BizTalk Radio's Podcast: Recent Episodes
BizTalk Radio
BizTalk Radio Show services the managers and leaders of companies by providing them with insights on everything from leading people to driving profitability. Our mission is to inspire the leaders who influence the world around them.The topics vary, but include items like leadership, motivating, recruiting, sales, marketing, training and staying competitive.BizTalk is presented in an interview format hosted by Jim Lobaito. It features some of the most prominent thinkers on business and human performance in the world today. Jim’s unique style brings out the “story” of each guest, not just the information they present. This often leads to a more insightful program for not only the listeners, but the guest themselves.BizTalk is produced by Performance Group, who's passion is matching a person's abilities and career aspirations to our client’s job opportunities.
Wayne Breitbarth was a 53-year old business owner who faced one of the worst economic downturns, the recession of 2008. A friend convinced him to use LinkedIn. Knowing nothing about social media, Wayne learned how to use LinkedIn to grow his business and today, he has become one of the leading LinkedIn consultants. He has taught over 80,000 business people how to leverage LinkedIn for their businesses and careers.
The single greatest opportunity that an organization has to improve both performance and culture in one stroke lies in the hiring of a new executive—the right executive. The fresh thinking of a skilled leader has the potential to unleash innovation, empower employees, and generate wealth for the company. Similarly, a bad hire may mortally wound the organization. Jim Lobaito interviews the co-authors of Hiring Greatness, David Perry and Mark Haluska. They reveal valuable insider strategies and tactics—previously only known to a handful of elite head-hunters—to attract, recruit, and retain star executives.
Dan Erling is the author of “Match: A Systematic, Sane Process for Hiring the Right Person Every Time.” He is also President and CEO of Accountants One, a full recruiting firm recognized as one of Atlanta's Best Places to Work. If you are going to write a book about recruiting, you better have one of the best places to work. Dan talks about the trends in today’s talent war and what you can do to attract and retain top talent.
Any company leader will tell you that their employees are their most valuable asset. Yet, in the process of onboarding new employees, we often treat this valuable asset as lumps of coal. George Bradt shares with BizTalk Host Jim Lobaito the proven process for accommodating, assimilating, and accelerating new employees up to speed in half the time.
An estimated one-million U.S. sales jobs will be eliminated in the next five years. The internet has allowed buyers to do most of the purchasing process on their own. This is causing companies to rethink the role the salesperson plays in customer acquisition. Tom Searcy, nationally recognized author, speaker, and foremost expert on large account salesshares, his insights on how this shift is redefining the roles of sales managers and salespeople and how to leverage new techniques to survive the shift.
Selecting whom to hire is one of the biggest responsibilities a manager has and one that has the most impact on overall company performance. At the same time, few managers are ever trained on how to effectively interview. Paul Falcone shares with BizTalk Host Jim Lobaito his insights on how to make the selection process easier for you and how to get your candidates to reveal whether they are a proper fit.
Corliss McGinty, Human Resources expert and author of the book “The Good Bus: Getting the Right People on Board is Just the Beginning” discusses with BizTalk Host Jim Lobaito practical leadership advice that begins with hiring smart, but also includes aligning individual goals with the organization’s purpose.
Are your hires a misfire or an “A” hire? Geoff Smart, co-author of the New York Times bestselling book “Who: The A Method for Hiring” shares with BizTalk Host Jim Lobaito a simple, practical, and effective solution to what “The Economist” magazine calls “the single biggest problem in business today” – unsuccessful hiring. In the interview, Geoff covers the 4 “S’s” in hiring: Scorecard, Source, Select and Sell.
How can we move faster and remain competitive? That is one of the key questions most CEO’s are asking themselves today. In his book “The High-Speed Company,” Jason Jennings shares with you the driving forces that can create urgency and growth in your company. Drawing on years of research and based on over 11,000 interviews, Jason shares example after example of how this can be achieved.
The connection between hiring a new employee and having them be productive is your onboarding program. Do it right and they are more productive sooner. Do it wrong, you not only lose the productivity you may lose the new employee. In this podcast, John Russo shares with you 13 strategies on bridging the hiring to productive gap effectively.
Does texting, emails, meetings, LinkedIn, Facebook, Twitter have you a slave to the immediate and the now instead of the important? Ted Gulas from the Gulas Group talks with BizTalk Host Jim Lobaito on how to increase your productivity and your team’s. Ted explains how most software you work with is forcing you to be reactive instead of proactive and how to turn that around and reach your objectives sooner.
