The Manage Your Message Podcast: Recent Episodes
Jim Karrh, PhD
The most direct path for you to grow your business might be hiding right in front of you -- in those everyday conversations with customers, clients, members, donors, friends, and other stakeholders. The Business Messaging Podcast, hosted by Jim Karrh, offers you insights, tips, inspiration, and practical advice--so that everyone close to the business can talk about it in a consistent, compelling way.
There’s no shortage of disruptions and changes in today’s work environment. It’s a challenge to keep your message in line with those changes. But what if the major source of change for you is…you? Many professionals are considering fundamental changes in their careers, industries, locations, or some combination. Today’s guest Ashley Phillips has lived this herself, and is now helping others who might do likewise.
How can you as a leader get everyone in your business to talk about it consistently? Can you lead a transformation in your business messaging? Host Jim Karrh completes his special solo series with guidance for sales leaders, revenue leaders, marketing leaders, and others. In this episode, Jim takes you through the keys for adoption--including tips for launching the new message, engaging frontline managers as coaches, building alignment across teams, and keeping your great new content fresh.
How can you as a leader get everyone in your business to talk about it consistently? Can you lead a transformation in your business messaging? Host Jim Karrh continues his special solo series with guidance for sales leaders, revenue leaders, marketing leaders, and others. In this episode, Jim takes you through the right process for selecting a strategically vital sales conversation to focus upon. Then, you can identify the right people in your organization to involve in creating content for…
Host Jim Karrh continues his special solo series designed especially for sales leaders, revenue leaders, and others. In this episode, Jim explains why a "central source of truth" is necessary for consistent sales messaging. Jim also discusses why typical scripts, manuals, and content libraries are not sufficient for today's stressed and time-pressed sellers.
Host Jim Karrh begins a six-part series especially for sales leaders, revenue leaders, marketing leaders, and owners. In this episode, Jim explains why our brains and our organizations tend to undercut sales messaging if left unattended.
In this "digest" episode, host Jim Karrh has curated the best advice on effective sales conversations from Frank Sesno, Ian Altman, Brent Adamson, Mark Hunter, Jeb Blount, and Dorie Clark.
In this solo episode of the Manage Your Message Podcast, host Jim Karrh shares the practical reasons why effective leaders are not only lifelong learners but also teachers themselves. From his experiences as a speaker, trainer, and now also instructor at a top business school, Jim talks about how adopting the role of teacher in your business benefits (1) your personal knowledge base, (2) your mindset and assumptions, and (3) your organization overall.
Is it really true that "readers are leaders"? If so, then how can business professionals learn and practice great reading habits? Host Jim Karrh welcomes Jeff Brown, host of the Read to Lead Podcast and co-author of the new book Read to Lead: The Simple Habit that Expands Your Influence and Boosts Your Career.
Most salespeople aren't good negotiators -- so says our guest Jeb Blount, a multiple bestselling author and "the hardest working man in sales." Host Jim Karrh talks with Jeb about his book Inked: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal.
One of the fundamentals in Managing Your Message is developing your Ideal Customer Profile (ICP) or "best-fit" prospect. In this solo episode, host Jim Karrh shares the strategic and practical value of an ICP. Jim also has a "confession"--the true story of what happened when, as a well-intentioned favor, he strayed from his own ICP when taking on a new client.
If you are selling, leading, or fundraising in a virtual environment, then how can you best create exceptional messaging? Host Jim Karrh welcomes author and consultant Tim Pollard to talk about message architecture and message delivery.
In this solo episode, Jim Karrh answers one of the questions he has been hearing from leaders recently: How closely should we "script" our sales message? Jim compares the benefits and risks of three primary approaches: (1) laissez-faire; (2) command-and-control; and (3) a strategically constructed playbook.
In this solo episode, host Jim Karrh outlines the five steps--and their proper sequence--for building your new message for business growth.
Why are conversations so critical to team and project success? Host Jim Karrh talks with Clint Padgett, CEO of Project Success, host of The Conversation, and author of How Teams Triumph: Managing by Commitment.
It is difficult enough for business professionals to stand out today. It can be even harder when you’re just getting started as a young professional, career changer, or emerging business.
Host Jim Karrh welcomes John Walsh, a former senior executive with The Walt Disney Company and The Madison Square Garden Company, who has now started the Standout movement.
Among the topics that John and Jim discuss:
- How the Stand Out approach differs from traditional views of personal branding and networking
- Where the major gaps exist in the market for talent today (in preparation and expectations)
- The role of social media for job seekers and recruiters (the good and bad)
- The three things that top recruiters are looking for from job seekers and career changers
- How to bring more clarity, simplicity, and certainty to your career strategy
Links:
Check out the Stand Out book, podcast, and movement:
https://standoutmovement.com/
Connect with John on LinkedIn:
https://linkedin.com/in/jornrwalshjr
Learn more about Jim Karrh’s virtual and in-person speaking and training topics:
https://jimkarrh.com/speaking
Check out a sample of Jim’s book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Our guest says that many of the top sellers, fundraisers, and revenue-growers don’t really like “selling.” The key to success is proactive communication, made simple, and repeated in just a few minutes each day.
In this episode host Jim Karrh welcomes Alex Goldfayn, a top sales speaker as well as a revenue-growth consultant. Alex’s average client grows by 15-20% in their first year of working with him.
