Bits about Books: Recent Episodes
Subhanjan Sarkar
Business Podcast Network produces podcasts for B2B brands, Sales and Marketing Teams, SAAS products, Startups and HR teams, helping organizations to connect with audiences and build brand stories.
R. Scott Gillum has spent his career studying the one variable most sales and marketing strategies ignore: the human being on the other side of the conversation.
As a buyer behaviourist and the founder and CEO of Carbon Design, Scott helps B2B organisations close the gap between how they communicate and how their buyers actually make decisions. His work draws on decades at the intersection of behavioural science, marketing strategy, and enterprise sales — giving him a perspective that is equal parts analytical and deeply human.
Before founding Carbon Design, Scott served as an Office President at gyro (now Dentsu), one of the world’s leading B2B agencies. Before that, he spent more than a decade as a Senior Partner at MarketBridge, advising some of the most recognised brands in technology and professional services.
Scott is a contributing writer for MarTech and serves as a Senior Fellow at the School of Professional Sales at the Naveen Jindal School of Management at UT Dallas, where he helps shape the next generation of sales and marketing professionals.
He lives in Raleigh, NC with his wife Jennifer and dog Leo.
The Hidden Buyer Journey* In this episode, R. Scott Gillum talks about his book, “The Hidden Buyer Journey”, which is based on observational research with buyers and sellers. It concludes that sellers often miss the most important cues while trying to close deals because they focus on features and functionality, whereas ultimately it is the personality of the stakeholders that drives the conversation. * The Hidden Buyers are people who do not appear in databases but may be called in during the last phase of a buying cycle. They have huge influence on the final call to close but are not visible to the seller organisation until the last moment. * Today, technology is set up to detect the wrong kind of signals, which is why effort could be wasted. A website visit or a white-paper download does not indicate intent to buy, yet tools are set up to track these activities. With AI, it is possible to do better by tailoring messaging for exact personas- those that actually matter in making a decision.
Run time – 01:11:32 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Irene F. Lefton is an author, Customer Success strategist, and longtime advocate for the voice of the customer. Recognised multiple times as a Top 100 Customer Success Strategist, she has built and led global professional services, support, and customer success teams across the US, Europe, and Asia — spanning industries, business models, and companies of all sizes.
Her career has been driven by a simple belief: that centring the customer is not just the right thing to do, it’s good business. Today, she speaks, advises, and consults with companies on improving results through outstanding customer experience, including the thoughtful use of AI. She holds a degree in Economics and an MBA from the University of New Mexico.
Irene grew up in Albuquerque, New Mexico, and now lives in the Silicon Valley area of California. She is semi-retired but very much still engaged — writing, speaking at conferences, mentoring professionals at all career stages, and doing selective consulting with early-stage companies. She serves on the boards of two nonprofits, where she leads initiatives focused on community engagement.
When she’s not working, you’ll find Irene cooking, attending the theatre, and spending time with friends and family. She travels whenever possible — for concerts, new places, and the people she loves. She is, at heart, a curious lifelong learner who enjoys sharing hard-earned wisdom.
Who Speaks for the Customer?* In this episode, Irene F. Lefton talks about her book “Who Speaks for the Customer? Improving Results within a Customer Centric Network”. Irene believes that fundamental human connectivity and human attention to customers remain critical even as technology progresses. While every organisation claims that they are customer-centric, the truth is that real customers who deal with them most often do not feel so. The outsider looking in view is therefore very important for companies to get a feel of the customer requirements. * New departments such as “customer success” do spell progress, but the field has not matured enough, and the right metrics to measure customer success have not been implemented yet. Cultural differences, generational differences and large customer bases make it difficult to cater to everyone with the same messaging, and often companies find it difficult to make the right choices in terms of which requirement becomes critical. This applies even more when the business is scaling, as well as when customers are scaling, leading to shifting goalposts on both sides. * While AI can help in aggregating and analysing diverse data, it still takes a human to understand which data is relevant and what to do with the data. New roles such as “Forward Deployed Engineers” are fulfilling that role, leveraging their deeper understanding of the customer voice along with their technical knowledge of AI.
Run time – 01:11:32 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
David Homan
David Homan is the founder and CEO of Orchestrated Connecting, a global community of connectors; Orchestrated Opportunities, an impact-focused advisory firm; and SOAR CONNECT, a start-up focused on the strength of authentic relationships. He hosts a podcast called Orchestrated, focused on developing relationship value, is an active classical composer, and is a proud father of two. From middle-class beginnings as the son of a college professor father and nonprofit-focused mother, he has built a network reaching into the most private and incredible circles globally while maintaining a code of purposeful community building called Orchestrated Connecting.
Noah Askin
Noah Askin is an Associate Professor of Organisation and Management at UC-Irvine’s Paul Merage School of Business, where he also serves as Faculty Director of their Leadership Development Institute. An award-winning teacher and researcher, Noah is an expert in organisational dynamics, leadership, and culture, focusing on the informal networks of communication and connection that drive organisational life. Noah’s work has garnered him recognition on the Thinkers 50 Radar list and has been covered by various publications, including the BBC, The Economist, Rolling Stone, NPR, Vox, and Forbes. He lives with his family in Southern California.
Orchestrating Connections* In this episode, David Homan and Noah Askin talk about their book, Orchestrating Connections. The authors believe that meaningful relationships emerge when people are connected through shared values rather than credentials, status, or transactional goals. They propose five principles, namely curiosity, diversity, vulnerability, generosity, and gratitude, that lead to transformative communities. * Noah Askin approaches relationships through sociology and network science. While many people study the structure of networks, his interest was in what actually creates meaningful connections. As David was already running a community, Noah started interviewing members to get a sense of the on-the-ground reality of connections. He realised that many of the most connected individuals identified as introverts rather than extroverts, and traced their empathy to formative challenges earlier in life. * These findings challenged conventional assumptions about networking, leading the authors to distinguish between “networking for personal success” and “community building to help others”. Networking is focused on personal success and exchange, while community is oriented toward support, learning, development, and collective growth. Strong communities emerge when people are guided by a clear sense of purpose and create environments where relationships become a long-term source of mutual growth rather than short-term transactions. Trust and reciprocity, rather than transactions, become the foundation.
Run time – 01:17:38 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
For Authors:
https://orchestrating connection.com
https://noahaskin.com
LinkedIn – https://linkedin.com/in/noahaskin
LinkedIn – https://linkedin.com/in/davidhoman
Anders Boulanger Anders Boulanger is a professional speaker, performer, and CEO of Engagify. For over 20 years, he has helped organisations across industries capture attention, build trust, and inspire action. Known as “The Infotainer,” Anders has performed more than 5,000 live shows and delivered keynotes and workshops that teach leaders, sales teams, and communicators the art of engagement.
In Engage First, Anders shares his field-tested strategies for creating meaningful connections that drive results — whether you’re leading a team, selling a product, or delivering unforgettable customer experiences.
Engage First* In this episode, Anders talks about his book “Engage First,” and its development, along with some of the key ideas from the book. He shares his unique journey from magic performer to engagement expert and, thereafter, author. He discusses how deliberate engagement, storytelling, and authenticity are vital for building trust and standing out in a crowded world. * He also discusses his process of writing the book, challenges he faced along the way, and why he chose “hybrid publishing” as a delivery platform for the book. Amongst key ideas from the book, he elaborates on creating “aha moments”- that singular point in time between problem state and solution when the customer or audience discovers for themselves the key differentiator or insight. * Amongst other ideas, he discusses the role of storytelling, simplifying complex ideas to create connections, and establishing authority through performance. He elaborates on the importance of appearances and framing in creating rapport and establishing trust, and focuses on authentic interactions in a world that is increasingly sceptical of AI-generated content.
Run time – 01:03:09 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Resources & Links for Anders Boulanger:
- Engageify – AI for Authentic Interactions
- Book: Engage First by Anders Boulanger
- Anders Boulanger – LinkedIn
- Storytelling and Engagement Strategies
Connect with Anders Boulanger:
Todd CaponiTodd Caponi, CSP®, fell into sales and fell in love with the decision science and history behind it. He’s held multiple sales leadership roles, helping build one company into Chicago’s fastest growing, another to an IPO and nearly $3B acquisition, and earning a Stevie Award as Worldwide VP of Sales. Todd is the author of The Transparency Sale, ranked by Book Authority among the best sales books of all time, and the award-winning The Transparent Sales Leader. His latest book, Four Levers Negotiating, was released on January 27th. He now speaks and teaches revenue teams worldwide and hosts The Sales History Podcast.
Four Levers Negotiating* Todd Caponi, in his book “Four Levers Negotiating”, emphasises that transparency builds trust and consistency. In other words, negotiation should not rely on tactics or keep information hidden from the buyer. Instead, openly sharing how pricing has been calculated, as well as the applicability of the product, builds trust and reduces anxiety amongst customers. In the era of abundant information, transparency and AI, opaque or manipulative negotiation approaches simply do not work. * Negotiations should be anchored on four business levers, which are core drivers: volume, timing of cash, length of commitment, and timing of the deal. All pricing and negotiation should revolve around these levers. By grounding discussions on these levers, sellers can move away from arbitrary discounting towards structured, value-based negotiation, enabling customers to co-create fair deals. * Many negotiation methods still mirror 1970s-era tactics focused on win-lose dynamics and psychological manoeuvring. The author believes these are incompatible with today’s “as-a-service” economy, where long-term relationships matter. Modern negotiation must prioritise collaboration, service, and long-term customer value over short-term wins, and thus reject such outdated negotiation tactics.
