So, You're in Sales?: Recent Episodes
Roger Burnett
Want to create a connection between that which your company does and an outcome beyond profit? This series examines the ways purpose-driven businesses create market-beating profits, loyal and driven employees, and raving fans of clients. You’re bound to be inspired!
That's it, that's that, that's all she wrote, friends and family. Episode 129 of the podcast is the last in the series. Thank you all for riding along with me for the last 5 years, and I look forward to seeing and hearing from each of you over at The ON Purpose podcast, our new show launching June 1, 2022
Nicholas Kristock stepped off the soccer pitch and into the business and philanthropic communities in a simultaneous splash. His for-profit and not-for-profit activities are designed to successfully co-exist, and his relentless desire to forge relationships and concentrate on the long play has driven his success. Listen in as he shares insights on the social entrepreneurship model and why it is proving to be incredibly valuable in the marketplace
In Part 2 of our discussion, Bill Petrie and I discuss the enormous success of recent fundraising efforts on behalf of worthwhile causes, the way PromoCares has grown in importance in serving as a beacon of the effective and strategic use of branded merch as a fundraising engine, my decision to introduce VanLife to our branding and the strategy behind marrying personal and professional desires into something others would pay attention to
Back Forty Smokehouse recently became the latest in Bill Petrie's brands under management. Listen in as he explains the reasoning behind creating a backyard brand and why a similar choice is something ALL entrepreneurs should consider when building a following for their company
Rich Sheridan has published two books on the concept of bringing joy to the workplace. After an illustrious career, Rich has focused his personal activity on the development of culture and people. As a result, they've been able to hire 22 new employees during the pandemic while losing only 4. Listen in to glean insights on the ways Menlo Innovations obsessive compulsion with culture has allowed this marketplace leading position.
Continued growth in the population of the metaverse will invariably bring outsized opportunities for those willing to examine the marketplace for the places where gaps exist. Meg Erber joins me to share her thoughts on the places where she's witnessed successful campaigns in the metaverse and potential implications for buyers and sellers of branded merchandise
Hidden right below the surface of your local watering hole is a goldmine of opportunity in merch, yet most breweries are completely apprehensive about jumping in the merch game as a way to stand-out versus the exploding number of new breweries entering the marketplace. AMB3R Creative founder Jeremy Picker joins me for a look at the ways to fix these issues and unlock the opportunity for you to rock your favorite local brewers' merch.
The entire world has changed dramatically since Episode 69 guest Wendy Caverly joined me for her first-ever podcast. In the two years since she has brought clarity and thought-leadership to the concept of successfully farming relationships for long-term sales success. Hear her journey, how fighting hard for her clients during the pandemic became a rallying cry and what those efforts did for her personally and professionally
After 10 years and 16 books in the Goldfish series, Stan Phelps brings this final chapter to the value proposition that has been fundamental to the series - the idea that small things done well in the context of how people feel after doing business with your company is the holy grail of success in business. Listen in as Stan talks about the series and how he arrived at the moment he knew it was time to write this book
The Savage Leader book, podcast, and newsletter find their way into the hands and ears of thousands of participants monthly, each on their own journey toward being the best leader possible.
In this episode, author Darren Reinke shares what he considers to the best the 3 most important characteristics of effective leaders today and we examine ways to apply those characteristics to real-life situations
There is a successful formula for growing your personal brand online. It takes a commitment and an investment that many are reluctant to make. Michael Crank shares with us the ways his investments in a personal brand strategy and digital presence on LinkedIn have fueled his career growth and makes his case for the importance of purpose in your business life
Selling with Authentic Persuasion author Jason Cutter joins me for a look into the ways he has used being a guest on more than 75 podcasts to generate leads, opportunities, and business growth. His consulting business has skyrocketed using this approach, and Jason was kind enough to delve into the mechanics of why that growth happened using this strategy
4 days into his potential retirement, Paul Bellantone found himself back at work in the industry he helped shepherd for 20 years, but the changes that decision fueled are examined here as Paul and I take a look backward at the year that was and consider how the state of current affairs factors into our collective decision-making
There is a framework you can apply to the entrepreneurial choices you'll be faced with as you grow your business. In this episode, Terry Bean rejoins us to reveal his S.I.T.C.H. framework and how its successful completion and marriage to your efforts give you the best chance to accelerate your achievement based on research conducted during thousands of hours of executive and team coaching.
With more than 40 years of sales experience at his disposal, Connect and Sell CEO Chris Beall brings a wealth of knowledge to the topic of B2B Sales. Listen in as Chris offers his perspective on the changing dynamic between employers and employees and why those changes are having a say in the role of a sales professional going forward, plus, Chris has a deep understanding of the importance of trust in B2B sales and he offers his thoughts on the basics of earning trust by phone.
