Marketing and Sales Archives • My Quest for the Best

Category Archives for "Marketing and Sales"

Amy Franko Headshot

223: Adopt a Modern Seller Paradigm to Excel, an interview with Amy Franko

Amy Franko -  author of The Modern Seller: Sell More and Increase Your Impact in the New Sales Economy

Amy Franko and Bill Ringle discuss the ideas of the five modern selling skill sets that help small business leaders and others responsible for top-line growth rise above the competition. 

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top 3 Take Aways from this Interview

  • Five roles to adopt for success in today's competitive marketplace: Entrepreneurial, Holistic, Social, Ambassador, and Agile.
  • How to find the right prospects for clients, when buyer titles and responsibilities are often opaque.
  • What it means to serve ambassador responsibilities in business growth positions.

5 Roles of the Modern Seller by Amy Franko

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Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

Amy Franko is a strategic sales expert working with professional services, insurance, and technology organizations to accelerate sales results. She’s a keynote speaker, sales strategist, and author specializing in B2B sales and sales leadership development.

With over 20 years of client-facing sales experience, Amy began her career with global companies IBM and Lenovo before pivoting into entrepreneurship. 

Her book of business includes some of the world’s most recognizable brands. Amy’s book, Amazon , is an Amazon best seller and was also named a 2018 top sales book by Top Sales World. Learn more and download a free chapter at www.amyfranko.com.

Contact Info


Web address: amyfranko.com

Travels from: Delaware, Ohio

Social Media Links

Books Authored by the Guest

Resources Mentioned During the Interview

Allan-Dib

219: Allan Dib, author of The 1-Page Marketing Plan

Allan Dib, author of The 1-Page Marketing Plan

Allan Dib and Bill Ringle discuss insights and applications of The 1-Page Marketing Plan for small business leaders.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top 3 Take-Aways from this Interview

  • The difference between a good offer and a bad offer is critical to understand because if you make bad offers, your business is in trouble.
  • Always be thinking of your endgame. It will help you make better decisions. 
  • The difference between being seen by your prospects as a pest vs. a welcome guest depends on whether you are focused on their needs or your needs. 

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Better is not something that you wish for or something that happens to you. The only way things get better to you is when you get better.>> #MQ4B Ep219 with Allan Dib(@allandib), author of The 1-Page Marketing Plan Click To TweetKnow the difference between major and minor things in life. We should not spend major time on minor things and vice versa.>> #MQ4B Ep219 with Allan Dib(@allandib), author of The 1-Page Marketing Plan Click To TweetBefore people buy a product from you, they will only know how good your marketing is.>> #MQ4B Ep219 with Allan Dib(@allandib), author of The 1-Page Marketing Plan Click To TweetMarketing is the customer acquisition part and you product and service is your customer retention part.>> #MQ4B Ep219 with Allan Dib(@allandib), author of The 1-Page Marketing Plan Click To TweetIt's great when you read a book and you get a few pearls of wisdom.>> #MQ4B Ep219 with Allan Dib(@allandib), author of The 1-Page Marketing Plan Click To TweetWhen you say your target market is everyone, your target market is really no one.>> #MQ4B Ep219 with Allan Dib(@allandib), author of The 1-Page Marketing Plan Click To TweetYour idea of success needs to match with what you are doing on a daily basis.>> #MQ4B Ep219 with Allan Dib(@allandib), author of The 1-Page Marketing Plan Click To TweetProfessionals should have tactical plans, as what to do daily, monthly and yearly.>> #MQ4B Ep219 with Allan Dib(@allandib), author of The 1-Page Marketing Plan Click To TweetNine out of ten business crash because they fly blind without any plans or foresight.>> #MQ4B Ep219 with Allan Dib(@allandib), author of The 1-Page Marketing Plan Click To Tweet

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

Allan Dib  has started, grown multiple business in various industries including IT, telecommunications and marketing. One of his previous businesses was in the telecommunications industry where he faced heated competition from multibillion dollar, multinational competitors. 

Allan grew his business from startup to four years later being named by Business Review Weekly (BRW) as one of Australia’s fastest growing companies – earning a spot in the coveted BRW Fast 100 list.

Allan is passionate about helping businesses find new and innovative ways to leverage technology and marketing to facilitate rapid business growth. As a business coach, consultant and public speaker, he frequently shares his best strategies and cutting edge tactics with people all over the world.