Run time – 00:49:34 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Todd Caponi’s links:
LinkedIn – https://linkedin.com/in/toddcaponi
Twitter – https://twitter.com/toddcaponi
Todd Caponi’s Sales History Podcast – https://podcast.link
Fred CopstakeFred Copestake is the founder of Brindis. Over the last 25 years, he has travelled around the world 14 times, visiting 38 countries, working with 10,000 salespeople. Using this to understand the challenges salespeople face, he has taken what makes a difference in modern selling and explored this in his book ‘Selling Through Partnering Skills’. These ideas form the basis of his work with sales professionals involved in complex B2B sales to develop their approach and ensure it is up to date and has maximum impact. Aware of the unprecedented speed of change in the world of sales in his second book, Hybrid Selling, he addressed how salespeople can adapt and evolve their approach to avoid becoming irrelevant. This quickly went to number one on Amazon after its launch.
Fred’s third and latest book is ‘Ethical Selling’, which we are here to talk about today. He also hosts the popular “Sales Today” podcast. When Fred is not delivering training to UK or international clients, he can be found enjoying rugby, cricket and time with his wife and cats.
Ethical Selling* Fred Copestake reveals that rapid change in buyer behaviour—accelerated by the pandemic has ensured that customers are further along the buying cycle before engaging sales, and they increasingly distrust traditional “salesy” tactics. The core issue is poor selling practices that fail to add value. Buyers are better informed, less patient, and therefore expect meaningful, insight-driven conversations rather than superficial persuasion attempts from salespeople. * Fred positions “ethical selling” as practical, tactical behaviour—not abstract morality—focused. His principle focuses on a “win-win-win”: for the customer, the company, and also the personal conscience. Transparency, active listening, and collaboration are effective techniques for building trust and improving outcomes. Rather than reinventing sales, he emphasises returning to proven fundamentals to create better conversations, stronger relationships, and more sustainable commercial success. * The author believes that sales have “stretched the elastic too far” by overusing clever tactics, eroding trust and relevance. To recover, sellers must demonstrate value through curiosity, insight, and honesty—even leading with flaws to build credibility. Trust and collaboration form more quickly when sellers prioritise helping customers think clearly rather than pushing solutions, ultimately making sales more human and thereby more effective.
Run time – 00:45:29 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Donna McGeorge is a speaker, bestselling author and productivity provocateur who has spent her career helping people and organisations stop drowning in complexity and start focusing on what really matters.
Donna McGeorgeDonna’s journey is as eclectic as it is impactful. She began her career managing theatre and concert tours across the UK, where she learned the art of engaging audiences, telling compelling stories and keeping the show moving no matter what. From there, she shifted to the corporate stage, leading organisational development for global giants like Ford in Shanghai. It was here she saw first-hand how leaders and teams overload themselves with unnecessary effort, systems and processes that do little more than drain energy.
Today, Donna works with organisations around the world, with a trademark blend of no-nonsense practicality and good humour. She has a knack for making complex ideas feel not only simple but also irresistibly doable.
She is the author of more than a dozen books, including her acclaimed It’s About Time series, the bestselling ChatGPT Revolution, and her latest work, “Red Brick Thinking”.
Donna’s insights have been featured on Channel 9’s Today show, Channel 7’s Sunrise, and in respected publications including Harvard Business Review, Forbes, Fast Company, Smart Company, The Age and Boss Magazine.
Clients who trust Donna with their people include L’Oréal, Unilever, Jetstar, Ernst & Young, Seek, Xero, and the Australian Red Cross Lifeblood.
Red Brick Thinking* “Red Brick Thinking” emerged serendipitously from her LEGO bridge workshop, where participants instinctively added a brick to fix an uneven structure instead of removing one. This revealed a deep “addition bias”—the reflex to solve problems by adding more. The red brick became a metaphor for questioning that instinct and asking: what could we remove instead, to solve problems? * The author positions Red Brick Thinking as a mindset manifesto rather than a traditional how-to guide, organising the book into emotional, structural, and cultural “red bricks”. Each chapter invites readers to examine hidden habits shaped by consumerism, inherited scarcity, and workplace norms, and to rethink how subtracting entrenched behaviours can solve problems, restore energy and balance through intentional living. * Donna believes that subtraction is at one level simple to contemplate, but perhaps harder to execute, especially with “big red bricks” embedded in identity, systems, and relationships. She recommends starting with small removals to build momentum, creating space for transformational change. Ultimately, the movement aims to help people reclaim time and meaning—making decisions today that their future selves will thank them for.
Run time – 00:51:02 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Links for Donna McGeorge:
d@donnamcgeorge.com
www.donnamcgeorge.com
- Donna McGeorge – LinkedIn
- Red Brick Thinking Book
- The One-Day Refund Book
Connect with Donna McGeorge* LinkedIn
Marco Barozzi is the Founder of Expo Consulting, with experience of over three decades in the exhibitions and events industry. His journey began with key roles in prestigious companies like the Blenheim Group, Miller Freeman, and Reed Exhibitions. Later, he founded Expo Consulting, helping organisations succeed in the complex and dynamic world of trade shows and events.
Over the years, he has collaborated with numerous public institutions, SMEs, and event planners, sharing his expertise in trade show promotion, marketing strategy, project management, and exhibitor training. As the Country Manager of Fira Barcelona for the Italian market until 2022 and a faculty member of ICE/ ITA, he mentored numerous businesses and individuals, helping them navigate the intricacies of the event marketing landscape.
When not immersed in the world of events, Marco enjoys travelling, reading, listening to music, and spending quality time with family and friends. Macro says that these experiences inspire and fuel his curiosity for discovering new ideas and perspectives.
Marco BarozziEvent Marketing At Your Fingertips* In this episode, Marco Barozzi talks about his book “Event Marketing At Your Fingertips” and topics from the book that can help exhibitors and organisers of trade shows to realise better returns from trade show participation. * Marco explains many of the issues that exhibitors need to understand before planning or embarking upon participation in a trade show or event. These include actions such as setting objectives, researching the pros and cons of particular events, and training staff to have the correct approach in the booth. * Exhibition organisers are often too obsessed with spaces and dimensions in a trade show, and do not pay enough attention to creating value for the exhibitor and the attendee. Exhibitors should get better education about trade shows and take the help of consultants and specialists to create better engagement at trade shows.
Run time – 01:11:36 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Links for Marco Barozzi:
E-mail: mbarozzi@expoconsulting.it
Company website: www.expoconsulting.eu
X: @marco_mbarozzi
IG: @event_marketer57
Linkedin: https://www.linkedin.com/in/marcobarozzi/
FB: https://www.facebook.com/marco.barozzi.39
Link to book – https://www.amazon.com/dp/B0F8VN4ZZQ?ref_=pe_93986420_774957520
Lynn Hidy, founder of UpYourTeleSales.com, helps inside sales leaders build confident, high-performing virtual teams without losing their minds (or their humour). Known for her clarity, candour, and results-driven style, her book Mastering Inside Sales Leadership delivers practical strategies that actually work in today’s inside sales world.
Lynn HidyMastering Inside Sales Leadership* Lynn Hidy identifies a core industry paradox: while inside sales has become a dominant force in global business, especially with the rise of virtual selling, it remains a neglected and often misunderstood discipline. She notes that the role is frequently treated as a transient starting point in a sales career rather than a strategic function, leading to teams that feel undervalued and lack structured support. * There is a necessity for inside sales leaders to move from reactive fire-fighting to proactive, vision-driven leadership. The author contends that planning is often seen as a “luxury” or “fantasy” due to constant external changes, but it is precisely because of this volatility that a clear structure is essential. Hidy advocates for establishing a 12-month vision—the “picture on the puzzle box”—and then methodically working backwards to define quarterly, weekly, and daily priorities. * The author criticises metrics-driven cultures that track “everything” but value nothing, advocating instead for key performance indicators centred on genuine “customer connection” as the foundation for revenue. True leadership, she suggests, involves allowing room for mistakes and conducting constructive debriefs rather than blame-oriented reprimands.
Run time – 00:49:10 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Art Fromm is the Founder of Team Sales Development, helping client-facing teams, especially SEs and AMs, to focus on client success by being more consultative and strategic as a team. Art is a dynamic speaker and workshop facilitator who equips sales teams to boost revenue, win rates, margins, and client satisfaction. With a career spanning engineering, software, and sales leadership, he brings deep industry insight and proven strategies. As the founder of Team Sales Development, Art has helped B2B companies transform their sales results, in one case boasting a 22% increase in bookings and a 16-point increase in win rate. His engaging seminars and workshops are backed by real-world success and two decades of client trust. Art’s practical experience and results-driven approach make him an impactful speaker and facilitator for organisations looking to elevate their sales performance.
Art Fromm Making SEAMless Sales* In this episode, Art Fromm talks about his book “Making SEAMless Sales”, which reflects his unique journey and learnings through multiple roles, including presales and sales. Art had been collecting notes from his learnings and the many workshops that he conducts for his clients. He realised that while the workshops were high touch, many more could benefit from the learnings, which is why he decided to write a book. * In this episode, Art discusses the buying process and why it is critical to making a sale. Since the buying process involves many stakeholders and decision makers, it is crucial to understand how to get buy-in from the various parties involved, and the corresponding roles of sales and pre-sales teams in ensuring success, as well as customer success. * Art explains how in the world of subscription buying, revenue earnings have changed from a one-time sale situation to continuously ensuring customer happiness to keep earning revenue. These and many other important selling fundamentals are discussed in this episode.