Finding and screening for top performing employees seems to be an ongoing struggle for most managers. Martin Yate, author of "Knock’em Dead - Hiring the Best: Proven Tactics for Successful Employee Selection” discusses how to hire the best employees.
Harry S. Dent Jr. has been a frequent contributor to BizTalk and during this program, he explains why the cheap funding of oil fracking and emerging countries has created a bubble that is about to burst. As a business leader and personal investor, he shares his insights on how to weather the upcoming economic downturn.
Mike Schultz, President of Rain Group, a leading sales training and consulting firm, shares insights from new research published in his book “Insight Selling: Surprising Research on What Sales Winners do Differently.” He shares with BizTalk Host Jim Lobaito the two types of insight selling, what the sales winners do and why they are so effective in today’s selling environment.
Dave Kurlan, founder of Objective Management Group talks about the challenges salespeople face selling today and how to select the ones that can execute against those challenges.
Linda Richardson started the “Consultative Selling” approach to sales. She now, takes us to the next level in selling with her book “Changing the Sales Conversation: Connect, Collaborate and Close.” For professional salespeople, whether new or a veteran, she reveals several sales-specific tools that help you engage and build value with today’s buyers.
Jim Lobaito, BizTalk Host, talks with Brent Adamson from CEB about his article in the Harvard Business Review, “Dismantling the Sales Machine.” In this program, Brent builds the business case on why leaders must dismantle the process-driven sales machine for one that is more flexible and driven by insight and judgment.
Hiring a salesperson is an investment in your company’s future revenue. How is your ROI on the salespeople you have hired? If your investment is not paying as well as you feel it should then maybe it’s time to change the way you go about investing. Lee Salz shares his insights on how to identify the right salespeople and how to protect your investments with BizTalk Host Jim Lobaito.
Thanks to the internet and the wealth of information it provides, buyers are more informed and more comfortable evaluating purchasing options on their own. This has made them less dependent on traditional sources of information – including your salespeople. Keith Eades, Founder and CEO of Sales Performance International, best known for developing “Solution Selling” sales process, and Tim Sullivan, Director of Business Development at SPI, share with BizTalk Host Jim Lobaito their latest research on the three competencies salespeople need in order to be effective working with today’s buyers.
Selling had become more competitive than ever. Pressures from buyers, your boss and the competitors keep you on your toes. Best-selling author Jill Konrath shares with BizTalk Host Jim Lobaito insights from her new book “Agile Selling” on how salespeople can stay on top of their game.
John Spence has served as a trusted advisor and coach to senior executives. He travels the world working with clients from entrepreneurial start-ups to Fortune 500 companies. John shares with BizTalk Host Jim Lobaito insights from his book “Letters to a CEO.” The book is a compilation of the actual letters that John has sent to his clients. He discusses such critical business topics as: - Dealing with poor performing employees - How to hire the right people - How to increase sales - Thoughts on strategic planning This program is fast-paced and packed with ideas.
Growing revenues is one of the key objectives of any business leader. At the same time, that growth often pales in comparison to the value you bring. If you want to break out from single digit revenue growth, Tom Searcy is the person you probably want to turn to for insights on how to do it. Tom’s knowledge comes from his own experiences as a CEO who drove meteoric growth for four companies before he was 40 years old. Tom shares with BizTalk Host Jim Lobaito stories that illustrate how smaller companies and sales teams can compete and win large sales in highly-competitive markets.
Have you ever hired someone who performed better in the interview than they did on the job? If you have, then Lou Adler's interview with BizTalk Host Jim Lobaito will provide you with insights on how to pierce the veil of superficiality and find out if your candidate has all the right stuff. Lou is the founder of The Adler Group, a recruiting and consulting firm that are the originators of Performance Based Hiring. The only validated methodology that integrates sourcing, screening, interviewing, and recruiting into a seamless approach based on how top people look for, compare, and accept one position over another.
Every sales manager has the expectation, every salesperson hates to do it, but calling on people you don’t know is a reality of being in sales. Sam Richter ended up in sales out of necessity. Not knowing how to prospect, he turned his marketing skills to the Internet and learned, with just five minutes of sales intelligence, what he needed to know about the person, company, industry, and competition to turn a cold call into a warm conversation. Sam shares with BizTalk Host Jim Lobaito, his web search secrets from his best-selling book Take the Cold Out of Cold Calling.