Alex is also a bestselling author with a brand-new book: 5-Minute Selling: The Proven, Simple System That Can Double Your Sales ... Even When You Don't Have Time
Among the topics that Alex and Jim discuss:
- Where to start (hint: it’s not by cold calling)
- Why the phone is our number one business-growth tool…and what holds us back from using it
- A practical way to minimize our fear of rejection and replace it with a positive mindset
- The proper (and improper) roles of communication via phone, email, and Zoom
- What separates those businesses who grow a little from those who grow a lot
Links:
Check out Alex’s brand-new book 5 Minute Selling:
https://www.amazon.com/5-Minute-Selling-Proven-Simple-System/dp/1119687659
Download free 5-Minute Selling tools, planners, and trackers:
https://goldfayn.com/
Connect with Alex on LinkedIn:
https://www.linkedin.com/in/alexgoldfayn/
Learn more about Jim Karrh’s virtual and in-person speaking and training topics:
https://jimkarrh.com/speaking
Check out a sample of Jim’s book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
How should we lead, and listen, when it comes to difficult conversations such as race in business? Host Jim Karrh welcomes Kwame Christian, Director of the American Negotiation Institute and host of the world's most popular negotiation podcast.
How can leaders best use stories, anecdotes, and humor to be more effective? Host Jim Karrh speaks with author, business advisor, and former LPGA commissioner Charlie Mechem.
How can you best develop your leadership skills, as well as those of others in the business? Host Jim Karrh talks with Tim Lupfer, author of Leadership Tough Love: Examining Leaders Through the Lens of Reality.
Among the topics that Tim and Jim discuss:
- The two components of leadership – influence and authority – and how they interact
- Leadership lessons to draw from how government officials have attempted to gain compliance during COVID-19
- Why honesty is indispensable for leaders who want to drive action
- A military-history lesson Tim shares from the U.S. Civil War—how the invention of the minié ball changed the practice of “leading from the front”
- The 3 things effective leaders do
- Why generalists tend to be more effective leaders than are specialists
- Tim’s view of the importance of leadership-development programs in business—and his strong view of who should be running them
Links:
Learn more about Tim, his book, and his work:
https://timothytlupfer.com/
Connect with Tim on LinkedIn:
https://www.linkedin.com/in/timothy-t-lupfer/
Learn more about Jim Karrh’s virtual and in-person speaking and training topics:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
According to our guest, it is easier to grow professionally and personally if you are “Naked at Work” (metaphorically speaking of course). Danessa Knaupp is an executive coach, former CEO, keynote speaker and author who says we should shift the conversation on leadership. She has coached hundreds of executives across every major industry and has developed a reputation as a candid, compassionate and courageous leadership partner. She has a brand-new book, Naked at Work: A Leader’s Guide to Fearless Authenticity—it’s all about harnessing the power of real authenticity (not “#authenticity”) to drive measurable business results.
Danessa earned her executive coaching credentials from Georgetown University, and a BA in Psychology and Sociology from the College of William and Mary. She spent more than 20 years as an entrepreneur and a senior executive and ultimately, CEO. She lives with her husband and children in Virginia.
Among the topics that Danessa and Jim discuss:
- The difference between effective authenticity and what Danessa calls “#authenticity”
- The business case – what authentic leaders are able to do better
- Why an authentic leader’s behavior elicits more risk-taking and better communication in the organization
- The specific role of conversation in being an authentic leader
- Danessa’s 6-step process for building your authenticity and effectiveness as a leader
Links:
Learn more about Danessa and her work:
https://www.avenue8advisors.com/
Check out Danessa’s new book:
https://www.amazon.com/Naked-Work-Leaders-Fearless-Authenticity-ebook/dp/B084VV9GSJ/
Connect with Danessa on LinkedIn:
https://www.linkedin.com/in/danessa-knaupp/
Learn more about Jim Karrh’s virtual and in-person speaking and training topics:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Business leaders are facing some important decisions today. What is the best way to make good ones? Host Jim Karrh welcomes Gleb Tsipursky, "The Disaster Avoidance Expert" and author of Never Go With Your Gut.
Among the topics that Gleb and Jim discuss:
- Why the message of “Never Go With Your Gut” is counter to most of the advice we receive, and to media depictions of business success
- Why startups tend to fail
- How the common cognitive biases of overconfidence and loss aversion can cloud our judgments
- Techniques for avoiding biases in decision making
- The perceived trade-off between speed and a rational decision-making process
Links:
Learn more about Gleb, his books, and his work:
https://disasteravoidanceexperts.com
Get access to a free 8-video series on decision-making, plus an assessment on cognitive biases in the workplace:
https://Disasteravoidanceexperts.com/subscribe
Connect with Gleb on LinkedIn:
https://www.linkedin.com/in/dr-gleb-tsipursky/
Learn more about Jim Karrh’s virtual and in-person speaking and training topics:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
With so many businesses in "rebound and recovery" mode, the urgency to grow revenue has never been stronger.
Why is it that so many good companies are full of people working hard—yet not generating the revenue growth they need and deserve?
Since he was in his early twenties, Darrell Amy has been working in both sales and marketing roles—and leading a growth company as well.