Run time – 00:56:11 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Links for Art Fromm:
Email: info@teamsalesdevelopment.com
LinkedIn: https://www.linkedin.com/in/artfromm
Published Book: https://teamsalesdevelopment.com/making-seamless-sales-book/
Articles and Events: https://teamsalesdevelopment.com/articles-and-events/
Website: https://www.teamsalesdevelopment.com
Facebook: https://www.facebook.com/TeamSalesDev
Instagram: https://www.instagram.com/teamsalesdevelopment/
YouTube: https://www.youtube.com/@TeamSalesDevelopment
Twitter: @teamsalesdev
Over the course of his career, Brad David Ball has been to every corner of the world, selling technology and competing for multi-million-dollar projects.
A B2B sales and marketing expert, he has delivered sales presentations (in-person) in over eighty countries and closed millions of dollars of business on six continents.
Brad David BallBrad is a Senior Partner and Vice President of Sales and Marketing at GlobalSim, Inc., a technology company that manufactures and sells high-end simulators throughout the world.
He is also the founder of Blazer Sales and produces a variety of sales, training, and leadership materials.
Brad holds an MBA from Brigham Young University and an executive certificate from the Kellogg School of Management at Northwestern University.
When not travelling, Brad enjoys boating and skiing with his family, along with hiking, pickleball, classic rock, and ’80s music. Brad also enjoys creating and producing travel content on YouTube.
The Algebra of Sales and Persuasion* In this episode, Brad David Ball talks about his book, “The Algebra of Sales and Persuasion”, and the two important frameworks he has used to arrive at his method. This was the result of his collection and compilation of notes that he had kept throughout his career. * It was initially developed as a course that would be simple to teach to aspiring students of sales, which brad later decided to write as a book that could be used as a guide for the course. * Brad talks about the buyer journey ARC, which is an acronym for Awareness, Research, and Choice, and marrying it to the framework of the centuries-old idea of Ethos, Logos and Pathos, attributed to Aristotle.
Run time – 01:01:05 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Dubbed by the American Marketing Association the “Father of Contact Marketing,” Stu Heinecke is a Wall Street Journal cartoonist, hall of fame-nominated marketer and the bestselling author of How to Get a Meeting with Anyone and Get the Meeting! Stu is also the founder of Cartoonists.org, a group of WSJ and New Yorker cartoonists who donate their art to help charities raise funds.
Stu HeineckeHow To Get A Meeting With Anyone* In this episode, Stu Heinecke talks about the updated edition of How to Get A Meeting With Anyone. First published in 2016, the book remains highly popular and helpful. However, many things have changed, and Stu felt the need to update the book with new information. * The key ideas in the book remain the same, with contact marketing being the focus. Deep personalisation and persona-based marketing are distinct approaches to reaching out and forming human connections in the age of spam. * Even with AI, which can, in fact, help to create better researched dossiers on people with whom we want to connect, ultimately, people need to know that they are connecting with another human. This remains the core idea behind the techniques described by Stu Heinecke in his book.
Run time – 00:43:05 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! and Doing Discovery methodologies, focused on helping software organisations improve their presales, sales and marketing results – primarily through improving organisations’ demonstrations and discovery skills.
Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, where he grew the business from an empty spreadsheet into a $30 million per year operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc., is an advisor to IN2SV, Inc. and a mentor to StartX, the Stanford University start-up accelerator. He holds a degree in chemistry.
Peter CohanSuspending Disbelief* In this episode, Peter Cohan talks about Suspending Disbelief, a collection of stories that wrap important sales methodologies in them. The advantage of telling a story is that retention is much higher, and stories are repeatable, making them spread. * While Peter’s earlier books were extremely data-driven, this book has anecdotal evidence. The truth is that often “facts” do not resonate as well with the audience as stories do. And hence the need for such a collection. Most of these are drawn from the author’s personal experience or from the experiences of colleagues. * The author hopes that readers will learn easily from the book methodologies that, in many cases, took the author decades to figure out.
Run time – 00:43:05 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Ted McKenna is a best-selling co-author of The JOLT Effect: How High Performers Overcome Customer Indecision and The Activator Advantage: What Today’s Rainmakers Do Differently, and is a sought-after speaker and advisor to sales, business development, and customer experience teams around the world.
An accomplished researcher with work appearing frequently in the pages of Harvard Business Review, Ted is now Co-Founder and CEO of Selling Innovations, which provides research-based training, enablement and advisory support to B2B commercial organisations. Ted is also a founding partner of DCM Insights (DCMi), a company that uses data and research-backed frameworks to help professional services firms improve business development. Before co-founding DCMi, Ted held numerous executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds, and CEB (now a part of Gartner).
Ted McKennaThe Activator Advantage* In this episode, Ted McKenna talks about his book, The Activator Advantage: What Today’s Rainmakers Do Differently,” which he co-authored with Karen Freeman, Matthew Dixon and Rory Channer. Research into the buying of services in today’s current scenario threw up interesting data that is the subject of this book. Buyers of services, unlike earlier in the day, do not mind shopping around for services. Long-term relationships and delivery of quality are no longer a guarantee of continued patronage. * The Activator is a profile that manages to get more business in today’s service industry contexts. These are people who are driven to create connections and continuously engage with their buyers. They believe that engagement, creating contacts, and providing support are key functions of their business. So, say for example, while lawyers ultimately do have specific roles to fill in, Activators are likely to spend more time talking to their clients and trying to understand their problems. * There are four other profiles that the research also distinguishes, namely the Expert, the Confidant, the Debater, and the Realist. But the Activator is by far the most successful in terms of securing new business in a world where “brand loyalty” is no longer a reality.
Run time – 00:56:43 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Links for Ted McKenna:
https://www.sellinginnovations.com
https://www.dcminsights.com
Geoffrey Burch is one of the most sought-after business speakers and thought leaders in the world, renowned for his electrifying and humorous presentations that inspire real change in organisations. With a unique blend of sharp wit, deep business insight and charisma, Geoff has captivated audiences across the globe, helping businesses to unlock their full potential. His focus on sales, leadership, customer service, and change management has earned him an enviable reputation.
Geoff is the best-selling author of numerous influential business books, including “Resistance is Useless”— “Writing on the Wall”, “Go It Alone”, “The Way of the Dog”, “Irresistible Persuasion”, and “Self-made Me”. His books are revered for their practical advice, engaging stories, and humour, making complex business strategies accessible to all.
Geoffrey BurchIn addition to his writing, Geoff has made many TV appearances, most notably as the star of the hit BBC series All Over the Shop, where he transformed struggling businesses with his dynamic coaching and no-nonsense approach, and is a regular business presenter on the BBC’s Inside Out programme.
Geoff’s contribution to business and management has been recognised with multiple accolades. He was awarded the prestigious Business Communicator of the Year by the Speechwriters’ Guild and was also named one of the world’s Top Ten Motivational Speakers by the Wahstory Organisation. He continues to be featured amongst the top Keynote speakers and business influencers globally.
Resistance is Useless* In this episode, Geoffrey Burch talks about his book “Resistance is Useless” and the very interesting way it came into existence. The book establishes ways that salesmen can influence sales and relies upon psychology to establish value and worth. * Geoff also talks about why salesmen started to get a bad reputation— their penchant for hiding essential facts that they should have revealed about the product. On the other hand, there are things that salespeople must not reveal, and one of them is how easy or commonplace their product is. * He also talks about the ratchet analogy. When lifting heavy weights such as a truck, one uses a ratchet jack to lift the truck up slowly, but every turn or click moves the weight up and leaves it there, to be followed up. Big ticket sales should follow the same procedure, with every move priming for the next meeting or move.
Run time – 01:04:47 mins.
Links for Subhanjan
subhanjan@pitch.link
https://www.linkedin.com/in/subhanjansarkar
Alistair Croll is a founder, bestselling author, and conference organiser. After a decade as a product manager in deep tech at Eicon, Primary Access, and 3Com, he co-founded Real User Monitoring pioneer Coradiant, raising a $20M series A in 2001 (the largest investment of its kind in Canadian history at the time). Coradiant’s groundbreaking TrueSight traffic performance technology was acquired by BMC in 2011 for $135M.
In 2010, Alistair co-founded the Year One Labs accelerator, an early-stage incubator that turned $350K in investment into $10M in valuations in six months, launching companies like Localmind (acquired by Airbnb to build their local experiences offering.) He also spent three years as a visiting executive at Harvard Business School, where he worked with Srikant Datar (now the dean of the school) to create the MBA course Data Science and Critical Thinking, and has been a guest lecturer at McGill and Stanford.
Alistair CrollThroughout this time, Alistair has been a sought-after public speaker and the founder of several leading technology conferences, including UBM’s Enterprise Cloud Summit and Cloud Connect, O’Reilly’s Strata, and Data Universe. He is also the co-founder of Startupfest, Canada’s original startup event; FWD50, which is now the world’s leading conference on digital government; and Scaletech, Georgian’s annual conversation on scale-stage startup growth.
Alistair has co-authored several books, including Managing Bandwidth (a definitive text on QoS and network performance); Complete Web Monitoring (one of the first books to tackle social media monitoring in depth); and the bestselling Lean Analytics (which has been translated into 8 languages, and is widely considered required reading for startup founders). His latest book, Just Evil Enough, looks at subversiveness in business and will be available in early 2025. Alistair lives in Montreal, Canada.