Value is an interesting thing. Everyone talks about value but most of us don’t know what it is; we only know it in its absence. Terry Slattery, President of the Slattery Group shares with BizTalk Host Jim Lobaito, that companies are fighting margin erosion and being seen as a commodity. He shares how to get your sales force focused on selling value and how to identify your value differentiation.
Too often, as managers, we are ill-prepared to deal with the issues that arise when managing people. Erika Andersen shares with BizTalk Radio Show Host, Jim Lobaito insights from her book, “Growing Great Employees: Turning Ordinary People Into Extraordinary Performers.” This show highlights how to handle some fundamental issues mangers face.
If you are a sales professional who has studied all of the sales techniques and are frustrated with your progress then this is the program for you. Dan Caramanico is a sales force development specialist and has his MBA from the Wharton School of Management. He has helped companies and thousands of salespeople make quantum leaps in their sales effectiveness. He discusses with BizTalk Host, Jim Lobaito, ground-breaking research from his book, The Optimal Salesperson, about how to discover what is holding you back and how to reach your potential as a professional salesperson. What you’ll learn about yourself as a salesperson will surprise you.
One of the challenges company presidents face is maintaining the balance of having an effective sales force that is also efficient. Having made it through the Great Recession, this issue is back on the table due to rising sales costs. Jim Lobaito, BizTalk Host, invites Jonathan Farrington, one of the leading sales strategists, back to share insights from his recent article in Top Sales World Magazine, “The Future of Professional Selling - There is No Way Back Now,” and to discuss Jonathan’s predictions for sales over the next 3 - 5 years.
What does it take for your sales team to generate as many highly-qualified new leads as you want, to create predictable revenue, and to meet your financial goals without your constant focus and attention? This is the age-old question that haunts CEOs, Presidents and VPs of Sales daily! Jim Lobaito, Host of BizTalk, sat down with Marylou Tyler, CEO of Predictable Revenue Inc. as she shared her insights on how to build a sales machine. Based on her book "Predictable Revenue – Turn Your Business into a Sales Machine,” she has a proven outbound sales system to grow revenue by 300% or more and make it predictable.
Willie Sutton was a prolific bank robber. When asked why he did it, he commented, “That’s where the money is.” The same can be said about why you should be selling into big companies… they have the money. But just like banks, corporations have their points of entry locked down. Jill Konrath has cracked the code and taken the mystery out of selling to corporate behemoths. She shares her insights from her bestselling book, “Selling to Big Companies” with BizTalk Host Jim Lobaito.
Jill Konrath shares with BizTalk Show Host Jim Lobaito what every VP of Sales should know about making their salespeople more effective in today's selling environment. She explains why sales is no longer a numbers game and what the game is truly about. She explains the four decisions buyers make when evaluating your salespeople. If you are crazy busy and trying to stay relevant, this is the podcast that will provide you with insights that will clarify which direction to take your sales force.
95% of all your emails to prospects get deleted without even being opened; your phone calls are not being returned; prospects blow you off if you do get through; and nobody seems to be interested in switching vendors. Sound familiar? If this hits too close to home with you then you'll want to hear how Jill Konrath outlines a set of strategies and tactics with BizTalk Host Jim Lobaito that will enable you to speed up sales and win more business in today's crazy busy marketplace. After listening to Jill, you will see how her insights are spot-on and how her approach makes sense and will work. The world of sales has changed and along with the approach you need with prospects today to get their attention and be heard. Listen and learn from Jill Konrath, one of the leading sales strategists.
Chances are you have never had formalized training on how to hire anyone… let alone a salesperson. And at the same time, hiring is one of the most critical functions performed by a manager. Barry Shamis has been teaching companies how to hire winners for over 35 years. He shares his key tactics and strategies on how to select, screen and hire the right people for your company with BizTalk Host Jim Lobaito.
Why are we here? Why do people do the things they do? “Why?” is one of the fundamental questions we ask. In his book “Start With Why,” author Simon Sinek discusses with BizTalk Host Jim Lobaito how leaders can inspire those around them by following the naturally-occurring pattern in the way people think, act and communicate. Listen to Simon and discover your why.
