is driven by a passion for sales – and results. A successful sales professional for over 20 years, Colleen has studied the habits of the top 10% of sales performers from organizations of all sizes and shapes – from small businesses to Fortune 500 companies. She has complemented conventional sales wisdom with proven sales strategies that get results in today’s tough economy.

Through her company, Engage Selling Solutions, Colleen has condensed this winning formula into an internationally acclaimed sales training system, helping sales professionals everywhere to make an immediate and lasting impact to their results. Her services are regularly sought by leading organizations throughout the world including RBC, Adecco, Bell, Dow Chemical, HelmsBriscoe, Wilhelmsen and many others.

Colleen has been distinguished as a Certified Sales Professional, is a past President of the Canadian Association of Professional Speakers, and is a member of the Canadian Speaking Hall of Fame. Sales and Marketing Magazine has called Colleen and Engage Selling “one of the top 5 most effective sales training organizations in the market today.”

For more information, visit Colleen’s website.

Contact Info for Colleen Francis

Business Phone: 877-Engage-U (364-2438)

Web address: EngageSelling.com

Travels From: Ottawa, Canada

Follow Colleen:

Twitter

altBooks by Colleen Francis

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kristin arnold

30: Boring to Bravo – Interview with Kristin J. Arnold

President, The Extraordinary Team

Scottsdale, AZ

Listen to this interview to learn:

  • How keeping in touch can lead to new work.
  • The importance of always going the extra mile for clients and how it pays off.
  • What a focus on streamlining your business can do for you.

Expert Bio

Kristin J. Arnold, MBA, CMC, CPF, CSP is passionate about making meetings more engaging, interactive and collaborative.

As a high stakes meeting facilitator, trainer and keynote speaker, Kristin has worked with thousands of senior executives, project managers and team leaders in Canada and the USA, challenging their traditional notions about teamwork.  She is known for her concrete approach to teamwork and a treasure trove of practical concepts, tools and techniques her clients can apply immediately to see positive, substantive results.

Prior to founding The Extraordinary Team, Kristin was one of the first female graduates of the United States Coast Guard Academy and the first woman stationed onboard the USCGC Buttonwood, a sea-going buoy tender.  She parlayed her understanding of teams and teamwork with an MBA in Marketing Strategy into a specialized management consulting firm focused on building extraordinary teams in the workplace.

Kristin is on the Executive Development Faculty in the Schulich School of Business at York University in Toronto, specializing in Leadership Through Teambuilding. She is the author of Boring to Bravo and several books in the Extraordinary Team Series (Team BasicsEmail Basics and Team Energizers) as well as a newspaper columnist and contributing author to myriad other team-based books.

For more information, visit her Extraordinary Team website.

Contact Info for Kristin Arnold

Business Name: Quality Process Consultants, Inc.

Business Phone: 480-502-2100 or 800-589-4733

Web address: Extraordinary Team

Travels From: Phoenix, AZ

Follow Kristin: Twitter

Books by Kristin Arnold

rick kirschner

29: How to Click with People – Interview with Dr. Rick Kirschner

Founder, The Art of Change, LLC

Ashland, Oregon

Listen to this interview to learn:

  • How following your passion opens doors to new opportunities.
  • What Congress can learn about working productively with people with whom you strongly disagree on issues.
  • A three-step process for helping people and organizations change.
  • The risks of social media technology for young people today.
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Expert Bio

As a motivational speaker, communication skills trainer, and founder of The Art of Change, LLC, Dr. Rick Kirschner seeks to help his audience find the personal motivation and learn the needed skills to do the important work today for creating a better tomorrow. He offers The Art of Change Skills For Life™ speeches, training and coaching programs to businesses and other organizations to teach positive change, influence and persuasion, teamwork ansd leadership, and healthy living.

Before turning to speaking and coaching full time, Rick was a practitioner of Naturopathic Medicine who specialized in the treatment of stress related illness and the mind/body connection.