MQ4B-Allan Dib,  Author of The 1-Page Marketing Plan

Contact Info for Allan Dib

Web address: www.successwise.com

Travels from: VIC Mount Martha, Australia

 Social  Media Links:

​Books Authored by the Guest

Resources Mentioned During the Interview

213: Asking Better Questions Improves Business: an interview with Warren Berger

Warren Berger, author of The Book of Beautiful Questions

Warren Berger and Bill Ringle discuss the power of asking proper questions and how these powerful questions will help you decide, create, connect, and lead better.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top 3 Take-Aways from this Interview

  • Curiosity is a business leader's most important quality.
  • What are the limits of a question?
  • The idea that every business leader should audit the quality of the questions she or he asks.

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

WARREN BERGER developed his inquiry skills as a journalist for The New York Times but first declared himself a “questionologist” with the 2014 publication of his best-selling book, A MORE BEAUTIFUL QUESTION. The book shows that questioning has been the starting point of everything from the cell phone, to Netflix, to the International Red Cross.

In the book, Warren introduces an original framework (the “Why/What If/How” cycle of inquiry) that can be applied to challenges and problems. A More Beautiful Question has been embraced by the NASA space program, the National Science Foundation, companies such as Starbucks, Chanel, Oracle, and Pepsi, as well as by major universities around the country.

Warren has keynoted at the DesignThinkers Conference in Toronto and the International Women’s Conference in Rome. He also regularly visits elementary and high schools around the country, urging teachers to try to encourage more questioning in the classroom.

In the fall of 2018, Warren released a follow-up book on questioning, THE BOOK OF BEAUTIFUL QUESTIONS: The Powerful Questions That Will Help You Decide, Create, Connect, and Lead.

In addition to authoring eight books (including the acclaimed GLIMMER, one of the first books on “design thinking”), Warren has appeared on NPR’s All Things Considered, CNN, and NBC’s Today Show, and he contributes regularly to Harvard Business Review, Fast Company, and Psychology Today, where he writes the “Questionologist” column.

MQ4B-Featured-Warren Berger

Contact Info for Warren Berger

Web address: www.amorebeautifulquestion.com

Travels from: Mount Kisco, New York

 Social  Media Links:

Books Authored by the Guest

Resources Mentioned During the Interview

Here is the special offer that Warren referenced during the interview just for our listeners – a special list of:

10 questions to help you be a more effective leader

Thanks so much, Warren! 

Logsdon

211: Why Winning is Not a Strategy: an interview with Zac Logsdon

Zac Logsdon, author of Winning is Not a Strategy

Zac Logsdon and Bill Ringle discuss methods and advice that are applicable to not only sports but any industry looking to increase traffic at their events and venues.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top 3 Take-Aways from this Interview

  • Engagement through athletic events is one of the biggest problems that college athletic directors and administrator struggle to solve.
  • Unsurprisingly, social media and the proliferation of college sports broadcasts have lowered in-person fan attendance at college sporting events – but through smart moves, some programs are bucking this trend.
  • Treating your product (“college sports events” in this case) the right way leads to greater levels of success.

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

Zac Logsdon is CEO and founder of Old Hat, a strategic marketing company specializing in the sports and entertainment industry. Over the past two decades, he has worked with more than 150 sports and entertainment organizations to help drive attendance to their events and venues and improve the experience for fans and attendees.

Zac has successfully run Old Hat for more than 15 years, having grown it from one employee with one client to employing nearly a hundred people (combined) over that period and partnering with nearly every major collegiate athletic program in the nation along with multiple professional organizations.

Additionally, Zac has written two books on the topic of sports and/or entertainment marketing. The first, If Not for Athletics, is a collection of inspirational stories from athletics administrators around the nation about times when they witnessed the true power and impact athletics can provide.

Recently, Zac published his second book, Winning is Not a Strategy: A Game-Changing Approach to Driving Attendance, which is a guide for those charged with reversing the trend of declining attendance at sporting events. While focused on athletics, his second book contains methods and advice that are applicable to any industry looking to increase traffic at their events and venues.

Zac also hosts two podcasts based on his books. The first, Stop the Clock, retells inspirational sports stories in the words of those who lived them. And the Winning is Not a Strategy podcast poses a weekly question that is addressed by experts in the athletics industry.