It’s frustrating when your team is coasting along and your not getting to the next level as fast as you feel you should. It doesn’t help that your efforts to get off this business plateau are not working. Accelerating performance without driving you or your staff crazy is the challenge of every leader. Cyndi Gave, Owner of The Metiss Group, shares with BizTalk Host Jim Lobaito the 7 Leadership Practices that accelerate performance. Cyndi and her company are experts at helping business leaders, who are frustrated or disappointed with the performance of their employees, get the momentum moving in the right direction.
Creating a foundation for achieving business excellence seems to be out the grasp of most business leaders. John Spence, author of Awesomely Simple: Essential Business Strategies for Turning Ideas into Action, shares with BizTalk Host, Jim Lobaito, six key strategies that create a foundation for achieving business excellence. Based on his years of research and practical hands-on experience, John shares his strategies in a straight forward manner with plenty of examples that make achieving business excellence awesomely simple.
Feeling left behind on cashing in on using LinkedIn? You see the blogs about the great success people are having using LinkedIn to grow their revenue and business. Do you wonder what are they doing that you are not? Wayne Breitbarth, the LinkedIn guru, and best selling author of Power Formula for LinkedIn Success: Kick-Start Your Business, Brand, and Job Search shares with BizTalk Host Jim Lobaito several things you can start doing today to jump start your business development utilizing LinkedIn.
As a business owner, it can feel like you are carrying the entire company on your back. Getting things done and done right appear to rest solely with you. Dave Crenshaw shares with BizTalk Host Jim Lobaito techniques from his book “The Focused Business” on how to stay focused, maximize profits, and develop an action plan to overcome the seven Agents of Chaos that are killing your business.
When it comes to building value in your company are you using accounting-based metrics or value-building metrics? G. Bennett Stewart III shares with BizTalk Radio Host Jim Lobaito how to hardwire success metrics into your business.
Tired of making hiring misfires? Dr. Brad Smart, author and President and CEO of Topgrading, Inc. is frequently acknowledged as the world’s foremost expert on hiring. Dr. Smart shares three hiring techniques you can start using today. He also discusses with BizTalk Radio Show host Jim Lobaito his latest research from his bestselling book “Topgrading, 3rd Edition: The Proven Hiring and Promoting Method That Turbocharges Company Performance.” Included in their discussion are the common hiring issues that all managers struggle with and straight-forward techniques to work around them.
Having a referral is one of the most effective sales tools and yet, most of us struggle to get good referrals. Matt Anderson, author of “Fearless Referrals,” shares with BizTalk Radio Show Host Jim Lobaito several techniques on how to get referrals that will grow your business. Matt shares his secrets on how to ask for referrals without being too pushy; who to ask and when; and shares his system for asking for referrals. Being effective at asking for referrals is a key skill for the sales professional who wants to systematically grow their business.
This week on BizTalk, host Jim Lobaito speaks with Po Bronson, award-winning journalist and best-selling author. Po shares with Jim research from his latest book, “Top Dog: The Science of Winning and Losing,” which provides an in-depth look into the science of competition and the game-changing insights that can help you tap into your own inner “Top Dog.”
You are always going to be faced with challenges, disappointments and roadblocks. These serve as ingredients to getting better at what you do so you can get to where you want to go in your career and life. Best-selling author Jon Gordon shares his insights with BizTalk Show Host Jim Lobaito on what the best do better than everyone else when faced with those challenges.
The skills it takes to work with a buyer today are not the same skills it took 10 years ago. Selling has not changed – the way buyers buy has changed. Buyers use the Internet to research and comparison shop before they engage with a salesperson. This informed buyer is treating your product like a commodity. Based on the latest research, Matt Dixon has uncovered the skill sets needed today that enable a salesperson to effectively influence this new buying style. Matt shares his findings and the impact on businesses with BizTalk Host Jim Lobaito as they discuss the new type of salesperson – The Challenger Salesperson.
We are all looking for the superstar employee that will do great things, but what are the elements that enable someone to achieve greatness? Don Yaeger, New York Times best-selling author and long-time Associate Editor for Sports Illustrated shares with Jim Lobaito, BizTalk host, the 16 characteristics of greatness he learned from interviewing some of the world greatest athletes over the last 25 years. Don shares first-hand stories from sports greats he’s interviewed that you will find inspiring.