If a legend could give you advice at the very moment you were trying to decide what to do with your future, would be able to accept that advice? If you're trying to decide if going out on your own is something you want to tackle, this is the interview you need, right now
Paul Kiewiet poured a career's worth of advice into his book Summit: Reaching the Peak of Your Potential In this discussion, we examine strategic elements of the mindset shift necessary to have a long and successful sales career. There are numerous and once-in-a-lifetime opportunities available for those prepared for them. Paul shares his thoughts on how best to capitalize as a result of this era of abundant opportunity.
Fundraising expert Mandi Rudd joins us for a discussion about the key elements necessary to organize and execute campaigns, plus, we identify strategic concepts and consider the added value of social media and influencer marketing in developing winning fundraising activities
Sales as a service to buyers is rapidly diminishing in value in the eyes of those making buying decisions. By introducing data and analytics to the construction and execution of sales activities, organizations create the opportunity to reignite the power behind their sales team - learn from Jason Nokes how he has created an engine that does just that and why it's important.
People are capable of amazing things on their own, but when businesses get together in the name of something important, that's how movements happen. Cancer has been a prominent player in our lives and it's important we bring our talents to bear in the name of continuing research dedicated to defeating the disease. Kara Keister joins me for a look at our attempt to shine in the name of fundraising for this important cause.
There is tremendous opportunity available to those capable of capitalizing on the dynamically changing marketplace, but most people responsible for the sales line haven't yet figured out how to organize what they do and say in a way that would facilitate doing so. Author, speaker and coach Lisa Mininni joins the program for a chance to share her findings and reveals the importance of learning the tenets of psychometrics and why they are the secret to winning the game
Branded merchandise is incredibly effective as a fundraising tool when done well. Mental health has been a flashpoint issue as the pandemic dragged on, so Meg Erber had an idea she pitched to a volunteer organization she helps lead and the rest is fundraising history. Listen in as Meg explains the program, why influencers and FOMO are important, and get a behind the scenes look at the program 10+ months in the making
Author, speaker, and educator Mark Schaefer joins me for a discussion about the ways the pandemic has altered employee consideration of careers in sales, why businesses haven't caught up with the realities of employment in the post-pandemic economy and what's necessary to get the economy humming again
You shouldn't rely on PRE-COVID methodology in your sales process. If that statement resonates with you, you're probably in some ways considering what changes are going to be necessary to succeed in this newly reimagined marketplace. Change is happening in real-time, so having a framework to update your approach couldn't be more valuable. Sell From Love author Finka Jerkovic joins me for her version of such a framework.
The pandemic wiped out sales jobs across all markets - career salespeople were faced with brutal choices in the process and not everyone handled the situation well. Amanda Delaney rejoins me for a look at her brush with homelessness, how she managed the stress of the situation and why mental health is an often overlooked and underappreciated part of any salespersons recipe for success
Badger Maps tracks sales activities for more than 5,000 companies in the United States and around the world. Founder and CEO Steve Benson joined me for a look at the data behind the ways COVID altered sales activities and what they've seen successful businesses do to combat the new realities of the COVID economy. If you're looking to jump-start your own sales efforts, this is a great episode to use in doing so.
The economy is recovering and a rush of sales is on the immediate horizon. Have you rebuilt your business to serve this tidal wave of opportunity in a way that will sustain you once the wave is upon you? Will you be able to continue to build your pipeline even while you're serving all your eager new clients? Does your process allow you to continue prospecting even when your sales are good? Tenbound founder and CEO David Dulany joins me to unravel this process and consider where sales development can play a vital role in answering these important questions.
Terry Bean from Phil Klein Insurance Group rejoins me for a discussion about manifesting your success, what it takes to make a BIG ask, how underutilized credits in your "bank of goodwill" is useless capital and why the concept of "being ginormous" is incredibly important as the economy continues its recovery
If you're considering an alternative to in-person events or if you are interested in creating leads at virtual (and hybrid) events, this episode is for you. In it, we examine how a group of entrepreneurs were able to migrate a live event into a day-long hybrid networking and educational event, using Zoom as the platform of choice for the day-of-event activities
If your success is determined by your ability to convince a team of decision-makers working in a remote environment, you're not alone. Listen in on Episode 100 as an internationally sought-after speaker and writer Stan Phelps approached the reimagination of his in-person business into a remotely delivered platform
Have you ever been frustrated by your giving efforts? We've all been taught the importance of a "give-first" strategy, yet many people struggle to find value in reciprocity when adopting that approach. Dr. Wayne Baker wrote a book on the concept and brings actionable strategies to those of us interested in converting our efforts into opportunities.