Just Evil Enough* In this episode, Alistair Croll talks about his latest book, “Just Evil Enough”, which is about subversive marketing. In the era of the Attention Economy, the first hurdle any message must cross is of relevance— is it relevant to the target audience? In such an environment, marketing must engage through unique methods to be able to stand out. * All strategies eventually burn out in the field of marketing, and the only way forward is to find new ways of staying relevant. Also, in the era of digital, the medium of messaging becomes extremely important in being able to locate the target audience. The author calls this “product-medium fit”, which, according to him, is much more important than the concept of product-market fit. * Buyers are constantly evaluating the value of the product for themselves, but also factoring in into the calculation the cost of being wrong in their assessment of the product. A business can compete either through differentiation of the offer or through reducing costs, both of which are essentially value chain disruptions.
Run time – 00:54:05 mins.
Justin MichaelJustin Michael is a world-record-breaking, outbound sales expert who has arguably developed the most comprehensive client acquisition methodology – the Justin Michael Method (JMM™)- on which he has written multiple books as part of the JMM series. With over 20 years of experience in sales, including at Salesforce and LinkedIn, Justin is the authority on AI-based outbound prospecting. His counterintuitive, mobile-responsive, neuroscience-backed visual prospecting methodology made him a million-dollar earner. Justin is the bestselling author of “Sales Superpowers” and “Tech-Powered Sales,” which he co-wrote with Tony Hughes and proved that over 75% of the top funnel can be automated by raising your TQ – technology quotient.
Charles NeedhamCo-Author Charles Needham engineers sales systems that uncover alpha in overlooked data, eliminate inefficiencies, and scale with precision. He began his career in finance, with exposure to structured products and private equity, before transitioning into revenue leadership at high-growth startups. He integrates psychology, game theory, and first-principles thinking into scalable frameworks that consistently outperform legacy sales models. Charles is the Founder of the Needham Advisory Group and Founding Account Executive at TitanX.
Cold Call Algo* In this episode, Justin Michael & Charles Needham talk about their book “Cold Call Algo”, where they have delved into phone calling as a primary means of outreach because they believe that conversations, rather than emails, deliver feedback and data that can be used to refine outreach as well as build meaningful conversations. * Technology and AI can be used to determine the most likely prospects, because many people are likely not to pick up calls from unknown numbers, leading to wasted effort in targeting the TAM. Also, AI can help to refine conversations with CXO-level prospects, so that even SDRs fresh into the game can sound sufficiently knowledgeable. * The authors suggest that a respectful conversation, even if it does not lead to a sale today, with the right kind of curiosity and questions, can lead to a better understanding of the buyer’s needs and thus lead to higher conversions in the future.
Run time – 00:59:44 mins.
Mark Schenkius is the founder of ROI10, a globally operating training and consultancy firm focused on making you successful in negotiations, procurement and sales. He has worked for Mars Inc. for over 17 years in a variety of procurement functions and has extensive experience providing training to both sales and procurement professionals. He is also a lecturer in Business Economics at Fontys University of Applied Science and author of “The Other Side of Sales”, which gives sales professionals unique insights into the mysterious world of buying.
Mark SchenkiusThe Other Side of Sales* In this episode, Mark Schenkius talks about his book, “The Other Side of Sales”, and his motivation for writing the book. He discusses the deep insights he gained through his work in corporate environments and procurement. * He discusses how the buyer behaves and how the seller can meet the requirements of a B2B buyer in today’s world, where buying has become much more professional and buyers leverage their negotiating power to gain advantages. * He offers matrices that take into account win-win for buyer and seller, situations where both lose, and circumstances where only one of the negotiators wins. He proposes methods where a balance can be reached to benefit both parties.
Run time – 00:55:06 mins.
Larry Kulchawik is a seasoned leader in the global trade show and exhibit design industry, with over 45 years of experience specialising in international face-to-face marketing. He is also the author of “Trade Shows from One Country to the Next,” a widely respected guide detailing exhibit strategies and cultural insights across 45 countries. His work emphasises the critical importance of adapting marketing strategies to local customs and cultural expectations.
Larry’s career spans leadership roles at three of the top U.S. exhibit design firms — Exhibitgroup, Derse, and 3D Exhibits. He has served as President of the Exhibit Designers & Producers Association (EDPA) and the International Federation of Exhibition and Event Services (IFES), representing members in over 45 countries. In recognition of his impact on the industry, he has received the Hazel Hays Award from EDPA and the Roger Taurant Award from IFES.
A graduate of Southern Illinois University, Larry studied design under legendary visionary Buckminster Fuller, whose influence shaped his approach to creative problem-solving and global design thinking.
Today, Larry remains actively engaged as a consultant, speaker, and educator, supporting college-level exhibit design programs at Bemidji State University and FIT/NYC, and contributing a regular column on international topics for Exhibit City News.
Larry’s unique global perspective, combined with his passion for mentoring and industry advancement, continues to make him a vital voice in the evolving world of trade shows and experiential marketing.
Larry KulchawikThe Invisible Industry – The Evolution of Trade Shows* Larry Kulchawik talks about the process of writing his book on the trade shows and events industry, “The Invisible Industry”, and what led him to write it. Bob McGlincy also co-authored the book, and together they have written about the history and evolution of the trade show industry, starting with the world fairs in Europe, which were not even industry-specific at the time. * Since then, trade shows have come a long way in terms of specialisation, processes, technologies and scale, growing to be a one trillion-dollar industry that is unlikely to be known outside stakeholder circles. * Larry believes that the power of face-to-face interaction, emotion, and the possibility of discovery— a Eureka moment by his definition— are the crucial reasons why the trade show industry receives the largest portion of the marketing budget allocation and continues to be relevant.
Run time – 01:01:04 mins.
Ulhas Kamat is an accomplished business leader who has successfully discharged the P&L responsibility of a variety of businesses and has been instrumental in turning loss-making units into profit-generating entities. His extensive international work has included staff and line responsibilities in both developed and developing countries.
His professional engagements include Fortune 500 companies like ICI, Unilever, IBM, TATA, and Unisys in India for two decades. The following 20 years, he was associated with a global holding company that owns and operates autonomous units worldwide. He held total P&L responsibility for various business units in different countries. Geographically, this covered the USA, East Africa, West Africa, and Southeast Asia.
Ulhas, after four decades in the private sector, transitioned to the social sector to use his skills, knowledge and experience for the benefit of the underserved communities. Till his return to India, he was the Director of Program Services at the Washington, DC Minority Business Development Center, a funded project of the US Government.
He served as a member of the Committee of Courses on Entrepreneurship of CBSE (Central Board of Secondary Education), India.
Ulhas holds a B.Tech. in Mechanical Engineering from IIT Bombay and has undergone specialised training in Small Business Mentoring at Tuck School of Business, University of Dartmouth, USA.
Ulhas KamatHow to Minimize Business Failure* In this episode, Ulhas Kamat discusses his book “How to Minimize Business Failure”. The book is based on his practical experience in helping and mentoring grassroots-level business entrepreneurs for the last twenty-five years. He explains how I Create India, the grassroots-focused organisation of which he is the Chief Mentor, has developed methodology and tools to start businesses, succeed and stay successful over time. * I HOPE©, their mantra, helps aspiring entrepreneurs ideate, identify opportunities and research product-market fit, while Vajrastra, their automated tool, helps to take the drudgery out of creating a robust business plan that can be used for planning as well as securing loans. * Ulhas Kamat also explains the basics of why businesses fail, and why customer and cash are the key factors to address for businesses to succeed. The measures of success are primarily of two kinds, one is profitability, and the other is survivability. These and other gems of knowledge that apply to all businesses in general but particularly to small and medium enterprises at the grassroots are revealed in this enlightening interview.
Run time – 52:41 mins.
For more than 30 years Bob Burg has been successfully showing entrepreneurs, leaders, and sales professionals how to build relationships, communicate their value, and accelerate their business growth. Although he was best known for his sales classic, Endless Referrals, for years, his business parable, The Go-Giver, coauthored with John David Mann, has created a worldwide movement.
While part of a four-book series, The Go-Giver has sold well over a million copies and been translated into 30 languages. It was rated #10 on Inc. Magazine’s list of “The Most Motivational Books Ever Written” and was on HubSpot’s 20 Most Highly Rated Sales Books of All Time.
Bob is co-founder of SALESWISE LIVE™ Sales Mastery, an event for successful entrepreneurs, sales professionals, and leaders from around the world held in West Palm Beach, Florida. He also publishes the very popular Daily Impact email which you can subscribe to at Burg.com.
Bob is an advocate, supporter, and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.
He is also an unapologetic animal fanatic and serves as part of a South Florida rescue, foster, and adoption organization.
Bob BurgThe Go-Giver* “The Go-Giver” deals with achieving success in business through five tenets that turn around the concept of a “Go-Getter” and focus instead upon creating value for prospects and customers, which, according to the authors, automatically leads to greater gains for both seller and buyer. * The concepts are presented in a parable form, with a protagonist seeking to achieve success. The young man, Joe, years for success and considers himself a go-getter. In his quest, he takes the help of Pindar, a consultant, who introduces Joe to a few ‘go-givers’, who reveal to him the ‘Five Laws of Stratospheric Success’, which are about the power of ‘giving’. * Joe realizes that putting the interests of others before his demands and requirements could lead to greater success and even the power of his influence is determined by how much he focuses on others’ interests rather than his own.
Run time – 40:45 mins.
Based in Washington, DC, and Maryland, Charles S. Birney, Co-Founder of Podville Media, channels his passion for new technology into creating impactful media experiences.
His journey began eleven years ago at Launch Workplaces in Gaithersburg, Maryland. Since then, Podville Media (originally Podcast Village) has earned six Telly Awards, including three in 2023, highlighting their commitment to excellence in media production. He is particularly proud of ‘Rap Stories,’ which reached the number one spot on Apple Podcasts in the music category.