What was the driving force behind Barack Obama's reelection? Why is Congress in turmoil? How is this all related to when President Lincoln was in office? The answers can be found in trends that have been repeated for centuries according to new research by best-selling author Roy. H. Williams in his new book, “Pendulum: How Past Generations Shape Our Present and Predict Our Future." According to "Pendulum," politics, manners, humor, sexuality, wealth, and even our definitions of success are periodically renegotiated based on the new values society chooses to use as a lens to judge what is acceptable. Roy explains how business people, entrepreneurs and marketers can utilize these shifts to the fullest.
Happy and engaged employees will transform your business into what you have always envisioned it to be. Tom Klobucher, CEO of Thomas Interior Systems shares with BizTalk Radio host, Jim Lobaito, the principles he has learned about employee engagement that has enabled his company to outperform his competitors, transform client relationships, and become a three-time winner of the Top Twenty Best Places to Work in Illinois. Specifically, Tom shares his insights on the five generations of employees in the workplace today. This is based on his two books "The Great Workplace Revolution" and "The Great Workplace Transformation."
Growing revenue and profits are among many challenges facing business leaders but they are two most important challenges which need to be addressed. While there is a lot of advice available on how to do this, most are just concepts or theories. Cameron Herold, Founder of BackPocket COO, shares his real world experience as a leading force behind one of the most successful new business ventures of the last decade, 1-800-Got-Junk. Jim Lobaito, BizTalk Host, talks with Cameron about the growth strategies in his book, “Double Double: How to Double Your Revenue and Profit in 3 Years or Less.”
Cameron Herold, Founder of BackPocket COO, shares his real world experience as a leading force behind one of the most successful new business ventures of the last decade, 1-800-Got-Junk. Jim Lobaito, President of Performance Group and BizTalk Radio Show Host, talks with Cameron about how he recruits “A” players.
The joke between the chicken and the pig about why restaurants, on their breakfast menu, always list the breakfast item as Ham & Eggs and not Eggs & Ham is because the chicken participated in but the pig was committed to the meal. To what level are your employees committed to their jobs? John Jantsch, author of "The Commitment Engine: Making Work Worth It," shares with host Jim Lobaito how implementing several simple things will help to create a company staffed with employees who are motivated and love what they do.
Warren Buffett’s success in the business world is legendary, but it takes more than instinct to close a great deal. Tom Searcy, CEO and Founder of Hunt Big Sales and author of “How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker,” shares with host Jim Lobaito how Buffett's unique ability to put himself into the buyer's shoes and see the deal from their point of view enables him to be one of the world's greatest salesmen.
Have you scaled back your sales projections because of the difficult business climate? Are you waiting for the economy to get better before you expand your business? Think again. Grant Cardone, international sales expert and author of “The 10X Rule: The Only Difference Between Success and Failure” shares with host JJim Lobaito his formula for businesses looking to survive in tough economies. Rather than lowering expectations, Cardone advises businesses to do whatever it takes to grow now in order to weather any economic storm.
Social media is often said to be the king of consumer brand awareness, but research shows that word of mouth is far more effective when it comes to influencing consumer buying habits. Ed Keller, CEO of the research and consulting firm the Keller-Fay Group and author of "The Face-to-Face Book: Why Real Relationships Rule in a Digital Marketplace" talks with host Jim Lobaito about why online social media is not a replacement for in-person social marketing.
What you did to become a good leader is probably preventing you from becoming a great leader. J. Keith Murnighan, professor of Risk Management at the Kellogg School of Management at Northwestern University and author of “Do Nothing! How to Stop Overmanaging and Become a Great Leader” shares with host Jim Lobaito why some natural tendencies can make you ineffective in your leadership role and what you can do to overcome them.
People want and crave leadership. So why is it so hard to find a leader worth following? Erika Andersen, nationally known leadership coach and author of “Leading so People Will Follow,” shares with host Jim Lobaito the six core leadership traits the best leaders have demonstrated throughout history and discusses the difference between appointed leaders and true leadership.
“You can always teach people new skills. Much harder to teach people a different personality.” George Anders, contributing writer at Forbes and author of “The Rare Find: Spotting Exceptional Talent Before Everyone Else,” shares with BizTalk host, Jim Lobaito, why finding top talent is so difficult and how some of the best organizations in the world are discovering new ways to track down rock star talent.
