Marketing and Sales Archives - My Quest for the Best

Category Archives for "Marketing and Sales"

The Road to Excellence: Featured Interview with David Mattson

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President and CEO of the Sandler Organization

Bill Ringle and Dave Mattson discuss some of the crucial blind spots to building a successful business, as well as the 6 phases of the Excellence Process: Planning, Positions, People, Processes, Performetrics, Passion.
Key points that you’ll learn from this interview:
  • Growth is continuous, so training to succeed should also be continuous
  • You have to become comfortable talking about money to reach higher levels of success as a small business owner
  • Surprising how many companies fail to take advantage of creating an onboarding playbook for success and the many forms it can take
  • How a sales manager can successfully link an employee’s personal and corporate goals
  • The 6 P’s in the Excellence Process

Interview Insights

Click to Read the Show Notes

2:14 How his grandfather inspired Dave to have a strong work ethic.

3:55 “I came from a family of non-sales people.”

5:26 The importance of putting your own personality into sales.

5:39 How Dave started working with David Sandler.

7:09 Characteristics of entrepreneurs who need outside help

8:04 Why it’s essential for a team of sales people to use the same sales language.

9:54 How to recognize when you have a blind spot and what to do about it.

10:30 “Being an entrepreneur, it’s a lonely business.”

11:10 “People will work harder for themselves than they will for you.”

12:06 “In order to link the corporate goal to the personal goal, you should sit down and have a conversation that would look something like this.”

14:09 “Do you know the top 2 or 3 goals for the people who work for you? If not, you have a blind spot.”

15:21 “If you’re working on the business it’s really tough to work on the business.”

15:45 How having best practices allows your employees to mimic success.

17:06 “If someone’s stepping into that role, i want them to produce at the same level as the person who’s leaving that role.”

17:17 The 6 “P’s” in the excellence process.

18:19 “Where I want to be then affects where the company will be.”

22:12 How to set up your company’s practices so that if the leader or a pivotal employee leaves, the company isn’t paralyzed.

24:31 The Lightning Round

Expert Bio

David Mattson is the CEO and President of Sandler Training, an international training and consulting organization headquartered in North America. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe. A Wall Street Journal bestselling author, his new book is The Road To Excellence: 6 Leadership Strategies To Build a Bulletproof Business.

For more information, visit David Mattson’s website.

Contact Info for David Mattson

Web address: https://www.sandler.com/about/our-story/dave-mattson

Travels from: Owning Mills, MD (Baltimore area)

Phone: 410-653-1993

Contact:

LinkedIn Twitter

Resources Mentioned by David Mattson:

Redeem Your Sandler Class Crash Offer: 

Click here to redeem your complimentary sales class with the Sandler Corporation!

Just message a nearby Sandler Training Center and say “I listened to Dave and Bill on the My Quest for the Best podcast, and I want to crash a class!”

Thanks so much for this generous offer, Dave!

  

Guide to Winning Clients – Interview with David A. Fields

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Founder of Ascendant Consulting

David Fields and Bill Ringle discuss proven methods to winning clients for consultants.

Key points that you’ll learn from this interview:

  • Tried and tested ways of getting more prospects
  • What it means to have “learning conversations”
  • The number one attribute of a right prospect
  • How to know it’s time to upgrade your network
  • The 5 marketing musts in consulting.
  • How to set a basic dashboard to measure outreach
  • A better way to ask for referrals
  • The significance of putting your client first

Interview Insights

Click to Read the Show Notes

1:52 What David is excited about in his life and business right now.

2:10 “One of the benefits of running a small business is that the practice serves you if you do it right.”

3:28 How having a book in accessible spaces leads to an influx of inquiries.

4:15 What it means to have a learning conversation

5:21 “In order for me to remain a thought leader in consulting I have to talk to people and understand what they’re doing.”

5:58 Why David is interested in how people have failed.

6:51”You have to be willing to admit you don’t know, and you need to have a genuine desire to learn.”

7:44 “The obstacles are all internal.”

8:54 Why if you’re targeting smaller company prospects, you need to make sure they have big issues.

11:14 “The place to start is not by defining your target.”

11:20 “The number one attribute of a right prospect is that you can reach them.”

12:32 Why you need to reach the influencer and the decision maker and make A1 relationships.

13:47 Trade associations and the 5 marketing musts in consulting.

14:40 How David helped a small firm explode their business through trade associations.

16:14 Why trade media is still relevant.

17:18 Ways to measure the success of your outreach.”

18:08 “There’s a difference between goals and behaviors.”

20:10 “Most people absolutely suck at asking for referrals.”

21:53 “People who are interesting are people who are doing things.”

22:53 “Consulting is not about you.”

24:29 How you interact with people everyday, how you respond, affects your business.

25:49 “We are wired to think about ourselves.”

25:59 Lightning Round

 

David Field’s Bio

David A. Fields works with boutique consulting firms and individual consultants across the globe that are eager to accelerate growth, increase profit and create lucrative, lifestyle-friendly practices. He has guided consultancies ranging from one-person startups to the consulting divisions of some of the world’s largest companies.

David still advises corporate clients too. After climbing the ranks to become a partner at a prestigious consulting firm in Connecticut, David co-founded Ascendant Consulting, where he has attracted clients such as Abbott Laboratories, Church & Dwight, FMC, Warner Home Video, and many others.

David’s books include Amazon’s highest-rated book on the business of consulting released in the past 20 years: The Irresistible Consultant’s Guide to Winning Clients.

He also leads the Ascendant Consortium, a unique, “general contractor” model in which David acts as both a client and consultant on the same project. The consortium now includes more than 150 consultants whose clients are a Who’s Who of the global business world. The Ascendant Consortium was a breakthrough for David professionally, and in this model high-dollar, high-margin projects are the norm.

David received his Bachelor’s and Master’s degrees from Carnegie Mellon. (Go plaid!) He is a hockey fanatic and eats egregious amounts of chocolate.

For more information, visit David Field’s website.

Contact Info for David Fields

Web address: http://davidafields.com

Travels from: Ridgefield, CT

Phone: (203) 438-7236

Contact:

LinkedIn YouTube Twitter

Resources Mentioned by David Fields:

   

How to Talk So Kids Will Listen & Listen So Kids Will Talk

Social Media for Business – Featured Interview with Linda Coles

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Author, Keynote Speaker, Owner of Blue Banana

Linda Coles talks with Bill Ringle on My Quest for the Best about the use of social media for business growth, emphasizing that when you connect with social media to remember that you’re connecting with other people who prefer authenticity and candor.

Key points that you’ll learn from this interview:

  • The truly hard part about building a website.
  • Why you should consider giving out bite sized teasers of your knowledge.
  • How to determine the size of your audience, and how to go about building it.
  • The social media tactics that people may know about, but don’t use enough.
  • Insider tips for getting more likes, shares, and comments.

Interview Insights

Click to Read the Show Notes

1:55 Linda tells about her goats, fig farm, and her business Blue Banana.

3:45 How a gluten intolerance became the impetus for Linda to build her first website, and eventually allowed her to expand her business to help build website traffic for others.

4:03 “People that build websites know that that’s the easy part, getting traffic to it is the hard part.”

6:12 [On Malcolm Gladwell’s search for stories] – “He doesn’t wait for them to happen, he looks for them to happen.”

7:06 “I like to give freely, I like to give my information away. There’s no point in just keeping that to me.”

8:36 Linda discusses the process of writing her first book and getting it published.

9:43 “You don’t have to give all the tools in your toolbox away, but if you can give them some taster of the sort of information [with which] you can help them.”

12:08 “The one thing you need is distribution, because without a distribution channel it’s not going to go anywhere.”

13:18 Why audience size matters to publishers.

15:33 How one of the women Linda follows is optimizing LinkedIn for her business.

16:37 Why you should do audio recordings of your work.

18:22 “As an individual trying to get your name and your brand moving, think about audio.”

19:10 “People listen to the person.”

22:21 How to generate buzz around your podcast.

23:14 “You do have to have some budget in the early days to get something moving.”

24:04 “All companies need to have a [LinkedIn] company page, but growing your company page is hard work.”

26:00 “Have a great image, and steer away from stock images.”

26:54 “Tell the people what the article is about, for sure, but don’t try to be clever, just be clear.”

28:23 “Try and write something that’s evergreen.”

28:59 How Linda helped a client in the healthcare sector improve their business on Social Media. 

32:52 [The importance of conversation on Social Media] – “Don’t forget that [with social media] you’re talking to other humans.”

Expert Bio

Linda Coles has been in the digital space for many years. She moved to New Zealand 10 years ago, where she first started out on the road as a Regional Manager for an optics chain. She soon realized that freelancing was the better life for her, and gave up working for other people altogether to spend time writing and consulting. Since then, she’s worked with a number of clients, published four books on marketing, and another six books in the suspense genre.

LinkedIn made her an “Influencer” when the program was launched back in 2012, along with Branson and 148 other thought leaders at the time. Last year, she flew out to New York to be a part of Thrillerfest where I met Lee Child and shared a cab to the FBI offices with Heather Graham and Dennis.

She has presented to Transpower, Microsoft, and Fidelity Life among many others and has worked with professionals at major New Zealand companies including Wolters Kluwer, and the University of Auckland Business School and. Her articles have been published on the Huffington Post, LinkedIn, Mashable.com, the NZ Herald, NZBusiness Magazine, Management Magazine, Human Resources Magazine, and Social Media Examiner. She’s also the host of the podcast Tell Us a Story, where she features entrepreneurs and creators who have interesting tales to tell.

For more information, visit Linda Cole’s Website.

Contact Info for Linda Coles

Web address: https://www.bluebanana.co.nz

Travels from: Mercer, Auckland, NZ

Contact:

  

Resources Mentioned by Linda Coles

 

 

The One Percent Edge – Interview with Susan Solovic

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Entrepreneur and New York Times Bestselling Author

Susan Solovic and Bill Ringle discussed how business leaders can find and exploit the one percent edge to stay relevant to their markets and outpace the competition on My Quest for the Best.

Key points that you’ll learn from this interview:

  • How early jobs in the family funeral home and waitressing motivated her to seek new opportunities and environments.
  • Secrets to effective business networking that you can use to stand out, get noticed, and gain business.
  • A way to gauge progress in building your brand online.
  • An example of the importance in cutting the dead weight in your organization.
  • The importance of a “no sacred cows” principle in your leadership.
  • Why the National Court Reporters Association is one of Susan’s favorite examples of re-envisioning your organization’s mission in the face of technology trends.

Interview Insights

Click to Read the Show Notes

2:10 How a negative experience working at a steakhouse encouraged Susan to think about making money differently.

3:51 Susan recounts how her mom’s entrepreneurial drive inspired her to become one too.

4:37 “If you have the guts to go out and do it on your own, go out and do it on your own.”

5:15 [On having the courage to leave the corporate world] – “You take the step and say I’m going to give this a try, and if it doesn’t work out, it doesn’t work out.”

5:55 The benefits of knowing your core competencies.

7:15 The steps Susan took to deal with the challenge of an assumed learning disability in middle school.

8:04 “Believe in yourself, know what you can do. No one should label you.”

9:06 How a lack of knowledge about how to run an internet company didn’t stop Susan from buying SBTV.com. The company would become one of the Hot Tech 100 companies of the year.

10:28 “The biggest thing that we did to build the business was getting collaboration.”

11:28 [On Networking] – “It’s not about selling, it’s about building that trust and rapport.”

13:29 Marketing used to be the message going out to consumers, and now it’s a two way street.

15:05 “We have so much access to data.”

16:40 Susan explains the significance of being authentic and connecting with your followers online.

17:22 How collaboration with other websites can bring more traffic to your website.

19:08 [The One Percent Edge] – “It’s about looking at your business on a regular basis…and about continuing to evolve on a regular basis.”

20:30 “You can”t be on the status quo, you’ve got to be on the status grow.”

20:49 The dangers of being married to our business operations.

22:40 “If you’re not willing to open up, I can’t help you.”

24:05 Susan describes the process of writing the book.

25:56 The trend of people wanting to talk about what’s happening, and being more accessible to having new conversations.

Expert Bio

Susan Solovic is an award winning entrepreneur, New York Times bestselling author, media personality, keynote speaker and attorney. Her new book is The One Percent Edge: Small Changes That Guarantee Relevance and Build Sustainable Success. Solovic is also the host of The One Percent Edge podcast.

For more information, visit Susan Solovic’s Website.

Contact Info for Susan Solovic

Web address: http://www.susansolovic.com/ 

Travels from: Jupiter, FL

Phone: (631) 539-4558

Contact:

  

Resources Mentioned by Susan Solovic:

 

 

 

The Everyday Joy of ‘I Get To’ – Featured Interview with Ted Larkins

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Owner of The Get To Principle, LLC

Ted Larkins talks with Bill Ringle on My Quest for the Best about how to adopt a “get to” mindset and become more peaceful, productive, and satisfied in your everyday life.
Key points that you’ll learn from this interview:
  • The significance of the Dalai Lama’s advice that the purpose of life is to find happiness.
  • What happens when you start thinking in terms of “I get to” instead of “I have to.”
  • What an Indian man who lived in a 10 x 10 home with his wife and four children taught Ted about happiness.
  • What happened when a successful Tampa real estate agent started applying the “Get To” principles.
  • What matters to celebrities like Jon Bon Jovi when it comes to happiness.
  • Ted’s 15 minute daily morning practice that strengthens his mindset and creates a blueprint for success.

 

Interview Insights

Click to Read the Show Notes

1:49 How Ted’s parents passed onto him the ethic of “getting out and doing things.”

2:58 [Paraphrasing the Dalai Lama] – “The purpose of life, I believe, is to find happiness.”

3:28 “When you make the choice to be happy, it’s really powerful.”

4:25 The benefits of smiling more often.

5:30 The “30 second rule” of changing your mindset.

5:49 [The Get To Mantra] – “You say, ‘I get to do this,’ you smile, and then you do what you’re going to do.’”

7:08 The essential difference in mindset between “I have to” and “I get to.”

10:15 Why the kind of happiness Ted refers to isn’t a “Polyanna” kind of happiness.

13:08 How Ted’s experiences traveling through India helped him shape his worldview.

14:59 “When I’m deliberate about saying ‘I get to do this,’ the more in control I am of my life.”

15:49 “We all have our level of frustration and things like that, but we do have the choice.”

17:28 Ted recounts his work with Bon Jovi, and what it was like to get through the trust barrier.

18:49 “We’re born and then we die, and in between we get to do this thing called life.”

20:09 The point of the mindful movement.

21:43 [Ted describes his 3 month executive coaching process.] – “It helps take people from this mundane [mindset] or just going through the motions and brings them up to really experiencing life.”

22:30 Case study of a Florida business man who just wasn’t getting the most out of life.

23:45 [On writing Get To Be Happy] – “I had the best time.”

25:24 “I learned that just being focused and dedicated to something for 30 minutes a day, you can get a lot done.”

28:15 Ted’s daily exercise for staying happy and productive.

Expert Bio

Ted Larkins is an author, speaker, accomplished business executive and coach on happiness. Through his book and keynote talks, he shares the powerful Get To Principle, the ability to say “I Get To” as opposed to “I have to”. Ted also co-developed a leading entertainment licensing company in Tokyo, representing major movie studios that included Paramount Pictures, Sony Pictures, and 20th Century Fox. He’s worked on projects with Jon Bon Jovi, Jack Nicklaus, Mariah Carey, and many other artists. He is former Senior Vice President of the North American division of CPLG, one of the world’s leading entertainment, sport and brand licensing agencies. He is on the board of directors of the Licensing Industry Merchandise Association (LIMA), co-chairing the charity committee and sitting on the executive committee. He is a guest lecturer for the UCLAx Entertainment Studies and Performing Arts program.
Over a year and a half period, during his daily 4 hour train commute to work in Hollywood, he wrote the book, “Get To Be Happy: Stories and Secrets On Loving the Sh*t Out of Life. Ted lives with his wife of 22 years and their two children in Southern California.

For more information, visit Ted Larkins’ Website

Contact Info for Ted Larkins

Web address: http://www.tedlarkins.com

Travels from: Costa Meza, CA

Phone: (818) 261-8262

Contact:

LinkedIn  Twitter 

Resources Mentioned by Ted Larkins:

 

Sell with Authority – Interview with Mike Saunders

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Positioning Authority Coach at Marketing Huddle

Authority Positioning Coach Mike Saunders talks with Bill Ringle on My Quest for the Best about marketing huddles, learning from failure, and the phenomenon of creating “Done for You” assets.

Key points that you’ll learn from this interview:
  • Why strong companies don’t eliminate marketing completely when times get tough.
  • How having authority assets distinguishes you from your competitors
  • The importance of regular “marketing huddles.”
  • The biggest takeaway from failure.
  • What it means to have Authority Positioning.

Interview Insights

Click to Read the Show Notes

1:12 How the 2008 economic crisis was the impetus for Saunders to get his MBA in Marketing, and eventually form his marketing firm Marketing Huddle.

2:00 [On keeping the marketing budget in tough times] – “They would keep that momentum going knowing that their competitors were cutting back and they would gain that market share.”

2:05 “For the last 9 years I’ve focused on helping small business owners, entrepreneurs, consultants with their marketing with some real cutting edge marketing strategy.”

2:30 How Authority Positioning will grant you the distance you need between you and your competitors.

3:19 [On the term Huddle] – “A lot of times in business consulting you’ll see them recommend ‘Do a daily huddle, do a weekly huddle, get your team to come together to talk about what’s working, what’s not.”

5:05 [On Daymond John] – “He wants to see the people who have failed so he can learn from the failures.”

5:13 “Most of the time you hear that phrase, you win or you…and people are like ‘yeah yeah yeah, lose, win or you lose!’ No, you win or your learn.”

5:40 “If it doesn’t turn out the way you want it, take those lessons, move on to the next iteration of that plan and move on to build from that.”

6:40 You have to be wired to be an entrepreneur, otherwise you’ll run for the hills at the first setback.

7:20 “You need to have the strategy before the tactics because if you just start throwing tactics out there without a strategy then you’re really going in multiple directions.”

7:40 Points out the importance of Steven Covey’s phrase, “Begin with the end in mind.”

8:16 [The biggest takeaway] – “Maybe there was a small level of success, well let’s just do it again but do it a tiny bit better, or a little bit longer, or align with the right strategic alliances.”

8:55 “I don’t think anyone starts a business and has this consistent trajectory upward, there’s going to be those ups and downs.”

9:41 “The problem came where I was trying to be too many things to too many types of people, and I was never an expert in one specific thing.”

10:16 [On Writing Authority Selling] – “Everybody’s doing good content on social media, good content on a blog post, but not many people are out there writing a book.”

11:43 How writing his first book on business social media led him to find more opportunities.

11:57 “It was at that point I realized that if I had just given a two minute elevator speech about how people should do social media differently, it would’ve gone in one ear and out the other.”

13:32 [On being an influencer] – “We don’t have superstar celebrity movie star status, but guess what we do have. We have a message and we have some expertise that we are really good at in what we do for our customers and our clients.”

14:05 “A marketing consultant does a lot of things, but an authority positioning coach, now that’s interesting, how can that help me?”