With over 25 years in the real estate market, and experience in the tourism and golf industries, his diverse roles have profoundly shaped his approach to media and podcasting, enabling him to craft messages that truly resonate and engage.
He is the author of “Podcasting Made Simple”, where he attempted to demystify podcasting. In ‘The Tao of Podcasting,’ he merges philosophical insights with practical tips, emphasizing engaged listening and the strategic pause before the podcast.
His current focus is in creating Inward Facing Podcasts.
Beyond his professional life, he is the father of 24-year-old twins and an avid musician, playing the mandolin in both a folk duo and a jug band. Not to mention his penchant for doodling which embellishes the Tao of Podcasting cover to cover.
Charles S. BirneyThe Tao of Podcasting* Charles Birney, the author of “The Tao of Podcasting”, had been impressed by the contemplative philosophy of “Tao”, or “Way” a long time ago back in his college days, when he came across books by authors such as Alan Watts. He decided to re-interpret the philosophy in his own way and on his own terms— through a book on podcasting. * In his endeavour to re-interpret the “Tao”, which can often be quite obscure, or at the most suggestive to the point of being poetic, the author gained new insights into the deeper meanings concealed within the original “Tao Te Ching” enshrined by Laozi, perhaps as early as in the 4th Century B.C. * The original Tao e Ching consists of 81 brief chapters. The “Tao of Podcasting” follows the same pattern and is divided into 81 brief chapters that dwell upon intent, method, focus, purpose, simplicity, listening and other fundamental ideas that can drive a podcast towards higher objectives.
Run time – 59:40 mins.
An IIT—IIM alumnus, Amit Agarwal is known for his original takes on Sales and Startups. He has coined the term Salespreneur®, created a sales strategy – Use Case Selling® and has professional selling experience in twenty-three countries across bootstrapped, Series A, B, C and D start-ups.
Amit aims to harness and evangelize four life skills: sales, mindfulness, nutritional diet and personal finance. He believes that incremental progress in harnessing these life skills helps us balance material accomplishments and spiritual growth. Amit’s two books, The Ultimate Sales Accelerator – the subject of today’s session – and Small Is Big, are steps in this journey.
Amit AgarwalThe Ultimate Sales Accelerator (Updated Edition)* The Ultimate Sales Accelerator is about Use Case Selling— a powerful strategy that can help to close complex big ticket sales. This is the second updated edition of an earlier edition with ten chapters. This edition adds two more chapters based on the author’s interactions with readers of the first edition and subsequent learnings, especially in light of the post-pandemic selling environment. * The book also deals with thirty-one B2B and B2C selling experiences, which amplify the concept of the single strategy propounded by the author. Use case selling is illustrated through many examples. Key propositions include deep research to create exemplary content, and telling the prospect something about their business that they may not be aware of, such as how their competition is faring. * Many of the principles are illustrated through real incidents narrated by users of the strategies or are gathered experiences of the author. Deeper research, for example is illustrated by an example where a prospect wished to address five use cases, and the sales executive replied that not only would he demonstrate those five, but also five more to the prospect.
Run time – 51:20 mins.
Georgiana Laudi is a strategic advisor and speaker who’s passionate about turning customer value into revenue-generating outcomes. Marketing online since 2000, she began as a marketing executive and product growth advisor in 2010 working with high-growth, B2B SaaS products like Unbounce, Sprout Social, Bitly, Appcues, SparkToro, Invoice Simple and more.
It was while leading Marketing for Unbounce – a largely marketing-led SaaS – that she discovered customer experience mapping. One where the entire relationship with customers — from experiencing the problem to engagement and expansion — is measured not based on transactional moments and business metrics, but instead on the customer’s success milestones.
She says she realized that if she could operationalize the process of helping customers reach their goals, take customer insights and turn them into revenue-generating outcomes – that could change the way SaaS success is achieved. That’s what she set out to accomplish with her partner Claire Suellentrop.
Georgiana LaudiForget The Funnel* The author emphasizes that getting more leads to fill the top of the funnel does not ultimately work, since there is no funnel. While business leaders are often tasked with growing the company, they find it hard to understand what marketing is. The author’s remedy is to make the customer happy ultimately. * Most companies, even if they are not SAAS or do not have a subscription model, do realize that recurring revenue is important. Georgiana Laudi advises that businesses should ensure continuous customer satisfaction rather than concentrate money and resources on top-of-the-funnel. * To this end, sellers must assess what are the factors that made the buyer decide to buy their product. Through testing such variables, key drivers will emerge, which the seller must focus on, improve upon, and continuously validate whether the promise has indeed been delivered.
Run time – 73.22 mins.
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Ted McKenna is one of the world’s leading experts in sales, business development, and customer experience and a co-author of the bestselling book The JOLT Effect: How High Performers Overcome Customer Indecision. His research frequently appears in the pages of Harvard Business Review and he is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers.
Ted is an expert in analyzing behaviours—of customers, doer-sellers, frontline sales & service agents, leaders, and board members—and applying analytics in various forms of content, products, and services. At Tethr, Ted worked on mining unstructured conversational data using advanced data science and leading AI/ML tools to build models, scores, and behavioural frameworks of which the most well-known model is the Tethr Effort Index. Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and job data.
Ted McKennaThe Jolt Effect* “The Jolt Effect” is based upon studies of real buyer-seller conversations, using statistical and AI methods to understand what results in a sale, what factors result in negative effects, and what more successful salespersons can do differently when deals don’t seem to progress. * One of the startling discoveries the author talks about is the fact that buyers are extremely jittery in making decisions precisely because there is an overload of information these days. To minimize risk, they often delay or abandon purchases. * When buyers stall, sellers assume that they have not been able to convince the buyer with enough information. So they end up piling more information and somehow bring on the fear of missing out on an opportunity. This has negative effects since the buyer is already fearful of making a mistake they might regret later. Most of these engagements result in “no deal”. Instead, the seller must help the buyer as if they were advising their best friend on a purchase. * .
Run time – 57.01 mins.
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Emilia Korczynska is a Head of Marketing at Userpilot, a Product-Growth Platform for SaaS companies. She’s especially interested in product-led growth, product marketing and content marketing in SaaS companies.
Emilia KorczynskaContent Operations – How to Build and Scale your Content Ops* The author describes content operations as the whole process of planning, creating, optimizing and scaling up content delivery for measured outcomes. This process starts with careful planning, and keyword research to build reach by targeting SEO metrics. This entails organizing content hierarchy for crawl ability. * Emilia outlines organizing content plans in content epics, SOPS for scaling, and using tools such as Asana, Notion and Google Sheets for a team play for content at scale, as well as the less well-known SurferSEO and StoryChief. * The book also details roles that are required in the content team for operations at scale. These include writers, content editors, proofreaders, and the head of content. The book is meant to serve as a resource for content managers and heads of content and marketing, both in-house and in agencies.
Run time – 64.08 mins.
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Dubbed by the American Marketing Association the “Father of Contact Marketing,” Stu Heinecke is a Wall Street Journal cartoonist, hall of fame-nominated marketer, and the bestselling author of “How to Get a Meeting with Anyone” and “Get the Meeting!” Stu is also the founder of Cartoonists.org, a group of WSJ and New Yorker cartoonists who donate their art to help charities raise funds.
Stu HeineckeHow To Grow Your Business Like A Weed* Weeds are resilient and aggressive and propagate even amidst the most difficult of conditions. The author examines their behavior, and what enables them to perform so well. While we do look at weeds as impediments, and we would like to remove them, they come right back. This property of being resilient, however, should be a desirable quality for businesses. Stu Heinecke develops a model for business growth based on the strategies used by weeds to propagate. * The book dives deep into the weeds model and expands on insights gathered from business leaders, government functionaries, and stars from the world of entertainment. It goes on to explain the W.E.E.D.S. model that can help businesses grow, expand, dominate, and defend. * Stu Heinecke develops strategies such as Seed Pod Strategy, Seed Strategy, Thorn Strategy, Soil Strategy, Root Strategy, and so on, each aimed at achieving a certain objective. For writing the book the author also had to learn about the biology, nature, environment, and life cycle of weeds in general, as well as specific weed plants. The book is illustrated with some of these plants and gives a brief introduction to these plants.
Run time – 55.02 mins.
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Justin Michael is a world-record-breaking, outbound sales maven who has arguably built the deepest client acquisition methodology of all time: the Justin Michael Method (JMM). It’s driven over 1B in pipeline for 200+ startups and over 25K reps he’s advised. Ex Salesforce and LinkedIn, Justin is the global authority on AI-based outbound prospecting alongside legends like Aaron Ross, Josh Braun, and Mark Roberge.
His counterintuitive, mobile-responsive, neuroscience-backed visual prospecting methodology made him a million-dollar earner and helped countless startups scale past 10M ARR. Justin is the bestselling author of Tech-Powered Sales, which proved that over 75% of the top funnel can be automated by raising your technology quotient (TQ). He lives in Los Angeles, California, advising top SaaS technology CROs and teams on bleeding-edge revenue models.
Justin MichaelSales Superpowers* Sales Superpowers develop a methodology to consistently perform better in cold outreach. According to the author, being consistent and achieving a target number of outreach is better even if the quality of outreach is somewhat less than excellent, than being exceptional on only two days of the week. * The author teaches the power of personalization and how to research the prospect so as to enable meaningful messages that don’t look like they are part of a mass campaign. He shows how to use current technology to leverage the best of both worlds and use omni-channel messaging to reach prospects through all available channels. * The author explains neuroscience, game theory, and negotiation, to help sales professionals overcome reluctance and instead serve the client’s best interests. His methods are ultimately very scalable and adaptable to the personal workflows of salespersons.