Salespeople hate to do it. Some sales experts claim it's a dead technique, and yet lead generation is still essential in customer acquisition. Jim Lobaito, BizTalk Show host, explores with Wendy Weiss, The Queen of Cold Calling, the myths behind cold calling, why it is still very much a viable technique today and why your salespeople struggle executing on it. Wendy shares the number one reason why that is and shares her simple formula managers can follow that will enable their sales force to become effective at and enjoy doing cold calling.
Accountability is the key to building strong leadership within an organization. Sam Silverstein, author of “No More Excuses: The Five Accountabilities for Personal and Organizational Growth,” returns to BizTalk and talks with Jim Lobaito about the four faces of accountability. Silverstein shares how holding others accountable can lead to greater personal success and stronger organizations.
From finding new opportunities to retaining current clients - professional selling just got a lot tougher. Jonathan Farrington, globally recognized business coach and sales strategist, returns to BizTalk and talks with Jim Lobaito about the five critical challenges sales organizations will face this year. Jonathan shares with Jim his insights and advice for sales organizations as they develop their sales strategy for the ever changing marketplace.
Bigger is not always better. In fact, it can affect your business longevity. Dr. Bruce Piasecki, President and founder of AHC Group, Inc. and author of “Doing More with Less: The New Way to Wealth” shares with BizTalk host, Jim Lobaito the fundamental features of competitive frugality and how it can help you become more effective in your business. Inspired by Ben Franklin’s essay, “The Way to Wealth,” Piaseki expands on the timeless lessons of frugality for doing business in the modern era.
Sniffing out new clients and avoiding common pitfalls are what successful entrepreneurs do best. Michael Dalton Johnson, founder of SalesDog.com and author of “Rules of the Hunt: Real-World Advice for Entrepreneurial and Business Success” shares with BizTalk host, Jim Lobaito, the best business tactics on growing your company gathered from his 30 years of business leadership.
Did you choose a career in sales or did it choose you? Chris Lytle, author of “The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve," shares with BizTalk host Jim Lobaito proven strategies on how you can take your career to the next level. Whether you are new to sales or a seasoned sales professional, you'll gain valuable insights from this podcast.
Work harder, work faster, work smarter will only take you so far, and even traditional time management strategies offer no real relief. Peter Bregman, author of “18 Minutes: Find Your Focus, Master Distraction and Get the Right Things Done” shares with BizTalk host, Jim Lobaito, his tips for regaining your balance and getting you back to being effective.
Are you struggling to get your sales team to call new prospects? Does it feel like your advanced sales efforts have stalled out? Nathan Jamail, President of Jamail Development Group and author of “The Sales Professionals Playbook” shares with BizTalk host, Jim Lobaito, the four key principals, never taught in traditional sales training, to influential selling.
Recent studies have shown that 60% of employees are unhappy at work. Tom Klobucher, CEO of Thomas Interior Systems and author of “The Great Workplace Revolution - Twelve Essential Strategies for Creating a Great Place to Work” shares with BizTalk host, Jim Lobaito, the strategies he utilizes to continually grow his company in spite of an uncertain economy.
Even the most talented and experienced new salespeople you hire need to be trained on your products and the way you do things. You have good intentions of doing that but the business of running the business gets in the way. Prospects to see, proposals to generate, customer issues to address, etc. and the next thing you know your new hire, who you had great hopes for, is not performing up to expectations. Lee B. Salz, sales management strategist and talent management expert, shares with BizTalk host, Jim Lobaito, how companies can launch onboarding initiatives designed to stay on track and therefore reducing ramp-up time and getting your new salespeople to generate sales sooner.
Before coach Bill Belichick and quarterback Tom Brady, took the New England Patriots to the top of the NFL they still had a product that needed to be sold. Patriot’s owner, Jonathan Kraft, drafted Lou Imbriano to revitalize the teams marketing and sales. Lou shares with Host Jim Lobaito the common sense marketing and relationship building tips he wrote about in his book “Winning the Customer: Turn Consumers Into Fans and Get them to Spend More."
Prospects not responding to your emails? Are you frustrated because buyers don't seem to understand the value you offer? Geoffrey James, author of "How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts," talks with Jim Lobaito about how to write stronger sales messages, get referrals and convert leads into sales. James shares with Jim effective tips such as focusing on concrete results and steering clear of the abstract.