Pandemic-related shortages of product to sell is creating massive problems for almost every supply chain, driving up prices and creating unusual buying behavior. How does a successful salesperson compete and win in this environment, with this particular set of challenges? No one is feeling this pinch as hard as real-estate professionals. Middy and Rachel join me for a behind-the-scenes look at the ways they're winning the game. For more on Rachel and Middy, visit www.arbormove.com
Sarah Roberts rejoins me for a look at the driving forces behind her rapid ascension within the leadership team at her company, the challenges she faces as an executive under the age of 30, and how gender and age bias factor into the approach to her role both inside the company and with their clients and prospects
Atwater Brewery cherishes it's role in the City of Detroit and respects the history of our area with respect to brewing beer and distilling spirits. Listen in as General Manager Mike Walsh discusses how their approach to hospitality deepened and strengthened their ties with their patrons in spite of COVID and the key role switching to hand-sanitizer production played in keeping their business afloat.
The world doesn't need another podcast, but businesses need to connect with their prospects in new and interesting ways. Jay Acunzo has made a career out of creating and sharing unique, entertaining and informational shows and in this discussion, he shares his thoughts on how best to navigate the rocky waters of starting and scaling a successful piece of recurring content
Join me for a look at 2021 and hear my answers to the 5 pressing questions on the minds and in the hearts of many entrepreneurs. We explore how to create new routines and practices to thrive in the post-COVID marketplace, the new ways employers will leverage their office space to the benefit of staff and the boomerang effect that will result from extended periods of isolation we've been subject to and the monumental mental health challenges it has created and exacerbated.
Slapping your logo on a water bottle or a tee shirt is a surefire way to find your brand in a garbage can or at the landfill. For those interested in something better, great design has become a not-so-secret weapon in the fight. Jeremy Picker from AMB3R Creative joins me for a look at the do's and don'ts in leveling-up your brand image and a discussion around the ways great design can help replace lost revenue dollars for businesses affected by the pandemic.
As he puts the final touches on a 20 year run with PPAI, Paul Bellantone joins me for our annual year-end wrap-up show. In this expansive interview, we look at the ways COVID_19 will affect the post-mortem on the year that was 2020, the ways it impacted our lives personally and professionally, the things we want to carry forward into 2021, and a healthy dose of the things we DON'T want to bring along.
When Shelter in Place orders closed Michigan businesses, Caerusnet founder Steve Zyskowski was forced to migrate hundreds of members to an entirely online video-based experience. With precious little time and less experience, Steve was able to refashion the business, and many of the previous limits to the business model have disappeared in the process. Listen in for a discussion on how that was possible and the roller-coaster ride that happened along the way
It's an unusual job market. Amy Cell from Amy Cell Talent joins me for a look at the winners and losers in this job market, the places where jobs are plentiful and the places they're increasingly rare, and how the gig economy, fractional employment and consulting roles can serve those with lives affected by COVID_19
As our economy undergoes dramatic changes, we welcome Win Win Selling author Doug C. Brown for an examination of the ways those changes are affecting the role of the field sales organization and consider those sales skills in need of an evolution, the skills that should be set aside, and the areas where sales leaders should focus and concentrate their training budgets in 2021
If you're ready to make the rest of your career the best part, the practice of ikigai as a discipline has the opportunity to serve as a roadmap to that destination. Japanese for "reason for being" the practice of ikigai provides unique insights to assist in the journey. Brian Truskowski joins us for a look at the concept and how his work in the practice transforms lives.
Salesflare's Jeroen Corthout joins me for a closer look at the pieces and parts necessary to sell successfully in screen-to-screen situations. We examine the importance of digital body language, we take a look at the ways artificial intelligence is bringing efficiency to selling and we consider how best to smash thru Zoom Fatigue and make real connections in digital environments.
If you're considering a move to video to market and promote your business, this is the Episode for you. Chilah Weller and Eric Jones join me for a discussion about their decision to go all-in with video, the costs and associated time commitments, and a look at their results since they made that decision.