Run time – 40.22 mins.
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Mark W Schaefer is a globally recognized author, keynote speaker, futurist, and business consultant who blogs at {grow} — one of the top five marketing blogs in the world. He teaches graduate marketing classes at Rutgers University and has written 10 best-selling books. Mark’s new book, “Belonging to the Brand: Why Community is the Last Great Marketing Strategy” describes an essential new path to connect to customers in the modern digital world.
Mark’s many global clients include Pfizer, Cisco, Dell, Adidas, and the US Air Force. He has been a keynote speaker at prestigious events all over the world, including SXSW, Marketing Summit Tokyo, and the Institute for International and European Affairs. Mark has appeared as a guest on media channels such as CNN, The Wall Street Journal, The New York Times, and CBS News.
Mark W Schaefer Belonging To The Brand* In this book, the author explains why other selling methods such as cold outreach and inbound are failing to get us the results in an increasingly noisy and disconnected world. This is why the community has become critically important for creating a social continuum that draws in people with similar and relevant interests to engage. Engagement is the cornerstone of being able to exchange ideas that ultimately lead to sustained interest in products and services. * Many organizations mistake an audience for a community. Social media creates an audience. The difference is, that it is mostly a one-way communication of ideas. A community is different in the sense that every participant communicates ideas. New tools and platforms such as Discord provide the ability to create communities that encourage engagement from all participants. The three distinguishing features of a community are Connection, Purpose, and Relevance. * Most communities fail because there is a mismatch between company culture and the needs of the customer community. The book details five aspects of company culture that make a community flourish. The book has interviews and case studies and builds a community framework to help organizations go about creating their community.
Run time – 47.07 mins.
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Gretchen Gordon, a self-proclaimed sales nerd, is far from your ordinary sales expert. After a disastrous Girl Scout cookie-selling experience and a P&G sales gig that left her questioning her career choice in sales, Gretchen decided to face her fears head-on. With a lot of grit and determination, she transformed herself into an award-winning salesperson and was soon promoted to sales manager. Initially proud, she quickly became frustrated and overwhelmed as she felt ill-equipped to perform as a manager. Fortunately, she channeled her inner sales need to learn the secrets to successful sales management.
Now, after nearly 40 years in and around sales, having studied the science associated with success, and after helping hundreds of sales managers grow out of their frustration and stress, Gretchen is determined to create an army of happy sales managers. She wrote “The Happy Sales Manager” to make it easier for the many people who find themselves leading a sales team but feel overwhelmed and underqualified as she once did.
Gretchen leads a team of sales experts at her company, Braveheart Sales, with a mission to cultivate sales organizations so sellers can sell, and leaders can lead. A sought-after keynote speaker, she focuses on the skillset and mindset of sales and sales leadership. When she’s not changing the sales world, Gretchen is an avid competitive golfer, wife, proud mother of grown children, and fur-mom to two Shih Tzus.
Gretchen GordonThe Happy Sales Manager* Sales Managers, once promoted from their roles in frontline sales, often find themselves ill-equipped for their new tasks. Crucially, they often don’t even realize what their core task is. This book talks about key areas that sales managers must focus on, the key competencies to master, and tactical elements that make for great sales leadership. * Once a salesperson is pushed up to the designation of a manager, they should no longer have a quota, and should not continue to be the rain-maker. Selling and managing are entirely different skills, and you can be focused on only one. Frequently, the sales manager fails because they cannot change their mindset from selling to managing. A key difference in the management mindset is that of a team focus. Since sales are often about individual skills, salespeople often do not have the DNA to make that jump from an individual player to a team player. * The author dives into details such as coaching as an integral competency to master for the managing function, as well as tactical processes such as conducting meetings. Sales meetings should not, according to her, delve into targets, as these are best spoken about individually with stakeholders.
Run time – 50.57 mins.
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For over twenty years, Joey Coleman has helped organizations like Whirlpool, NASA, Volkswagen Australia, Principal Financial, and Zappos boost their customer and employee experience and turn them into raving fans via his entertaining and actionable keynotes, workshops, and consulting projects. His First 100 Days® methodology helps fuel the successful experiences his clients deliver around the world. His two books have received critical acclaim, and both were instant Wall Street Journal best sellers. In “Never Lose a Customer Again”, Joey shared strategies and tactics for turning one-time purchasers into lifelong customers – while dramatically increasing profits along the way. His second book, “Never Lose an Employee Again”, which we discuss today, details a framework that companies around the world can use to reduce turnover and increase employee engagement.
Joey ColemanJoey works with companies ranging from small VC-funded start-ups to large Fortune 500s, with hundreds of mid-size businesses in between. He developed his narrative skills as a criminal defense trial attorney, advised and counselled Fortune 500 companies as a business consultant, and honed his communications and messaging skills at the White House.
His design and artwork have been displayed in museums, featured in juried shows, and graced publications in the U.S. and abroad. When not travelling the world for keynote presentations, client workshops, and quality beach time, Joey enjoys playing board games, building LEGO sets, and reading bedtime stories with his amazing wife and two young sons.
Never Lose An Employee Again In his book Joey talks about eight phases of engagement between employees and organizations. Remarkably, engagement starts right from when the employee starts assessing an organization, and that happens much earlier than the first day of work. By the time the employee arrives to work, they are already on the fourth phase. * It is dollars saved when employee retention is higher. This is true for so many reasons. So, companies must strive to provide ’employee experience’ in the same manner as they strive to deliver ‘customer experience’. Companies which place their employees as priority also seem to do well on measures of customer experience. * Employees do want to be paid, but that is not their main goal. Their main goal is a quality of life, and companies must pay attention to the goals of their employees, help them achieve these, and celebrate their successes. The book uses case studies of extraordinary organizations from across the world— all seven continents, to show how they achieved outstanding results in employee experience.*
Run time – 58.18 mins.
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Melina PalmerWhat Your Customer Wants And Can’t Tell You* In “What Your Customer Wants and Can’t Tell You”, the author Melina Palmer uses research in behavioral economics to understand and explain why people buy. Collected from insights gathered over years of producing her podcast, The Brainy Business, Melina demonstrates how to avoid cognitive biases that lead to errors in judgment. * The Brainy Business started with understanding the psychology of why people buy and later expanded to include the psychology of why employees buy-in. The author’s aim is to help companies understand psychology so that they can communicate in a more people-friendly or brain-friendly way that is ultimately more effective. * Most importantly, she says, our brains don’t really work the way we think they do, that is, the assumption of rationality. Before we start creating models that can be applied, it is important to understand the theoretical concepts behind behaviors and habits, which can then be used as a base for building a corporate strategy that drives results.
Run time – 65.47 mins.
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Purna VirjiHigh-Impact Content Marketing* Most advice on marketing is limited to generalizations such as “know your audience”. Yet, when marketers put out marketing content, they find that it performs pretty poorly in terms of engagement and results. The author, Purna Virji, wanted to dig deeper to find out what exactly fails, what works, and what should the day-to-day strategies be for content-based marketers. * “High-Impact Content Marketing” offers more than just a strategy on content creation and delivery— it is also a guide with models, frameworks, checklists and exercises that tell marketers the exact “how”. * The strategy is to first determine the business outcome desired. But the aim of marketing is not necessarily to close the sale but drive a behavior change. For example, for a new car, marketing might aim to make the audience take a test drive. For that they need to make the prospective customer land up at the showroom. These and other insights create the framework of a robust, end-to-end content-marketing guide presented by Purna Virji.
Run time – 59.16 mins.
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In Conversation with Peter E. Cohan, Author, "Great Demo!". He speaks to Subhanjan Sarkar in this episode on his book, "Great Demo!"
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In Conversation with Wayne Clancy, Author, "Differentiate To Win". He speaks to Subhanjan Sarkar in this episode on his book, "Differentiate To Win"
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In Conversation with Caryn Kopp, Author, "Biz Dev Done Right". She speaks to Subhanjan Sarkar in this episode on her book, "Biz Dev Done Right".
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In Conversation with Radhika Dutt, Author, "Radical Product Thinking". She speaks to Subhanjan Sarkar in this episode on her book, "Radical Product Thinking".
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In Conversation with Glenn Poulos, Author, "Never Sit In The Lobby". He speaks to Subhanjan Sarkar in this episode on his book, "Never Sit In The Lobby".
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Author of Buyer First: Grow Your Business with Collaborative Selling, Carole Mahoney is changing the way the entire sales industry sees itself — and how buyers see it too.
She has been called the “Sales Therapist” at Harvard Business School where she coaches on sales for their Entrepreneurial MBA program.
She is also the President of the AA-ISP Boston Chapter, has been named a top sales influencer by LinkedIn and Sales Hacker and has been voted a top sales coach by Ambition.
With the heart of a teacher and the spirit of a coach, she’s ready to share how you can unlock the success you’ve never thought possible.
Carole MahoneyBuyer First* “Buyer First”, as the name implies, is a book exhorting the salesperson to change the narrative from sales-focused to buyer-focused. The author, Carole Mahoney, has been planning to write the book for more than a decade and has 10 years of research and experience condensed into the book. * 2.3 million sales professionals took assessments and evaluations into what makes salespersons successful— their beliefs, their mindsets, and the behaviours and skill sets that lead to success and savings. It delves into neuroscience, psychology, sociology, and the behavioural sciences that predict why we do certain things and why we often do not do what we ought to do. * The most important conclusion is that today buyers have the power, and they make the rules. Sales leadership, including business owners, must realize that everyone is in the business of selling, and re-tune mindsets to work collaboratively with the buyer. Filled with insights from studies conducted even as late as the pandemic and after, the book also provides exercises in the form of questions aimed at helping sales form a better understanding of their own goals and craft strategies that invigorate sales.