Darrell is also the host of the Revenue Growth Engine Podcast and co-host of the Selling From the Heart Podcast. He’s the author of a new book, Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth.
Darrell says the answer doesn’t begin with sales or marketing—instead, the answer begins by focusing on revenue growth—both to new customers and to existing customers.
Among the topics that Darrell and Jim discuss:
- The most common roadblocks when it comes to generating revenue
- The importance of an “ideal customer profile” – and how to develop yours
- How to involve sales, marketing, and everyone else most effectively
- The changing roles of in-person and virtual selling conversations
- How to begin a new trajectory of growth
Links:
Check out Darrell’s brand-new book:
https://www.amazon.com/Revenue-Growth-Engine-Marketing-Accelerate-ebook/dp/B08B43M4W1/
Learn more about Darrell and his work at Convergo:
https://www.convergomarketing.com/
Listen to his podcasts:
https://www.revenuegrowthengine.net/podcast
https://www.sellingfromtheheart.net/podcast-home/
Connect with Darrell on LinkedIn:
https://www.linkedin.com/in/darrellamy/
Learn more about Jim Karrh’s virtual and in-person speaking and training topics:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Today's business environment demands speed and agility--but it is easy to feel stuck. Host Jim Karrh welcomes Craig Lemasters, former CEO of Assurant Solutions and now author of author of Unstuck: How to Unlock and Activate the Wisdom of Others.
Nonprofits are among the organizations hit hardest by the C-19 pandemic. Host Jim Karrh welcomes nonprofit expert Elisa Brewer Pratt to talk about new strategies, messages, and decisions for leaders in nonprofits (and corporations, too).
How can you and your team sell with confidence and integrity--especially during a time of high anxiety and economic recession?
In a world brimming with self-styled sales experts and gurus, there are still a few people who are worth listening to. Mark Hunter is one of them. After working in sales and leadership roles within three Fortune 500 companies, Mark began his next phase of speaking, consulting, and writing about sales. He is the author of High-Profit Sales and then High-Profit Prospecting. Now Mark has a brand-new and timely book, A Mind For Sales – but his advice is based on timeless principles.
Among the topics that Mark and Jim discuss:
- Whether the best advice during the C-19 crisis is to “keep selling” or “don’t be selling”
- Why Mark is finding more opportunities for meaningful conversations than ever before
- The vital role of questions for gaining understanding and demonstrating your empathy
- Why sales is more of a lifestyle one chooses than a job one takes
Links:
Learn more about Mark Hunter and his new book A Mind For Sales:
https://thesaleshunter.com/
Connect with Mark on LinkedIn:
https://www.linkedin.com/in/markhunter/
Learn more about Jim Karrh’s speaking and training topics, and read testimonials:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Leadership expert John Spence joins host Jim Karrh to discuss keys to performance during a crisis, what people need in these uncertain times, and how to be a more effective message leader.
How can today's business owner do well, do good, and do many things at once? Host Jim Karrh welcomes J.J. Ramberg, social entrepreneur and for 12 years host of MSNBC's "Your Business." Jim and J.J. discuss many topics including a new venture Goodpods, which is just launching to serve both podcast listeners and producers.
When it’s your big moment to speak to an audience, will you be ready?
In this episode of the Manage Your Message Podcast host Jim Karrh welcomes back Tim Pollard, CEO of Oratium and author of a new book Mastering the Moment: Perfecting the Skills and Processes of Exceptional Presentation Delivery.
Tim had a long career in Sales and Marketing for companies such as Unilever, Barclays Bank, and the Corporate Executive Board. As he has continued to develop his expertise in executive communications, sales messaging, and donor messaging, Tim has become a popular keynote speaker and a regular columnist for Forbes and Entrepreneur.
When we first spoke to Tim in episode 14, he shared insights on the fundamentals of presentation design (from his book The Compelling Communicator: Mastering the Art and Science of Exceptional Presentation Design). This conversation focuses on ways to make the most of your opportunities in the moment to influence others through presentation.
Among the topics that Jim and Tim discuss:
- Why most people are uneasy about speaking to an audience (whether that be in business or, as Jim related, “Delivering a speech to semi-drunk people at a wedding reception”)
- How the disciplines of message design and message delivery must fundamentally work together
- The most common bad habits that undermine our effectiveness
- Basic elements of the physical environment to consider and control
- What “muscular language” means and how to use it
- The mechanics involved with maintaining your energy, using humor, assessing the audience, and building trustworthiness
Links:
Check out Tim’s business Oratium, as well as his books:
https://www.oratium.com/our-services/our-books-new/
Listen to Tim’s first visit to the Manage Your Message Podcast, when he spoke about message design:
https://jimkarrh.com/podcast/episode-14-tim-pollard-the-architecture-of-exceptional-presentations/
Learn more about Jim Karrh’s speaking topics and testimonials:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
Whether you want to speak at a board meeting, community event, or on a big stage, there is a simple sequence that can get you there. Host Jim Karrh welcomes Grant Baldwin, a keynote speaker, coach, and author of the new book The Successful Speaker: Five Steps for Booking Gigs, Getting Paid, and Building Your Platform.
Are you spending too much time seeking out customers who might need what you're selling? Host Jim Karrh talks with Craig Klein, CEO of SalesNexus and author of Inside-Out Selling. Craig and his company focus on CRM and lead generation for sales teams of 10 to 100.