Kirby Hasseman joins us to examine the foundational principles that created the book Red Goldfish: Promo Edition, why personal branding as an ideology is exploding as a business concept, and the valuable role purpose can play creating trust between buyers and sellers
I'm joined by my best-selling co-author Stan Phelps for a look behind the scenes of writing a book and an overview of our attempt to convey the true value of aligning your company values and your messaging. If you're seeking a way to stand out from your competition and make a name for your company in the marketplace in which you compete, this interview and the corresponding book are must-haves
Livingston Diversity Council President Nicole Matthews-Creech joins the program to share specifics relative to their new fundraising program, launching today! This collaboration between Social Good Promotions and the Livingston Pride alliance is a prospective case-study for other businesses looking for ways to demonstrate the causes that are important to them and use vehicles like the GOODnessWarrior Program to their own benefit.
As the promotional marketing industry continues a painful metamorphosis we examine the effect the pandemic has had on the role of salespeople. Tim Hill, Brett Schaffer and Dan Pigott visit for a group discussion about the ways each of them have managed their careers in transition and the results that have occurred as a result of their efforts.
Seth Barnett joins me for a look at the ways COVID_19 affects generations and the nuanced differences that exist as each age group faces the challenges presented to them by the pandemic.
Seth's training affords him the unique ability to identify patterns in behavioral economics and he shares his thoughts on the topic in this discussion.
Why would anyone start a brand new Company in the middle of a global pandemic? Bill Petrie joins me for a look at the launch of brandivate marketing, why it's important to continue to invest in marketing your business in times of crisis, the value of showing your work for prospects to discover without your intervention and the ways content plays a major role in fostering trust in your relationships.
Chattanooga, TN based Petty Marketing EVP & General Manager Jeff Grippando joins me for a discussion about his experience leading a sales organization thru bankruptcy and how that era parallels and contrasts with the status of our current economy and a look at the key elements necessary to build and maintain an elite sales team
In less than two weeks' time, Sassa Akervall and her team at Akervall Technologies executed a pivot from a crashing athletic mouthguard manufacturing business to making clear plastic face shields for those in need of protection when interacting with the public. In this Episode Sassa shares details behind their decision-making to pivot and what has resulted in the rapid growth they've experienced.
As the State of Michigan remains under a Shelter in Place order with numerous modifications, the role of open air farmers markets play a more important role in local economies. Brighton, MI Farmers Market Manager Monee Phipps joins for me a look into the reopening of the market, her thoughts on the future of the market and the ways seeing the face of the farmer who grew your food is of growing importance.
Episode 54 Guest and mortgage-industry veteran Vince Parlove rejoins me for a look at the ways their 5,800 employees transitioned to Work from Home in one week, the challenges inherent in the idling of the economy and the ways United Wholesale stayed true to their culture and maximized time during Shelter in Place along with a look at lessons learned in the process. Music by HookSounds
Brand Energy Marketing front woman Mandi Rudd joins me for a look at the ways salespeople will need to reimagine their approach in the post Covid_19 economy and an examination of successful salespeople and changes to their approach in uncertain economies with nervous buyers
Businesses make major investments in time, energy and resources to participate in trade shows, job fairs and other events meant to introduce your brand to prospects, yet most Companies devote little time and energy devising a strategy for success at these events. Jason Lucash from OrigAudio joins me to reveal their strategies for maximizing your investment at future events and the ways they "win" at these events
Payroll processing industry vet Valerie Kearns joins me for a look at the COVID_19 economy to learn which industries are still open and working, how employers are approaching their own payroll and how changes in approachability among business owners make this a unique opportunity in sales for those still willing to put in the work
How can we even attempt to sell right now? Ways to be seen as someone trustworthy and helpful Ways the newly WFH can stay focused on work Does the idea of confinement cause you emotional pain - your PERSONAL SOLITUDE INDEX All this and more in this look at a historical snapshot in time and the ways we might manage our way out of the storm
Ready to retire but unsure how to value what you've built? Ready to buy a business but unclear about what to look for in the evaluation process? Looking to reach the next level of growth but unsure what investors will ask you? Drew Leahy has built 4 start-ups and now manages investment for LA-based Hawke Ventures, in this discussion he brings his first-person perspective on what garners investment attention and what does not.
Wendy Caverly joins me for a discussion about her path toward capitalizing on her biggest strengths and finding the courage to go for it when nothing suggested success was waiting. We also cover the exploding referral team trend and why participation in one on one networks has leap-frogged digital platforms in creating meaningful scale for small and medium sized businesses.
With 12 books on 9 topics spanning the Goldfish Franchise of books, Stan Phelps has built a career examining the ways Companies of all sizes can implement small but powerful changes to improve across all disciplines. This discussion centers on the study of human emotions and the predictable ways we all react to pressure-filled situations. The content is thought-provoking and Stan is an excellent communicator.