Run time – 59.21 mins.
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Richard Fenton and Andrea Waltz are the founders of Courage Crafters, Inc., and the authors of the best-selling book, Go for No! They speak internationally, teaching business, sales, and entrepreneurial audiences how to overcome their fear of rejection and achieve extraordinary sales success by hearing ‘no’ more often.
Richard and Andrea are also producers of a 98-minute personal development DVD movie and their “go for no” philosophies have been featured in hundreds of online and offline publications including Inc. Magazine, Forbes, Success Magazine, and many more. The book, Go for No! Reached #1 on Amazon’s “Selling” list in 2010. The book has remained in the top 50 of ‘Sales’ books for the last 12 years and has become a well-known methodology in the world of selling, widely recognized as the singular best program for dealing with rejection in business.
In 2023, they released this follow-up book to their original – “When They Say No”- designed to give readers strategies for thinking, saying, and doing when they get rejected in sales.
Richard and Andrea are also married. They live in Florida with their cat Storey, their dog, Peppers, and an alligator in the pond behind their house named Gary. Richard is also a fiction writer and the author of an 11-book paranormal thriller series under a pen name.
Andrea Waltz and Richard FentonWhen They Say No* It is a rare person who does not fear rejection. This fear has been programmed into our brains through millions of years of evolution. Historically, rejection implied having to survive solo under very difficult circumstances. So, we typically get into a “fight or flight” mode when we encounter rejection. * Salespeople are by nature very optimistic in their attitudes. So typically, when they meet they do not want to talk about the elephant in the room— the rejections. They are happier discussing tools such as CRMs or numbers, without dealing with difficult issues. * After their previous bestseller, “Go for No!”, the authors decided to come up with the current short and succinct book “When They Say No”. This book deals with the logical next step— how to deal tactically with rejection. The rejections are categorized and
Run time – 57.34 mins.
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Ton Dobbe is the founder of Value Inspiration and the author of The Remarkable Effect. This thought drives him: Imagine how fast we could solve the world’s biggest problems if more SaaS Startups would gain traction sooner (today +90% fail). As such his mission is: Save mission-driven SaaS CEOs from the stress of ‘not enough’ traction by turning their business into one the world talks about (and keeps talking about).
Ton DobbeThe Remarkable Effect* The book is not so much about software companies as it is about how to run a successful company— how you get to the point where the entire market— the ideal customers and competitors start to talk about you. And it is not only about how you get there but also about how you stay there. * Through his experience of working in the industry and with several organizations, the author determines that there are three main levers and ten traits that can be grouped under these three traits, which dictate success for a company. The three levers are the Value Lever (which is foundational for any organization), the Viability Lever, and the Volume Lever. The Value Lever helps determine segmentation, positioning, and the value proposition. It also includes articulating clearly the Ideal Customer Profile. * The book draws extensively from varied topics covered in the blogs and podcasts by the author, diving deep into areas such as marketing, segmentation, value proposition, positioning, sales, how to win more deals, R&D, and product strategy. The last few chapters of the book deal with creating momentum. This goes beyond merely scaling. It asks fundamental questions such as: “What is the Narrative?” and “What is the change you are trying to create?”
Run time – 50.14 mins.
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Ashley Welch is the Co-founder of Somersault Innovation. Somersault Innovation is a sales transformation firm. They pioneered the tools of Design Thinking to the Go to Market Community to help people stay customer-obsessed in the sales process and grow revenue. The tools are practical, and help sellers speak to their customer’s business outcomes in a differentiated way and co-create. The results have been significant in terms of pipeline growth, deal velocity and new revenue. Their clients include Microsoft, Salesforce, ServiceNow, VMware, Salesloft and many others.
Ashley WelchNaked Sales – How Design Thinking Reveals Customer Motives and Drives Revenue* Naked Sales marries the idea of Design Thinking to Sales. At its core, this tries to address the business needs of the customer’s customer. In other words, it asks, “what is my customer trying to solve for their customer”. Only when the seller organization understands the problem that her customer is trying to solve– that is, addressing their customer, can the sales organization become effective in taking a consultative role, helping the proximal customer, and consequently becoming a valuable partner to the buyer organization. * In this quest, the author suggests a model that takes into account factors that affect the customer’s buying decision, such as desirability, feasibility and viability, and means that design thinking happens in three stages, user research, insight generation, and solution experimentation. The seller should map out the process, and this is more like an art project, rather than ‘science’. * Selling by design corresponds to the sales cycle and consists of the discovery, insight and acceleration stages in the sales cycle. The author delineates what it takes to go through each step sincerely and successfully, instead of checking the boxes.
Run time – 37.56 mins.
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Mark Boundy draws on 25 years of wide-ranging experience in sales, marketing, new product development, and product management. He helps his clients find, win, and keep more business—more profitably. He’s led firms to be value – and price–leaders in a wide variety of product and service industries. While excelling in Sales, Marketing, Product and executive roles, Mark Boundy learned the importance of focusing on customer-perceived value. Value focus wins more, better customers at the right prices, and creates winning, rewarding cultures.
Mark wrote, “Radical Value. Elevate Your Company – and Career – By Unleashing the Power Within Customer Centricity”. His firm, Boundy Consulting, LLC. helps its clients find, win, and keep more business, more effectively and profitably.
Mark lives in Phoenix, Arizona, and is the father of two grown sons.
Mark BoundyRadical Value* Although this book is extremely important for B2B selling, there is a more significant point the author makes. It is about the value a customer perceives. That value-driven objectivity is not achieved by the sales team alone. It is something that every department and every silo within the organization must focus on to be able to deliver value to the customer. * Equally important, the sales organization must understand the buyer organisation’s business to drive value for the customer. To this end, they must deeply involve themselves in learning about the customer’s challenges and successes, risks, and Total Cost of Ownership to be accepted as a trusted advisor. * The aim of the seller is to be a consultative advisor to the buyer. Ultimately, buyers do not buy products or services. They only accept the success they derive out of the purchased product or service, and it is on these terms that they assess the value of the purchase.
Run time – 67.39 mins.
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Julia is an entrepreneur, former CMO, and Editor/Founder of GTM mag. She’s the CEO & Co-Founder of HYPCCCYCL.com. Julia invented the world’s first GTM simulations where top B2B revenue leaders cross-train their skills with VCs. Julia has built and scaled several successful B2B projects and writes prolifically about disruptive GTM trends.
Justin Michael has set records over the past decade for full cycle revenue creation in cutting-edge AdTech/MarTech and SaaS startups, both as an individual contributor and global team leader – leading teams of field-based and inside sellers. Justin’s acclaimed sales pipeline creation methodology – The Justin Michael Method – is used by some of the most successful ventures globally and has driven 100s of Millions in the pipeline. He lives in California where he consults leading corporations on top-of-funnel revenue operations. He also received a prestigious 10X Award from a top 20, Tier 1 VC backed, Seattle Startup
Julia NimchinskiJustin MichaelReinventing Virtual Events* While we extol the virtues of “customer-centric” selling, the truth is, most of us do not know how to action this philosophy into a strategic operation. This book provides a framework to generate “customer-centric” activities that engage the customer rather than just trying to give information and subsequently sell them the product or service. * The book dives deep into many concepts, such as the T-graph of marketing, and looks at areas of cross-training and synergy between marketing and sales. Since the two authors come from the two fields of sales and marketing, their teaming together to create exercises that engaged some of the biggest names in B2B sales paid off rich dividends in creating a platform and formulating a framework that really works to put the customer centre-stage. * The book shows how to produce online experiences and go-to-market simulations that generate high levels of engagement and participation and transform product-centric pitches into innovative customer-centric events. The book is essential for founders, sales professionals, business owners, and marketing professionals. For more information visit https://reinventingvirtualevents.com/
Run time – 51.41 mins.
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Known as the “First Lady of Sales®” Dr. Cindy McGovern has worked with major organizations for the last 18 years to not only help them grow but also turn their human capital into confident salespeople at every level of their company. Using tools from her Doctorate in Organizational Communication and years of consulting, Dr. Cindy developed sales cultures across various industries to change human behavior at a fundamental level. Her goal is to help people embrace their inner salesperson. Because everyone sells, every day, Dr. Cindy wants to be a resource to enable people to learn how to sell more effectively. With a business motto of “Grow Big or Go Home,” Dr. Cindy transforms businesses and individuals to increase growth and revenue.
Backed by an equally experienced team, Dr. Cindy is the face of Orange Leaf Consulting
Dr. Cindy McGovernSell Yourself* We are all selling ourselves, all the time. Our behavior in how we sell ourselves reflects on our brand. Most importantly, if we don’t define our own brand, others will define it for us. We are also constantly fighting the preconceived notions people have about us— and these preconceived notions often diminish the true value of our contribution. * While “Sell Yourself” is a ubiquitous adage, people forget that the operative word in that phrase is “Sell, ” which most people are so afraid of. But the fact is that we are all selling, but using different terms to define that act of selling, such as “convincing”, “persuading”, or “getting buy-in”. The author believes it is imperative to classify this act of selling as it should be, as “Selling”, and her aim is to help people get over the disdain of ‘selling’. * Most ordinary people, that is people who are not celebrities or social personalities, do not have a brand ‘plan’, which is why others assign a brand to them. The first step to selling your own brand is to find out what brand people have given to you already. This helps to plan what core words need to be in your plan to sell the brand that you wish to. The book takes readers through the process of rebranding themselves, if necessary, or branding better.