Since starting the second phase of his career, Rick has authored or co-author several books, including the new How To Click With People: The Secret To Better Relationships In Business And In Life and the international best-seller Dealing With People You Can’t Stand: How To Bring Out The Best In People At Their Worst. He has also created numerous award-winning CDs and audio products. His clients include everyone from Heineken to NASA to Progressive Insurance to Texas Instruments. He’s been interviewed on hundreds of radio and television programs, including CNBC, FOX and CBC and his ideas are found in newspapers and magazines including USA Today, London Times, The Wall Street Journal, and Executive Excellence.

For more information, visit Rick’s website.

Contact Info for Dr. Rick Kirschner

Business Phone: 541-488-2992

Web address: TheArtofChange.com

Travels From: Ashland, Oregon

Follow Rick: Twitter

Books by Dr. Rick Kirschner

 

gary bradt

28: The Ring in the Bubble – Interview with Gary Bradt

Author, Speaker, and President of Bradt Leadership, Inc.

Greensboro, NC

Listen to this interview to learn:

  • How to turn a love of working with people into a career
  • What to listen for when your customer has critical feedback and important details to pick up
  • Why your goals must be important enough to pursue, and to be aware of your motivations
  • How telling the truth is a vital leadership practice

Expert Bio

Dr. Gary Bradt, the President of Bradt Leadership, Inc., is an author, clinical psychologist, leadership consultant, C-Suite executive coach, and speaker on the topic of adapting to and leading through change. His mantra – adapt and ignite! – is a rallying cry for success in these tumultuous times. As an executive coach and speaker, he has worked with companies like IBM, American Express, and eBay. In 2000, Dr. Spencer Johnson, the renowned author of Who Moved My Cheese? An Amazing Way to Deal with Change in Your Work and in Your Life, chose Gary as the leading speaker on the message of that blockbuster bestselling book.

Gary himself is the author of The Ring in the Rubble: Dig Through Change and Find Your Next Golden Opportunity. He is also the recipient of the “Excellence in Professional Psychology” award from Hahnemann University and Hospital in Philadelphia.

For more information, visit Gary’s website.

Contact Info for Dr. Gary Bradt

Business Phone: 336.617.3721

Web address: GaryBradt.com

Travels From: Greensboro, NC

Follow Gary:

Twitter

Books by Dr. Gary Bradt

joy chudacoff

27: Smart Woman Solutions – Interview with Joy Chudacoff

Founder of Smart Women Smart Solutions; Mentor for Entrepreneur Women

Pacific Palisades, CA

Listen to this interview to learn:

  • How entrepreneurship can be a pathway for women to earn more money and freedom.
  • Some of the best lifestyle benefits of being a successful business owner.
  • When to move on from a business or career path to embrace a new direction.
  • What focus can do to help you become more efficient in your business and lead a more satisfying family/personal life.
  • Networking secrets for women in business.

Expert Bio

Joy Chudacoff’s passion, purpose, and business is helping women discover their Big Ideas, Dreams and Goals, drawing on both her personal life and entrepreneurial experiences to support women in achieving better ways of living. She is the founder of Smart Women Smart Solutions, a Professional Certified Coach, a highly skilled group leader, and a motivational speaker.

An entrepreneur for over two decades, Joy knows what it’s like to be a woman who integrates family and passionate work together.  As a wife and mother of two, Joy understands the importance of self care, family and reaching her entrepreneurial dreams of supporting women.

Joy is on the Advisory Board for Women for Hire as well as a founding Board Member for The Broad’s Circle. She has published over 250 articles on Smart Women and is a featured writer for Today’s Innovative Woman Magazine. Joy was awarded the 2009 Ali Brown Millionaire Protégé Club Platinum Excellence Award for having the most successful business programs that achieved growth in terms of clients and income. In addition, Joy is the Elevate™ Coach for Ali Brown International, a coaching company that serves over 50,000 entrepreneurs worldwide.

For more information, visit Joy’s website.