What does it take to develop products that customers love? Is it creative genius, teamwork, refined processes, or all of the above?
In this episode of the Manage Your Message Podcast, host Jim Karrh welcomes one of the leaders in the product management community. Christopher O’Donnell has built dozens of web and mobile products, ranging from language learning for the US military to the most popular free CRM product in the world. Christopher is the Senior VP of Product at HubSpot—which puts him in a very visible role, and has him lecturing at MIT’s Sloan School of Management and to major corporations. Apart from the day job, Christopher is a songwriter and guitarist for the band The Providers.
Jim and Christopher discuss a number of topics related to product management and innovation, including…
- Why storytelling, inside and outside of the company, is critical to success
- How Christopher builds “constraints” into the creative process
- Which personal characteristics are important for product developers
- How to recruit creative team members
- How HubSpot listens to customers and works with them in the product-development process
- How Christopher uses music as a creative outlet (and its connection to software development)
Sales and marketing are in a constant state of change—driven by technology, talent, customers’ expectations, digital disruption, and more.
In this episode of the Manage Your Message Podcast host Jim Karrh welcomes one of today’s clearest voices for understanding those changes in the context of selling. Brent Adamson is best known as the co-author of the best-selling (and trend-setting) books The Challenger Sale and The Challenger Customer.
Brent is also the “Chief Storyteller” at Gartner, and hosts Gartner’s influential podcast “Lessons in Sales Leadership.” His academic credentials include the MBA from the University of Michigan and a PhD from the University of Texas. Much of his work for Gartner involves understanding what world-class business-to-business (B2B) sales and marketing practices look like today. As Brent relates, “Marketing and sales are becoming less synchronized with how buying is happening.”
Jim and Brent discuss a number of sales topics including…
- Why customers are feeling overwhelmed—not just by the volume of information, but the volume of high-quality information
- The state of sales and marketing evolution today
- The types of disruption that B2B organizations are dealing with—and how they are doing
- Brent’s assessment of the impact of The Challenger Sale and The Challenger Customer
- The profound differences among sales reps who adopt “giving,” “telling,” or “sense-making” approaches with customers
Links:
Learn about Gartner and what they do:
https://www.gartner.com/en
See Brent’s LinkedIn profile and connect with him:
https://www.linkedin.com/in/brentadamson/
See Brent’s author page on Amazon:
https://www.amazon.com/Brent-Adamson/e/B005TYSQTY
Learn more about Jim Karrh’s speaking topics and testimonials:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
In a solo episode with takeaways from his new book The Science of Customer Connections: Manage Your Message to Grow Your Business, host Jim Karrh shares practical tips for being a message leader and coach. Jim also highlights success stories of companies whose growth had stagnated, innovative new companies whose messaging wasn't keeping up, and entrepreneurs making big professional changes.
In this episode of The Manage Your Message Podcast host Jim Karrh continues a four-part “solo” series of practical takeaways from his new book The Science of Customer Connections: Manage Your Message to Grow Your Business.
The second section of the book, including Chapters 5-7, is titled “A Lot More Great Messengers.” Both research and practical experience tell us that business leaders tend to underestimate the opportunity they have to enlist other people to share their message.
There are likely many people in and around your organization who care about it – and what others say about it. They might not know everything you do, or consider themselves to be great communicators, or even be comfortable in knowing exactly what to say themselves. They might need a nudge, some encouragement, and some tools in order to join more customer conversations. But they also probably have more inherent abilities than you—or they—realize.
Sure, company leaders are fond of saying things like, “We are all in customer service” or “Everyone is in sales.” Those statements are true! However, they also run headfirst into common assumptions and practices. Typically only a small percentage of people behave as if they are in sales or customer service (or are just a friend or advocate).
There is a lot of surprisingly good news that can move your team closer to that stated ideal. When that happens, growth follows.
Among the topics that Jim covers in this episode:
- The differing strengths of introverts, extraverts, and ambiverts (who Jim calls the Nimble Majority)
- How human intervention from the seller leads to better decisions by consumers
- The surprising ways that Millennials are similar to members of older generations
- Ways you can build the knowledge, skill, and confidence of others to talk about your business
Links:
Learn more about Jim Karrh:
https://jimkarrh.com/
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://en.calameo.com/read/005570974156e126cc29e
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
Listen and subscribe to The Manage Your Message podcast: iTunes and jimkarrh.com/podcast/
In this episode of The Manage Your Message Podcast host Jim Karrh continues a four-part “solo” series of practical takeaways from his new book The Science of Customer Connections: Manage Your Message to Grow Your Business.
The first section of the book, including Chapters 2-4, is titled “A Message for Growth.” It’s important to note how words have great business value. As just one example, research showed how using one phrase versus another would equate to an $8,100 difference in the sales price of an average home in the U.S.! Yet the irony is that often the people who know the most, and who have the most they could potentially say, get tripped up on the message.