A recent IBM Study of the Global Marketplace says that an astounding 98% of CEO’s believe their current business models are ultimately unsustainable. Jason Jennings, author of “The Reinventors - How Extraordinary Companies Pursue Radical Continuous Change,” talks with Jim Lobaito about the secrets of organizations that have successfully transformed to stay relevant in their market. Jennings shares with Jim the best practices and characteristics that turn leaders and organizations into Reinventors.
Excuse making is a cancer that can kill an organization if left unchecked. Sam Silverstein, author of “No More Excuses: The Five Accountabilities for Personal and Organizational Growth,” talks with Jim Lobaito about how to stop accepting excuses from ourselves and our organizations. Silverstein shares with Jim how to empower yourself to think strategically and tactically for a more productive and competitive organization.
By the year 2020, it is predicted 80% of sales professionals in North America will be out of a job. The top 10% of sales professionals will be moved to inside sales positions. Do you and your sales force have the skills needed to be successful? Jonathan Farrington, globally recognized business coach and sales strategist, talks with Jim Lobaito about the future of professional selling and the death of the traditional sales model. Jonathan shares with Jim what it will take to survive and thrive in this new selling landscape.
With greater success comes greater complexity. Are you struggling to break through the barriers that prevent you from growing your business? Dan Sullivan, founder and president of The Strategic Coach Inc., talks with Jim Lobaito about his life long learning program designed to help business owners and entrepreneurs reach greater heights.
Do you wish you could spend more time focusing on the vision of your company and doing the things that really drive value? Larry Linne, author of “Make the Noise Go Away - The Power of An Effective Second in Command,” and Steve Lounsberry, advisor and coach at The Sitkins Group, talk with Jim Lobaito about how to teach your second in command to take on more tasks and make more decisions.
Are you struggling to find employees with the right skill sets to grow your business? Are you constantly trying to turn B and C employees into A-players? Eric Herrenkohl, author of How to Hire A-Players: Finding the Top People for Your Team – Even If You Don’t Have a Recruiting Department, talks with Jim Lobaito about how to recognize and recruit top talent for your company. Herrenkohl shares with Jim how company leadership, not just HR, must act as recruiters-in-chief – always on the look out for the next A-player to add to their team.
Calling an employee on their behavior is never easy. Cyndi Gave, Founder and Owner of The Metiss Group, shares with Jim Lobaito a four-step process anyone can execute. Nice guys finish first with Cyndi’s process to correcting employee behaviors!
“You never know what the next market is going to be, but if you can find it early you can make a lot of money.” Rick Harrison, owner of the Gold & Silver Pawn Shop, and star of the hit History Channel show, Pawn Stars, talks with Jim Lobaito about his 21-year, overnight success and his book, License to Pawn.
Forecasting your business is tough, forecasting the economy has gotten next to impossible. Harry Dent author of "The Great Crash Ahead: Strategies for a World Turned Upside Down," talks with Jim Lobaito about trends that will affect the economy for the next decade and why you as a business owner and private investor should not ignore them, how you can take advantage of them and how to best position yourself for sustainability.
Your phone calls are not being returned even by your customers, prospects blow you off if you do get through, and nobody seems to be interested in switching vendors. Sound familiar? Jill Konrath, sales strategist and author of "Snap Selling: Speed Up Sales and Win More Business With Today's Frazzled Customers" talks with Jim Lobaito, and shares her strategies on how to get through to customers and speed up their decision making process.
What does it take to lead and direct sales people in today’s environment? Jim Lobaito talks with Dave Handsaker, Regional Sales Manager at Agrigold, and gets an inside look at successful sales management and leadership.
Tired of hearing no? Looking for a powerful way to influence others? Listen to Jim Lobaito visit with Don Spini regarding his national best-seller, Sixty Seconds to Yes! A Power Method for Mastering Sales & Influence.
Are your salespeople holding you more accountable than you are them? Do you feel like your are running and adult day care instead of leading a sales team? Host, Jim Lobaito, interviews Chris Lytle on his new book The Accidental Sales Manager: How to take control of and lead your sales team to record profits. Chris will discuss how to get out of the firefighting business and into the business of developing the people who develop your profits.