2008 was an unfortunately unforgettable year for most Americans and Mike Langford's sales and marketing career was forged in the most difficult days of that Great Recession. This Episode explores how new entrants to the economy handled that challenge within the economic condition of the time and the ways it has affected Mike's willingness to take risk to achieve increasing levels of success. Plus, Mike reveals the Pitch Club concept and how to get involved
Marketer, business leader and 5 time author Kirby Hasseman joins the program for an analysis behind the adoption of a Give First strategy in sales and the benefits (and risks) associated with pivoting to this approach. In this Episode we examine the Appreciation Gap and it's consequence, share real-life examples of how your message changes when you adopt this strategy and the value of considering yourself a media Company, regardless of what you sell
What happens when that which propels your success is driven from trauma, tragedy or other sources of dysfunction? In this Episode, business coach Jason Tracey examines the results from his time spent with entrepreneurs and sales teams and the ways salespeople often create their own obstacles and gives his first-person perspective on why you should be providing content via video immediately if not sooner
CEO, President, Lobbyist, Trend Watcher and Industry analyst Paul Bellantone rejoins me for our third annual look at the year that was. In the Episode we consider how the work of a business leader is quietly shaped in the Board Room, the evolving need for kindness in dealing with employees, customers and prospects and the ways shifts in legislation threatened the Promotional Marketing industry in 2019
It's never been more challenging to stand out in a perceived sea of sameness. Drawing attention to your business and the work you do is time consuming, expensive and frequently ineffective. In this Episode, Chris Wachowiak from Ronin Branding steals the interview chair for a look behind Social Good Promotions and how our business is structured to tackle these challenges, both for ourselves as well as clients and prospects
What would YOU do if you were able to pursue gratification instead of income? Doug Moffat joins me for a discussion about the vital importance to seizing the opportunity found in every day, his pivot away from a career that made him miserable and what's transpired in his timeline since that decision.
Late nights turn to early mornings which creates endless frustration.
Without a trusted system around which to organize your business, the average business owner encounters increasing levels of struggle with the growth of your business.
Catherine Juon stops in for a discussion about the journey to adopting business process in your operation and the personal and professional benefits found along the way - including saving lives
Can a career that conforms to the specific needs of your situation bring happiness AND success? Does cynicism and fear stand in the way of your personal progress? MaryBeth Potrykus joins me for a discussion about the ways everyone can marry their needs with their vocation and take control of your career, on your own terms.
Are the characteristics of a winning effort different in sports than in business? How does a championship caliber athlete successfully transition into a business career? What role does systems and processes play in the success of either type of endeavor? College and professional hockey player and coach Alex Roberts joins us for a look at the parallels between business and sports success and the incredibly important role coaches play in both. To contact Alex directly: aroberts@franchoice.com 734-369-4551 www.franchiseplaymaker.com
What would YOU do if you lost everything? Divorce. Bankruptcy. Failed Business Relationship. Kicked off the team you created. Listen in for a cautionary tale fueled by the mortgage crisis as it turns into a story of redemption and why it's important to never forget where you came from. Thanks to Steve Zyskowski of Caerusnet for the opportunity to capture this amazing story of resiliency and determination.
As business owners turn their attention to 2020 consideration is necessary when studying where to make investments for organizational and sales growth. Tom Goos joins me for a discussion about potential areas to make these investments and the ways his Company has grown and thrived as a result of strategic investments like this
Back by popular demand, The Productivity Podcast offers insights and considerations for improved sales productivity. This Episode features thoughts on Podcasting as a Prospecting Tool, Things to Consider Outsourcing Next Year and reasons for creating One Big Thing to focus on in 2020.
Veteran Detroit-area networking ace Terry Bean joins us for a discussion about the ways Motor City Connect has successfully bridged the gap between in-person and on-line networking, the explosion of in-person networking events and the consequence it's had and his first person account of what happens when you record a 30 videos on LinkedIn in 31 days.
Metro Detroit is home to the two largest mortgage companies in the country. Vince joins me for the a discussion about the importance of sales fundamentals, why devoting time and attention to measurement of those fundamentals, the ways LinkedIn as a platform and video as a medium are changing his business and the realities found in having 4300+ employees under one roof!
3 time James Beard Award semi-finalist and Top Chef Season 12 participant Chef James Rigato joins me for a discussion about the exploding Detroit food scene, the value of collaboration and culture in running a destination restaurant at Mabel Gray and the challenges found in staying relevant in what is now a crowded and competitive dining scene.
Branding vet Jay Busselle joins me for a discussion about the foundational elements required to begin the brand-building process, the context of branding as a discipline and a heavy dose of focus about the need to work ON one's business as opposed to merely working IN your business. If YOU don't know what your brand is, your competition will make it up for you.