Contact Info for Joy Chudacoff

Business Phone: 310-454-2005

Web address: SmartWomenSolutions.com

Travels From: Los Angeles, CA

Follow Joy: Twitter

 

troy hazard

22: Future Proofing Your Business – Interview with Troy Hazard

Author, Speaker, and Former Global President of the Entrepreneur’s Organization

San Diego, CA and Brisbane, Australia

Listen to this interview to learn:

  • The importance of engaging your customers
  • Specific tools you can use to future-proof your business
  • An example of how to listen to your team to gain credibility
  • The evolution of an entrepreneur from start-up to investor

Expert Bio

There are few situations in the business world that Troy Hazard has not experienced and survived – from massive financial loss to stunning success. Troy is a serial entrepreneur who has founded and nurtured ten businesses over two decades and has spent the last 20 years as a business consultant to some of the world’s leading brands including Goodyear, Baskin Robbins, Subway, and many more.

His “Lessons from the Edge” approach and business talents were internationally recognized when he was elected by the world’s foremost business leaders to serve a term as Global President of the Entrepreneurs’ Organization.

Troy is the author of Future-Proofing Your Business: Real Life Strategies to Prepare Your Business for Tomorrow, Today and of The Naked Entrepreneur: A Millionaire’s Journey from Fear to True Wealth. He is also a Certified Professional Speaker and co-hosts a TV program called “Inside Franchising”.

For more information, visit Troy’s website.

Contact Info for Troy Hazard

Business Phone: 323-313-4007

Web address: TroyHazard.com

Travels From: San Diego, CA

Follow Troy:

Twitter

Books by Troy Hazard

sybil_stershic

19: Taking Care of the People Who Matter Most – Interview with Sybil Stershic

President, Quality Service Marketing

Allentown, PA

Listen to this interview to learn:

  • How to recognize the ineffective lip service some managers give when what employees want is to make more significant contributions.
  • The importance of an internal marketing action plan.
  • Why the more employees know about the customer, the better they can serve them.
  • Why people leave a boss or supervisor, not a company, in general.
  • Three levels of connection to review for optimum employee engagement.

Expert Bio

Sybil F. Stershic, president of Quality Service Marketing, is a marketing and organizational advisor with more than 30 years of experience helping service providers strengthen employee and customer relationships. A leading authority on engaging employees through internal marketing, she is the author of Taking Care of the People Who Matter Most: A Guide to Employee-Customer Care and the Quality Service Marketing blog.

Sybil founded Quality Service Marketing in 1988, specializing in internal marketing and communications, customer-focused training, and marketing planning. Her clients span a variety of service industries including advertising, communications, financial services, food service, government, healthcare, higher education, professional associations, and social service organizations. She also teaches marketing workshops nationwide.

Active in leadership and professional development, Sybil is a former Chairman of the American Marketing Association (AMA). In addition to her continued involvement with AMA, she serves on the Advisory Council of the Global Facilitator Service Corps and is a member of BoardSource and the International Association of Facilitators.

For more information, visit Sybil’s website.

Contact Info for Sybil Stershic

Business Phone: 610-366-8944

Web address: QualityServiceMarketing.com

Travels From: Philadelphia, PA

Follow Sybil: Twitter

Books by Sybil Stershic

dianna booher

18: Creating Personal Presence – Interview with Dianna Booher

Author, Award-winning Speaker, and CEO of Booher Consultants

Colleyville, TX

Listen to this interview to learn:

  • How a Fortune 100 corportation helped launch her business.
  • Mistakes to avoid when running a business meeting.
  • What makes communication more powerful than simply sharing information.
  • The relationship between how you deliver the message and the impact it has on your audience.

Expert Bio

Dianna Booher founded Booher Consultants in 1980 to lead organizations to increase their productivity through effective communication. Since then, Dianna and her trainers have taken her communication principles and techniques to hundreds of organizations on six continents, including IBM, PepsiCo, Verizon, and the U.S. Senate.

Dianna herself has received the highest awards in the professional speaking industry, including induction into the CPAE Speaker Hall of Fame. Additionally, Successful Meetings magazine named Dianna on its list of 21 Top Speakers for the 21st Century.