MQ4B-Featured-Zac Longsdon

Contact Info for Zac Logsdon

Web address: www.oldhatcreative.com

Travels from: Norman, OK

 Social  Media Links

Books Authored by the Guest

Resources Mentioned During the Interview

204: Generating Business Referrals Without Asking – Interview with Stacey Brown Randall

Stacey Brown Randall, host of the Roadmap to Grow your Business podcast

Stacey Brown Randall and Bill Ringle discuss how to solve the paradox of generating business referrals without asking.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top 3 Take-Aways from this Interview

  • Stacey solves the referral paradox that we are taught: you won't get referrals unless you ask and asking directly hardly ever works.
  • The best way to refer someone is actually via email for a very important reason
  • Referrals differ from introductions and leads in 2 critical ways

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

Stacey Brown Randall a three-time entrepreneur, author of Generating Business Referrals…Without Asking, and host of the Roadmap to Grow your Business podcast. Through her programs, like Growth By Referrals and Sticky Client Experiences, she provides a roadmap to take control of your business growth.

Stacey’s quest to crack the code on how to generate referrals without asking began after her first business failed. When she started her second business – a business and productivity coaching practice – she knew keeping her pipeline full of new clients would be one of the biggest differentiators from her business failure. She honed-in on referrals as the main source of prospects for her second business but wasn’t satisfied with the conventional advice which is to receive referrals you must ask. Now she teaches others how to generate referrals without asking and unleash a referral explosion.

Stacey received her Master’s in Organizational Communication and is married with three kids, a 10-year-old son, 8-year-old daughter and she and her husband are raising their 11-year-old nephew.

Contact Info for Stacey Brown Randall

Web address:  staceybrownrandall.com

Travels from: Charlotte, NC

Social Links

Authored by this Guest

Resources Mentioned During the Interview

202: 80/20 Sales and Marketing – Featured Interview with Perry Marshall

Perry Marshall, Founder of Perry S. Marshall & Associates

Bill Ringle and Perry Marshall discuss the Pareto Principle – commonly known as the 80/20 Principle – and how small business leaders can use it to fill in the gaps for greater growth.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top Take-Aways from this Interview

  • How the 80/20 principle can help companies weed out financial gaps in their business.
  • Using the Pareto principle as an Invisible Money Finder

  • Why it is that everyone pays attention to averages, even though they are ultimately irrelevant statistics.

  • When 20% of your sales people are outselling the other 80%, it’s time to get rid of the 80% and focus time and resources on the top sellers.

  • What it means to rack the shotgun.

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

Endorsed by Forbes and INC Magazine, Perry Marshall helps his clients by integrating technology, sales, art and psychology. He founded the $5 million Evolution 2.0 Prize, which aims to solve the biggest mystery in biology.

His reinvention of the Pareto Principle is published in Harvard Business Review. NASA’s Jet Propulsion Labs at the California Institute of Technology use his 80/20 Curve as a productivity tool. His Google AdWords book, Ultimate Guide to Google AdWords, is the world’s best selling book on internet advertising.

 He’s consulted in over 300 industries and served as a witness for marketing and Google AdWords litigation. Perry has a degree in Electrical Engineering and lives in Chicago.

For more about Perry Marshall, visit his website.

Contact Info for Perry Marshall


Web address: www.perrymarshall.com

Travels from: Oak Park, IL

Social Media Links

Books Authored by the Guest

195: The Fabulous F Words of Business Ownership – Interview with Fabi Preslar

Fabi Preslar, President of SPARK Publications

Bill Ringle and Fabi Preslar discuss several F-words that are germane to guiding, enlightening, and enriching the business owner's journey.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top Take-Aways from this Interview

  • Why books are not the “money makers” of a business plan.
  • How authors working with SPARK Publications have used a book to build their platform successfully.

  •  How to recognize what your audience wants from you.

  • The fabulous F-Words of Business Ownership – so much more than you expect!

  • The questions entrepreneurs stuck in a rut should be asking themselves.

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

Fabi Preslar is the owner and president of SPARK Publications, a national, award-winning, custom design firm specializing in niche magazines and independently published books. Her firm’s publications enhance credibility and distinction – enabling individuals and organizations to thrive and excel.  Preslar was named 2017 Woman Business Owner of the Year by the National Association of Women Business Owners – Charlotte Chapter, and the firm was honored as the 2018 First-Generation Family Business of the Year by the Charlotte Business Journal.