14:30 “We all are selling, but when you can sell from the position of expertise and authority, your ideas will land that much better.”

15:50 “Having a position of authority helps you to sell or promote your business and your ideas from a whole different mindset than your competitors.”

17:21 How a graphic designer used Saunder’s Authority Positioning Model to differentiate himself. “I helped him become an Amazon bestselling author without writing a word.”

18:41 The importance of having long term authority positioning assets.

19:26 “Your prospects are googling your name and your brand, because maybe they were introduced to your name by a friend.”

21:59 “The ‘done for you’ model is so viable because people these days want something done for them, handed to them, and quickly without a lot of hassle.”

23:40 “There’s a disconnect between your head and your hands.”

25:16 [On establishing authority positioning] – “You gotta start small.”

27:00 5 Question Round

30:55 “Building your authority is your number 1 priority.”

Expert Bio

As the Authority Positioning Coach, I help entrepreneurs break out of obscurity by amplifying their hidden expertise to a position of status & prestige to become THE go-to Authority & Expert in their industry. The Authority Positioning Coach is a Boutique Marketing Agency providing “Done-for-You” Authority Positioning Packages to elevate your brand to a position of status and prestige.

I am the author of Amazon Bestselling book, Authority Selling™, contributor to The Huffington Post, Adjunct Marketing Professor at several Universities and member of the Forbes Coaches Council – an invitation-only community for the World’s Most Influential Business Coaches.

For more information on Mike Saunders, visit Marketing Huddle. 

Contact Info for Mike Saunders

Web address: http://www.marketinghuddle.com/

Travels from: Arvada, CO

        Phone: (720) 232-3112

Connect on Social Media:

LinkedIn Twitter YouTube

Resources Mentioned by Mike Saunders:

 

Daymond John 

Stephen Covey

Seth Godin

Thinking Right Side Up – Featured Interview with David Fields

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Founder of Ascendant Consulting

David Fields talks with Bill Ringle on My Quest for the Best about how connecting with clients means recognizing that when it comes to consulting, it’s not about you.

Key points that you’ll learn from this interview:

  • Why Emotional Connection plays such an important role in client relationships
  • How Making mistakes can make you more valuable to your clients
  • What it means to think “right side up.”
  • Why being confident will get you more consulting clients
  • The reason clients have difficulty trusting new approaches

Interview Insights

Click to Read the Show Notes

00:59 Fields discusses his fanatical love of both chocolate and hockey.

1:28 “I happen to love what I do, like many of us who are entrepreneurs. I just thrive on the business.”

2:36 Fields recalls a story from his childhood about a word class mathematician who taught him how to use unit blocks in kindergarten. “This amazing mathematician would ride his bike to teach kids in kindergarten.”

3:00 “I just think that the idea of teaching other people and giving your knowledge, not at your level, but at their level…you meet people where they are and help them.”

3:56 [On his first job(s)] “I’m a numbers person, and I went into marketing research and learned a lot of great skills there.”

4:07 “My first boss once told me, ‘David our job isn’t to say that the glass is half empty or the glass is half full but to say there is 6oz of water in a 12 oz glass.”

4:33 “Life is so much more than numbers, and in fact, numbers aren’t the answer.”

5:13 Fields tells about his time working as an interviewer for a dating service.

6:05 “If you go back 30 years, the idea of meeting someone through a service, there’s a lot of stigma attached.”

6:30 “It wasn’t the matching that got people there, it was the emotional journey.”

7:00 Fields recounts the time leading up to spinning off from his original company to start a new consulting company with his partner Jim.

7:40 [On the fate of the early venture] – “That worked incredibly well for about 4 weeks.”

8:05 “Jim was the business development guy. I was the backroom engine guy. I was coming up with models and smart solutions to client problems.”

8:19 “I was left without a partner, without clients, and without the skill set to develop clients.”

8:37 “My first year running Ascendant was a disaster.”

8:59 “Once you have some success and you’re smart enough to get help, then it gets easier.”

9:25 “Unless you have failed, you can’t show that you have the resilience and the ability to get up.”

9:43 “I wouldn’t go out of my way to try to make mistakes, but if you try to avoid them, that’s where trouble sets in.”

10:25 [On Org Design] – “No design is ever perfect out of the gate.”

10:33 “We’re better off putting it in place, getting it darn close, and then refining it. I don’t worry about the mistakes, I worry about creating high quality.”

11:15 [On thinking right side up] – “Consulting is not about you, it’s about them.”

11:35 [On what his experiences working in a shoe store taught him] – “It doesn’t matter what it looked like to you…it mattered what it felt like to them. It wasn’t about my shoes it was about their feet.”

11:56 “If there’s one thing to take away from our discussion, I would say take that away. It’s not about you, it’s about them.”

12:26 “Most of the time we start something we think about ourselves, and we have to push ourselves to think about our clients.”

12:50 “Take the first line of the e-mail and make it about the client, not about you.”

13:08 “In everything you do: every e-mail you write, every presentation you give, think to yourself, ‘How do I make this about them, not me.”

13:32 “Confidence is extremely important.”

13:59 “One of the ironies is that people look inside for their confidence. They’ve been taught by self-help gurus that there is some inner core and they have to believe in themselves, and I think that’s absolutely nonsense.”

14:16 “Stop looking at yourself. If your prospect or client believes you have value, then you have value.”

14:38 “The lack of self-confidence comes from thinking too much about yourself.”

16:20 [On teaching new consultants why they don’t need certifications] – “If a client came to you with this problem, could you give them a solution that will solve the problem? If the answer is yes, then why do you need a certification?”

17:20 “A lot of consultants want to start with: ‘Here’s what I’m good at. Here’s what I know. Let me try to sell what I know.” 

17:30 It doesn’t matter what you know or what you’re good at, all that matters is what the market wants.

17:38 “Learn something different. Learn what the market wants.”

18:14 “It’s not that we shouldn’t study and learn. We absolutely should, we should go where the market is and pick up skills.”

18:42 [What Field learned from consumer products] – “You need a breakthrough product and you need to be differentiated.”

19:05 “Clients aren’t looking for different. Clients aren’t looking for breakthrough. Clients are looking for solved. They’re looking for a solution that’s reliable and credible.”

19:25 “Every single client, every single executive, has had at least one experience, and probably multiple experiences, with having hired a third party and that third party didn’t deliver.”

19:59 [On client trust] – “They want the thing that’s worked 30 times.”

20:03 “Don’t worry about what makes you different, worry about what makes you credible and reliable.”

20:25 How Fields met Keith Ferrazzi

22:00 “If we’re trying to appear reliable and we’re trying to appear credible, the clients need some proof.”

22:21 “There’s social proof like crazy these days.”

22:41 Clients are looking for how you interact with them, and they’re also looking for other kinds of social proof.

23:15 “The advantage of having a marquee client is that you can put them on the marquee and people will say ‘Wow!’”

24:15 “Whether you’re a sole [consultant] or boutique, you’re always trying to balance command.”

24:25 “I would never advise building capacity ahead of demand.”

24:50 Not everyone is cut out to be a rainmaker.

25:53 “Impact is step 2, before you get visibility.”

26:55 “People who are going to take your ideas and not call you, were never going to call you anyway.”

27:26 “What you do is gain the people who were smart enough to realize that there’s one level, which is understanding a concept, there’s another level which is implementing it without making as many mistakes. And then there’s another level, which is implementing it with feedback and coaching and guidance along the way, and that’s going to make the entire process faster.”

29:06 “I think most people know that coaching is a good thing.”

29:25 “You have to make a decision that you’re willing to invest in your business.”

29:45 “Are you willing to learn and change?”

29:55 Good coaches will often make you do something different, something uncomfortable.

30:00 “And if you want to achieve something different, you’re going to have to change something and probably something that feels uncomfortable.”

31:17 [On the early years of Ascendant] – “It never occurred to me to do hourly work, that’s not how I grew up.”

32:25 Fields tips for staying on track and focused.

32:42 “I’m not naturally on track. I’m intellectually spastic.”

32:54 “If something’s not your skill set, you get rid of it and you have somebody whose skill set it is take care of it.”

35:00 “I am here to help consultants succeed.”

36:35 “We can always learn and we can always improve.”

David Field’s Bio

David A. Fields works with boutique consulting firms and individual consultants across the globe that are eager to accelerate growth, increase profit and create lucrative, lifestyle-friendly practices. He has guided consultancies ranging from one-person startups to the consulting divisions of some of the world’s largest companies.

David still advises corporate clients too. After climbing the ranks to become a partner at a prestigious consulting firm in Connecticut, David co-founded Ascendant Consulting, where he has attracted clients such as Abbott Laboratories, Church & Dwight, FMC, Warner Home Video, and many others.

David’s books include Amazon’s highest-rated book on the business of consulting released in the past 20 years: The Irresistible Consultant’s Guide to Winning Clients.

He also leads the Ascendant Consortium, a unique, “general contractor” model in which David acts as both a client and consultant on the same project. The consortium now includes more than 150 consultants whose clients are a Who’s Who of the global business world. The Ascendant Consortium was a breakthrough for David professionally, and in this model high-dollar, high-margin projects are the norm.

David received his Bachelor’s and Master’s degrees from Carnegie Mellon. (Go plaid!) He is a hockey fanatic and eats egregious amounts of chocolate.

For more information, visit David Field’s website.

Contact Info for David Fields

Web address: http://davidafields.com

Travels from: Ridgefield, CT

Phone: (203) 438-7236

Contact:

LinkedIn YouTube Twitter

Resources Mentioned by David Fields:

   

Discovering Your Signature Brand for Iconic Advantage with Soon Yu

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Author, Consultant, Speaker, Professor

Soon Yu talks with Bill Ringle on My Quest for the Best about his new book, Iconic Advantage, and what it means to develop a signature brand.

Key points that you’ll learn from this interview:

  • Why the ability to collaborate is such an essential skill for entrepreneurs.

  • How Yu helped a small company simplify their strategy so they could break into a competitive American market.

  • The benefits of looking for the highest point of entry in marketing.

  • The question he asks Fortune 500 companies to help them focus.

  • The special approach that longstanding successful companies have

 

Interview Insights

Click to Read the Show Notes

1:25 Yu tells about his early experience starting an Asian Funk Band.

2:08 “Even when met with odds that seem insurmountable, it didn’t stop us, we went out and created an Asian Funk Band.”

2:30 “I leaned on a lot of other folks and some of their skills and some of their ideas were basically how to figure out and make a shared vision work.”

3:25 [On his mother as his role model] – My mom decided to do everything she could to contribute to our ability to move to a new country and to acclimate.”

4:16 Yu tells about his move from Taiwan at 3 years old to Berkley, California.

4:39 [On his ideal client] – “Folks who are very interested in learning and have a high degree of curiosity, who know they have a lot of unique skills, capabilities, and experiences, but also are sort of seeking leveraged guidance.”

5:50 Yu tells about his recent work with a company who had a very interesting product and an even more interesting challenge – “Their key challenge was that they had a very distinctive product proposition, and a wonderful story because the products were all made based on empathy…their challenge was how do they come into a mature market and be the eighth competitor in that market?”

8:09 Yu explains the ins and outs of breaking into a complicated market by not going for the lowest hanging fruit.

8:39 “We help them focus on this idea of instead of going really broad, going really narrow.”

10:06 “Do you know which of your brands or your product franchises are delivering most of your profit? And of those, do you know which of them are truly iconic?”

11:47 “Take your cash cow, milk them, and butter them up.”

12:37 [On his inspiration for writing Iconic Advantage] – “I always veer towards wanting to do new things – new product lines, new initiatives, new technology…but what I learned over those 30 years was that I had a hard time commercializing new ideas.”

13:58 [On the approach that longstanding successful companies have] – “They took a lot of their shiny new ideas and applied it to franchises that had momentum.”

14:46 Yu explains that most companies don’t know what makes them iconic.

15:19 [Why it’s critical to keep people in love with your brand] – “Just like consumers fall in love with people, they also fall in love with brands. And just like people, when you fall in love with somebody, you don’t want to fall out of love with them. And if somebody’s in love with you, you’re not going to do things to hurt that relationship.”

15:35 “It’s critical for those of us who are caretakers of brands to take care of that relationship as a love relationship.”

15:59 Basics of the Iconic Brand Pyramid

17:18 “That’s where it starts off – What do you care about?”

17:39 “You want to be consistent about how you represent your personality.”

19:37 “There’s a lot of ways to find these signature elements, and it’s critical that you find those.”

20:09 Why it’s essential to reinforce and align.

21:16 The story behind Nike Air and their path to distinctive design.

22:28 Why it’s important for companies not to overlook the assets already inside of their organization.

23:50 Why an hour of true productivity each day is a goal worth seeking out.

24:42 “I have a very simple 3-5 year vision of what I want to accomplish.”

22:29 “When you leave the room, what fragrance do you leave the room with? What do people remember you for?”

Expert Bio

Soon Yu is an international speaker and bestselling author of Iconic Advantage: Don’t Chase the New, Innovate the Old.

He regularly consults business leaders on developing meaningful Iconic Signature Elements, Signature Moments and Signature Communication.

Yu most recently served as Global VP of Innovation at VF Corporation, parent organization to over 30 global apparel companies, including The North Face, Vans, Timberland, Nautica, and Wrangler. While at VF, Yu created a two-billion-dollar innovation pipeline, established three global innovation centers and initiated industry-leading design best practices.

Prior to this, he worked at The Clorox Company and Chiquita Brands, where he won company-wide awards for best advertising, best promotion and best new product, and gained industry recognition from the Webby Award, Favorite Website Award and Dope Award. He was also founder and CEO for numerous venture-backed startups, including Gazoontite, Promeo Technologies, and TWRL, and was recognized as a Northern California finalist for the prestigious Ernst & Young Entrepreneur of the Year award.

Yu is an adjunct professor at Parsons School of Design and often guest lectures at Stanford University, where he received his MBA and is active with the GSB Asian Alumni Association.

For more information, visit Soon Yu’s Website.

Contact Info for Soon Yu

Web address: www.soonyu.com

Travels from: Austin, TX

Phone: (336) 740-4223

Contact:

LinkedIn Twitter 

Resources Mentioned by Soon Yu:

adam_witty

Get Yourself Published – Featured Interview with Adam Witty

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Adam Witty talks with Bill Ringle about how to build your business through book publishing.

Founder and CEO, Advantage Media Group

Charleston, SC

Listen to this interview to learn:

  • The advantages you gain by being a published author.
  • What steps Adam took to land his first group of clients.
  • Insights into how the book publishing industry has changed and what’s really necessary to succeed in building a platform.

Expert Bio

Adam Witty is the Founder and Chief Executive Officer of Advantage Media Group, heading up strategic business development and growth opportunities for the company. What began in the spare bedroom of his home is now an international media company with leading businesses in book publishing, magazine publishing, and television and video.

Adam is the Publisher of Advantage Magazine, is the author of 21 Ways to Build Your Business with a Book and 21 Ways to Build Your Business with a Magazine, and is co-author of How To Build Your Dental Practice With a BookHow to Build Your Law Practice with a Book and Click: The Ultimate Guide to Internet Marketing for Authors. His weekly television shows Author Advantage TV™ and Entrepreneurs Library TV™ can be seen on the internet television station Advantage.tv.

Adam is an in-demand speaker, teacher, and consultant on marketing and business development techniques for entrepreneurs and authors and is a frequent guest on the acclaimed Extreme Entrepreneurship Tour. Adam has been featured in The Wall Street Journal, Investors Business Daily, Young Money Magazine, and on ABC and Fox and was named to the 2011 INC. Magazine 30 Under 30 “list of America’s most cool entrepreneurs.”

For more information, visit Adam’s website.

Contact Info for Adam Witty

Business Phone: 843-414-5600

Web address: AdvantageFamily.com

Travels From: Charleston, SC

Follow Adam:

Twitter Linked In Facebook

Books by Adam Witty

     

stefan swanepoel

Make the Most of Your Strengths – Featured Interview with Stefan Swanepoel

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Internationally Bestselling Author and Motivational Speaker

Stefan Swanpoel talks with Bill Ringle on My Quest for the Best about embracing you you are, and reveals some industry secrets about how to become a bestselling author.

Listen to this interview to learn:

  • Marketing secrets from a prolific, bestselling author.
  • How he designed his book to have wide appeal through social media and traditional channels.
  • Lessons about becoming comfortable with who you are and making the most of your strengths in business and in life.

Expert Bio

Stefan Swanepoel is an international best-selling author of 20 books on business trends, real estate, and social media, as well as a motivational keynote speaker with over 700 presentations to 500,000 people.

His most popular real estate books include the Amazon.com bestseller Real Estate confronts Reality and the annual Swanepoel TRENDS Report. His most recent book, Surviving Your Serengeti: 7 Skills to Master Business and Life, is a New York Times bestseller, and his other titles have been featured on the bestseller lists of the Wall Street Journal, Inc. Magazine, Publishers Weekly, and many others.

Stefan has held offices as President, CEO and Chairman of a technology company, an education company, a non-profit association, a movie studio and a 2,000 office international franchise. He has also received numerous awards, including: “Businessman of the Year” (Jaycees), one of the “Top 20 Most Influential People in the Real Estate Industry” (Today’s REALTOR®), and “One of the Top 50 People Who You Should Follow on Twitter” (Roost).

For more information, visit Stefan’s website.

Contact Info for Stefan Swanepoel

Web address for Real Estate Trends: RETrends.com

Web address for Serengeti Book: SerengetiBook.com

Travels From: Los Angeles, CA

Connect with Stefan:

Twitter Linked In Facebook

Books by Stefan Swanepoel

altalt altalt altalt

Walking the Halls – Featured Interview with Thomas Barta

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Speaker, Writer, Consultant 

On this episode of My Quest for the Best, Thomas Barta talks with Bill Ringle about the difference between doing marketing and leading marketing, and the challenges faced by both CMOs and customer-facing employees alike.

 

Key points that you’ll learn from this interview:
  • What it means to “Walk the Halls” in Marketing
  • Popular Myths still held by senior managers
  • How a CMO overcame his problems with both agenda and budget.
  • The question every marketer should ask themselves
  • What it means to be in the value creation zone

Interview Insights

Click to Read the Show Notes

1:35 Barta discusses how his Mother was an early inspiration for his young life.

1:40 “She had one principle, and that is, ‘You can always advance.’ Whenever I had a new idea, her best advice was, ‘Go try it.’”

2:00 How growing up in Germany and driving ambulances for civil service prepared Barta for his career.

2:36 [On speaking to people in the fields of marketing and customer relations] – “The main challenge – everybody who does marketing and everybody who worries about customers is facing – is how do be relevant, how do get things done, how to really help customers.”

3:12 “I believe everybody who works with customers or for customers deserves a stronger voice in their organization.”

3:39 “Over 50% of C-suite executives, just surveyed by The Economist, just said they do not believe that marketing drives revenue, which is a problem, because, as a marketer, if you’re not revenue, you may end up being cost.”

4:16 “It’s super important that every marketer who listens asks themselves, “Am I cost or revenue?”

4:49 The story of the CMO and his problems with agenda and budget, and what Barta’s team did to help him overcome these roadblocks.