Among the topics that Jim covers in this episode:
- The specific words that have proven popular in promotion and sales during the past 40 years
- Why your vision or mission statement is not a great foundation for your external message
- How professionals within an industry begin to sound similar over time
- Why effective conversations are critical for demonstrating empathy – which in turn builds your professional trustworthiness
Links:
Learn more about Jim Karrh:
https://jimkarrh.com/
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://en.calameo.com/read/005570974156e126cc29e
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
Listen and subscribe to The Manage Your Message podcast: iTunes and jimkarrh.com/podcast/
In this episode of The Manage Your Message Podcast host Jim Karrh begins a brief “solo” series of practical takeaways from his new book The Science of Customer Connections: Manage Your Message to Grow Your Business.
The first chapter of the book gets its own episode. It is titled “Your Message can be Your Business Advantage—If It Isn’t Hiding Somewhere.”
The potential growth engine for your business might be hiding…in plain sight. It is lurking in the everyday, real-time conversations in and around your business. In order to turn that engine on, you likely need to do some uncovering, organizing, and getting to work!
Offline conversations are far more common for word-of-mouth than are the online ones (even in this digital age). They also have more impact; people tend to place more importance and value in those conversations.
So, how can a business professional or leader take advantage of these everyday opportunities?
Jim recommends…
- Simplify what business messaging entails (using the Message Management Model), and where you might need to focus your efforts
- Consider the type of approach to use (hint: playbooks tend to work well)
- Identify the business outcomes and growth metrics most important to you
Links:
Learn more about Jim Karrh:
https://jimkarrh.com/
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://en.calameo.com/read/005570974156e126cc29e
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
Listen and subscribe to The Manage Your Message podcast: iTunes and jimkarrh.com/podcast/
If you are a new company or challenger brand, how can you compete against the big players in your market?
In this episode of the Manage Your Message Podcast host Jim Karrh welcomes James Richardson, PhD, founder of Premium Growth Solutions and an expert in early-stage consumer packaged-goods brands.
James is the founder of Premium Growth Solutions, and a professionally trained cultural anthropologist turned business strategist. He has helped more than 75 CPG brands with their strategic planning, including brands owned by Coca-Cola Venturing and Emerging Brands, The Hershey Company, General Mills, Kraft Foods, ConAgra Brands, and Frito-Lay—plus emerging brands such as Once Upon a Farm, Mother Kombucha, Bobby Sue’s Nuts, and Rebel Creamery. He also hosts the “Startup Confidential” podcast.
Jim and James discuss growth topics including…
- How big, mature companies use the “push” strategy for new brands—and how that strategy almost never works for startups
- What the “death funnel” is, and why companies with $500K in revenue are most susceptible
- How to build memorability for your growth brand
- Why the “founding story” matters much more to investors than to consumers
- Lessons from the food and beverage world that apply to professionals running businesses in nearly any industry
Links:
Learn about Dr. James Richardson and his new book:
https://www.rampingyourbrand.com/
Buy “Ramping Your Brand” on Amazon in all formats here: https://amzn.to/2sDSxzb
Founders can find lots of resources to assist their professional development on Dr. Richardson's site, including his Founder's Quiz. The Quiz tests founders' self-awareness of what needs to be in place to grow exponentially. You can find the Quiz plus webinars and online courses here: https://bit.ly/2MZfinX
Learn more about Jim Karrh’s speaking topics and testimonials:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
In this episode of the Manage Your Message Podcast host Jim Karrh welcomes Arthur Joseph, recognized by Forbes as “arguably the top speech coach in the world.”
Arthur has for five decades been fulfilling his mission to “change the world through voice.” Arthur founded and is chairman of the Vocal Awareness Institute, a voice and leadership training program.
His client list reads like a “who’s who” of star athletes, broadcasters, and entertainers, icons such as Arnold Schwarzenegger, Tony Robbins, Emmitt Smith, Pierce Brosnan, and Angelina Jolie. Arthur works with dozens of corporate clients, physicians, attorneys, and sales leaders. He has advised NFL commissioner Roger Goodell and has even helped several members of the NFL Hall of Fame with their induction speeches. But he also has books and programs that any of us can access.
Among the topics Jim and Arthur talk about…
- How professionals should consider the inherent power of their authentic voice
- The most immediate ways that professionals can improve their vocal power
- The 7 rituals Arthur prescribes and coaches for his clients
- How to deal with the increasing pace and noise of communication—including the ways that slowing down and strategically pausing can make you more effective
- The pitfalls associated with High Rising Terminal (“upspeaking”)
- How training and the Vocal Awareness program have evolved over time
Links:
Learn about Arthur and his Vocal Awareness Institute:
https://vocalawareness.com/
See Arthur’s TEDx talk:
https://www.youtube.com/watch?v=dUM-rhA3QNg&t=97s
Refer to the campaign announcement by Kynsten Sinema that Arthur references:
https://www.youtube.com/watch?v=u_Ie7AY1rjM&t=70s
Learn more about Jim Karrh’s speaking topics and testimonials:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
In this episode of the Manage Your Message Podcast host Jim Karrh welcomes Mack Collier, recently recognized by Forbes as one of the Top 25 Social Media Marketers in the world. Mack is a speaker, consultant, and the author of Think Like a Rock Star: How to Create Social Media and Marketing Strategies that Turn Customers Into Fans.