Dianna is the author of 45 books, published in 23 countries and 16 languages. Her latest title is Creating Personal Presence: Look, Talk, Think, and Act Like a Leader. Executive Excellence Publishing named her as one of the “Top 100 Thought Leaders” and one of the “Top 100 Minds on Personal Development.” She has been interviewed by Good Morning America, National Public Radio, and Entrepreneur, among many other national radio programs, TV programs, and newspapers.

For more information, visit Dianna’s website.

Contact Info for Dianna Booher

Business Phone: 817-318-6000

Web Address: Booher.com

Travels From: Dallas/Fort Worth, TX

Follow Dianna: Twitter

Books by Dianna Booher

ed brodow

12: Negotiation Boot Camp – Interview with Ed Brodow

Bestselling Author and Internationally Recognized Negotiation Expert

Monterey, CA

Listen to this interview to learn:

  • The steps taken to transition from Hollywood studios to corporate stages
  • How one firm took these lessons and increased their average sales price by 59%
  • The number one asset you have control over and how to make the most of it
  • Who is Ed’s role model for effective negotiations and how this character’s skills can benefit every professional

Expert Bio

Ed Brodow is the world’s top spokesman on the art of negotiation. SEC Chairman Harvey Pitt dubbed Ed “The King of Negotiators,” Forbes Magazine ranks Ed as one of the nation’s leading dealmakers, and the Director of the IRS keeps Ed’s bestselling book Negotiation Boot Campnext to his bed.

Ed’s other books include Getting A Success Change: How to be Happy in a World Gone Mad and Negotiate with Confidence.

A nationally recognized television personality, Ed has appeared as negotiation guru on PBS, ABC National News, Fox News, Inside Edition, and Fortune Business Report. He is negotiating consultant to some of the world’s most prominent organizations, including Microsoft, Goldman Sachs, Starbucks, Learjet, Raytheon, Philips, Hyatt, The Gap, Revlon, Zurich Insurance, Mobil Oil, and the Pentagon. As a speaker, he has enthralled more than 1,000 audiences in Paris, Athens, Tokyo, Sao Paulo, Toronto, and New York.

A true Renaissance Man, Ed has been a corporate sales executive (IBM, Litton Industries); US Marine Corps officer; novelist; veteran member of Screen Actors Guild; and Hollywood movie actor with starring roles opposite Jessica Lange, Ron Howard, and Christopher Reeve.

For more information, visit Ed’s website.

Contact Info for Ed Brodow

Business Phone: 831-372-7270

Web address: Brodow.com

Travels From: San Francisco, CA

Follow Ed:

Twitter

Books by Ed Brodow

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michael broder

11: The Art of Living Single – Interview with Michael Broder

Psychologist, Author, & Lecturer

Philadelphia, PA

Listen to this interview to learn:

  • How joint venture partnerships yield significant marketing results.
  • Tips on making partnerships mutually beneficial.
  • How small ideas have the power to take your career in unexpected directions.

Expert Bio

Michael S. Broder, Ph.D., is a psychologist and author whose work centers around helping people to bring about  change and resolve major life issues in the shortest time possible.

He is the author of several widely-published books, including The Art of Living Single, The Art of Staying Together, and, most recently, Stage Climbing: How to Achieve Personal Greatness in Any Area of Your Life. Dr. Broder has also created numerous audio programs.

In 1987, he founded Media Psychology Associates (MPA) to provide training and consultation services to a wide variety of clients, including employee assistance programs, law enforcement, and industral, education, and government organizations. He served as the Chief Psychologist of the Philadelphia Police Department from 1995-2000.

He has hosted an award-winning radio program; made countless radio and television guest appearances, including on Oprah and The Today Show; and written for or been quoted in numerous publications, including Time and The New York Times.

To learn more, visit his website: DrMichaelBroder.com.