5:48 [On the importance of removing buzzwords from marketing speech] – “We really stopped the buzzword: “Bingo!”

6:32 “When he started to use the language of the rest of the c-suite…he changed so much [about] what the discussion was.”

6:53 “We need to get marketers into the flow, because that’s where the customer always belongs.”

7:20 Barta describes his inspiration for developing a course and writing his book while working at McKinsey, and how he ultimately decided to do it on his own.

7:34 “What you do when you want to do something at McKinsey like this, you’ve gotta get your act together and find the best practices, tools, research, and what have you.”

8:23 “My reason for writing this book was really that there wasn’t one, plus, I felt probably it was a good way to get the word out.”

8:44 How long the writing, editing, publishing, and promotion process for the book was, and why feedback from industry leaders made it worth the wait.

9:22 Barta describes the 3 surprises he uncovered while distilling down acquired data into 12 central ideas.

9:21 “The first surprise was that doing marketing is very different from leading marketing, and in fact, you can be a very good technical marketer – you can be very good at branding, segmentation, and what have you – but have absolutely no impact in the market.”

9:45 “What found is that the skill of marketing inside a company, of leading marketing, are very different from the skills of branding, segmentation, pricing, and all the things you would technically do in marketing. It’s a whole new set of skills.”

10:25 “So few marketers are actually equipped with the skills to lead.”

11:15 [On the biggest myth held by senior managers] – “It’s the company’s fault.”

11:18 “A lot of marketers will tell you that they would be so much more successful if they only were working in another company, if they only had another boss, if they only had another industry.”

11:55 “About 55% of the success is driven by the leadership skills of the marketers. Another 15% by the skills.”

12:51 Barta lists two pieces of advice to offer marketers listening to the program.

13:10 “Make sure the issues you’re tackling as a marketer are big.”

13:45 [The Value Creation Zone] “Where company goals and company needs and customer needs are overlapping.”

14:52 “Tip #2 – Make sure you are in the revenue camp.”

15:18 “Get in the revenue camp, figure out how much your work is worth, do it together with finance if you need to.”

16:10 “What’s the opposite of a delighted customer?”

16:15 “In marketing, even if we have the greatest idea about customer service, there will always be a lot of people that we need to convince, and have play and play, so we can actually make great customer service happen.”

16:40 “As marketers, we are in the business of change.”

17:12 “As leaders, we are dealers in hope.

17:28 How the Marketing director of Ford used company pride to launch a brilliant marketing campaign.

17:53 [How to market effectively] – “When you think about your work, think about the story you can tell that will give people hope.” 

17:59 What it means to “walk the halls” in marketing.

18:30 “You have to go out and talk to people [about] where you want to see change, sharing your ideas. It also means shutting up and listening, and not making decisions straightaway.”

19:25 Why it’s important for people to be involved, even if they don’t agree.

19:35 “As a marketer we have to go out, we have to walk the halls.”

20:10 “If you talk to very successful senior marketers, in fact, very successful leaders, you’re typically touched by their passion, their conviction, their strong beliefs in what they’re doing.”

21:41 What “fire in the eyes” looks like, and how to test for it.

22:48 Some of Barta’s tips and tricks for staying productive.

Expert Bio

Thomas Barta is the world’s premier expert, speaker, and author on marketing leadership.

Thomas is a former McKinsey partner. He speaks to Fortune 500 leaders worldwide on marketing from a CEO’s perspective—and on why, to make customer focus and innovation actually happen in organizations, leadership is the key.

His latest research is the world’s largest ever study, with over 68,000 assessments, on what makes for an influential Chief Marketing Officer.

A professional keynote speaker and conference host, Thomas inspires attendees at more than 30 annual events for companies, industry associations, and conferences—including Advertising Week New York, Financial Times Innovators Summit, Adobe Summit, and Ad:Tech Asia.

Thomas is the co-author of the path breaking new leadership book: The 12 Powers of a Marketing Leader.

Thomas is a former senior marketer and an organizational psychologist. He has consulted and marketed for over 20 years, in 14 industries, in 45 countries. Thomas has addressed leaders from the world’s most prominent companies, including over two dozen from the Fortune 500.

As a dean of the firm’s highest-rated internal program, Thomas has trained over a thousand McKinsey leaders on making change happen without authority. He is also the leadership dean for the CMO Fellowship Programme (a joint venture between McKinsey and the Marketing Academy to prepare CMOs for a CEO role).

Thomas’s leadership columns appear in publications from Forbes to Marketing Week.

For more information, visit Thomas Barta’s website.

Contact Info for Thomas Barta

Web address: http://www.thomasbarta.com

Travels from: Koln, Germany

Phone: (512) 904-9253

Contact:

LinkedIn Facebook Twitter RSS

Resources Mentioned by Thomas Barta:

Mastering New Media – Featured Interview with Barbara Henricks and Rusty Shelton

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President & CEO of Cave Henricks Communications

CEO of Shelton Interactive, Speaker & Author

Barbara Henricks and Rusty Shelton talk with Bill Ringle about how traditional media and social media reinforce each other to build an audience for thought leaders and brands.
Key points that you’ll learn from this interview:
  • How the mind shift from marketer to media exec helps you stay open and develop new opportunities
  • The key differences between owned media, rented media, and earned media, and why that matters to your business
  • That traction can be measured with new media: with the interactions on your blog posts and subscribers to your audience list
  • The #1 factor to focus on to be successful with new media: creating content that your audience wants to share
  • How Tom Rath used a quiz in Strengths Finder 2.0 to gain more than 160,000 subscribers, and what 2 techniques new authors (who aren’t already famous) can use to build a subscriber list quickly

Expert Bios

Barbara Cave Henricks is president of Cave Henricks Communications. She has spearheaded campaigns for some of the biggest names in business today, including Jack Welch, Larry Bossidy and Ram Charan, John Bogle, Tom Rath, Marcus Buckingham, Maria Bartiromo, and Clay Christensen.

Rusty Shelton is the founder and CEO of Shelton Interactive, an award-winning digital marketing and PR agency that helps clients, from bestselling authors to the world’s biggest brands, start conversations that matter. He has led digital strategy for more than twenty-five New York Times and Wall Street Journal bestsellers.

For more information, visit Barbara’s website and Rusty’s website.

Contact Info for Barbara Henricks and Rusty Shelton

Barbara Henricks:

Web address: http://www.cavehenricks.com

Travels from: Austin, TX

Phone: (512)-301-8936

Contact:

LinkedIn Facebook Twitter

Rusty Shelton:

Web address: http://www.rustyshelton.com

Travels from: Austin, TX

Phone: (512)-206-0720

Contact:

LinkedIn Twitter

 

Resources Mentioned by Barbara Henricks and Rusty Shelton:

 

Joe Calloway

Focus on WOM – Featured Interview with Joe Calloway

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Business Author, Consultant and Speaker

Joe Calloway, author of Magnetic, talks with Bill Ringle about being intentional about attracting new business and satisfying your existing customers.
Key points that you’ll learn from this interview:
  • The importance of committing to make every business experience to be a positive one for all involved
  • How to get more positive WOM (word of mouth)
  • The single most important strategic asset for many companies and how it relates to your relationship with your customers.
  • What he said to correct a misunderstanding, even when it came at significant out-of-pocket expense to replace 600 of the wrong title books sent to the meeting planner

Interview Insights

Click to Read the Show Notes

1:03 Calloway recounts his childhood experience with entrepreneurship despite growing up in a small town with a father who was not, by any means, an entrepreneur.

1:53 “From an early age I was into selling stuff. I mowed a million yards, I raked a trillion yards. I think part of that came from my dad…if there was something special that I wanted, he would say ‘That’s great, how much money do you have saved up?’”

3:00 How Calloway transitioned from an interest in politics to a career in business.

3:49 [Recalling a stint in a real estate agency] – “The way I got paid was based on how much all the agents made, it was based on all the revenue generated in the firm, and that’s where I got big by the bug of ‘What can I come up with or what can I pass along in terms of ideas that will help other people be more successful?’ Because the more successful they were, it had an absolute direct impact on my own income.”

5:00 “I just am really good at paying attention. And that was my technique and my method, and I do it to this day, my job is to study the marketplace, and to look for individuals and organizations, businesses large and small, across the board, every kind of industry, and profession, and business you can imagine, and what I look for is quite simply this: who are the ones who are the market leaders who are successful and able to sustain that success?”

5:55 “What is it that top performers do that any of us could do if we just chose to?”

6:18 “It’s not easy to succeed in business, but it’s not a mystery. I don’t believe there are any secrets to success. I think the ideas that work are right out there in the open for all of us. So it’s a matter of getting intentional about using those ideas and doing the hard work necessary to execute on those ideas.”

7:58 Calloway describes why it’s important for people in this industry to stay relevant.

8:17 “I have to stay relevant, which means I’ve got to stay current on what is working in the marketplace.”

8:31 [On being hirable as a speaker] – “I work really hard at having a deep understanding of who is in my audience.”

9:04 The significance of tying what you’re speaking about to the audience you’re addressing, regardless of whether or not you’re an industry expert.

9:26 “You can have what you think is the greatest idea in the world, and be very passionate about it, but if other people don’t want it, if they don’t see the need for it, then you’ve got a hobby, you don’t have a business.”

11:00 Calloway asks the question: What’s the competitive advantage of being easy to do business with?

13:05 [On how to address people in an industry you’re not an expert in] – “What I can do is help make the link between ‘Here’s the principle, here’s the illustration of it, and here’s quite clearly what it has to do with you and your business.’”

14:20 “I perceive myself as being more of a facilitator than a speechmaker, because…I want to facilitate their thinking in a way that’s useful when they go back to work.”

14:50 [On what small businesses all say] – “How do I get customers, keep customers, and attract more customers?”

15:25 “It’s not what you say about yourself that matters one way or another, it’s what other people are saying about you, it’s what your customers are saying.”

16:08 [On using the internet and social media to you’re advantage] – “My biggest energy isn’t about what I post on social media, it’s about being intentional about creating a customer experience that is so compelling that my customers are saying things that drive new business to me.”

16:35 [On the worth of positive word of mouth] – “The biggest force in being magnetic is passed through word of mouth.”

17:25 The story of Western Water Works California and what they’ve done to become a market leader.

19:58 “The single greatest competitive advantage out there is satisfied customers.”

21:30 [On not apologizing to customers] “A lot of businesses [who] find themselves apologizing frequently to customers – well, hello, that’s a clue that you need to back up and solve whatever’s causing you to have to apologize.”

21:50 How a humble response to an honest mistake – but a big one since he sent 600 of the wrong title books sent to the meeting planner – kept chaos at bay and even made the situation better than expected.

23:14 “The point though is this, you don’t argue with a customer, you make it right, and you make it right so overwhelmingly that they say, ‘Ok, you just knocked my socks off. I’m going to talk about this.’

25:28 A nod to Warren Buffett and a discussion of the importance of using “no” to narrow your focus.

26:30 “Over the years, little by little, I’ve learned that it makes me a lot of money over the long haul to stick with what I do best and let other people do what they do best.”

27:45 How having a low tolerance level for jerks can be an effective filter in creating new business.

28:35 “I think it serves people really well to say ‘No’ more often, because it actually creates opportunity for the right things.”

29:20 Why you should say no to or walk away from those clients whose philosophy is in conflict with your philosophy.

31:15 [On saying no to clients who will be a drain on your energy] “Even though it’s money, it’s not good money.
32:35 The story of the Saint Paul Saints and how the owner’s dedication to hiring great people and getting out of their way makes the organization successful.

34:48 [The Saint Paul Saints method] – “If you hire the right people, you can totally turn them loose as long as they understand the direction that the business is going, you’ll be successful.

35:07 [The Saint Paul Saints method cont.] – “Fun is good.”

36:51 Pig-asso the baseball delivering pig.

37:10 “If people like doing business with you, that is a competitive advantage.”

37:55 How Old Dominion Trade Line simplifies their company language to encourage personal responsibility and ensure employees’ high performance.

40:00 [Paraphrasing Steve Jobs] – “If you can make things simple, you can move mountains.”

41:27 [On how expanding focus can lead to losing magnetic mojo] – “One trap that’s easy to fall into is to say ‘We could also do this, and we could also do that, and we can also this service, and we could also offer those products.’ Which might be the right thing to do, but we often stretch ourselves way beyond where we should be in terms of trying to do too many things.”

42:16 “For every ten ideas I have, for nine of them the market says ‘No, I don’t think so.’”

43:19 “You have to change to stay relevant. You have to improve, you have to innovate. But you’ve always got to create value in the eyes of the customers, otherwise it won’t work.”

43:45 [On reevaluating inventory] “We all need to periodically sit down with ourselves or with our teams and ask ‘Where are we spending way too much energy?”

46:02 Calloway’s daily rituals for productivity and success.

47:28 “You have to work at constantly being sure that you, and everyone else, are focused on what is most important.”

Expert Bio

Joe Calloway is a business author, consultant, and speaker who has served Coca-Cola, Verizon, and American Express among other well-known corporations. He also works with medical practices, law firms, and a range of professional services groups. Joe is the Executive in Residence at the Belmont University Center for Entrepreneurship.

Joe is the author of Be the Best at What Matters Most and five other business books that have been well-received by publications like The New York Times, Retailing Today, and Publisher’s Weekly.

His latest book is Magnetic: The Art of Attracting Business.

For more information, visit Joe’s website.

Contact Info for Joe Calloway

Web address: www.JoeCalloway.com

Travels from: Nashville, TN

Phone: (615) 429-7600

Contact:
LinkedIn Facebook Twitter

Resources Mentioned by Joe Calloway:

jill_konrath

SNAP Selling – Featured Interview with Jill Konrath

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Internationally Recognized Sales Expert, Speaker, and Bestselling Author

Internationally recognized sales expert Jill Konrath talks to Bill Ringle about sales and shaking off outdated assumptions about what it means to be a salesperson.

Listen to this interview to learn:

  • That successful sales work is a learnable skill set, not an innate trait.
  • Practical steps to set up meetings with key decision makers.
  • How proper sales training led to a morale boost in a client company.
  • What SNAP selling means.
  • How certain assumptions help you in sales, rather than hurt you.

Interview Insights

Click to Read the Show Notes

1:15 How Jill moved from disliking the idea of sales to embracing it the business she wanted to start.

2:27 “I became the designated person in our group to learn how to sell, so we could launch our business.”

3:01 “I think I maintain my focus on sales, and teach people to maintain their focus on sales, because if they don’t do it they won’t be able to do what they really love to do.”

3:34 “Unless you dedicate a portion of your life to actually going after the business, you’ll be financially on edge at all times.”

4:12 “I see so many people living with this old perception of sales, they think it’s about pitching and it’s about going forward and touting their stuff, and they’ve invested no time to learn what it actually means to be successful in sales.”

4:57 “The best sellers of ideas are the people who actually look and learn to study what it takes to make things happen in this arena.”

5:13 “The biggest barrier I’m seeing right now is inability to set up meetings with decision-makers. Over the last 5-7 years we’ve seen a number of technologies emerge that totally protect decision-makers from ever having to talk to a human being.”

6:35 “The reality is if you want to get more customers, if you want to set up more meetings with potential buyers than you literally have to study what it takes and figure out what business issues that you solve for your clients, the business ramifications, and the impact of what you do on your key business drivers.”

7:37 The organizations Konrath works for and how she helps them set up meetings with decision makers.

9:01 “It really does help people because they really do get discouraged. They think well I just don’t have the right genes for this or clearly they’re not interested because they’re not getting back [to] me.”

10:24 “Until you learn to study what it takes to be successful, you’ll continue to get some of those same results.”

10:40 Konrath describes her inspiration for writing the book.

12:38 “I figured that there’s gotta be a way to work with these people to help them achieve their objectives, because that’s really what sales is all about, to help them achieve their business objectives, and at the same time keep the sale moving forward so I can reach my objectives.”

13:44 Konrath describes the elements that make up SNAP.

14:00 “Crazy busy people are evaluating on 4 criteria. The S is simplicity, the N is the invaluableness of your work, the A is the alignment with their business objectives, and the P is priorities.”

14:21 [On the rating scale for simplicity] – “Either you are simple or you are complex. You’re writing an e-mail that gets to the point, or you’re writing a rambling one that goes on and on forever and bores them to death.”

15:46 “The first thing I always say to people is you need to focus on prevention so you don’t get yourself into that hole.”

16:11 Things you can do as a sales person do be aligned with potential clients.

17:27 “There’s a fundamental shift that it’s all about them and you have to remind them of the business value of what you’re doing at all times and align it with key priorities that are important to them.”

18:40 “If they’re not talking about changing, and there’s no money in the budget, then the entire focus has to be on the business issues that the client is facing that are addressable by your products or services and how you can help them meet the objectives they’ve set out for themselves this year.”

19:43 “Researching potential clients ahead of time is a sales imperative.”

20:08 On the importance of assuming certain things when addressing decision makers.

23:43 “In most cases you’re not going to get the sale in one call, in many cases it may take 6-10 calls over the course of several months to win the business. And we really need to be aware that it’s a process. We need to move people to the logical next step of the process.”

25:30 Konrath describes how your website can make an essential first impression with new clients.

26:45 “From a productivity standpoint it’s really hard to constantly be trying to sell. You need to have your website as the attraction center and it needs to get people to be able to sign up for certain things.”

27:55 “You really need to be focusing on what are people doing that are good at this, and how can I continue to get better to demonstrate my company’s expertise all the time.”

Expert Bio

Jill Konrath is an internationally recognized expert, popular speaker, and bestselling author whose career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She excels at helping sellers crack into new accounts, speed up sales cycles and win more business.

Her first book, Selling to Big Companies, addressed the major sales problem of how to set up meetings with prospects who’d rather avoid salespeople all together; Fortune Magazine named it one of eight “must reads” for sellers. When the economy tanked in 2008, Jill wrote Get Back to Work Faster, a game-changing career book. SNAP Selling, Jill’s highly acclaimed new book, jumped to #1 on Amazon.com within hours of its release.

Jill’s newsletters are read by 80,000+ readers worldwide, she writes a popular blog that’s been syndicated on numerous business and sales websites, and she’s frequently published in top business media.

For more information, visit Jill’s website.

Contact Info for Jill Konrath

Business Phone: 651-429-1922

Web address: JillKonrath.com

Travels From: Minneapolis, MN

Follow Jill:

Twitter Linked In

Books by Jill Konrath

Dan Negroni

Millennials, Relationships, and Company Culture – Featured Interview with Dan Negroni

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Business Management & Talent Development Consultant

Dan Negroni talks with Bill Ringle about unlocking the potential of millennials in the workplace by creating better quality relationships and company culture.

Expert Bio

Dan Negroni is a business management and talent development consultant and coach addressing today’s critical cross-generational issues. Dan leverages his no-nonsense approach and experience as a CEO, attorney, and senior sales and marketing executive to help companies bridge the gap between managers and their millennial workforce to increase employee engagement, productivity, and profit.

Through his training workshops, consulting and coaching services, he empowers millennials and management alike, providing the content and tools needed to communicate more effectively, build powerful relationships, maximize personal effectiveness, create high performing teams, and deliver value to each other and their organizations.