Autoklose founder Shawn Finder joins me for a discussion about the evolving nature of lead generation for modern sales teams, the ways smart sales organizations are adding automation to their efforts and the balance small and medium sized businesses must find when deciding how to grow their sales line in the most efficient and cost effective way possible.
Mix together a mechanic, a scientist and a businessperson who all care deeply about culture and beer and the result is beautiful packaging, a story behind the brand and a healthy dose of respect for the beauty within The Corner Brewery (and EVERY corner brewery)
Enterprise-sales veteran Jill Albers joins for her 3rd visit to share her perspectives on chasing the big accounts and the street-level view from what's going on across the table from buyers on the opposite side of Fortune 100 sales transactions.
This Episode is devoted exclusively to available avenues for increased sales productivity. Listen in as I share: 1) 5 Books to improve productivity and general business performance 2)5 "People" to follow for continuous improvement 3)5 Places to broadcast and why podcasting is under video surveillance 4)5 Things you can send right now to stay top of mind with prospects
30 years and countless awards later, Rob Dube and the team at ImageOne have built a culture of success. Listen in as Rob shares his thoughts on those pertinent skills required for success in sales as a career. In part 1 of this 2 part interview, we cover the journey from start up to award-winning business, how two important milestones in their journey unhinged their success and the ways selling has changed (and how it has not)
In a 15 year meditation practice Rob has evolved from an individual practitioner to author on the topic to the host of an annual silent retreat . Listen in as we discuss the ways Rob's experience with the sale of his business led to his search for meditation and what's ensued since then, the ways it has benefitted his and many others careers and how to get started yourself.
Joining the family business sometimes means believing your Dad is making the correct choice for you. Joe Douglas joins me for a discussion about the journey from the warehouse to the sales team, why "paying the tax" is still necessary when building a personal brand these days and the seductive role culture plays when evaluating where to work and whom to support.
Award-winning recruiter Sarah Roberts joins me to share her perspective on achieving success before the age of 30, reasons for optimism (and the enormous opportunity) for women in the CyberSecurity field and an exploration of the optimal mix of pay and benefits necessary to recruit millennial talent to your Company.
Ronin Branding's own Chris Wachowiak joins me for a discussion around content and the ways podcasting in specific and content as a category still represents the beginning of what should become the cornerstone of your go-to-market SALES strategy. Consider also, Donald Miller and The Curse of Knowledge and why content can build a bridge to your prospects and solve The Curse.
Mark Schaefer's books on marketing rank among the most-read, ever. His blog, grow, is referenced by the most respected marketers around the world as a source of insight. In this discussion, we unravel the reasons behind why marketers with the biggest budgets are failing and the lessons available to Companies of all sizes when considering how to attract and retain customers
With expectations of $55B in sales by 2025, fewer markets are poised for the expansion anticipated in the cannabis marketplace. Michael Beach from Denver, CO based Highline Promos joins me for a discussion about his efforts to meet the unmet need for advertising by members of that marketplace, the nuances around successfully selling in the space and how to get started
January 19, 2019 rang in with the debut of Social Good Promotions. Listen in as the tables are turned as Brand Fuel co-Founder and President Danny Rosin takes the interviewers chair and sits down Social Good Promotions Founder Roger Burnett for a discussion about the purpose behind the new venture, how it's mission aligns with making the world a better place and the ways our collective time devoted to PromoCares has informed this journey
The format is straightforward. 3 guests - former PPAI Chair Tom Goos of Image Source, the subject of our most listened to Episode of the Year Dana Zezzo from American Solutions for Business and the 2019 Regional Association Council Board of Directors President Bill Petrie join me. 5 questions - what just happened, and what's about to happen? Join in for a lively and raucous discussion about the state of the Promotional Marketing industry.
e-commerce players in the promotional products industry have seen few pioneers of varying sizes, geography, etc. PromoKitchen Chef Patrick Black joins us to present his view as one of those early adopters building a presence strictly via the internet. We examine the path toward adoption for those Distributors seeking ways to take their businesses online and Patrick shares his thoughts on the ways to begin the process.
Paul joins me for our annual look back on the year behind us in the promotional marketing industry. This time, we talk about the effect tariffs had on our relationships with government officials, predict the biggest change venture capital money will make on our industry, the ways Mergers & Acquisitions are changing our marketplace, the role the Get in Touch Campaign and Strategic Foresight play in PPAI's relationship with it's members and the advertising world as a whole and Paul's advice for all of us as we head in to 2019.