Among the topics Jim and Mack talk about…
- The practical differences among “customers,” “fans,” and “influencers”
- How stars such as Taylor Swift and Lady Gaga have been intentional in building massive followings – and the lessons that apply for almost any company
- How and why major brands like Dell invest in brand ambassador programs or customer advisory panels
- Why your marketing message, when transferred through fans, carries much more influence
- What separates the companies who are very effective through social media versus everyone else (including the ways they gain feedback on product design and marketing)
- The links among customer engagement, customer service, and overall customer experience
- A great example from Maker’s Mark
Links:
Learn about Mack and his insights:
https://mackcollier.com
Check out Mack’s book Think Like a Rock Star: How to Create Social Media and Marketing Strategies that Turn Customers into Fans:
https://thinklikearockstar.com
Connect with Mack on LinkedIn:
https://www.linkedin.com/in/mackcollier/
Follow Mack on Twitter:
https://twitter.com/MackCollier
Learn more about Jim Karrh’s speaking topics and testimonials:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
In this episode of the Manage Your Message Podcast host Jim Karrh welcomes Jeff Amerine, one of America’s top experts in entrepreneurship and startup ecosystems. Jeff is the founder and managing director of Startup Junkie Consulting. He has-- directly or through the funds he manages – invested in 90 startups and small businesses. Jeff joined Jim for a conversation about messaging and management for entrepreneurs and those looking to gain attention, stand out, and grow quickly.
Among the topics Jim and Jeff covered:
- How innovators—especially those from technical backgrounds—can be passionate and extremely well-informed about their idea but stumped when it comes to talking about it, especially to laypeople
- What separates the “investable” ideas and enterprises from the others
- The value of a great pitch—as well as the accompanying risk of focusing so much on the pitch that an entrepreneur misses out on other opportunities to share the word
- The value of Giff Constable’s book Talking to Humans – and how Startup Junkie uses it in working with entrepreneurs
- How to best prepare for specific types of conversations (with potential customers, investors, lenders, and influencers
- The important questions that entrepreneurs and business owners should be asking – and the things to listen for
- The role of storytelling for entrepreneurs and growth businesses
Links:
Learn about Startup Junkie Consulting:
https://www.startupjunkie.org/
Connect with Jeff on LinkedIn:
https://www.linkedin.com/in/jeffamerine
Learn more about Jim Karrh’s speaking topics and testimonials:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
In this episode host Jim Karrh welcomes motivational speaker, trainer, and author Paul Vitale to the Manage Your Message Podcast.
Over the course of two decades Paul has become one of America’s most sought-out motivational speakers and trainers. His clients have included ESPN, Walmart, the United States Postal Service, Southwest Airlines, the National Football League, three NFL teams, and the U.S. Chamber of Commerce. He is now President of Matt Birk and Company, working on team building, productivity, and sales growth—and before starting a full-time speaking and training career, Paul was director of the Convention and Visitors Bureau in Hot Springs, Arkansas.
Jim speaks with Paul about several topics related to motivation, learning, and professional effectiveness, including:
- How today’s high “noise levels” and distractions tend to drag down workers and managers
- The benefits and limitations of positive self-talk, and how Paul’s background in marketing and promotion have informed his approach
- How the basics of communication, gratitude, and collegiality (among a few other foundational concepts) still drive human behavior in a more digital world
- The importance of simple takeaways from conferences, workshops, and retreats
- Why managers and coaches need not be “rah-rah” people in order to build consistent performance from their teams
Links:
Learn about Paul and his work in Matt Birk and Company:
https://www.mattbirkandcompany.com/
Connect with Paul on LinkedIn:
https://www.linkedin.com/in/paulvitalespeaks/
Follow Paul on Twitter:
@PVitaleSpeaks
Learn more about Jim Karrh’s speaking topics and testimonials:
https://jimkarrh.com/speaking
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
https://jimkarrh.com/books
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
Listen and subscribe to The Manage Your Message podcast: iTunes and jimkarrh.com/podcast/
How can you best influence others--on and off the job--in ways that make everyone better off?
In this episode of the Manage Your Message Podcast host Jim Karrh talks with Brian Ahearn, the Chief Influence Officer at Influence People and a keynote speaker, trainer, and consultant. Brian specializes in applying the science of influence in everyday situations.
Business professionals have come to appreciate the value and relevance of good storytelling. But are there certain stories that organizational leaders in particular should be sharing? Host Jim Karrh welcomes Paul Smith, author of The 10 Stories Great Leaders Tell, for a conversation about why "every great leader is a great storyteller."
Host Jim Karrh welcomes Chris Tuff, author of the bestseller The Millennial Whisperer, to talk about practical ways for bridging communication gaps between Millennials and the rest of your workforce.
Host Jim Karrh celebrates (belatedly) the first year of the Manage Your Message Podcast with a baker's dozen of clips and highlights.
If you are an organizational leader, then by default you're a message leader as well. Your effectiveness in communication and coaching will help everyone do their best work. Host Jim Karrh talks with executive coach, consultant, and facilitator Liz Kislik for insights and tips.
Host Jim Karrh welcomes Anne Sugar, an executive coach, speaker, and frequent contributor to Inc. magazine and Harvard Business Review. Anne offers her insights into the communication and message-leadership skills that are necessary in today's business environment.
Tom Schwab, founder and CEO of Interview Valet, speaks with host Jim Karrh about strategies for being a "professional object of interest" through podcast guest marketing.