Dan is also a frequent keynote presenter at all types of management and millennial-related events, including corporate gatherings, association conferences, industry events and sales meetings.

Clients include DLA Piper, Booz Allen Hamilton, Mintz Levin, American Bar Association, Rubio’s, KPMG, ADP, Qualcomm, Paylease.

For more information, visit Dan’s website.

Contact Info for Dan Negroni

Web address: http://www.launchbox365.com

Travels from: San Diego, CA

Phone: (858)-314-9867

Contact:

LinkedIn Facebook Twitter YouTube

Resources Mentioned by Dan Negroni:

Try and Buy – Featured Interview with Linda J. Popky

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Program Advisor and Author

Redwood Shores, CA

Linda Popky talks with Bill Ringle about marketing above the noise as a way of achieving a strategic advantage for leaders of growth-oriented companies.

Listen to this interview to learn:

  • Why reputation matters now more than ever
  • Keeping track of metrics that matter, so they indicate progress and not obscure your direction
  • Why timeless truths of marketing still trump the latest social media trick
  • How the “try and buy” technique can help you gain more customers quickly and why this works
  • What Coldwell-Banker learned from asking for feedback from every real estate transaction
  • How to view customer complains as valuable feedback instead of something to ignore or suppress

Expert Bio

Linda Popky is the president of Leverage2Market Associates, a strategic marketing company that helps transform organizations through powerful marketing performance. Her clients span start-ups through Fortune 500 enterprises.

In 2009, Popky was named one of the top women of influence in Silicon Valley and inducted into the Million Dollar Consultant® Hall of Fame. She is the first marketing expert worldwide certified to offer the Private Roster™ Mentoring Program for consultants and entrepreneurs, and the first licensee of Alan Weiss’s workshops and seminars. Popky is the past president of Women in Consulting, and she served as VP of marketing for the Northern California chapter of the Business Marketing Association. She is a member of the Society for the Advancement of Consulting and Watermark, the organization for exceptional executive women who have made their mark, where she serves on the Strategic Development Board.

Popky has served as program advisor for the Integrated Marketing Program at San Francisco State University’s College of Extended Learning, and she is a member of the Advisory Board of University of California Santa Cruz Extension in Silicon Valley.

Popky is the author of Marketing Above the Noise. Her previous books include Marketing Your Career and Promoting Your Non-Profit. A classically trained pianist, Popky recently released “Night Songs,” a CD of classical piano music.

For more information, visit Linda’s website.

Contact Info for Linda J. Popky

Web address: http://www.marketingabovethenoise.com

Travels From: Redwood Shores, CA

Contact:

Twitter LinkedIn Facebook

Resources Mentioned by Linda J. Popky:

bookcover-marketing-above-the-noise-popky

scott_ginsberg

Hello, My Name is Scott – Featured Interview with Scott Ginsberg

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The Nametag Guy/Founder, Hello, My Name is Scott

Scott Ginsberg talks with Bill Ringle about approachability, embracing failure, and the advantages of “Try-Listen-Leverage” as a business tactic.

Listen to this interview to learn:

  • The importance of “I did” versus ideas.
  • The advantages of just jumping into the abyss with “Try, Listen, Leverage”.
  • About joining versus buying brands.
  • What is a “brand tag.”
  • How you can learn to fail with style.

Interview Insights

Click to Read the Show Notes

1:04 How Ginsberg’s fascination with approachability led him to conduct some ultimately successful experiments in college.

1:55 [Ideas vs. Execution] – “You don’t need an idea, you need an I did.”

2:54 “It is a mindset, execution, it’s sort of a way of life, and there are key distractions and things people need to get rid of. And it’s not about productivity, it’s not about ‘getting things done,’ it’s about creating a filter for your life.”

3:21 “It’s about being willing to delete the people, being willing to delete the processes, and deleting the irrelevant stuff that’s just killing you.”

4:27 [On ready, aim, fire] – “A) you’re never ready, B) aiming is overrated, and C) fire burns people.”

4:37 “Try, Listen, Leverage.”

4:45 [On Try, Listen, Leverage] – “You just try stuff, you just jump, you take the risk whether it’s a blog post or a new product or an idea or you wanna create a group on Facebook. Just try it. You listen, you see what happens, and then you leverage it. If it works, then great! If not, you move on.”

5:25 “You gotta fail yourself to success.”

5:40 “I’m actually not afraid of failing. I fail all the time. I love failing. I feel like failing is the best way to learn. I think it’s more fun. I think it makes a better story.”

5:59 “Can you imagine anything more terrifying than getting exactly what you want?”

6:40 [Paraphrasing Estée Lauder] – “Men buy brands, but women join them.”

6:48 “We should invite people to join our brand, not ask them to buy it, because it’s a totally different mindset, not to mention heartset.”

7:12 [On branding his company] – “What I wanted to do was create a piece of art that makes the mission more than a statement. It’s not just some sense that people memorize or something people stick on the wall.”

7:50 [On brand tagging] – “I don’t think people should wear a name tag everyday. I think they should find something that takes their identity and shares it.”

8:40 “My job is to come in as both a writer and translator to interview the key people and hang out for a couple hours and find out: who are these people, what’s important to them, why are they. What’s the why behind what they do?”

9:25 “Never fall in love with your own inventory.”

9:48 “Every brand tag has an intentional typo. It’s put in there as a reminder to be human, to be imperfect, and that’s a good way to get conversations started too.”

10:50 The importance of injecting life into your company mission with the use of a brand tag.

13:20 “Execution and commitment are part of my constitution. It’s not just what I do, that’s who I am.”

13:53 [On creating motivation for yourself] – “I don’t have deadlines, I have smell dates.”

15:15 Ginsberg’s experience giving a speech to a Rotary club, and how an audience member’s encouragement made him think.

15:45 “When you have a topic like approachability or you address an issue like execution, you frame it in a way where you can meet people where they are, and you can let them put themselves into your equation.”

16:40 “You open yourself to a lot of new markets, and a lot of it has to do with your willingness to just stick it out there and to be open and to be welcoming when people add different angles to your theme.”

17:34 “The first word after no is next.”

18:00 “I don’t work with people I don’t like, and I don’t have clients that annoy me to no end.”

18:18 “Part of execution is knowing when to say no. I’d rather be known for things I don’t do.”

19:02 “I think the secret is coming to this realization that saying ‘No’ to the good you make room to say ‘Yes’ to the best.”

19:38 “You gotta know where you suck.”

19:45 “I’m not much of a team player, I work really well alone. It’s my style, it’s my personality type. I love people, I crave human interaction and I have to have it every day. But when it comes to my work, I have to do it alone.”

21:39 Ginsberg’s daily routines for success and productivity.

Expert Bio

Scott Ginsberg transformed wearing a nametag into a six figure enterprise. His publishing/consulting company, HELLO, my name is Scott! offers an array of products and services. Dubbed “The Authority on Approachability” and voted as St. Louis’s “Young Entrepreneur of the Year” in 2008 by The St. Louis Small Business Monthly, Scott is the author of twelve books including HELLO, my name is ScottThe Power of ApproachabilityHow to be That Guy and Make a Name for Yourself.

Scott gives presentations, breakout sessions, keynote speeches and seminars to tens of thousands of people each year. Companies and organizations worldwide, including Staples, Verizon Wireless, and Boeing, have been successfully implementing his programs on approachability since 2003. He is regularly interviewed by and writes for major media outlets.

Scott is the only person in the world who wears a nametag 24-7 to make people friendlier. (In case you’re wondering, he has a nametag tattooed on his chest for certain occasions.)

For more information, visit the Hello, My Name is Scott website.

 

Contact Info for Scott Ginsberg

Business Phone: 314-256-1800

Web address: Hello, My Name is Scott

Travels From: St. Louis, MO

Follow Scott: twitter

Books by Scott Ginsberg

Chuck_wall

The Ridiculously High Cost of Not Listening – Featured Interview with Chuck Wall

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Author and Founder of Customer CEO

Founder of Customer CEO Chuck Wall talks to Bill Ringle about brand recognition and the ridiculously high cost of not listening to your customer.

Listen to this interview to learn:

  • The big idea behind why Starbucks ≠ coffee and how it has helped the company prosper
  • Insights into the Clayton Christensen model of looking at what work needs to be done
  • What it really means when a company is customer-centric and how that becomes a competitive advantage
  • The transformation you can use to turn pain points into gain points at your company
  • How to avoid the trap of becoming overly dependent on big data analysis

Expert Bio

Chuck Wall is the founder of Customer CEO, a customer insight, engagement and marketing consultancy. For the past 15 years, Chuck has passionately taught organizations about the genuine value of understanding their customers in order to facilitate growth.

Based on his work of more than 100,000 customer interviews and suverys, Chuck’s new book Customer CEO: How to Profit from the Power of Your Customers explores how companies can navigate the new business dynamic that customers are primary decision makers in business.

As an expert in explaining unmet needs of customers through primary research, Chuck translates his knowledge into actionable insight to help organizations design innovative products, services, and experiences. He aims to serve every customer with gratitude and humility, inspire through example and teach practical business solutions that will help contriubute to a better world.

Prior to launching Customer CEO, Chuck started six other enterprises across multiple industries, including manufacturing, media, technology, marketing and insurance. A serial entrepreneur, Chuck has a deep understanding of entrepreneurship, business, strategy and marketing and is passionate about sharing that knowledge with others.

Chuck has shared his knowledge working as a business strategy and marketing advisor to companies of every size. His clients have included HP, Intel, Campbell’s Soup and Yahoo!.

For more information, visit Chuck’s blog.

Contact Info for Chuck Wall

Travels From: Austin, TX

Web address: CustomerCEObook.com

Follow Chuck:

twitter linked in

Books by Chuck Wall

customerceo2

 

Understanding the Q-Loop – Featured Interview with Brian Klapper

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Founding Partner of The Klapper Institute

Internationally recognized expert in operational and cultural transformation, Brian Klapper talks to Bill Ringle about how to implement effective organizational change.

Listen to this interview to learn:

  • What professional incident created the turning point for why he must start his own firm.
  • How Brian redefined success for his firm and how that’s made all the difference for his clients.
  • What makes The Q-Loop different from the thousands of other business books in publication.
  • What he does for a “mental cleanse” on a regular basis that you can do, also.
  • The secret to effective organizational change: people hate implementing things that they haven’t had a hand in creating, but can’t wait to do it when…

Expert Bio

Brian Klapper is the President and Founding Partner of The Klapper Institute and is an internationally recognized expert in operational and cultural corporate transformation. Brian has worked with global companies in a variety of sectors including financial services, consumer products, manufacturing, food service, utilities, retail, and healthcare. While Brian’s experience spans all elements of the value chain, as well as all customer touch points, his work primarily focuses on helping his clients create a culture of Execution Excellence.

His clients have included Bank of America, Avon Products, New York Life, Corning Glass Works, Hartford Financial, KFC, Bassett Furniture, and Northeast Utilities.
Prior to founding The Klapper Institute, Brian was a Partner in the Financial Services practice of Mercer Management Consulting (formerly Strategic Planning Associates now Oliver Wyman). Brian has been profiled in several publications including: The New York Times, The Wall Street Journal, Barron’s, and Forbes.Brian holds an MBA from The Wharton Graduate School of Business and a bachelor’s degree from Cornell University

For more information, visit Brian’s blog.

Contact Info for Brian Klapper

Business Phone: 203-966-4113

Web address: TheKlapperInstitute.com

Follow Brian: twitter LinkedIn Facebook

Books by Brian Klapper

download

 

Mark-Levy

What’s Your Big Idea? Featured Interview with Mark Levy

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Author, Writer, Founder of Levy Innovation, and Magic Illusion Designer

Magic Illusion Designer Mark Levy talks to Bill Ringle about marketing, Jerry Garcia, and how to  get narrower in order to perform bigger.

Listen to this interview to learn:

  • How one consultant’s business went from earning from about $1800 to over $ 100,000 each month.
  • The single most important thing a business can do to have others seek them out for business.
  • What one consultant did to become #2 best-selling author on 800-CEO-Read.
  • How Jerry Garcia compares the Grateful Dead to licorice to help him think about marketing.
  • The “mentoring perspective” and how it helps stripe away generalizations and hyperbole.
  • The importance of immersing yourself in reading.

Interview Insights

Click to Read the Show Notes

1:22 [On what it means to be a positioning expert] “[A positioning expert/consultant is the one who finds] in a business the big, sexy idea of what that business should be about. The thing that people are going to talk about, the differentiated point…and bring that to the fore of the business  so it comes through loud and clear.”

2:14 The story of Bill Treasurer, aka Captain Inferno, and his career evolution from stunt performer with a fear of heights to management consultant to courage builder.

4:32 [On Bill Treasurer’s Big Sexy Idea] “All of Bill’s workshops, all of his keynotes, all of his consulting, all of his material started to revolve around ways of driving fear out of the workplace.”

6:00 Levy describes his early days in the publishing field.

6:55 “The interesting thing in the field I came from, the books I had were identical to the books my competitors had, and identical to the ones my customers had…I had to bring ways of making my product stand out from other people’s products.”

7:57 “After I left the book field, I just took that knowledge of how to sum up what the story was behind something, and whether it should be sold or not, with me.”

8:13 “So it’s like, here’s your compelling idea, here’s what you need to go to market with it.”

8:52 How spotting a trend and taking a risk in the publishing industry helped Mark win over one of his best clients.

10:15 [On taking the leap from publishing to his current career] “I remember that someone hired me to write a book with him, and that gave me the courage to jettison this career…I didn’t leave my work to go to nothing, I had one big client.”

12:04 How attending conferences, and speaking at conferences, helped Mark to jumpstart his “point of differentiation” consulting business.

12:46 “What’s your big idea? And how do you write about this big idea?”

13:19 [Common obstacles and blind spots] – “When people come to me they often think they want to be differentiated, they think they want to stand out, but they don’t really. In order to stand out, you have to have a very specific message, but it has to be for a very specific audience. People are often scared to choose who it is they’re speaking to.”

14:30 “You have to talk to an audience in such a clear way about their problems and their vision and their worldview, and you have to talk about it with such precision. You can’t use the same language and the same ideas for everyone that you’re speaking to. It’s just not going to resonate.”

14:40 [On narrowing your focus] “It seems counterintuitive, but again, because you can’t reach everyone…you just have to be accepting that way to success is too narrow rather than to expand.”

16:11 How Mark helped Sales Training Consultant Lisa Earl McCloud narrow her focus and harness the power of her big idea to have more success in her field.

18:19 “You have to get narrower if you want to get bigger.”

19:16 Mark explains the benefits of targeting subgroups within larger groups.

19:55 [Paraphrasing Jerry Garcia] “The Grateful Dead is like licorice, now some people out there hate licorice, but the people who love licorice, really love licorice. So you find the people who really love licorice, and give them licorice.”

20:54 [On Why People Hire Mark] – “If people knew what their big sexy idea was, they would already be using it. They wouldn’t need to hire me.”

21:38 “[On finding the big sexy idea] –  “I instantly assume that whatever their directly saying is not working to the extent that it should be. So what I need to do when I’m working with them is I question them from such a variety of angles…I try to take backdoor routes to get them to be more honest about what they’re actually saying.”

22:38 The one question Mark asks people to get them to realize their true focus.

24:20 [On why facts are more compelling than hyperbole] “I say to them, ‘Look, I believe your service is remarkable, you even use the word remarkable, what would I see if I watched you delivering this remarkable service? What would I actually see you doing.”

26:57 [On spotting trends in your own business] “I didn’t come up with a claim and find ways of justifying it. I dispassionately looked over my business and asked what are all the ways I’m helping customers?”

28:08 How Mark’s book Accidental Genius helps readers use free writing to take off the limits of their thinking.

30:26 [On the extensive reach of Accidental Genius] “I can’t be everywhere in the world, but the book gets to places I don’t know about and acts as an emissary for me.”

31:01 How Mark uses free writing to stay productive in the midst of a busy schedule.

33:55 [On the importance of varying your inputs and also being immersed in your field] – “It’s very hard to create in a vacuum.”

Expert Bio

Mark Levy is the founder of Levy Innovation LLC, a positioning firm that helps consultants, authors, and other thought leaders increase their fees by up to 2,000%.

  • Marshall Goldsmith, named by the London Times as one of the 50 most influential management thinkers in the world, says “Mark helped me understand who I am, establish my brand, and communicate my brand to the world.”
  • David Meerman Scott, who authored the biggest-selling social media book ever written, calls Mark “a positioning guru extraordinaire.”
  • TED speaker, Simon Sinek, says, “Mark helped me find my why.”
  • Fast Company “Expert Blogger” Cali Yost says: “Mark helped me rethink my entire business in a day. He’s a miracle worker.”

Before devoting his work fulltime to Levy Innovation, Mark served as Chief Marketing Officer at an Inc. 5000 experiential branding organization whose clients include Bank of America, Samsung, Time Warner, Tivo, and Harvard and Stanford Universities.

Mark has written for the New York Times, and has written or co-created five books. His latest book, “Accidental Genius: Using Writing to Generate Your Best Ideas, Insight, and Content,” has been published in eleven languages.

Mark has also taught research writing at Rutgers University.

In addition to being a positioning consultant, Mark creates magic tricks and shows. His work has been performed in Carnegie Hall and Las Vegas, and on all the major TV networks. He also co-created the off-Broadway show, “Chamber Magic,” which has played for twelve years, and is the longest-running one-person show in New York City.

For more information, visit Mark’s website.

Contact Info for Mark Levy

Web address: levyinnovation.com

Travels From: Clinton, NJ

Follow Mark:

twitter Facebook

Books by Mark Levy:

Additional Resources Mentioned 

Bill Treasurer’s Courageous Leadership

Lisa McCloud’s Selling with Noble Purpose

Felicia Slattery

Kill the Elevator Speech – Interview with Felicia Slattery

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Creator of the Signature Speech System

Felicia Slattery talks with Bill Ringle about how to kill the elevator speech and make authentic connections.
Key points that you’ll learn from this interview:
  • What to ask instead of “What do you do?” for better networking connections.
  • How to make your best impression at a network event.
  • When to use the FORM technique to create more points of interest with a new contact
  • How to make the most of follow-up
  • The best advice Felicia ever received about connecting in person: relax and be yourself

Expert Bio

Felicia Slattery is on a mission to help business experts and celebrities to create meaningful connections through effective communication and public speaking.

The two-time Amazon #1 best-selling author of Kill the Elevator Speech and 21 Ways to Make Money Speaking has shared her ideas across the United States and abroad. Felicia presents to audiences on communication, speaking, and being a successful entrepreneur in spite of every twist that life can surprise you with. As a cancer survivor,  Felicia’s enthusiastic passion for communication is contagious because she knows that one important message delivered with power can transform a life

For more information, visit Felicia’s website.