Are you frustrated that buyers don't understand what you do? Are you frustrated that you have a good story to tell and you can't quite get it told; or at least in a manner that people understand? In a world with committees making decisions, selling cycles getting longer, and prospects harder to reach, having clear sales messaging is critical to achieving the breakthrough sales success you are looking for. Jim Lobaito interviews Christophe Morin on the ground-breaking research revealed in his book, Neuromarketing: Understanding the "Buy Buttons" in Your Customer's Brain. Christophe explains how buyers buy and how to use the latest research to craft a message that will be heard so you can present your company in 12-minutes-or-less and illuminate the value you bring.
How do you lead your employees without going crazy? If you feel frustrated and unfulfilled as a leader...if you are having trouble making the shift from doing to delegating...listen to Jim Lobaito as he discusses the keys to becoming a high performing manager.
Why do some salespeople struggle while others excel? If you are ready to leave conventional thinking behind on what it takes to consistently excel in selling then listen to Jim Lobaito's interview with Dan Caramanico on his book, The Optimal Salesperson. Mastering the Mindset of Sales Superstars and Overachievers.
What does it take to lead a team of sales professionals to consistently over achieve their revenue objectives? Listen in to Jim Lobaito's conversation with Chris Lytle on the key elements need for achieving consistent performance out of your sales team.
Listen in to Jim Lobaito's interview with Jay Forte on how his new book, The Greatness Zone, shows us how to know ourselves, own our lives, and bring our best to the world.
Listen in to Jim Lobaito's interview with Terry Slattery from Slattery Sales Group Inc. about how to protect your margins.
What separates you from the competition? How can you tell if your value proposition is off? Value translation starts with what you are good at and whether or not people see that value. This rebroadcast of Jim Lobaito's interview with Tom Schaff on how to create differentiating value is a listener favorite that includes the cinnamon story.
Looking for a job can be frustrating, especially when employers don't let you know where you're at in the process, or if you're even still a part of their process. Sometimes you're left wondering 'is anybody listening to me out there?' Jay Forte, performance expert, reveals his technique for playing to your strengths, getting yourself noticed and finding the job that fits you.
The greatest question you can ever ask is “Why?” Why do some people lead and others follow? Simon Sinek’s book Start with Why recounts a broad range of real-life examples to show what it takes to lead and inspire others. He illustrates how “why” is the beginning of everything. Sinek teaches leaders and organizations from politicians to business owners how to inspire others. Join Sinek and Biztalk Radio Show host Jim Lobaito for their discussion on what it takes to be a great leader. If you’ve ever wanted to inspire someone or are just looking to get inspired, this is the show for you.
Finding a good salesperson is always a challenge. Finding one that can sell in this economy only makes the task more daunting. Knowing what separates the top 5% of salespeople from the bottom 5% will give you a better understanding of how to identify and select those top performers. Listen to this podcast to hear Dave Kurlan discuss what you need to know in selecting a top salesperson in 2010. Kurlan is the Founder and CEO of Objective Management Group, Inc. the industry leader and pioneer of sales evaluations and sales force assessments. Kurlan’s insights come from data analyzing thousands of sales assessments his company runs each year. If you are hiring a salesperson this year this is the one show you don’t want to miss.
Staying afloat in the business world is always tough. It’s even worse when the recession is trying to pull you under. What you need to know about being successful in trying times can be found in J. Barry Griswell’s book The Adversity Paradox. Griswell is the chairman and former CEO of The Principal Financial Group and president of the Community Foundation of Greater Des Moines. In The Adversity Paradox, he shows how lessons learned in adversity can teach you how to succeed in business.
Listen in to the interview with Ken Blanchard about his book, Leading at a Higher Level.
Bob Seelert, author of Start with the Answer, continues to share his 40 years of leadership wisdom.
Listen in to the interview with George Cloutier about his book, Profits Aren't Everything, They're the Only Thing.
Listen in to the interview with Brian Hood about Business Continuation and Succession Planning.
Listen in to the interview with Valerie Fitzgerald on how to survive and build a recession proof business.
Listen in to the interview with Jack Bergstrand about his book, Reinvent Your Enterprise.
Listen in to the interview with Laurie Beth Jones about her book, Jesus, CEO: Using Ancient Wisdom for Visionary Leadership.
Listen in to the interview with Curt Nelson about his book, The Recipe for Business Success.
Listen in to the interview with Ken Blanchard about his book, The Secret: What Great Leaders Know - And Do.
Listen in to the interview with Geoff Colvin about his book, The Upside of the Downturn.