The traditional divide between sales and marketing is becoming more and more costly. Author and consultant Jeff Davis joins host Jim Karrh to talk about practical ideas for bringing those two sides of the house together.
Author and executive consultant Constance Dierickx joins host Jim Karrh to discuss the right messages and mindset for success in mergers, acquisitions, and divestitures.
Prof. Christine Moorman of Duke University's Fuqua School of Business is also the founder and Director of The CMO Survey. She shares with host Jim Karrh the key beliefs and priorities of marketing leaders across the US.
Today's crowded, noisy business environment tends to require a "playbook" approach to building a consistently effective message. In this solo episode, host Jim Karrh draws upon his experience to offer you specific recommendations for building your playbook.
Steve Gordon, founder and podcast host of The Unstoppable CEO, joins host Jim Karrh to discuss how service businesses can attract ideal clients and grow the top line through messaging.
Rick Cesari, a pioneer in video marketing for brands from George Foreman and OxiClean to GoPro, joins host Jim Karrh with tips for influencing customers through compelling stories on video.
What's working for the best B2B sales organizations today, worldwide? Matt McClendon, President of DSG Consulting, shares firsthand insights on messaging, coaching, and training.
Our standards of professionalism have changed over time -- for good, and perhaps not-so-good. Host Jim Karrh offers five observations on what makes for a valuable, professional message today.
We revisit our inaugural episode--a conversation with bestselling author, speaker, coach, and entrepreneur Dorie Clark. Dorie, who also wrote the Foreword to Jim's new book, shares tips for planning, collecting and sharing stories, networking, and optimizing your entrepreneurial efforts.
Seth Kahan is a consultant and author who works with CEOs and Boards to drive new levels of performance. He joins host Jim Karrh to discuss key takeaways from his new book, "Visionary Leadership: How Association Leaders Embrace Disruption in the 21st Century."
Even executives and leaders need help. But with all of the options--consultants, coaches, mentors, advisors--it can get confusing in a hurry. In this solo episode, host Jim Karrh discusses the scenarios in which various types of services might be valuable.
Josh Cary is the "Hidden Entrepreneur," a business coach, creative consultant, and podcast host. Even during his prior career as an actor and filmmaker, Josh says he was in professional hiding. Now he helps other entrepreneurs get out of hiding and excel.
ian Altman, a former twenty-year CEO, now podcast host, speaker, and co-author of Same Side Selling, discusses the principles of collaborative sales conversations.
Perfect 5-star ratings are not perfect for sales. Todd Caponi, author of The Transparency Sale, explains why transparency sells better than perfection.
Former high-tech executive (and current consultant and coach) Karen Walker talks with host Jim Karrh about how to grow your business with the right internal infrastructure.
Speaker and author Sara Canaday talks about modern leadership lessons in her book "Leadership Unchained: Defy Conventional Wisdom for Breakthrough Performance."
Most professionals would say their business depends upon relationships, yet few take a strategic and economically based approach. David Nour, the author of Relationship Economics and Co-Create, joins Jim to help you bridge the gaps.
Andie Cohen-Healy is the founder of The Feathered Head, a business which makes unique hats and vintage pieces typically incorporating bird feathers. It was a radical departure from her earlier experiences working at Leo Burnett and MTV. Her journey offers many lessons for messaging and marketing when you're making a big professional change.
In this episode, the tables are turned and Jim is the guest. On the IBWA's "H2O In the Know" podcast, Jim Karrh talks about using the everyday conversations in your business as a means for growth.
David Avrin is a popular keynote speaker for customer experience and marketing--and he has a new book titled Why Customers Leave (And How to Win Them Back).
Author, speaker, and leading podcast host Mark Schaefer talks about his new book The Marketing Rebellion -- and how we can best share our message in a marketplace where consumers are in control.
Chris Duke is an entrepreneur who has included the power of stories as a key ingredient to the growth of his business, Anna's Gourmet Goodies. He talks about the evolution of the business as well as stories from his "Outside the Oven" blog and book.
The old assumptions about retail banking are rapidly eroding, as consolidation and digital transformation change the industry. Shelly Loftin of the American Bankers Association joins us to talk about talent, customer experience, and other issues that go beyond banking to include other service industries as well.
What is the bottom-line value of a great (or not-so-great) company culture? Jillian Grennan, an associate professor of finance at Duke University's Fuqua School of Business, shares the results of research that links culture to ethics, innovation, and market value.
Many leaders struggle with issues like delegation, motivation, influence, and work-life balance. Ken Clark is not only an experienced therapist but also a mental-health entrepreneur, growing his business Chenal Family Therapy by 5X in just a few years. Ken talks offers valuable, practical guidance from both perspectives.
Why do most acquisitions fail to meet expectations--and why do so many leaders struggle with the messages around an acquisition? Consultant and author Jennifer Fondrevay shares the value of a more human-centric approach to M&A with better communication.
Many people think of public relations as the "spin" move to make when things go wrong. Nick Kalm, founder of Reputation Partners, talks about damage control but also about proactive ways for organizations of all types to protect and build their reputations.
Why do some professional services providers grow while others lag? Rod Santomassimo, founder of the premier real estate coaching and consulting firm in North America, shares his insights about prospecting, your market presence, and production.