Contact Info for Felicia Slattery

Web address: http://www.feliciaslattery.com

Travels from: Chicago, IL

Phone: (630)-464-0199

Contact:

LinkedIn Facebook Twitter YouTube

Resources Mentioned by Felicia Slattery:

 

Mitch Joel

Staying on the Bleeding Edge – Featured Interview with Mitch Joel

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Award-winning Social Media Expert and President of Twist Image

Social Media Expert Mitch Joel talks to Bill Ringle on My Quest for the Best about brand recognition, Walmart, and the biggest changes in the industry since the 1990s.

Listen to this interview to learn:

  • How when you help brands stay on the leading edge, you often have to stay on the bleeding edge
  • Changes that are occurring between the pure play ad agencies vs. the digital agencies
  • Impact of reaching customers when they have many choices of screens, from desktop to iPad/tablet to mobile
  • Fundamental tenets of customer engagement that still guide online marketing strategies
  • What Walmart did differently to engage customers around a Mother’s Day campaign led by Twist Image

Interview Insights

Click to Read the Show Notes

1:07 How Joel started his career as a rock journalist and how that experience allowed him to “cut his teeth” on writing and marketing.

2:23 “My real role is business development, everything I do is sort of filtered back to the agency.”

2:45 “I thought, well, I love to write and I love to publish and communicate so why don’t I put my thoughts about the marketing and media landscape out there and see if that attracts a certain type of client?”

3:51 “Helping brands stay at the leading edge forces us to be at the bleeding edge.”

4:26 “Brands want to connect more to their consumers, they want to build more loyalty, they want to create more attention, they want to get customers to spread the gospel for them.”

5:06 Joel recounts the biggest changes in the agency world since the 90s.

5:52 “I think for us it’s been the exploration of other interesting areas of products and services that we can bring to clients.”

7:23 [On engaging customers] – “It’s not just about putting a marketing message in front of them with these tools. These tools allow them to be hyperconnected, completely untethered, and they’re doing things in different environments.”

8:15 How a change in platform allowed Walmart to do a successful Mother’s Day marketing push that effectively engaged its audience.

10:31 “If we do everything right, we have to be prepared for success. Most brands aren’t prepared for success.”

11:26 “Anyone can have an idea and publish that idea in text, images, audio, and video – and what that means is that suddenly you have the ability to publish content, because you can, but to connect in a very real way.”

11:50 “While everybody’s getting more connected in more and more places, brands are still trying to disrupt or jump in on it, versus trying to figure out how to connect within it.”

12:30 “I believe that the winners are the people doing compelling things, and actually it’s a very slow, long, hard, and arduous process to build connections.”

13:21 “Instead of chasing how many likes people have of your company, why not go out and like your customers?”

14:25 “There seems to be a friction between the B2B world and social media, which to me is somewhat quizzical. I think the primary driver of B2B sales is driven by relationships and white papers and testimonials and that sort of more robust marketing endeavors. [It] seems to me that social media is a more compelling platform to share and distribute that type of content in a much more personal way.”

16:05 Joel discusses visions of a future world with products without brands.

16:57 “There seems to me like there’s this interest and burgeoning trend around indie brands and people connecting to things that are less about the logo…and more about the individual.”

17:26 “I think all trends are worthy of paying attention to.”

17:48 “The lessons for me are really about just being aware of new things and I think it’s the new things and how they connect to one another that makes branding and marketing and communications that much more interesting.”

18:28 “I get really excited about the possibility about what it means to have a relationship with a consumer.”

18:58 “Marketers can create things.”

19:22 The phenomena of “Utilitarianism Marketing.”

20:10 “It is staggering to me what one person with a laptop can do.”

Expert Bio

Mitch Joel is President of Twist Image, an award-winning Digital Marketing and Communications agency. He is also a blogger, podcaster, passionate entrepreneur, and speaker who connects with people worldwide by sharing his marketing insights on digital marketing and new media.

Marketing Magazine dubbed Mitch the “Rock Star of Digital Marketing” and called him “one of North America’s leading digital visionaries.” In 2006 he was named one of the most influential authorities on Blog Marketing in the world. In 2008, Mitch was named Canada’s Most Influential Male in Social Media, one of the top 100 online marketers in the world, and was awarded the highly prestigious Canada’s Top 40 Under 40. Most recently, Mitch was named one of iMedia’s 25 Internet Marketing Leaders and Innovators in the world.

His first book, Six Pixels of Separation, named after his successful Blog and Podcast, is a business and marketing bestseller. His next book, CTRL ALT DEL, will be out in Spring 2013. Mitch is frequently called upon to be a subject matter expert for BusinessWeekFast Company, and many other media outlets. His newspaper business column, New Business – Six Pixels of Separation, runs bi-monthly in both The Montreal Gazette and Vancouver Sun and he also has a regular column, Media Hacker, on The Huffington Post.

For more information, visit Mitch’s website.

Contact Info for Mitch Joel

Business Phone: 514-987-9992

Web address: TwistImage.com

Blog: TwistImage.com/Blog

Travels From: Montréal, Canada

Follow Mitch:

Twitter LinkedIn

altBooks by Mitch Joel

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Andrea Waltz and Richard Fenton

Burning Your Ships – Featured Interview with Andrea Waltz and Richard Fenton

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Co-Founders of Courage Crafters and Bestselling Authors

Courage Crafters co-founders Andrea Waltz and Richard Fenton talk to Bill Ringle on My Quest for the Best about learning to love the word “no.”

Listen to this interview to learn:

  • How they started their business by “burning their ship”
  • A clever approach to expanding business within a client company
  • Understanding that each of us has a “relationship” with the word “no”
  • When it makes sense to celebrate a “no” to encourage positive behavior
  • Getting off the roller coaster of reactivity

Andrea Waltz and Richard Fenton talk with Bill Ringle about using the power of no to create the results you want in business and in life.

Interview Insights

Click to Read the Show Notes

1:22 Waltz  tells about her first real job working for LensCrafters: how she met Fenton and launched into her own business at a young age.

2:44 Fenton –  “From my earliest memories, my earliest ages, I had always had a desire to be a professional speaker and to write books.”

3:29 Fenton – Tells about meeting Fenton and meshing on what it meant to be a high performer and achiever.

4:50 Waltz – [On quitting their jobs to start the new company] – “We knew that in order to really make the business work and to burn our ships…we knew that we had to leave and be completely dedicated and completely focused.”

5:44 Waltz – On getting their first client JC Penney.

6:25 Fenton – [On working with JC Penney] – “We worked for them over the course of the next 10 years, we probably did over 25 different projects for them, and over the course of time we did well in excess of $250,000 worth of business.”

7:58 Waltz talks about hers and Fenton’s self-published book The Secrets of Retail Magic and how their “Go For No” concept allowed them to become an essential resource to JCP.

9:03 Waltz tells how Fenton’s boldness got them their first client.

11:08 Waltz – “Our ideal client has a sales force and, ideally, we like working with companies with large sales forces. Right now we focus on doing keynote presentations at the annual conferences. We don’t focus on a specific industry, although we’re very popular in the direct sales and network marketing industry.”

12:00 Waltz – “The problem is that people have a fear of hearing the word ‘No.’ They have a fear of failing, looking like a failure, a fear of rejection. And that’s the problem that we solve.”

12:35 Waltz – “All of the great sales skills that [employees] get trained on are a waste if they are still too scared to use them.”

13:10 Fenton – “It’s far easier to spread your wings within an organization and to expand your reach working from the top down than it is from then bottom up.”

13:55 Fenton describes how changing their positioning to keynoters gave them a better footing with decision makers at an organization.

14:52 Waltz-  “The first thing that we do is that we help people see that they are probably avoiding hearing the word ‘No,’ and we have them identify the facts that they actually have a relationship with the word No. Because one of the things we always ask is that when you get a no, how do you respond?”

15:23 Waltz“80% of our audiences, when they heard the word no they stop, or they assume that they’ve done something wrong or that they are a failure.”

15:53 Waltz discusses the creation of “No Awareness.”

16:17 Fenton – “We try to get people within organizations to do something which is completely counterintuitive, and what we do is teach people to stop setting, at least exclusively, what we call ‘yes goals.’”

16:52 Fenton – “Instead of setting ‘yes’ goals for your business, what if you were to set ‘no’ goals instead?”

17:37 Fenton – “When we work with companies to set ‘No’ goals, we say ‘Ok, what if you were, instead of setting the goal to sell 1 copy machine, what if you were to set the goal to have 10 companies tell you ‘No?”

18:04 Fenton – “In a ‘Go for Yes’ world, most companies slow down when they hit their quota. In a ‘Go for No’ world, if you made your first call and they said ‘Yes’ to you, you still have 10 ‘No’s’ to get.”

18:43 Waltz – “To have no become a positive rather than a negative, so when you do achieve a  goal, like hitting your ‘no goals,’ it does become positive and it is something that you can celebrate.”

19:06 Waltz – “When you only reward yourself for the yes’s, the no’s do become so deflating, depressing, and that ultimately slows people down.”

20:05 Fenton – [On their process] – “It was a shifting in our mental attitude about how we rewarded ourselves for our performance. Traditionally, most people when they set a goal and hit the goal they reward themselves for hitting the goal. Well, Andrea and I realized that we were kind of telling people to do that, but in our real world we weren’t doing that.”

20:37 Fenton – “We said, ‘What if we started celebrating and rewarding ourselves every time we heard the word ‘No.’ And we stopped celebrating and rewarding ourselves every time we heard a ‘Yes?”

21:57 Fenton – “If the shortest distance between you and success is a straight line, the last thing you need is to be going up and down.”

22:00 Waltz and Fenton discuss what they do to overcome the emotional rollercoaster.

 

Expert Bio

Andrea Waltz and Richard Fenton are the co-founders of Courage Crafters, Inc., through which they teach people how to reprogram the way they think about the word NO, and to fail their way to success. They have brought their message to many organizations over the last 15 years, including American Express, Kodak, Pep Boys, Harry & David, and more.

Richard’s background includes working in Distribution Sales for Disney and as Training Director for Hart, Schaffner & Marx and LensCrafters. Andrea originally wanted to work with George Lucas, but after getting rejected (she was 8 years old) she went on to build a career in sales and management at LensCrafters, where was was the youngest General Manager in company history.

Together Richard and Andrea have written four books, the most popular of which is Go for No!, which has been on #1 on Amazon’s ‘Sales & Selling’ Best Seller list and has remained in the top 20 for the last two years. Their articles have been published in Success Magazine and hundreds of online and offline journals. They are members of the National Speakers Association and the Direct Selling Association U.K.

For more information, visit Andrea and Richard’s website.

Contact Info for Andrea Waltz and Richard Fenton

Business Phone: 800-290-5028

Web address: GoForNo.com

Travel From: Orlando, FL

Follow Andrea:
twitter Facebook

altBooks by Andrea Waltz and Richard Fenton

altalt altalt alt

Doug Conant2

Turning the Coin Over – Featured Interview with Doug Conant

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CEO of ConantLeadership and former CEO of Campbell Soup Co.

Former CEO of Campbell Soup Co. Doug Conant talks to Bill Ringle about personal leadership and taking charge of the things you can actually control.

Listen to this interview to learn:

  • How getting fired can lead to new and better opportunities
  • What it means to “turn the coin over” when presented with a problem
  • The two top qualities of mind that set exceptional leaders apart from well-intentioned leaders
  • How you can use the criteria to win in the marketplace in your own business
  • What resulted from combining the social agenda with the value agenda at Cambell’s Soup for employees and other stakeholders

Interview Insights

Click to Read the Show Notes

1:12 Where Conant started his career, moving from Kellogg in Chicago to General Mills in Minnesota.

2:05 [On how to get things done] – “I learned very early on that most of the people I worked with had full lives. If they were going to be helpful to me, I generally needed to be helpful to them.”

2:53 How getting fired from General Mills played a pivotal role in Conant’s career, and how meeting executive outplacement counselor Neil McKenna helped get Conant made the difference in getting him back on his feet.

4:45 “It reaffirmed for me the importance of just trying to be helpful, to be helpful in a thoughtful caring way, with intentionality to move the enterprise forward.”

5:27 [Lessons learned: The Importance of Empathy] – “My first thought was one of betrayal and devastation, I had given everything to this company for nine years, and I felt it was incredibly insensitive the way it was handled. And that was a good thing too because I’ve had to make tough calls too, but I’ve made them in a caring way.”

6:45 Turning the coin over after devastating news.

8:09 [Paraphrasing Louis L’Amour on Perseverance] –  “He never knew when he was licked, so he never was.”

9:37 “Great things are having powerful incremental impacts in the moment with people.”

10:21 “Life is just a sequence of interactions. And if I’m really alert and thinking abundantly I find that I can be helpful in those small interactions, and cumulatively over time, I develop enormous credibility, which Stephen Covey might call a very positive emotional bank account with people. And as we build the emotional bank account up, it’s amazing what we find we are able to do collectively and individually.”

11:01 “It’s about making it personal. People are either at work or thinking about work, more than anything else they do, including spending time with their families. I think we sort of have to honor that as sacred ground, their work, and I think we have to take it personally.”

11:19 “I have found that if I make it personal and it I lean into creating a personally fulfilling work experience for people, they lean into the agenda of the company in a more personal and committed way.”

11:41 “Make it personal, be alert to the moment – be helpful in the moment, are two of the foundational ideas that I have…The third one would be that leadership, ultimately, it starts with personal leadership and getting comfortable with the things you can control.”

12:20 “If you really want to be good at leadership, my observation is that you have to treat it as a mastery model. You have to apprentice at it, you have to work at it, you have study it, you have to be thoughtful about it, you have to think through your philosophy of how you want to walk in the world and how you want to lead.”

13:06 “I take issue, for the most part, with this concept of born leaders. Some leaders have a capacity to lead at a certain level that may be above average, but to be great I guarantee you they all work at at.”

13:17 Jack Welch’s leadership work ethic.

14:14 Some of the problems Campbell’s faced internally and externally before Conant took leadership in the company.

16:33 “We were overpraising and under delivering and making bad decisions to patch up the performance.”

18:29 Conant lists the four criteria you need to win in the marketplace.

21:01 [On challenges in taking over leadership at Campbell’s] – “It literally took a few years to get the kind of traction we needed and get the company on solid footing.”

23:04 “I was going to bed thinking about all of the things we needed to do 365 days a year for the first three years.”

23:45 “Employees are not mind readers. You need to tell them what’s expected and how to expected to deliver that performance.”

24:25 “The more clear we could be, the more accessible the whole came to every employee.”

24:34 How Conant used the “Balanced Scorecard” create clarity and direction for employees.

25:50 “The single most important thing in any of these organizations is employee engagement.”

26:32 “I have found over time that if I just focus on the people, the people take care of the business. But if you have to put one over the other, you put the people first.”

27:02 The Campbell Success Model – metrics for management.

29:14 The Boston College reputation institute.

30:17 [Campbell’s success model] – “Winning in the workplace, winning in the marketplace, winning in the community, and winning with integrity.”

30:59 “It helps to have metrics, it helps to create focus for the organization that says, at a high level, this is what we stand for as a company.”

32:04 “The more engaged people can become in the work of the enterprise, the better you’ll do.”

32:15 Four things which drive employee engagement.

33:15 “Driving an aggressive social agenda, while we were driving an aggressive economic value creation agenda was very synergistic. Because we were saying, ‘Here’s how you can leave a legacy of contribution through your work that transcends your ordinary work experience while you’re making a living, while you’re feeling valued, and while you’re learning.”

33:44 “The more we leaned into building a better world, the more engaged our employees got, and the better we performed in the marketplace.”

35:14 “I think the challenge in the next decade is going to be for corporations to build this intuitively obvious practice more into the fabric of how they run their companies.”

36:01 Examples of companies building a better world by building better companies.

37:11 “All organizations aspire to be relevant in the world, to certainly create economic value, but they also are committed to enduring success. All leaders want to be associated with enduring success. And they see the value in being good citizens.”

38:12 “It’s important that once you declare yourself, you deliver on it.”

39:24 What Conant reads for inspiration.

Expert Bio

Doug Conant is the founder and CEO of ConantLeadership, which is dedicated to helping improve the quality of leadership in the 21st century. He is passionate about employee engagement and firmly believes in the importance of coming up with your own leadership model.

Doug was appointed President and CEO of Campbell Soup Company in 2001. Under his leadership, Campbell reversed a precipitous decline in market value and employee engagement; the company has won many recognitions since, including the prestigious 2010 Catalyst Award. When Doug retired in 2011, he received the American Society of Training and Development (ASTD) 2011 Champion of Workplace Learning and Performance Award.

Doug joined Campbell with 25 years of experience from three of the world’s leading food companies: General Mills, Kraft and Nabisco. He began his career in 1976 in marketing at General Mills. After 10 years, he moved to Kraft where he held top management positions in marketing and strategy. Immediately prior to coming to Campbell, he was President of the $3.5 billion Nabisco Foods Company where he led his team to improved marketplace performance and five consecutive years of double-digit earnings growth.

During his tenure at Campbell, Doug established the Campbell CEO Institute to train the company’s future leaders and ensure that the company’s highest-potential employees were well-equipped to handle the challenges and surprises that inevitably create a leader’s impact and legacy.

He is now a sought-after speaker on leading with integrity and other business topics, and is the co-author of the New York Times bestselling book TouchPoints: Creating Powerful Leadership Connections in the Smallest of Moments.

For more information, visit Doug’s website.

 

Contact Info for Doug Conant

Web address: ConantLeadership.com

Travels From: Philadelphia, PA

Follow Doug: Twitter

Books by Doug Conant

altalt alt

 

Carol Goman

Silent Language of Leaders – Interview with Carol Goman

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President of Kinsey Consulting Services

Berkeley, CA

Listen to this interview to learn:

  • The two channels of non-verbal communication that we want leaders to use
  • Gender differences and how they impact non-verbal leadership signals
  • Cultural views of time and tips on how to be respectful when traveling abroad
  • How emotions are common across cultures, but what can be shared, displayed, or shown differs
  • What makes our brains default to negative interpretations of any news under certain circumstances

Expert Bio

Carol Kinsey Goman, Ph.D., president of Kinsey Consulting Services, is a keynote speaker, executive coach, and leadership consultant. Her clients include over 100 organizations in 24 countries, including PepsiCo, the American Institute of Banking, Cisco, Hewlett-Packard, the Office of the Comptroller of the Currency, and the Library of Congress.

Carol is a leadership blogger for Forbes, an expert contributor to the “On Leadership” column for the Washington Post, and a business body language columnist for the Market magazine. She has authored eleven books, including This Isn’t the Company I Joined, about leadership in a constantly changing organization, Ghost Story, a business fable about the power of knowledge sharing, and The Nonverbal Advantage: Secrets and Science of Body Language at Work. Her latest book is The Silent Language of Leaders: How Body Language Can help – or Hurt – How You Lead. Carol is frequently cited in a range of major media as a leading authority on leadership, change management, collaboration, and body language in the workplace.

Carol has served as adjunct faculty at John F. Kennedy University in the International MBA program, at U.C. Berkeley in the Executive Education Department, and for the Chamber of Commerce of the United States at their Institutes for Organization Management; she is a current faculty member with the Institute for Management Studies.

For more information, visit Carol’s website.