For more about Fabi Preslar, go to her website.

Contact Info for Fabi Preslar


Web address: SPARKpublications.com 

Travels from: Charlotte, NC

Social Media Links



Books Authored by the Guest

  


Resources Mentioned During the Interview

194: Consulting Success – Featured Interview with Michael Zipursky

Michael Zipursky, Co-founder of Consulting Success

Bill Ringle and Michael Zipursky discuss the mindset and methods that lead to consulting success.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top Take-Aways from this Interview

  • How Michael and his partner Sam were able to see and solve a problem in their community by starting Consulting Success.
  • The prerequisites for making the transition from part-time to full-time consultant.
  • The traits of the most effective consultants.
  • How having conversations can connect you to your ideal clients.
  • Why technology is often a detriment to a consulting practice. 

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

Michael has consulted for organizations and advised leaders throughout North America, Europe, Asia, Africa, Australia and the Middle East in over 30 industries, from service providers to billion dollar multi-national corporations including Panasonic, Dow Jones, Financial Times, Royal Bank and many others. Michael is an in-demand speaker and gives keynotes and workshops for the Certified Management Consultants Association, Canadian Internet Marketing Conference, Social Media Camp and others.

Michael’s work has appeared in MarketingProfsHuffington Post, Financial Times, FOX Business, Maclean's, HR Executive, Business Edge, Marketing Magazine and in several other media and publications. He is the author of 5 books including Profitable Relations: How to Dramatically Increase Your Profits By Giving Customers What They Really Want, the Consulting Success System: How to Become a Successful Consultant, and the Masters of Consulting Interviews. Michael speaks English and Japanese and loves traveling, jazz music, wines and foods of the world, and spending time with his family. 

For more information, visit Michael Zipursky's website.

Contact Info for Michael Zipursky


Web address: https://www.consultingsuccess.com

Travels from: Vancouver, Canada

Social Media Links

Books Authored by the Guest

193: The Go-Giver – Featured Interview with Bob Burg

Bob Burg, Speaker, Bestselling Author

Bill Ringle and Bob Burg discuss what it means to be a Go-Giver Influencer.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top Take-Aways from this Interview

  • What it means to be a Go-Giver. 
  • The difference between intrinsic and extrinsic value
  • Why it’s so important for salespeople to be in control of their emotions 
  • The five elements of value 
  • The right way to develop a mentor-protege relationship

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

Bob Burg is a sought-after speaker at company leadership and sales conferences on topics at the core of the Go-Giver books. A former television personality and top-producing salesperson, Bob has shared the platform with some of today’s top business leaders, broadcast personalities, coaches, athletes, and political leaders, including a former U.S. president.

In addition to coauthoring the bestselling Go-Giver books with John David Mann, Bob has authored a number of popular books, including the critically acclaimed, Endless Referrals: Network Your Everyday Contacts Into Sales and Adversaries into Allies. His total book sales are well over a million copies.

The American Management Association named Bob one of the 30 Most Influential Leaders and he is one of Inc.’s 100 Great Leadership Speakers. Richtopia named him one of the Top 200 Most Influential Authors in the World.

Bob is an advocate, supporter, and defender of the free enterprise system and believes that the amount of money one makes is directly proportional to how many people one serves. He is also an unapologetic animal fanatic, and served on the board of directors of Furry Friends Adoption & Clinic in his hometown of Jupiter, Florida. For more information, articles and free resources, please visit www.burg.com.

Contact Info for Bob Burg


Web address: www.burg.com

Travels from: Jupiter, Florida

Social Media Links

Books Authored by the Guest

     

192: Subscription Marketing – Featured Interview with Anne Janzer

Anne Janzer, Author, Consultant

Bill Ringle and Anne Janzer discuss subscription marketing strategies for nurturing customers in a world of churn.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top Take-Aways from this Interview

  • Subscription models fundamentally shape the way customers see companies and brands.
  • Why subscription models are more than just transactions, they’re relationships.
  • The phenomenon of Super-Users and why every company should seek them out and cultivate them.
  • How Adobe changed the game by being among the first to adopt a successful subscription model, despite financial media criticism.
  • What companies with a subscription model can do to sustain a customer’s trust long term. 