Inc 5000 Company Envision Custom Screenprinting and Embroidery Founder & CEO Tom Rauen joins us for a discussion about their approach to marketing, and the ways their give-first efforts have landed them in USA Today, Wall Street Journal, CNN and People Magazine.
Jill Albers sits down with me for an inside look behind the decision-making necessary to uncouple from an executive/top performer position, the importance of aligning with her Why and the importance of understanding changes in market conditions when determining how best to serve the Promotional Marketing needs of enterprise-level brands.
We step outside the Promotional Marketing industry for a discussion with a former Marine turned YouTube star. Antonio Centeno joins me for a discussion about the ways content marketing has changed over the years, shares insider hacks to stand out in a crowded and noisy content marketplace and offers his thoughts on the Personal Brand stack, including the production of a conference dedicated to his subscriber base
Technology is core to David Shultz's everyday activities. In this Episode, we talk about the ways shifts in the industry's composition are being affected by technology, the ways technology is forcing some of those shifts, the importance of humanity in the value chain and thoughts behind his decision making in leaving Distributor Central after 18 years to join commonsku
Charity Gibson joins me on the Anniversary of the podcast being a twice per month broadcast for a discussion regarding her observations as a digital marketer from both the supplier as well as the distributor perspective and the expert ways members of our industry are capturing market share employing social media tactics and strategies designed to create inter-personal relationships using these broadcast channels
As a road warrior, music lover and enthusiastic content consumer and producer, Amanda Delaney brings a field-level perspective to the subtle and not-so-subtle ways the Promotional Marketing industry is different from years past. We touch on industry consolidation and the effects it's creating among our industry's field sales organizations, the ways social media has impacted sales relationships and why producing content has become increasingly important to your sales strategy.
Dana joins me on the heels of a career-changing decision to look back on the ways his road led him to the choice, what giving back has done for him along the way - including changing his perspective.
HACK YOUR CLOSET! T Shirt Tycoon was named 2015's fastest growing Supplier. Bam Bam's has energized their marketing efforts. Based on a mutual commitment to trust, transparency and a desire to deepen relationships with others with similar values, CoLab was born. Listen in on how this collaboration has already delivered amazing results for it's customers and where the partnership is likely headed in the future!
Content creator, business owner, sales leader and Good Time Player-Man Kirby Hasseman joins me for a discussion about all things sales, including hiring for culture & training for skill, why personality must combine with productivity for sales success, how and where budgeting for content should live in your business and why content is like fitness.
Marshall Atkinson joins me for a discussion about the ways business relationships can succeed or fail, the importance of communication, process and routine in achieving business success and why sustainability and purpose in business have become increasingly more important
Millenial salesperson Nick DiMaggio joins me for a discussion about his journey to becoming a salesperson, the ways members of his generation may be able to outsmart hiring sales managers, the ways members of his generation may not be prepared for their life as salespeople and where business owners are letting their staff down by not giving them sufficient training to be successful.
This special live Episode was recorded in Raleigh NC. On the heels of Bill being named to the #1 spot on Dale Denham's Online 18 for 2018, we discuss the business value of collaboration and the ways his collaborations have benefitted him in his rise to that spot on the list this year.
Industry icon. Thought leader. Master of enterprise-sales Paul Kiewiet joins for a discussion about all things necessary to win at the Big Account level. Listen in to find out: - Why "being on the bid list" guarantees you nothing - The tactical approach, program v. transactional business as entry points - How large accounts should mimic your financial investment due diligence This, along with the 3 Questions Every Distributor Should Ask when deciding to pursue accounts of this size will leave you better prepared to approach this part of the marketplace.
Dylan joins me to provide the perspective of an office of 55 salespeople all under 30, their thoughts on ways the "real-world" is the same (and different) than they expected and how purpose impacts the decision making process for salespeople in early stages of their development.
Promotional Products WORK Week is in full effect, and in this Episode we welcome Dana to discuss the Regional Trade Association community and the reasons behind why joining a Regional might be your secret weapon in a crowded, competitive and noisy marketplace
Business owner, volunteer, mentor and all around great person Leslie Roark joins me in this Episode for a discussion on selling software when the product doesn't work, finding solutions to problems you weren't even aware you have, why seeking industry certifications might mean more business for your Company, and how she and her husband bought a Company with no computers!