Contact Info for Carol Goman

Business Phone: 510-526-1727

Web address: CarolKinseyGoman.com

Travels From: San Francisco, CA

Follow Carol:

Twitter

Books by Carol Goman

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fred catona

Digital Convergence Marketing – Interview with Fred Catona

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Chief Marketing Strategist for Bulldozer Digital

Listen to this interview to learn:

  • The most memorable lesson he learned from Priceline founder, Jay Walker
  • Why having a message foundation is the critical step to get right for a marketer
  • How to leverage the speed and feedback advantages of direct response radio advertising
  • What role the trust agent plays in marketing for businesses that range from medical practices to travel, especially if you have a skeptial audience
  • What specific criteria you can use to decide if radio advertising can help you grow your business

Expert Bio

Fred Catona is the Founder and Chief Marketing Strategist for Bulldozer Digital, a full-service advertising and marketing company that specializes in Digital Convergence Marketing. Fred has been featured in the Wall Street Journal, USA Today, Philadelphia Inquirer, Entrepreneur Magazine and over 100 TV, radio, magazine and online media outlets.

After graduating from East Stroudsburg University, Fred taught school for twelve years during which time he became an award-winning teacher and successful coach. During the later part of his teaching career, he started The Taste of Philadelphia which became one of the first companies to ship perishable food products overnight nationally.

In 1993, Fred founded Radio Direct Response, the first advertising company to focus solely on radio as its advertising medium. Fred developed and pioneered Direct Response Radio, an extremely effective method to generate sales and sales leads. DRR is easily manageable, measurable and cost effective.

Jay Walker, the Founder of Priceline.com, turned to Fred and Radio Direct Response in 1995 to launch Priceline.com whose valuation grew to $20 billion in just 18 months. RDR has had numerous successful advertising campaigns with other notable companies such as Free Credit Report.com and Disneyonline.

Fred is currently plowing new fields by drawing upon his vast expertise in Direct Response Radio, and its immense lead generating capabilities, by developing a natural progression into the digital world with Radio-Digital Convergence Marketing.

In addition to his executive responsibilities with his companies, Fred does consulting and is a frequent guest speaker. He has also long time active member of Big Brothers of America.

Visit Fred’s Wikipedia page for more information.

Contact Info for Fred Catona:

No further contact info is available for Fred.

Travels From: Philadelphia, PA

kendra lee

Selling Against the Goal – Featured Interview with Kendra Lee

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Author and Founder of the KLA Group

Denver, CO

Listen to this interview to learn:

  • How to set criteria for overcoming your self-doubt
  • Who to ask for business advice (and who can’t give you helpful advice, even if more convenient)
  • Looking beyond cold calling for lead generation
  • How a $5 MM lab simulation company got out of their own way and doubled revenue
  • The big breakthrough for a $100 MM security company
  • Why campaign success cannot be measured after a single event or e-mail, and how to really make it work

Interview Insights

Click to Read the Show Notes

00:59 “Does anyone ever imagine a career in sales when they’re growing up?”

1:27 How growing up in a family of entrepreneurs, including her grandfather who owned a successful shoe peddling business, inspired Lee to become an entrepreneur herself.

2:21 “I started with a corporate job. I didn’t know what I wanted as a business. I had a very cavalier attitude toward it all.”

2:58 “In a corporate job it’s often hard to tell what are your talents. What should that job be when you start, or what should that business be when you start one? So it took me a while to figure out what were my true talents, that somebody would like to purchase, that would make a good business.”

3:31 “When I left IBM I had been in sales, but I didn’t believe that I was as good as I was.”

4:20 “Well I started in sales and knew, because of this entrepreneurial background, that I wanted to be what was called a new business sales rep, better known as a hunter…I really wanted to work with companies that had never worked with IBM before.”

5:18 “We don’t always recognize what we’re good at and what makes us different. We think everybody else could do it.”

5:45 “I actually did not feel that I had the skills to start a business, and still didn’t really know what made me different, and what the market needed. So I chose to leave IBM to see if I really could sell.”

6:27 “I thought, ‘If I could make it at the number 2 player, then maybe I could sell, and get over this imposter complex.’”

6:58 “Inside of 6 months I was the top rep worldwide, and I had done my million dollar deal. So that was when I realized, ‘Uh, oh. Now I have to do what I said I was always going to do and go start this company. What is it?’”

7:20 What Lee did with KLA group to figure out the path the business should take.

8:15 “Yes, we still do what I founded KLA Group on.”

9:36 “Market analysis could just mean going and talking to the people who are going to buy from you and asking them what they really want.”

10:53 “I think talking to your real market gives you a better feel for what exactly it is that you have to offer, and what would they pay for it. Your friends and family can’t do that.”

11:57 “The reason I wrote the book is because my staff kept saying to me, ‘Kendra, we have to have a book. People want a book. They want more than just the class.’”

13:48 [Myths of prospect generation] – “I think the biggest one is that they can either hiring a telemarketing firm to set appointments, and that they’ll have all the appointments they need; or that cold calling is the only way to get new appointments.”

14:09 “When we talk about prospecting, your goal is to set an appointment with a prospect that is qualified at the very highest level.”

14:48 [On criteria for cold calling] – “They forget that there’s a consistency that’s required, there’s training, and those people who are going to be calling on their behalf really need to understand what your solutions are, who your ideal audience is, why that target market would want to talk with you.”

15:27 Why it’s so important for people who are managing the people making cold calls on behalf of the company need to understand sales.

16:51 Lee recounts two common downfalls of sales managers.

18:12 “The executive team or the business owner needs to recognize how they have to evolve their sales team, and be ok with the fact that they may have to bring in a different caliber of person.”

18:53 The story of HSF and how KLA Group helped them grow more aggressively.

20:14 “Whether you are a small company with only 20 employees, or a larger company like HSF…you still encounter that sales management team that may not truly understand sales, for many it’s like a foreign language.”

21:00 [On why people hire KLA Group] – “They may have had failure or a series of failures in either hiring sales people or in executing lead generation, so they may have tried many different lead generation techniques but they’re not seeing results.”

22:42 [Common misconceptions about lead generation] – “If they’re thinking about campaigns – lead generation campaigns, nurturing campaigns – they may oftentimes think, ‘If I do one email campaign or if run one event, a lunch and learn or a webinar, I will get leads and that’s all I need to do. They don’t realize that what lead generation is all about or what makes selling easier, even if you’ve got a great hunter salesperson, is that name recognition.”

24:15 “Even if you have great [brand] awareness, you have to have certain strategies in place to make sure that your market is going to notice that you are doing that event.”

24:39 [On brand awareness and demonstrating consistency] – “It is having a strategy in place that outlines what exactly you want to do from who is your target market to what are the issues they are experiencing that you can address to what can you offer them that’s going to make them want to talk to you.”

25:38 How Lee was able to convince one of their largest clients to hire KLA Group.

27:43 “When you’re doing lead generation, you can start to identify who are those people who need you right now, and you’re going to move those people into your sales process and start working with them.”

28:13 “Lead generation gives you that consistency of a funnel where you’re continuing to nurture until they’re ready.”

28:25 Lee’s 4 essential tips for lead generation: strategy, sales follow up, targeting, and the right message for your target market.

30:37 “There are processes in lead generation and processes in sales, there’s a structure.”

31:08 “As a business owner, once you’ve had the systems in place – you’ve identified your target market and you have your strategy in place – it’s no different than directing your operations manager. When you’ve got a person who’s fully trained and knows what they’re doing, they don’t need a lot of direction.”

32:28 “The biggest thing that I do is communicate with the staff. Direct reports I meet with on a weekly basis.”

34:00 “I look outside our industry. I have one person I network with who runs a retail business, another that owns an oil company. For me, I want to talk to people who aren’t just in my same type of business, because I could pick up some great idea.”

Expert Bio

Kendra Lee, owner-president of KLA Group, is a prospecting prodigy and virtual sales magnet who advises and trains mid-market companies to generate leads, prospect and sell to mid-market companies in innovative ways that breakthrough common sales and prospecting barriers.

Named one of the Top 50 Sales & Marketing Influencers for 2012 by Top Sales World, Top 25 Influential Leaders in Sales for 2012 by Inside View, and Faculty Chair in Prospecting and Lead Generation for the Sales Training Institute, she is author of the award-winning book, Selling Against the Goal and The Sales Magnet (coming January 2013).

Her clients have included Apple, Microsoft, Hewlett-Packard and countless mid-market companies.

For more information, visit Kendra’s website.

Contact Info for Kendra Lee

Web address: KLAGroup.com

Travels From: Denver, CO

Follow Kendra:

twitter LinkedIn Facebook

Books by Kendra Lee

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orvel ray wilson

Guerilla Selling – Featured Interview with Orvel Ray Wilson

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Bestselling Author and Certified Speaking Professional on Guerrilla Selling

Boulder, CO

Listen to this interview to learn:

  • How insisting on a meeting with a decision maker led to a great friendship and business partnership with Jay Levinson
  • What Red Bull did to break into the London bar scene
  • Economic trends that every business owner can use for growth
  • The business growth leverage opportunity in upgrading the skills of your team

Expert Bio

A full-time professional speaker since 1980, Orvel Ray Wilson has led more than a thousand large-audience seminars, custom training events and on-site workshops. His first book, Guerrilla Selling, published in 1991, became a bestselling classic, and made his name as an innovator in sales and marketing. As Senior Partner in The Guerrilla Group, he built with his team a multi-million dollar seminar company and conducted hundreds of public and private training programs for clients all over the US, Europe, and Australia.

Orvel Ray, together with co-authors Mark S. A. Smith and Jay Conrad Levinson, expanded the Guerrilla Marketing franchise to include Guerrilla Trade Show Selling, Guerrilla TeleSelling, Guerrilla Negotiating, and Guerrilla Retailing, and numerous audio and video programs distributed worldwide. The Guerrilla series now includes 47 titles with 21 million books sold worldwide in 61 languages.

Today, Orvel Ray shows sales teams “How to Sell More at Higher Prices”. He is a Certified Speaking Professional, and speaks to sales meetings, dealer meetings, trade shows, association conventions and small-business groups about unconventional sales and marketing tactics that build business. His programs draw standing ovations and rave reviews from audiences worldwide. He was voted one of the Top5 Sales and Marketing Speakers in America for 2010, 2011, and 2012.

For more information, visit Orvel Ray’s website.

Contact Info for Orvel Ray Wilson

Web address: GuerrillaGroup.com

Travels From: Boulder, CO

Follow Orvel Ray:

Twitter LinkedIn Facebook

Books by Orvel Ray Wilson

Selling Retailing Trade Show TeleSelling Negotiating

erika napoletano

The Power of Unpopular – Interview with Erika Napoletano

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Author, Speaker, and Brand Consultant

Boulder, CO

Listen to this interview to learn:

  • The business mindset of caring about the success of your clients first
  • The perspective of major brands that don’t mind being unpopular with given market segments
  • The power of having your audience spread your message for greater impact and reach

Expert Bio

Erika Napoletano has been hailed by Forbes as a “spinless spin doctor” for her perspectives on business, marketing, and branding. She’s a twice-published author, most recently of The Power of Unpopular; a columnist for Entrepreneur Magazine; recent speaker at TEDx Boulder; and speaker at conferences across the U.S. on brand development, social tactics for launching companies, and the inherent power of truth in business… or as she refers to it, the power of unpopularity.

Erika is also the Head Redhead at RHW Media, a branding consulting firm that helps businesses get unstuck and over those annoying problems that keep them from being awesome.

In conjunction with selected public relations firms, she develops comprehensive strategies to help companies develop lasting relationships with their customers and clients. And perhaps most importantly, she helps brands become human – because there’s no such thing as B2B or B2C. Business is always H2H – human to human.

For more information, visit Erika’s website.

Contact Info for Erika Napoletano

Web address: ErikaNapoletano.com

Erika’s TEDx Talk: TEDx Boulder

Travels From: Boulder, CO

Follow Erika: Twitter

Books by Erika Napoletano

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cal newport

So Good They Can’t Ignore You – Featured Interview with Cal Newport

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Author, Professor, and Career Advice Contrarian

Washington, D.C.

Listen to this interview to learn:

  • How “follow your passion” can be counterproductive advice
  • The value and necessity of systematic practice to developing deep skills
  • The two prime characteristics of the most marketable skills
  • Why “mission” creates meaning and opportunities for leverage if sequenced properly
  • That the solution to a mystery is not that complex, unless we oversimplify or overcomplicate it
  • Key steps to selling more than 120,000 copies of his first 3 books

Expert Bio

Cal Newport is an Assistant Professor of Computer Science at Georgetown University. He previously earned his Ph.D. in Electrical Engineering and Computer Science from MIT in 2009, and graduated Phi Beta Kappa from Dartmouth College in 2004.

Cal is the author of three books of unconventional advice for students, which have sold a combined total of more than 100,000 copies: How to Be a High School SuperstarHow to Become a Straight-A Student, and How to Win at College. His most recent book, So Good They Can’t Ignore You, is a contrarian look at career advice.

In his role as an author, Cal has appeared on ABC, NBC, and CBS and on over 50 radio networks, including ABC Radio, USA Radio, and XM Satellite Radio. His advice has been featured in major publications including the New York TimesWashington Post, and Wall Street Journal; taught in college classrooms; and cited in at least one college textbook. His Study Hacks blog, which chronicles his attempts to decode “patterns of success,” attracts over 100,000 unique visitors a month.

For more information, visit Cal’s website.

Contact Info for Cal Newport

Web address: CalNewport.com

Web address: Study Hacks blog

Travels From: Washington, D.C.

Books by Cal Newport

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nick sarillo

A Slice of the Pie – Featured Interview with Nick Sarillo

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Author, Speaker, and CEO of Nick’s Pizza & Pub

Chicago, IL

Listen to this interview to learn:

  • The most important aspect of a business is not it’s product or people or process, but another “p” word
  • The importance of making your company values current and present to each employee so that employees can use values in day-to-day decision making
  • The case of the burned bottom pizza, and the broader lessons any business owner can draw from it
  • Why you need to oversee multiple health dimensions of a business for all stakeholders
  • What exceptional factors drives higher profits and lower turnover in a traditionally slim margin and low commitment business that you can model in your business

Expert Bio

Nick Sarillo is the founder and CEO of Nick’s Pizza & Pub, the sixth busiest independent pizza company in per-store sales in the United States. Founded with the purpose of providing the community with an unforgettable place where families could relax and have fun, Nick’s Pizza & Pub has margins nearly twice that of the average pizza restaurant and boasts an 80 percent employee retention rate in an industry in which the average annual turnover is over 150 percent.

A regular speaker at entrepreneurship and HR conferences, Sarillo credits his company’s success to his purpose-driven culture. Nick is also the author of A Slice of the Pie: How to Build a Big Little Business, which offers small business owners a handbook for creating a culture that will support a business through good times and bad – even in an industry where turnover is high, expectations are low, and a college degree is not required.

For more information, visit Nick’s website.

Contact Info for Nick Sarillo

Web address: NickSarillo.com

Travels From: Chicago, IL

Follow Nick:
Twitter LinkedIn Facebook

Books by Nick Sarillo

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jacques werth

High Probability Selling – Featured Interview with Jacques Werth

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President and Founder of High Probability Selling

Media, PA

Listen to this interview to learn:

  • Tips from studying the top sales performers for over two decades
  • The distinction between personality traits and behavioral traits
  • What matters more to top sales performers than being liked
  • The two things every salesperson should be certain of to be successful
  • Why it is necessary to take calculated risks to learn new skills and aim for bigger goals
  • What to do when you’ve tried everything to sell better and nothing has worked so far

Jacques Werth talks with Bill Ringle about a practical philosophy and set of techniques to succeed in sales and in life.

Expert Bio

Jacques Werth is the President and Founder of High Probability® Selling, a sales consulting and sales training organization. He is a man with a mission to revolutionize the sales process through his system of “radically honest selling.” High Probability Selling is based on the deceptively simple concept that people buy from people they trust and respect.

Jacques has observed hundreds of salespeople in many different industries while they interacted with prospects and customers. He learned what the top 1% of the world’s best salespeople do that the other 99% do not do, and this is what he teaches, both in person and through his book, High Probability Selling.

For more information, visit Jacques’s website.

Contact Info for Jacques Werth

Business Phone: 610-566-1535

Web address: HighProbSell.com

Travels From: Philadelphia, PA

Books by Jacques Werth

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stephen_shapiro

Best Practices Are Stupid – Featured Interview with Stephen Shapiro

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Innovation Evangelist and Bestselling Author

Quincy, MA

Listen to this interview to learn:

  • What a difference it makes to realize that all businesses are in the marketing business
  • How cracking the PR code boosts your visibility to prospects
  • A secret of running a profitable business is keeping your overhead low
  • What it means to “think inside the box” and to “define a better box”

Stephen Shapiro talks with Bill Ringle about building an innovative practice to serve large companies with big ideas.

Expert Bio

Stephen Shapirois one of the foremost authorities on innovation culture, collaboration, and open innovation. Over the past twenty years, his message to hundreds of thousands of people in over 40 countries around the world has focused on how to enable innovation by bringing together divergent points of view in an efficient manner.

Stephen has shared his philosophy in books such as 24/7 InnovationThe Little Book of BIG Innovation Ideas, Personality Poker, and Goal-Free Living. He led a 20,000 person process and innovation practice during his 15 year tenure with Accenture. And his Personality Poker® system has been used by more than 50,000 people around the world to create high-performing innovation teams.

His latest book, Best Practices Are Stupid: 40 Ways to Out Innovate the Competition, has been featured by many major media outlets, was selected as the best innovation and creativity book of 2011 by 800-CEO-READ, and was the #1 best selling business book in Canada.

His work has been featured in NewsweekEntrepreneur MagazineO-The Oprah MagazineThe Wall Street Journal, and The New York Times.  His clients include Staples, GE, NASA, BP, Johnson & Johnson, The United States Air Force, Fidelity Investments, Pearson Education, Nestlé, and Bristol-Myers Squibb.

For more information, visit Stephen’s website.

Contact Info for Stephen Shapiro

Business Phone: 617-379-1177

Web address: SteveShapiro.com

Travels From: Boston, MA

Follow Stephen:
Twitter

Books by Stephen Shapiro

    

barbara_corcoran

“Will Your Passion Endure?” – Featured Interview with Barbara Corcoran

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Real Estate Mogul, Bestselling Author, and Founder of The Corcoran Group

On this episode of My Quest for the Best, Barbara Corcoran talks to Bill Ringle about the hallmarks of a successful entrepreneur, what she does to stay productive and successful, and about her book Shark Tales.

 Listen to this interview to learn:

  • What skills and personality traits angel investors want entrepreneurs to have
  • How investing in an entrepreneur is like hiring a great sales person
  • What luck does and what the person must do to capitalize on any lucky break
  • The one characteristic that has no substitute in business (or in life)
  • What women entrepreneuers in particular need more of to stand out and be successful

Interview Insights

Click to Read the Show Notes

1:03 [On getting into real estate] – “I was naive and too stupid to know any better, kinda like the kid that jumps off the cliff who doesn’t know what to be afraid of.”

1:13 “There’s great virtue in starting a business young, before you have any body of knowledge.”