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

As a writer and marketer, Anne Janzer has worked with more than 100 technology companies. In 2015, inspired by the changes she saw happening in the software industry around her and their potential ramifications for marketers, she wrote the book Subscription Marketing: Strategies for Nurturing Customers in a World of Churn. That book is now in its second edition and has been published in Japanese and Korean languages.

For more about Anne Janzer, visit her website.

Contact Info for Anne Janzer

Web address: www.annejanzer.com 

Travels from: Mountain View, CA

Social Media Links

Books Authored by the Guest

190: The Membership Economy – Interview with Robbie Kellman Baxter

Robbie Kellman Baxter, Author, Founder of Peninsula Strategies

Robbie Kellman Baxter and Bill Ringle discuss how small business leaders can take advantage of the membership economy to find their superusers, master the forever transaction, and build recurring revenue.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top Take-Aways from this Interview

  • How a college networking connection led to being hired to consult at Netflix
  • The key question to ask when designing a membership offer
  • How to position your membership offer to take advantage of the low-hanging fruit, modeled after how Tony Robbins built his thought leadership empire

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Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio 

Robbie Kellman Baxter brings over twenty years of strategy consulting and marketing expertise to Peninsula Strategies, a strategy consulting firm focused on helping companies leverage subscription pricing, digital community and freemium to build deeper relationships with customers. Her clients have included start-ups and mid-sized venture-backed companies as well as industry leaders such as Netflix, Oracle, Electronic Arts and eBay.

A sought-after writer and keynote speaker, Robbie has presented to alumni organizations at Stanford, Harvard and Haas, associations including the AICPA, the American Society of Association Executives, and the National Restaurant Association and organizations including the Wall Street Journal, and Coursera. She has been quoted on business issues in the Wall Street Journal, The New York Times, and Consumer Reports, and has had pieces published in HBR.org, CNN.com, Associations Now and the Journal for Quality & Participation. Robbie has created and starred in eight video courses in collaboration with LinkedIn Learning on business topics ranging from innovation to customer success and membership. Robbie is also on the board of Amava, an organization dedicated to helping people stay active and engaged post-career.

As the author of The Membership Economy: Find Your Superusers, Master the Forever Transaction & Build Recurring Revenue, a book that has been named a top 5 Marketing Book of the Year by Inc.com, Robbie coined the popular business term “Membership Economy”, which is now being used by organizations and journalists around the country and beyond. Robbie’s expertise with companies in the emerging Membership Economy extends to include SaaS, media, consumer products and community organizations.

Prior to launching Peninsula Strategies, Robbie was a strategy consultant at Booz-Allen, a New York City Urban Fellow and a Silicon Valley product marketer. Robbie received her MBA from the Stanford Graduate School of Business and graduated with honors from Harvard College.

 For more information, visit Robbie Kellman Baxter's website.

Contact Info for Robbie Kellman Baxter


Web address: https://peninsulastrategies.com/

Travels from: Menlo Park, Ca

Social Media Links

Books Authored by the Guest

183: The Road to Excellence: Featured Interview with David Mattson

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!

  

181: Guide to Winning Clients – Interview with David A. Fields

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

172: Social Media for Business – Featured Interview with Linda Coles

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

 

 

169: The One Percent Edge – Interview with Susan Solovic

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:

 

 

 

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

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:

 

164: Discovering Your Signature Brand for Iconic Advantage with Soon Yu

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:

161: Sell with Authority – Interview with Mike Saunders

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

160: Thinking Right Side Up – Featured Interview with David Fields

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:

   

adam_witty

155: Get Yourself Published – Featured Interview with Adam Witty

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:

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Books by Adam Witty

     

stefan swanepoel

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

Internationally Bestselling Author and Motivational Speaker

Stefan Swanpoel talks with Bill Ringle on My Quest for the Best about embracing who 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

150: Walking the Halls – Featured Interview with Thomas Barta

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:

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Resources Mentioned by Thomas Barta:

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

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

142: Focus on WOM – Featured Interview with Joe Calloway

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

139: SNAP Selling – Featured Interview with Jill Konrath

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:

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Books by Jill Konrath

Dan Negroni

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

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:

135: Try and Buy – Featured Interview with Linda J. Popky

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:

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Resources Mentioned by Linda J. Popky:

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scott_ginsberg

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

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

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

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:

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Books by Chuck Wall

customerceo2

 

129: Understanding the Q-Loop – Featured Interview with Brian Klapper

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

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

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 “E