Run time – 34.09 mins.
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In Conversation with Ramesh Dorairaj, Author, "Games Customers Play". He speaks to Subhanjan Sarkar in this episode about his book, "Games Customers Play".
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In Conversation with Dhruv Nath, Author, “The Dream Founder”. He speaks to Subhanjan Sarkar in this episode on his book, “The Dream Founder”.
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In Conversation with Ted Olson, Author, Feel Good About Selling. He speaks to Subhanjan Sarkar in this episode on his book, Feel Good About Selling
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In Conversation with Amos Schwartzfarb, Author, "Levers, The Framework for Building Repeatability into Your Business". He speaks to Subhanjan Sarkar in this episode on his book, "Levers, The Framework for Building Repeatability into Your Business"
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In Conversation with Peter E. Cohan, Author, Doing Discovery. He speaks to Subhanjan Sarkar in this episode on his book, Doing Discovery
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In Conversation with Shantanu Kumar, Author, Starting & Scaling AI Ventures. He speaks to Subhanjan Sarkar in this episode on his book, Starting & Scaling AI Ventures.
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In Conversation with Bill Price, Author, The Frictionless Organization. He speaks to Subhanjan Sarkar in this episode on his book, The Frictionless Organization
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In Conversation with Martin Giese, Author, Fast Forward: Accelerating B2B Sales For Startups. He speaks to Subhanjan Sarkar in this episode on his book, Fast Forward: Accelerating B2B Sales For Startups
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In Conversation with Todd Caponi, Author, The Transparent Sales Leader. He speaks to Subhanjan Sarkar in this episode on his book, The Transparent Sales Leader
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In Conversation with Andrea Waltz, Author, Go For No. She speaks to Subhanjan Sarkar in this episode on her book, “Go for No! Yes is the Destination, No is How You Get There”.
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In Conversation with Julie Hansen, Author, Look Me In The Eye. She speaks to Subhanjan Sarkar in this episode on her book, "Look Me In The Eye".
The post Bizcast: Bits about books – In Conversation with Mike Kunkle, Author, The Building Blocks of Sales Enablement appeared first on Business Podcast Network.
In Conversation with Julie Hansen, Author, Look Me In The Eye. She speaks to Subhanjan Sarkar in this episode on her book, "Look Me In The Eye".
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In Conversation with Amit Agarwal, Author, Small is Big. He speaks to Subhanjan Sarkar in this episode on his book, “Small is Big”.
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In Conversation with Fred Copestake, Author, “Hybrid Selling”. He speaks to Subhanjan Sarkar in this episode on his book, Hybrid Selling
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In Conversation with Peter Cohan. He speaks to Subhanjan Sarkar in this episode on his book, "Great Demo".
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In Conversation with Park Howell, Business Story Strategist, Keynote Speaker, Sales Storytelling Coach, Podcaster, Brand Raconteur, and author. He speaks to Subhanjan Sarkar in this episode on his book, "Brand Bewitchery".
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In Conversation with Lee B. Salz, Sales Management Strategist, Sales Architects. He speaks to Subhanjan Sarkar in this episode on his book, “Sell Different”.
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In Conversation with Anuj Adhiya, Growth Advisor, Globalwork. He speaks to Subhanjan Sarkar in this episode of his book, 'Growth Hacking for Dummies'.
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In Conversation with Ethan Beute, Author, Human-Centred Communication. He speaks to Subhanjan Sarkar in this episode on his book, Human-Centred Communication
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In Conversation with Shakti Leekha, Author of the book “Reimagine High Value Sales”. He speaks to Subhanjan Sarkar in this episode on his book.
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In Conversation with Tony Hughes, Co-Founder and Sales Innovation Director, Sales IQ Global. He speaks to Subhanjan Sarkar in this episode on his book, "Tech-Powered Sales".
The post Bizcast: Bits about books – In Conversation with Tony Hughes, Author of ‘Tech-Powered Sales: Achieve Superhuman Sales Skills’. appeared first on Business Podcast Network.
Brad Jeavons Agile Sales, Delivering Customer Journey’s of value and delight. * Brad Jeavons started life on a farm in inland Australia, where he first honed his skills on selling, because “you have to do everything by yourself” on a farm. He went to university and studied International Business, where he learnt about Toyota’s business model. * He went into sales and even when he was promoted to General Manager, he continued focusing on sales. He gained more than 20 years of experience in sales, talking to customers and sales people. Subsequently he also assumed a consultative role. He then decided to write a book on sales. * While most sales books concentrate on techniques and approaches of selling, Brad’s book, “Agile Sales – Delivering Customer Journey’s of value and delight. “, discusses cultural and systems elements of selling, along with customer-centricity and alignment. This implies that selling teams should be based on the customer, not on internal imperatives.
These and more insights in this new episode of Bits About Books with Brad Jeavons
Run time – 35.58 mins.
The post Bizcast: Bits about books – In Conversation with Brad Jeavons, Author of the bestseller Agile Sales, Delivering Customer Journey’s of value and delight. appeared first on Business Podcast Network.
Melissa Madian Enabler? I Hardly Know Her! How to Make the Sales Experience Not Suck. * Melissa Madian is the Founder and Chief Fabulous Officer at TMM Enablement Services Inc.. She was one of the first people to pioneer the “sales enablement” role and has spent the past 25 years perfecting the sales experience for revenue-generating teams. * Enabler, I Hardly Know Her is a book about Sales Enablement. It explains what Sales enablement is, why it is important to the sales process today, and what it means to sales leaders and sales managers. In a sense, it is a ‘Sales Enablement for Dummies’ book, starting from the very basics. * Interestingly, the author provides several definitions for Sales Enablement. She starts with one definition, but progressing along the chapters, she provides more definitions. The reason is because along her journey as a sales enablement professional, Melissa too has arrived at different definitions of what sales enablement is. * The book also talks about how to create a great buyer experience throughout the customer journey. Ultimately the goal of sales enablement is to realize revenue using the tools of enablement, while creating a great experience for the buyer.
These and more insights in this new episode of Bits About Books with Melissa Madian
Run time – 33.49 mins.
The post Bizcast: Bits about books – In Conversation with Melissa Madian – Author of ‘Enabler? I Hardly Know Her! How to Make the Sales Experience Not Suck. ‘ appeared first on Business Podcast Network.
Dr. Kevin Gazzara The Leader of Oz * Dr. Kevin Gazzara is recognized as a Management & Leadership Expert. Along with Dr.Murtaza Ali Lakhani, who is a statistician, he co-authored “The Leader of OZ – Revealing the 101 Secrets of Marvelous Leadership for the 21st Century”. It shows that essentially, leadership qualities have not changed much over the years, but they have become slightly adjusted for the current times.
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The book dives into leadership traits that are essential for today’s organizations. Based on Murtaza Ali’s dissertation and Dr.Gazzara’s research, the book reveals 101 qualities of successful leadership. It is partly based on a cross cultural survey across countries, taking into account leadership attributes that contribute to successful business outcomes. While considering 10 classical attributes spoken about by other scholars, the authors realized that these did not take into account organizational or national culture.
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As a leader, if there is only one thing you can improve, it should be communication. To be a good communicator, listeners have to consider the communication as an opportunity and not as a threat.
These and more insights in this new episode of Bits About Books with Dr Kevin Gazzara.
Run time – 40.53 mins.
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Listeners Choice Series#3 – Over the years that we have been bringing you stimulating conversations with Authors of breakthrough business, sales and personal development books some conversations resonated with the listeners of this podcast. For the next few episodes, we will bring you some of those conversations.
The Conversation with Stu Heinecke, author, Get The Meeting was one of the most entertaining and in a way – out of the box. His ideas seem larger than life but they work. If there is this meeting you must get – then this Episode is for you. Enjoy.
Stu Heinecke Get The Meeting * Stu Heinecke’s second book “Get The Meeting” is about getting a face to face meeting through contact marketing. * Contact Marketing tries to establish personal rapport with target prospects through research and appealing to personal interests thereafter. It uses personalized campaigns to reach high ranking executives and create alliances to win large deals. * Stu is a Hall-of-Fame-nominated marketer and Wall Street Journal cartoonist and brings a unique perspective to marketing that involves creativity and utility.
These and more insights from the ground in this great episode of Bits About Books.
Run time – 53.14 mins.
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Ramli John Product Led Onboarding – How to Turn Users into Lifelong Customers * Ramli John’s book “Product Led Onboarding – How to Turn Users into Lifelong Customers ” defines key strategies in user onboarding. Appropriate onboarding is essential for acquisition, retention and user engagement with today’s tools and services. Such onboarding has to be led by the entire organization and not just by the product team. * Onboarding fails due to lack of ownership, and lack of clear definition along with quantitative metrics and targets. The book helps to guide readers in creating definitions, metrics and targets to achieve exceptional user onboarding through a series of “Aha” or value moments at each touchpoint of the buyer journey, ending with the signal that the buyer is gaining meaningful value from the product. * The EUREKA framework proposed by the author is a six-step framework that shortens the time-to-value (TTV) for successfully onboarding more users by delivering an effective, immersive, and seamless onboarding experience for new users through a holistic process, as well as using metrics such as Product Qualified, leads to refine success criteria and evaluate and optimize the onboarding path.
These and more insights in this new episode of Bits About Books with Ramli John.
Run time – 40.39 mins.
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