1:36 How a loan of just $1000 enabled her to start her business and head down her chosen career path. –  “It was the first time in my life I had ever planned anything.”

2:13 “[The thousand dollars] bought me 1 ad in the New York Times business section for 8 weeks running.”

2:30 [On the importance of her rented pink princess phone] – “Visualization is so key in building a success…It made me feel like I was fancy.”

3:25 Corcoran recounts how a “tasteless”, but expensive, coat made her feel like she looked the part. “Like I could afford an expensive coat.”

3:47 [On the importance dressing the part] – “They just have to look credible for who they claim they are.”

4:27 Corcoran recounts some of the clothing fails that have occurred on Shark Tank – “You just don’t show up that way!”

4:45 “I’m out very often just because of the appearances of people who walk on that set.”

5:16 “If you’re building a business, the god’s in the detail. It’s all taking care of every little inch.”

5:38 Corcoran recounts some of the characteristics of people who have appeared on Shark Tank that have served them well.

5:41 [On positive characteristics] – “If people aren’t passionate about their product, they’re not going to give anyone that contagious feeling of being passionate too.”

6:15 [The most important question concerning passion] – “How long can they maintain that passion?”

7:03 Corcoran explains the biggest mistake an entrepreneur can make on Shark Tank.

7:08 “What we’re trying to do really is assess the individual and the markings of a good business there.”

7:56 The sneaky trick that producers play on entrepreneurs – “Nothing happens for three minutes.”

7:58 “If you want to see someone under pressure, you have to watch that entrepreneur for three minutes and watch what happens.”

8:36 “I’ve found that judging the entrepreneurs is no different than what I did in my career, which is judging who might make a good salesperson.”

9:35 How delivering strategic insults can help you quickly size up a potential salesperson’s mettle.

10:00 “If the people are coming back at you with all of these sharks eating them alive, that’s a pretty good entrepreneur.”

10:45 “Every type of product has a huge pond to sell to.”

10:57 [On what turns investors on] – “What kind of sales do you have?”

11:37 “Most entrepreneurs in naivety think they’re going to turn on the investors with the potential of their business vs. the actual sales numbers.”

12:15 [On writing Shark Tales] – “It had to do with my mom who raised 10 kids, never worked a day in her life, but she was probably the best businesswoman I’ve ever met. She built her household, ran it like a business.”

12:59 [On inspiration for Shark Tales] – Corcoran wanted to share the lessons she’s learned from working with different entrepreneurs, their successes and failures, and businesses she’s bought – “The common traits that make entrepreneurs do well in business.”

13:45 [On writing the book] – “It was an act of endurance.”

14:04 “There’s no substitute for hard work. If anyone thinks that you can be exceptional in anything without putting in superhuman hours and hard work – life’s just not that way.”

15:01 “If you’re not in that work mode, being hungry and eager and pushing like crazy, you don’t see those [easy] balls coming.”

15:45 The insurance policy for success

16:01 “I am a firm believer in an attitude of arrogance…a small arrogance that allows you to get from A to B.”

16:34 “A woman will self-assess and self-efface herself, so as a female, I love to tell men and women that you have a right to be there.”

17:15 “When you jump, you always find the answers on the way down.”

17:43 “A lot of people don’t think they have it in them, and I think that they just don’t have the leap of faith to take the chance.”

18:10 Two tips that Corcoran has to be successful.

19:13 “When I start my day, I rate what i have to do, not based on what I want to do, but based on what is in front of me that will make the biggest difference in what I’m trying to accomplish.”

20:00 The significance of having the ability to single out the important things.

Expert Bio

Barbara Corcoran’s credentials include straight D’s in high school and college and twenty jobs by the time she turned twenty-three.  Then she took out a $1000 loan to start The Corcoran Group and parlayed it into a five-billion-dollar real estate business, which she sold in 2001 for $66 million.

Barbara is currently the real estate contributor for NBC’s TODAY Show, where she comments weekly on trends in the real estate market. She’s also a Star on ABC’s reality hit Shark Tank, on which she buys young businesses and shepherds them to success.

Barbara is a motivational speaker, as well as the author of several books, including If You Don’t Have Big Breasts, Put Ribbons on Your Pigtails, an entertaining business book that has become a national bestseller, and Nextville, Amazing Places to Live Your Life. Her latest book, Shark Tales, hit the #1 business book ranking on Amazon.

For more information, visit Barbara’s website.

Contact Info for Barbara Corcoran

Business Phone: 212-937-1000

Web address: BarbaraCorcoran.com

Travels From: New York, NY

Follow Barbara:
Twitter Linked In Facebook

Books by Barbara Corcoran

 

nathan kievman

Linked Strategies – Featured Interview with Nate Kievman

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Founder and CEO of Linked Strategies

Wichita, KS

Listen to this interview to learn:

  • Some of the standards you must clear to be considered a thought leader
  • The power of saying “no” to opportunities and how it helps you grow your business
  • What “platform maturity” allows you as an expert to do to serve even a larger customer base
  • How to convey trust, authority, and credibility using your LinkedIn profile
  • Emerging trends with LinkedIn that will allow businesses to build a larger platform in even less time than before

Interview Insights

Click to Read the Show Notes

1:02 Kievman tells about his transition from a degree in Sports Administration to being a LinkedIn platform leader.

3:11 “What I found was that LinkedIn was my premiere tool for helping these little startups build their advisory boards.”

3:52 How his work consulting small startups led to the creation of his book.

4:17 “LinkedIn is purely a business tool.”

4:28 “I saw a big opportunity and said, ‘You know, no one is really owning this. There’s an opportunity here to be a thought leader in a fast growing market.”

5:10 “I’m a true believer that to be a thought leader you have to demonstrate success. You have to be able to come from a premise of authority.”

6:25 How Kievman used an interview series to establish himself as a thought leader.

6:57 “I think the premiere thing is having demonstrable results and then sharing those, and people resonated with those so that they could use them and apply them immediately, and get results.”

7:50 [On claiming expert status] – “Base it on credibility of results and talk about those results and then people will flock to you.”

8:39 “My biggest challenge actually has been, not so much in the marketing or lead generation, it’s actually been scalability…being able to take on all of the inquiries.”

9:35 “Most experts have a book, most experts have some kind of automated product, but they really live on their training and consulting.”

10:35 “It’s understanding a balance between lifestyle, scalability, and then optimizing our own revenue channels.”

11:41 “So at any one time I could have 10 or 15 projects running and instead of being able to focus 100% exclusively on fixing my business and making sure I can make it a really optimized process.”

13:27 “I put my intention in what I did actually want to experience which was scalability and since then I have already taken on a partner who’s built a $44M company.”

14:53 “There’s a very simple process for generating business on LinkedIn. LinkedIn, like any other platform, has to start off with two pieces, and if you’re not generating business from it, you’re probably missing one or both of these pieces. The pieces are not what you do, not tasks that you do, but actually positioning plays.”

15:20 “So if you don’t have trust and credibility, it doesn’t matter what you communicate or to whom you community to, your response rates are going to be extremely low.”

15:38 “Anyone can establish trust and credibility, you just have to look deep.”

16:10 “Your profile has to be able to portray that trust and credibility, and your copy needs to reaffirm your authority.”

16:51 “There’s authority in numbers. If you can quantify anything you’ve done, quantify it.”

17:00 “You’re not looking to close the deal on an e-mail or an in-mail within LinkedIn, you’re looking to generate a conversation and then it’s kinda gonna be up to you to close the business.”

17:15 “LinkedIn is a tool that can generate the right conversations with the right people at the right time.”

17:25 “The business happens in the In-Mail.”

17:40 How owning a LinkedIn group can establish you as a subject authority.

18:55 The story of how Tom Circe generated $118,000 in speaker fees just by using LinkedIn.

20:58 “There’s such a value in personal face to face connection time.”

21:37 “If you don’t create your virtual stage for yourself, then getting on a real stage is going to be really hard.”

23:01 Tips for creating a virtual stage for yourself.

23:17 “[LinkedIn] has a challenge, which is, they have a disconnect between their membership, the needs of you and I, and their profit.”

22:57 The evolution of LinkedIn company pages, and what users can do to get ahead of the curve.

25:40 The importance of avoiding SPAM in groups.

26:00 “My hope is that LinkedIn will embrace the midsize and small businesses more effectively.”

27:40 [Platform maturity] – “The companies or individuals that are at the right place at the right time at a platform’s maturity are going to be the bestowed thought leaders in that space.”

29:49 “Most people don’t know that LinkedIn’s a huge database.”

Expert Bio

Nathan Kievman is the Founder and CEO of Linked Strategies and creates cutting-edge business solutions maximizing all of the power of social media platforms. Considered one of the leading authorities on social media and LinkedIn, Nathan has a robust following as the owner of the number one LinkedIn Strategies Group on LinkedIn. He has taught more than 35,000 people how to master the platform.

Nathan is the executive editor of LI & Business, now with more than 14.5 million subscribers. He has authored three books on the topic, including the currently available LinkedIn Mastery: An All Inclusive Guide to Mastering LinkedIn. Nathan presented as the keynote speaker on Social Media Strategy for the National Speakers Association winter meetings in 2011.

For more information, visit Nathan’s website.

Contact Info for Nathan Kievman

Business Phone: 800-946-7804 or 316-942-1111

Web address: LinkedStrategies.com

Travels From: Wichita, KS

Connect with Nathan:
Linked In

 

arnold_sanow2

Get Along – Interview with Arnold Sanow

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Workplace Relationship Expert, Speaker, and Author

Vienna, VA

Listen to this interview to learn:

  • How a marketing director for the marine corps became a nationally known communications expert.
  • What to do when your business “moment of truth” arrives.
  • The importance of being observant and what to pay attention to in order to effectively connect in business.

Expert Bio

Arnold Sanow is a Certified Speaking Professional who focuses on working with companies and organizations to build stronger customer and workplace relationships by improving oral, interpersonal and organizational communication. He has conducted over 2,500 keynotes, seminars, trainings, facilitations, and consulting sessions with more than 500 different companies, governmental agencies and associations throughout the world. Since 1985 he has served as President of Business Source, Inc., a business development and training firm.

Arnold was recently named by Successful Meetings Magazine as one of the top 5 best “bang for the buck” speakers in the USA and was voted best speaker of the year by the Washington DC Meeting Planners International Association as well as by his peers at the National Speakers Association, Washington DC chapter.

He is a frequent guest in the media, including the CBS Evening News, ABC World Morning News, The Wall Street Journal, USA Today, The Washington Post, and more. He is the author of six books, including Get Along with Anyone, Anywhere, Anytime and Present with Power, Punch and Pizzazz.

For more information, visit Arnold’s website.

Contact Info for Arnold Sanow

Business Phone: 703-255-3133

Web address: ArnoldSanow.com

Travels From: Washington, D.C.

Follow Arnold: Twitter

Books by Arnold Sanow

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stephen denny

Killing Giants – Interview with Stephen Denny

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Strategy & Marketing Consultant, Author

Santa Cruz, CA

Listen to this interview to learn:

  • How being flexible allows you to respond to critial changes faster
  • What “brand tension” is and how it creates opportunities
  • How to respond to structural shifts in the market
  • What to do when you find that you’ve been trapped by your own success

Expert Bio

Stephen Denny is a competitive strategy and marketing consultant who thinks marketing is about big ideas as well as selling things. He helps brands in technology, consumer products, clean energy, and services define their competitive positioning, communication strategies and implementation plans in the market. He is also the author of Killing Giants: 10 Strategies to Topple the Goliath In Your Industry.

Apart from writing and consulting, Denny is a frequent speaker at corporate events, industry conferences and graduate business schools on topics relating to competitive strategy and marketing. He holds multiple patents, has lived and worked in both the US and Japan, and has an MBA from the Wharton School.

Prior to consulting, he was a 20+ year senior marketing executive having managed the people, strategy and budgets at brand name technology companies like at Sony, Onstar, Iomega and Plantronics.

For more information, visit Stephen’s website.

Contact Info for Stephen Denny

Web address: StephenDenny.com

Travels From: San Francisco, CA

Follow Stephen: Twitter

Books by Stephen Denny

andrew keen

The Cult of the Amateur – Interview with Andrew Keen

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Internationally Recognized Entrepreneur, Speaker and Author

Santa Rosa, CA

Listen to this interview to learn:

  • The inside story on audiocafe.com, an early Silicon Valley Internet start-up.
  • The single most important key to a start-up succeeding.
  • How the market will tell you the brutal truth about your company or idea, and why it’s best to learn it sooner rather than later.
  • What’s lost through participation in Internet communitites in terms of human relationships.

Expert Bio

Andrew Keen, is an entrepreneur, writer, broadcaster and public speaker. He is the author of the international hit CULT OF THE AMATEUR: How the Internet is Killing our Culture, which was short-listed for the Higham’s Business Technology Book of the Year Award. As a pioneering Silicon Valley based Internet entrepreneur, Andrew founded Audiocafe.com in 1995 and built it into a popular first generation Internet music company.

He is currently the host of the “Keen On” show on TechCrunch TV, where he interviews leading opinion makers from the worlds of technology, media and policy. Andrew is also an acclaimed speaker on the international circuit, speaking regularly on the impact of new technology on 21st century business, education and society. Andrew’s new book about the social media revolution, Digital Vertigo: An Anti-Social Manifesto, is coming out in 2012.

For more information, visit Andrew’s website.

Contact Info for Andrew Keen

Web address: AJKeen.com

Travels From: San Francisco, CA

Follow Andrew: Twitter

 

Books by Andrew Keen

jim kukral

Attention! – Interview with Jim Kukral

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Web Business Consultant, Speaker, and Bestselling Author

Cleveland, OH

Listen to this interview to learn:

  • The top mistakes business owners and executives make when using social media for business, and how to avoid them.
  • The many ways that a business leader can use social media to position the business.
  • Why it is critical to build a “platform” for communicating with social media and how to get started.
  • How to use precise demographic targeting to reach the buyers most likely to appreciate your offers.

Expert Bio

Jim Kukral is an internet expert who helps entrepreneurs, small business owners, and large companies like FedEx and Sherwin Williams learn how to find success online. His passion for teaching shines through in his training and coaching programs, and as a professional speaker Jim has presented to thousands of people across America on the topics of Web-entrepreneurism, success and failure, Internet marketing and more.

As a serial Web-entrepreneur himself, Jim has consistently innovated many online businesses, including Prfessor.com, a web-based solution that allows anyone to instantly create their own online university or training center. His latest venture focuses on bringing the power of self-publishing to the masses. You can learn more about this at Digital Book Launch and Content Every Day.

Jim was recently named as one of “The Most Influential Small Business People on Twitter” according to Dun & Bradstreet. He is the author of Attention! This Book Will Make You Money and The Ultimate Pitch, and serves as a Program Faculty Member for the University of San Francisco’s Internet Marketing Program where he teaches classes to students around the globe on the topics of Internet marketing, Web monetization and social media.

For more information, visit Jim’s website.

Contact Info for Jim Kukral

Web address: JimKukral.com

Travels From: Cleveland, OH

Follow Jim: Twitter

Books by Jim Kukral

mark william cochran

Oby’s Wisdom – Interview with Mark William Cochran

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Chiropractor

Sandpoint and Coeur d’Alene, ID

Listen to this interview to learn:

  • The power of human beings’ innate healing wisdom.
  • The importance of making the positive shift from looking at symptoms to focusing on the potential for vibrant health.
  • How specialized business cards can help sell your books.

Expert Bio

Mark William Cochran is a chiropractor, energy healer, lightworker, writer, and speaker who works and writes with the important message that each of us is inherently healthy. He believes that vibrant health is not something you create; it’s something you reveal.

Mark is the author of the award-winning book Oby’s Wisdom: A Caveman’s Simple Guide to Health and Well-Being.

For more information, visit his blog at DoctorMarksHealthyThoughts.

Contact Info for Mark William Cochran

Business Phone: 208-664-6359 OR 208-304-2330

Web address: DoctorMarksHealthyThoughts

Travels From: Spokane, WA

Books by Mark William Cochran

tom_searcy

Systems that Succeed – Featured Interview with Tom Searcy

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Founder & CEO of Hunt Big Sales

Tom Searcy talks to Bill Ringle on My Quest for the Best about systems that succeed and how to create explosive growth.

Listen to this interview to learn:

  • How to build systems that allow you to repeat your successes.
  • How to minimize risk in going after big sales.
  • The advantages of tracking your success through the measurable success of your clients.

Interview Insights

Click to Read the Show Notes

1:23 Tom discusses how he entered the world of Big Sale Hunting, through large account selling.

2:05 “What I learned, I learned through some trial and error. You can make some really big mistakes when you’re trying to sell big companies.”

2:18 Tom says he had to build a system for sales, rather than relying upon networking, relationships, luck, or right timing.

3:15 Bill and Tom discuss minimizing risk: “There are a lot of pieces to minimizing the risk…you need to run it as a regular system or process to make it happen.”

3:35 Tom gives Bill three brief ideas around minimizing risk: 1. A business owner must figure out what is the best opportunity for them. This eliminates “between 90% and 95% of ideas that might look good,” but are really what he calls a ‘Black Hole Prospect.’

4:06 A business owner must know up front what the characteristics of successful relationships are.

4:10 The second idea around minimizing risk: A business owner must know their own capacity and goals, and be able to climb the ladder rather than take a running leap across a chasm.

4:40 The third idea around minimizing risk: A business owner should not hunt one large account at a time, but rather one should hunt multiple accounts at a time.

4:58 “By defining what that stretch account is on the ladder of your growth, you put yourself in a good position to only get those kinds of accounts that fit into a plan or a pattern.”

5:15 Bill uses a pool analogy to describe setting oneself up for future growth and success.
5:41 Before entering a deal with a large and impressive company or entity, one must know both the qualifying and disqualifying attributes of said company.

6:10 Tom cautions against lack of research on how entering into a relationship might cause lack of goal completion.

6:30 One must be strategic rather than purely optimistic.

7:09 Tom discusses some questions he might ask his clients prior to meeting with a big potential large account.

9:27 A business can get ahead of their competition by asking multifaceted and non-standard questions that tell them more about their potential clients and accounts.

10:26 If a potential client or business does not have long term goals or has not considered what improvement they wish to make in six months, then they are likely not going to be good partners, nor are they serious about their business.

12:13 By asking these questions, the risk is not only reduced for the company, but also for their potential clients.

13:36 Tom tells us about a solution that enables to him and his company to connect with ideal clients and grow his business, in spite of the rapidly changing marketplace, and social media has been central to that growth for him in the last six months.

14:19 “Social media puts together people who have unique problems that are specific to the kinds of problems we solve… and that gives a lot of endorsements in the social media space for the benefits we bring the client.”

19:20 Engaging on multiple platforms, especially social media, can attract new clients, and allows a welcoming and easy experience for them.

20:08 Tom talks about why and how he became a consultant: he was asked to do some consulting for companies, and although he had the ultimate goal of buying a company, he began having fun as a consultant, so he began his own consultancy.

22:40 “When you sell growth and can deliver on that promise, let me tell you, things roll forward better.”