In this solo episode, host Jim Karrh shares the two fundamental components of professional trustworthiness--plus a path for getting there and two traps to avoid.
When it comes to selling new products, the best-performing companies generate 6X the average returns and 12X those of the worst performers. What do they do differently? Thomas Steenburgh, co-author of "How to Sell New Products" in Harvard Business Review, joins us to explain.
The most successful business people know how to ask the right questions. Former CNN anchor Frank Sesno, the author of Ask More, shares guidelines for the art of inquiry--on the job and at home.
Sometimes life and business can come at you with ferocity. Jeff Kemp faced many blitzes during his 11 years as an NFL quarterback. Today he works with business leaders and companies to help strengthen their teams and relationships.
With major changes in technology, mobility, and communication, what's working in the world of meetings? Deborah Gardner, a keynote speaker and Certified Meeting Professional, talks about the ways to make your most important meetings a force for change.
Want to catch up on your marketing and sales reading list? Douglas Burdett, head of a marketing agency and host of The Marketing Book Podcast, shares the practical lessons from 200 top books he has read and whose authors he has interviewed.
Many professionals view networking as a "need-to" competence -- but certainly not a "want-to." Patti DeNucci, author of The Intentional Networker, shares ways that anyone can network better (and not just more) to build rewarding relationships.
In this solo episode, host Jim Karrh talks about "mangled messages" that can damage an organization, the five main ways they occur, and how to avoid them.
Leading a team or organization can feel as if you're an orchestra conductor. Is everyone performing in harmony? Roger Nierenberg is an accomplished orchestra conductor and author who has created "The Music Paradigm," an interesting leadership experience used by organizations in more than 20 countries.
Most leaders believe they have very good products and services--but mediocre messaging. Tim Pollard, CEO of Oratium, says the way to close that gap isn't through speaker tactics but rather through the right message architecture.
Jesse Cole has become a national sensation--the "Man in the Yellow Tux" who has led a summer college-league baseball team called the Savannah Bananas to sold-out games and a waiting list of thousands. Jesse shares ways that any business can grow quickly by standing out and putting "Fans First."
How can you transition from being a "go-to" person--a professional good at one thing--to someone who builds teams of go-to people? Scott Eblin built a leadership development practice, and wrote the bestselling book The Next Level, to address that question. Scott shares his key imperatives for engaging colleagues and leading your team's message.
Why do half of leaders fail within 18 months of their appointment--and what are the capabilities that set the other, more successful half apart? Best-selling author and consultant Ron Carucci tackles the challenges of leadership and how to re-design for growth.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
One of the "rock stars" of sales and marketing, Anthony Iannarino talks to us about productivity, displacing competitors, and the mindset necessary to build a sales-driven organization.
As we near the end of another year, many leaders are wondering: How can I be a better coach? Am I setting the right priorities for myself and everyone who depends upon me? Michael Melcher, one of America's leading executive coaches, talks about setting goals, managing our egos, listening actively, showing the right tone, and having the greatest possible impact.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
Somewhere, near to you, is a "big sexy idea" for your business--the thing you can become known for. Mark Levy has worked with business icons such as Marshall Goldsmith and Simon Sinek, plus CEOs, performers, and people on the way up, to find their differentiator and the best ways to express it. In this episode, Mark explains ways to find your idea, craft stories, and develop multiple elevator pitches in order to dramatically grow your renown and revenue.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
Your strategic planning process need not be a drain or a disappointment. Mike Brown, founder of Brainzooming, shares his insights for planning that engages the organization and produces the outcomes you wanted in the first place.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
Your strategic planning process need not be a drain or a disappointment. Mike Brown, founder of Brainzooming, shares his insights for planning that engages the organization and produces the outcomes you wanted in the first place.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
Dr. Bill Boulding, Dean of Duke University's Fuqua School of Business, joins us to talk about how top business schools are preparing students for leadership roles of the future, the real differences between Millennials and other generations, and how today's top leaders shape culture in their companies.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
Dr. Bill Boulding, Dean of Duke University's Fuqua School of Business, joins us to talk about how leaders need to stay close to customers, how to build consensus for change initiatives, and what leaders might consider as they speak out on controversial issues.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
In this trailer for The Manage Your Message Podcast host Jim Karrh shares his goals for the podcast, what you can expect as a listener and subscriber, and how to join the conversation.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
What are your high-stakes conversations--the ones with the most risk if things break down? Jim continues his conversation with former FBI hostage and crisis negotiator Chip Massey about de-escalating tough situations, building rapport, and establishing trust for your business.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
What are your high-stakes conversations--the ones with the most risk if things break down? Jim talks with former FBI hostage and crisis negotiator Chip Massey about de-escalating tough situations, building rapport, and establishing trust.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
In Episode Zero, host Jim Karrh shares his goals for the podcast, what you can expect as a listener and subscriber, and how to join the conversation.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/
Three of the most fundamental questions that business professionals ask themselves are: Where do I want to be professionally? How can I differentiate myself from the crowd? And how do I get paid in line with what I am worth? In this episode of the Manage Your Message Podcast, bestselling author and speaker Dorie Clark shares insights she has gained during several career changes and eventually building nine streams of revenue.
For full show notes and to learn more, visit: https://jimkarrh.com/podcast/