Contact Info for Michael Broder

Business Phone: 215-985-1132
Web address: DrMichaelBroder.com
Travels From: Philadelphia, PA
Follow Michael: Twitter

Books by Michael Broder

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melanie-thumb

7: Laugh Yourself Thin – Interview with Melanie Rotenberg

Physician and co-author of Laugh Yourself Thin

Melbourne, FL

Listen to this interview to learn:

  • How to take yourself lightly and your business seriously.
  • The rapid business boost a successful book can provide.
  • What interviews and focused networking can do for your business growth.

Expert Bio

Melanie W. Rotenberg, MD, is a medical school professor and stand-up comedian. A disability physician addressing obesity, she is in private practice in Melbourne, FL, where she has counseled thousands of patients on weight loss techniques. Dr. Rotenberg also holds a volunteer faculty appointment at the University of Central Florida College of Medicine in Orlando, FL. She is available for speaking engagements around the world.

Contact Info for Melanie Rotenberg

Business Name: Doctor R Comedy

Business Phone: 321-676-2008

Travels From: Orlando, FL

Books by Melanie Rotenberg

jeff_pedowitz

6: Using Touchpoints – Interview with Jeff Pedowitz

Founder and CEO, The Pedowitz Group

Alpharetta, GA

Listen to this interview to learn:

  • What factors helped him gain positive client traction quickly
  • How the pros use touchpoints to create dialogue
  • The importance of post-sales followup to build long term relationships
  • Where to focus daily for continued success

Expert Bio

Jeff Pedowitz has 20 years of experience leading successful B2C and B2B organizations. He is the founder and president of The Pedowitz Group, a consulting firm designed to help B2B marketing organizations improve their effectiveness in demand generation, and is responsible for setting the company’s vision and strategic direction along with managing all daily operations. Prior to founding The Pedowitz Group, Jeff served as vice president of professional services for Eloqua, one of the world’s leading providers of demand generation software.

Jeff frequently writes and speaks on a variety of topics related to demand generation, Web 2.0, and marketing. He was named #2 on the Sales Lead Management Association’s 2011 list of the “50 Most Influential People in Sales Lead Management”.

For more information, visit Jeff’s website.

Contact Info for Jeff Pedowitz

Business Phone: 888-459-8622

Web address: PedowitzGroup.com

Travels From: Atlanta, GA

Follow Jeff: Twitter

 

monique_reece

2: Real Time Marketing – Interview with Monique Reece

Founder and CEO, MarketSmarter

Denver, CO and Santa Fe, NM

Listen to this interview to learn:

  • How to take yourself lightly and your business seriously.
  • The rapid business boost a successful book can provide.
  • What interviews and focused networking can do for your business growth.

Expert Bio

Monique Reece is the founder and CEO of MarketSmarter, a marketing consulting and training firm that helps companies improve strategy and implement real-time business planning processes to develop a culture of execution, innovation, employee commitment and customer loyalty. She has more than 20 years of marketing and executive management experience working with both Fortune 100 companies and fast-growing entrepreneurial businesses.

Monique is an Executive Education faculty member at the Daniels College of Business, University of Denver, and an Adjunct Professor at the Institute for Leadership and Organizational Performance, University of Denver.

Monique is the creator of the MarketSmarter Growth Plan Workshop, a program that teaches CEOs, marketing and sales professionals, and entrepreneurs how to develop growth strategies and marketing plans. She developed the MarketSmarter ROI Optimizer, a tool that helps businesses predict, measure, and continuously improve the results of sales, marketing and service programs.

As a columnist and writer, she has published hundreds of articles and is the author of Real-Time Marketing for Business Growth: How to Use Social Media, Measure Marketing and Create a Culture of Execution and the coauthor of Market Smarter Not Harder. Monique is also a frequent speaker for industry conferences such as the American Marketing Association and Inc. Magazine.

For more information visit her website, MarketSmarter.com.

Contact Info for Monique Reece

Business Name: Market Smarter, Inc.

Business Email: info@MarketSmarter.com

Web address: MarketSmarter.com

Travels From: Denver, CO

Follow Monique: Twitter

Books by Monique Reece

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