Expert Bio

Tom Searcy, the foremost expert in large account selling, has made a career out of doing big deals and creating explosive growth. By the age of 40, he had lead four corporations, transforming annual revenues of less than $15 million to as much as $200 million in each case.

As the founder and CEO of Hunt Big Sales, a fast-growth consultancy and thought leadership organization, he’s helped clients transform the way they do business and close deals they would have never thought possible. With Tom’s guidance, Hunt Big Sales clients have closed more than $4 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple and hundreds more.

Tom is a successful speaker who shares the secrets behind explosive sales growth with audiences around the world. As a regular contributor to the Inc. Magazine conferences and Vistage International, the leading organization for CEO thought leadership, he’s introduced more than 5000 CEOs to the concepts that can lead to their biggest deals ever.

He is the author of RFPs Suck! How to Master the RFP System Once and for All to Win Big Business, the co-author of Whale Hunting: How to Land Big Sales and Transform Your Company, and regularly blogs about sales strategies and techniques.

For more information, visit him on the Hunt Big Sales website.

Contact Info for Tom Searcy

Business Name: Hunt Big Sales
Business Phone: 317-816-HFBS (4327)
Web address: Hunt Big Sales
Travels From: Indianapolis, IN
Follow Tom: Twitter

Books by Tom Searcy

libby gill

You Unstuck – Featured Interview with Libby Gill

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Bestselling Author, Brand Strategist, and Executive Coach

Los Angeles, CA

Listen to this interview to learn:

  • The one behavior to change that so many business people get trapped by
  • How two clients with similar backgrounds and challenges but drastically different results inspired You Unstuck
  • The differences in risk perception between business owners and business workers
  • What steps were taken to improve visibility through keynote speaking
  • The vital importance of delegating (and what idea to adopt to master this area)

Interview Insights

Click to Read the Show Notes

1:30 Gill describes her early years doing odd jobs, including being a hand model for Fancy Feast cat food, before working in the television industry.

2:17 “I want to be where the decisions are being made, where I have more control over my career.”

2:40 “In 5 years I went from being the assistant in this little PR department in this production company to being head of publicity, advertising, and promotion for 5 divisions of Sony.”

2:51 “Raise your hand and figure it out later.”

3:20 “Chaos breeds a lot of opportunity.”

3:51 Gill discusses her chaotic youth and the journey she took to regain her confidence.

4:29 “Who we are is still inside, and if we can stay in touch with that, and kind of fan that little flame, then we get back to who we really are.”

4:57 Gill recounts how she started her own business, and how she picked up on how some people were ready to grow their business and embrace change, and others just weren’t there yet.

6:12 “I wrote You Unstuck to look at all the ways I had worked with clients with clients and all the things that I had observed that helped people accelerate change.”

7:21 How being a health columnist led to Gill developing a fascination with human psychology.

8:34 “In the entrepreneurial world, not only are you in charge of fixing the copy maker or whatever else comes up in your day, but your pipeline, and your payroll, and your cash flow are dumped at your doorstep.”

9:25 “You better pick up the phone and start calling people and prospecting and figuring out how to get the greatest value to your clients or your business will soon be gone.”

10:40 “How much time do you market vs. how much time do you service your clients?”

11:10 “When you have the luxury and the freedom to pick the projects and the people that you work with and you get to work with the good guys of the world, it’s quite thrilling.”

12:03 How working in television taught Gill to work fast and think fast and how to thrive on pressure.

13:27 [On why so few people take strides to hold themselves accountable] – It’s common sense, but it’s just not common practice.”

15:11 “How do you add that leverage? How do you add a layer that you’ve never done before, whether it’s putting yourself on the line, bringing an accountability partner, a coach, someone into the mix, adding systems…”

16:15 “I’ll often back into a deadline. I’ll commit to something without really having it quite together yet but knowing if I commit to doing this thing, this project in 6 weeks, 2 months, or a year from now, I’m going to get there.”

16:49 The importance of adding short deadlines for productivity.

17:34 “We all get stuck in something at one time or another.”

17:43 “If you’re not stuck at some point, you’re not taking enough risks, you’re not challenging yourself at a high enough level.”

18:55 “While it’s much easier to solve other people’s business problems or branding dilemmas, it can be very hard to look at yourself at a level of objectivity and scrutiny that you need the outside world to give you.”

19:20 “Honesty with affection and well-meaning behind it is really a wonderful thing.”

20:22 [Paraphrasing Gloria Steinham] – “The truth will set you free, but first it will piss you off.”

21:17 “We need to find ways to make our message sing, to make our websites jump off the page. In a world where we’ve got four seconds to capture somebody’s attention, how do we do that?”

23:14 Gill explains why you don’t have to do everything yourself.

24:26 Why you should frequently ask yourself the question, what am i doing that somebody else could be doing?

25:04 Why delegating is essential to keep yourself from stifling your own growth.

26:22 How to use think-time to recharge.

27:25 Where entrepreneurs most need the help and the push.

28:32 How Gill was incremental in Dr. Phil’s rise to fame.

29:05 “Don’t undervalue yourself, and articulate the expertise that you bring and own that expertise.”

30:22 Capture the Mindshare

Expert Bio

Libby Gill is an internationally respected executive coach, brand strategist and bestselling author whose clients include Nike, Disney-ABC, Comcast, and many other Fortune 500 companies. An entertainment industry veteran, Libby spent fifteen years heading public relations and corporate communications as senior vice president at Universal Studios; and vice president at Sony Pictures Entertainment and Turner Broadcasting. She was also the PR/branding brain behind the launch of the Dr. Phil Show.

Libby’s new bestseller, YOU UNSTUCK: Mastering the New Rules of Risk-taking in Work and Life, recently won an Independent Publishers Award. She has shared her success strategies with the Today Show, CNN, NPR, the New York Times, the Wall Street Journal, and many more.

For more information, visit Libby’s website.

Contact Info for Libby Gill

Business Phone: 310-215-0222

Web address: LibbyGill.com

Travels From: Los Angeles, CA

Follow Libby:Twitter

 

Books by Libby Gill

eric_taylor

Mastering the World of Selling – Interview with Eric Taylor

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President of Eric Taylor Consulting Group, Author, and Speaker

Millstone, NJ

Listen to this interview to learn:

  • The characteristics needed to be successful in personal marketing and selling.
  • How Eric promoted Jeffrey Gittomer’s seminars for success.
  • The lesson of asking, “How can I provide value first?”

Expert Bio

Eric Taylor started his “professional sales career” at the age of seventeen, selling pots and pans door-to-door in New Jersey and went on to build a successful seven-figure entertainment company while in college. He is now the President and Chief Collaboration Officer at Eric Taylor Consulting Group, a training, coaching, and consulting organization specializing in sales training, sales coaching, small business marketing, employee motivation, leadership and personal development.

Eric is also the co-author of the Mastering the World series of books, which includes Mastering the World of Selling and Mastering the World of Marketing. His new book, Life Lessons from Superman, is due out in March 2012.

For more information, visit Eric’s website.

Contact Info for Eric Taylor

Business Phone: 732-236-1858

Web address: EmpowermentGroup.com

Travels From: New York, NY

Follow Eric:Twitter

 

Books by Eric Taylor

mary_van_de_wiel

Zing Your Brand – Interview with Mary van de Wiel

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Brand Anthropologist and CEO

New York, NY

Listen to this interview to learn:

  • How a brand anthropologist operates.
  • How to use the question “Why do you do what you do?” to uncover important core answers.
  • What makes people “lean into” a web site when it is well-executed.
  • The missed opportunity of not thinking you’re a brand if you’re “less than Nike.”

Expert Bio

As Brand Anthropologist and CEO of Zing Your Brand, a NYC-based branding consultancy, laboratory and workspace for serious play, Mary van de Wiel [alias: Van] works with solopreneurs and corporate clients alike, pumping oxygen into suffocating brands to yield heightened marketplace visibility and unprecedented profits. Van is best known for her idiosyncratic views on the emotional clues that beckon online audiences to lean into their screens, hearts beating and eyes gleaming — or run away, screaming.

As a writer, producer & radio host, Van brings her fiercely individualistic perspective to NY Brand Lab Radio, as well as to her off-air training & networking portals, The NY Brand Lab and The Brand Reinvention Summit. She’s currently putting the finishing touches on her forthcoming book, Dead Brand Walking: A Brand Therapist’s Viewpoint.

In a former life, Van was the Founder, CEO and Executive Creative Director of an award-winning independent branding & design shop with offices in New York and Sydney. She’s led global brand campaigns for the launch of People Weekly magazine in Australia, the Macau International Airport in China, and the National Constitution Center in Philadelphia, and has served as a business-building muse for Conde Nast Magazines, American Airlines, Sony, Sydney Opera House, Time Inc., News Corporation and The Museum of Modern Art, N.Y.

For more information, visit Van’s website.

Contact Info for Mary van de Wiel

Business Phone: 718-909-1140

Web address: ZingYourBrand.com

Travels From: New York, NY

Follow Van: Twitter

 

ed brodow

Negotiation Boot Camp – Interview with Ed Brodow

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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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aaron_shapiro

Users Not Customers – Interview with Aaron Shapiro

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Author and CEO of HUGE, Inc.

New York, NY

Listen to this interview to learn:

  • How a company pivots based on customer feedback.
  • What steps a full-service digital agency take to insure success with high stake assignments from Fortune 1000 firms, including Comcast, Target, and HBO.
  • How the magic of good design leads to rapid product adoption.
  • The demand for a great online experience (and how the bar keeps getting raised) by the generation of consumers now in their 20’s.
  • What Forrester research says about the role of online sales transactions in 2012.

Interview Insights

Click to Read the Show Notes

1:08 How Shapiro’s experience in business school pointed him in the direction of a digital career.

1:53 “I actually thought that I was first getting involved in the internet because it was the next generation of cable TV, I was really interested in media back then. So the idea of getting on the ground floor of something that I thought was going to be the next cable TV or media ecosystem was this really exciting thing.”

2:23 Shapiro tells about pitching “internet for your television,” and how although no one would fund his project, they all wanted him to build their websites.

3:50 [On his second company] – “We developed a technology for people to be able to send rich e-mail. You could put in photos, and video, and graphics in an e-mail message and send them to people. It was initially designed for consumers.”

4:29 “We evolved the company from a consumer play to email marketing where our customers were businesses.”

4:50 “HUGE is a full-service digital agency, and what we do is the full range of digital services for what clients need to be successful online.”

5:41 HUGE’s evolution from design company to full service.

6:10 How HUGE helped with launch of HBO Go.

6:49 “The biggest challenge for [HBO Go] as well as with a lot of other clients is the pressure we’re put under. So HBO hired us not to do an interesting reader, they had a single goal, which was to create the single best entertainment experience which you can have on a mobile device or on an iPad.”

7:37 “The secret, and the real challenge, for this project and a lot of others is to really understand why are users using your experience and what are the core things that they want to accomplish?”

8:58 “Users are notoriously bad at guessing what they want.”

9:27 [On the use of ethnographic research to create personas] – “There’s a few things we do to differentiate between what users actually want and what they say they want.”

10:28 “[Personas] are hypothetical people describing who these people are, their characteristics, and what they’re common tasks and problems are”

10:57 “The key thing is: You can think of lots of problems, but what are the core one or two  problems that are motivating them to use this product.”

11:23 Why extensive testing is essential in developing breakthrough user experiences.

12:43 How HUGE screens subjects to remove the potential for unhelpful outliers.

13:07 “People tend to use products and solve problems in very similar ways. Our goal is not to find quantitative data to find whether something works or doesn’t work, it’s to find problems.”

14:08 “People actually use the internet in remarkably similar ways around the world.”

15:25 Shapiro explains how great design encourages users to fall in love with the product.

16:11 [On the emotional impact of design] – “We’ll often spend a lot of time creating small visual cues and little things to surprise and delight users so they feel that the something that they own is really special.”

17:15 [On why HUGE is a full service agency] – “Design becomes this gateway to the customer experience, and what a lot of other folks do, that work in the company, have nothing to do with the design, but are equally important in making clients successful on the internet.”

18:51 Shapiro discusses why transformative change within the organization is essential for companies to be successful in the digital arena.

19:28 “Every company must be a digital business to be successful in our economy today, and a lot of companies don’t really understand this.”

20:06 Why organizational lag in embracing digital as an essential business component led Shapiro to writing his book.

20:40 Shapiro’s biggest challenges in writing the book.

20:57 “Writing a book forces you to formalize your ideas.”

22:20 “The most successful companies think about users as the core to their business.”

23:36 “Removing the anonymity to digital traffic and thinking of those people as real users that are gonna interact with your company, and making sure that they have a good experience is really the core to being successful.”

24:30 How Shaprio analyzes companies to see how their web experience can improve.

26:41 “If you’re company is not set up to resonate with a digital first customer, then you have a real problem, because those people are just gonna work with your competitor who is set up.”

Expert Bio

Aaron Shapiro is CEO of HUGE, a digital agency that helps companies re-imagine how they interact with their customers and manage their business in the online economy. He has spent more than a decade as a technology entrepreneur, venture capitalist and management consultant. This includes being founding CEO of Silverpop Systems, a leading email service provider, and starting a national magazine distributed by Time Warner.

Aaron frequently writes about the digital economy at AaronShapiro.com and for publications including The Huffington Post, MediaPost, and Fast Company. He is the author of Users Not Customers: Who Really Determines the Success of Your Business, and was named one of Crain’s “40 under 40″ for 2011.

For more information, visit Aaron’s website.

Contact Info for Aaron Shapiro

Business Phone: 718-625-4843

Web Address: HugeInc.com

Web Address: AaronShapiro.com

Travels From: New York, NY

Follow Aaron:

Twitter

Books by Aaron Shapiro

jeff_pedowitz

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
Play

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

 

ruby_newell_legner

RubySpeaks – Interview with Ruby Newell-Legner

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Founder, RubySpeaks, Inc.

Littleton, CO

Listen to this interview to learn:

  • Ruby’s journey from swim coach to trainer of world-class companies, organizations, and associations, such as the Olympics, US Open, and the Superbowl.
  • The loyalty and retention trend impacting many industries in the recovering economy in the United States.
  • The connection between rose water and a memorable hotel visit.
  • What premium suite ticket holders really value.
  • Why organizations that treat their staff well have happier customers.
  • How staff can inadvertently upset a customer by using the wrong word that is a near-universal hot button.
  • The two-step process Zappos uses to define job criteria to ensure good hires.

Expert Bio

Ruby Newell-Legner is a Certified Speaking Professional, a designation bestowed by the National Speakers Association to less than 400 speakers in the world. She founded RubySpeaks, Inc. in 1994 with a singular mission: to provide the hands-on training employees need to create a more productive work environment where everyone can excel on the job. Over the last decade, she has presented more than 1800 programs in nine countries and has shown tens of thousands of participants how to quickly improve workplace performance.

An award-winning and nationally recognized training expert in the Leisure and Hospitality Industry, Ruby is also a facilitator with a proven ability to create environments where groups can brainstorm effectively, share perspectives and come to consensus-while enjoying the process. Ruby’s high-impact trainings are based on 25 years as a front-line service provider and manager in parks and recreation; she has been presenting training programs in that area for the last 13 years. With “in the trenches” practical know-how, Ruby has an uncommon level of experience that gives immediate credibility with conference attendees and allows her to offer suggestions and recommendations based on actual hands-on experience. Her clients range from NFL stadium management staff to leaders in municipal government to Jumeirah International, the Dubai, United Arab Emirates-based luxury hospitality group that has the only seven-star hotel in the world, the Burj Al Arab.

For more information, visit her on the RubySpeaks website.

Contact Info for Ruby Newell-Legner

Business Name: RubySpeaks, Inc.

Business Phone: 303-933-9291

Web address: RubySpeaks.com

Travels from: Boulder, CO

Follow Ruby: Twitter

 

marshawn evans

Skirts in the Boardroom – Interview with Marshawn Evans

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Reinvention Strategist, Bestselling Author, Entrepreneur, and Entertainment Attorney

Atlanta, GA

Listen to this interview to learn:

  • What propelled and inspired Marshawn to excel in each phase of her career.
  • That in order to prosper, you have to share the authentic essence of who you are, not a copy of somebody else.
  • How to start to discover and articulate your purpose in life.

Expert Bio

Marshawn Evans, one of the nation’s leading experts on the art of maximizing potential, is a Reinvention Strategist™, entrepreneur, and entertainment attorney. She is the founder of both ME Unlimited®, a consulting firm focusing on reinvention, diversity, women’s empowerment, leadership, and peak performance strategies, and ME University® – The Ultimate Business & Branding Bootcamp, the industry’s premiere summit for equipping entrepreneurs to monetize and maximize their brand.

She is also the author of the bestselling book SKIRTS in the Boardroom: A Woman’s Survival Guide to Success in Business & Life. Named one of Atlanta’s Power 30 under 30, she is a Harry S. Truman Scholar and a former U.S. ambassador to the International Summit of Achievement in Dublin, Ireland.

As President of EDGE 3M Sports & Entertainment, she quickly built one of the fastest-growing woman-owned professional sports management and branding agencies in the country, successfully elevating the profile of athletes in the NBA, NFL, WNBA, and MLB. As one of Donald Trump’s handpicked cast members on NBC’s hit show “The Apprentice,” Marshawn was the only person to lead Trump’s all-women’s team to a victory as the Project Manager for an upscale, yet in your face, Lamborghini advertising campaign. She has worked on marketing initiatives for global corporations such as HP, Delta Airlines, Tiffany & Co, Rolls-Royce, and more.

Marshawn has been featured by many major media outlets and regularly contributes for Fox Business Channel, PINK Magazine, Black Enterprise, CNN and ESPN.

For more information and to sign up for her newsletter, visit Marshawn’s website.

Contact Info for Marshawn Evans

Web address: MarshawnEvans.com

Web address: MEUniversityBootcamp.com

Travels From: Atlanta, GA

Follow Marshawn:Twitter

 

Books by Marshawn Evans

maribeth kuzmeski

Interview with Maribeth Kuzmeski

Consultant, Speaker, and President of Red Zone Marketing

Grayslake, IL

Listen to this interview to learn:

  • The tremendous impact an ideal client can have in growing your business.
  • How mentors can accelerate your growth and catapault your income.
  • How focusing on continuous improvement with your messaging and delivery creates a memorable brand.
Play

Expert Bio

Maribeth Kuzmeski and her firm, Red Zone Marketing, consult and speak for businesses from financial services firms to Fortune 500 corporations on strategic marketing planning and business growth. An internationally recognized speaker, Maribeth shares the tactics that businesspeople use today to create more sustainable business relationships, sales, and marketing successes.

She is also an international keynote speaker, a member of Entrepreneurs’ Organization, and a regular media contributor who appears on Fox, ABC, and NBC and in publications including The Wall Street Journal, The New York Times, Entrepreneur, and Forbes.

Maribeth has written 5 books including the bestsellers …And The Clients Went Wild! and The Connectors.

For more information, visit Maribeth’s website.

Contact Info for Maribeth Kuzmeski

Business Phone: 847.367.4066

Web address: RedZoneMarketing.com

Travels From: Chicago, IL

Follow Maribeth: Twitter

Books by Maribeth Kuzmeski