FacilisGroup's Master of Crushing It Matt Lamb returns for his recurring segment on ways to get the most out of every sales day. Thoughts to consider include: - finding and keeping accountability partners - creating and filling a personal Board of Directors - growing and improving your peer group - the need for personal commitment to Company sales culture
Counselor Award-Winner, ASI Power 50 and multi-million dollar producer Jill Albers from Shumsky joins me in this Episode to discuss the road to enterprise wins, the value of mentorship in Promotional Product sales and how requirements at the enterprise level often present unique challenges to any Distributorship
PPAI President & CEO Paul Bellantone stops in to discuss the finer points of leading a successful $22MM business with 80 people, the recharging powers of being on the road and his perspective on the most important things members of the industry should be doing today to move their businesses (and the industry) forward
If standing in the middle of a crowded bar surrounded by people you barely know but hoping to find friends to do business with is daunting to you, listen in on the ways Distributor Central VP Tiffany Tarr learned how to channel the positive energy of a crowd into overcoming her own fears in trying to find a tribe, the ways social media has built walls to prevent person-to-person networking in the digital age and more
To follow Anthony and the fine work he does, follow https://thesalesblog.com In this discussion, we cover thoughts on the personality traits necessary to be a successful salesperson, why most salespeople struggle to find real connections with their prospects and ways to overcome the many gaps in your sales training (should you have the good fortune to have gotten sales training!)
Image Source President & Immediate Past President of the PPAI Board of Directors Tom Goos and I discuss the ways his team and their clients have adopted the introduction of events meant to immerse buyers in the Brands they might purchase and how to use them to deepen your relationships with those customers you do (or might do) business with.
Critically acclaimed author Brennan Scanlon joins me to discuss the gap created in personal business relationships, how marketing and advertising in the social age fail to fill the trust gap digitally, the importance of establishing the in-person portion of your brand, picking your tribe and the process of writing a book with a Legend of Networking.
Matt Lamb from Facilis Group re-joins me to provide 3 Data-Driven Tips for 2018 Sales Growth. We talk about "the Big Purge", learn how to Shrink Your World and wonder aloud if your sales plan should be a recipe book on the shelf, or your personal trainer?
In this Episode, Roni and I discuss the motivations behind her journey toward becoming a trained yogi and the ways her transformation has fueled her career
Band Together NC. PPAI Board of Directors. PromoKitchen co-founder. Husband, father and all around great guy Danny Rosin and I discuss the myriad possibilities inherent in seeing businesses pivot toward inspiring and rewarding good within the ranks of their employees, the benefits of finding purpose beyond money and the not-so-hidden value in doing meaningful work in the communities in which we conduct our business
PromoCorner President Bill Petrie and I cover: - being prolific with content requires methods to manage the process - content as the lead prospecting tool in a social selling model - mechanics required to execute on the strategy - the importance of communication standards in a geographically dispersed Company - establishing a culture unwilling to accept mediocrity and the re-democratization of Company improvement -why Bobby Lehew hates e-mail
Once you've gotten your fill of turkey, perhaps this discussion might aid you in your quest for the nap that's bound to ensue. Listen in as Charley Johnson and I continue to explore the topic of #mindfulness and I share a story from our recent family trip to Yosemite National Park
Matt was on fire in this episode, throwing out hard statistics to lend credibility to his opinions, and he drops a couple really great lines for us to remember as we're working with our sales team members each business day - are you committing "Sales Malpractice"?
In this Episode, Larry Cohen and I talk about purposeful development of Company culture as a business scales across the Enterprise, and the ways growing Organizations can ensure it's employees feel heard when the time for feedback presents itself.
In this Episode, Geiger CIO Dale Denham and I explore Customer Relationship Management tools, the potential motivations behind why a business owner may want to migrate to one, thoughts behind the use of a CRM system and it's underlying role as part of a Company's Sales Methodology and how to get started in making the transition
Best Selling Author Mark Schaefer discusses his new book, Known, and shares best practices from the business world of successful examples of personal branding efforts and the resultant success for those individuals. https://smile.amazon.com/dp/0692816062?tag=amz-mkt-chr-us-20&ascsubtag=1ba00-01000-s1060-mac00-other-smile-us000-pcomp-feature-scomp-wm-4-wl-prc1&ref=bit_scomp_smile_sav1
Listen in as we catch up on Charley's career decision, what was important in making the choice, and the concept of meditation and it's role in elevating oneself to a higher consciousness
Johanna and I talk about changes in market dynamics and the corresponding evolution those changes have created in the discipline of selling - plus we muse on the best way to communicate with our clients and prospects.
Charley visits with me and shares his thoughts on the arc of his career from promotional products wunderkind at 16, the humility found in failure and an honest look at the present and the future with an eye on kindness and doing good in the world.
Thoughts on what a listener might encounter in this Podcast Series. This is meant to serve as a reminder of the Why behind what I'll be trying to develop on this and other channels.