BizLocker Radio: Recent Episodes
Kelly Riggs
Hosted by Kelly Riggs, BizLocker Radio is the show with compelling conversations and cutting edge business content you can use to improve your business performance TODAY! A tip of the cap to this podcast. It’s a grand slam for sure!” A phenomenal host.” “Hard-hitting and action-packed.” Kelly invites world-class thought leaders onto the show and uses his award-winning interviewing experience to create high-energy business conversations. The result? Riveting conversations and ideas you can use right now to improve your own business results. The show features phenomenal guests from the fields of leadership, sales, marketing, social media, and more. And don’t miss the “Xs and Os” segment with Miles Austin, the Web Tools Guy. Each week, he introduces yet another productivity tool that can take your business to the next level.
Jason Jordan is my guest in the LockerRoom this week. Jason is the co-author of “Cracking the Sales Management Code,” the first operating manual for sales managers. We’ll talk about sales, managing salespeople, and why some sale managers are far more effective than others. br Cracking the Sales Management Code is based on “groundbreaking research into how world-class companies measure and manage their sales forces.” It is described as a book that “reveals the gears and levers that actually control sales results.” Join me and Jordan as we discuss what makes a great salesperson, and why a great sales manager is a critical part of the equation.
Anthony Iannarino is back on #BizLockerRadio to talk about sales success, and to introduce his brand new book, “17 Elements.” As founder and managing partner of two closely-held, family-owned businesses in the staffing industry, few sales trainers are more dynamic and more influential than Anthony – don’t miss this powerhouse interview!
Anthony is a highly respected international speaker, author, entrepreneur, and sales leader specializing in the complex business-to-business sale. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.
This week on #BizLockerRadio, Jeff Wolf joins me to talk about his new book, “7 Disciplines of a Leader.” An executive business coach, speaker, management consultant, and former basketball coach, Jeff will also share his thoughts about the pitfalls of leadership in crisis.
Jeff has co-written a book with leadership titans Steven Covey and Ken Blanchard. More than most, he has observed the evolution of our understanding of effective leadership over the past three decades. Don’t miss this candid conversation about leadership and the 7 disciplines you need to lead well.
We start off a brand new year on BizLocker Radio with the social selling wild man, Jack Kosakowski. Jack is an unapologetic social selling advocate who tells it like it is to anyone who will listen. I intend to to discuss the good, the bad, and the ugly of social selling. What is fact? What is pure fiction? Tune in and find out! br Here is Jack on social selling: “Sales will always be difficult and time will never be on your side. This is where prioritizing time management on a variety of buyer channels comes in. You have to block out time for social and make it a priority on a daily basis. The key here is to be efficient with your time on social media. Your time must be spent on revenue generating activities like prospecting, nurturing, and engagement.” Read the entire interview with Jack on Forbes.
Building a compelling brand is critical to your company's success, and it won't happen by accident. Join me on #BizLockerRadio this week as I welcome marketing guru (and Business LockerRoom coach), Josh Miles, to the show.
A great brand speaks volumes about your company, says Josh Miles, who just happen to specialize in creating a compelling brand. His recent book, Bold Brand, covers the new rules of marketing, and you don't want to overlook Josh's twelve-month, twelve-post series of articles on the Business LockerRoom blog dedicated to the #BoldBrand Challenge (read the final installment here: http://bizlockerroom.com/year-end-marketing-review/).
My guest in the LockerRoom this week is Donald Hatter, author of “10 Things Great Sales Leader Don’t Do!,” a bestseller in multiple categories on Amazon.com. As a sales veteran and successful entrepreneur, Don will provide critical insights into sales leadership and those things that often prevent salespeople from reaching their potential.
Defining one's value proposition will be beneficial when selling a product or service, or selling yourself in an interview, or selling your ideas in meetings and presentations. Don's book details 10 common mistakes that sales leaders make that hinder their ability to acquire new clients. All professionals, whether in traditional sales roles or not, can benefit by avoiding these common mistakes and I hope to get to all ten of them in this interview!
Dave Brock, one of the very first guests on #BizLockerRadio (Episode No. 5), is back to discuss the current state of B2B selling, and the recent suggestion that over 1 million B2B sales jobs will be eliminated by 2020. We will also talk about the impact of social media on selling and the ways in which companies must respond and adapt - or become irrelevant.
Some social selling advocates have projected the loss of over 1 million B2B sales jobs by 2020, and while Dave is a supporter of social media as a sales tool, he thoroughly disagrees with that conclusion. Read his scathing commentary in his blog post, Deja Vu All Over Again.
“Sales is not magic.” It is a process with defined steps, and Alice Heiman joins me on BizLocker Radio to talk about how you can more effectively communicate that process, drive revenue, and get your sales team on the same page!
Alice spent the first 13 years of her career as a teacher, but later went to work for her parents, who just happened to be part of (then) Miller Heiman, Inc., a world-renowned sales training company. Once upon a time, the books Conceptual Selling and Strategic Selling from Miller-Heiman were the two books that became the cornerstone of my own sales career. I am really excited to talk to Alice about her experiences there, and to discuss the ways in which she develops world-class sales organizations today.
In Week 3 of our 4-part series, #BizLockerRadio welcomes Jim Keenan and Mike Weinberg into the Business LockerRoom to talk about creating high-performance sales teams!
Creating high-performance sales teams is every sales manager's dream, but few truly know how. These two sales superstars will weed out the non-essential items and get you moving in the right direction.
Jim Keenan is CEO/President and Chief Antagonizer of A Sales Guy, Inc.
Mike Weinberg is the author of New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development, an Amazon #1 best-seller.
Both of these guys are genuine superstars, high-achievers, and world-class platform speakers
Steven Gaffney is back on #BizLockerRadio with more great tips and ideas about you can transform your communication – as a salesperson, as a manager, or as an employee. According to Steven, one of the first steps is to avoid some of the common communications “myths” that exist. Communication is hard in the best of times. Add a little stress and some bad assumptions, and and communication can fall off a cliff in a hurry. In the process of trying to correct some of the communication challenges that leaders face, they often back into one or more of the communication myths that get passed around like old wives tales. In this interview, Steven will help us navigate around these communication killers.
Mark Roberge is back in the LockerRoom to talk about the “science” of selling. Well known as the architect of Hubspot’s meteoric growth ($0 to $100 million in 8 years), most people are surprised to learn that Mark’s background is not in sales or marketing. He’s an engineer. Join BizLocker Radio this week to learn his secrets! brbr Mark’s best-selling book is entitled, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from 0$ to $100 Million (read my Amazon review HERE). Using the “sales acceleration formula,” Hubspot vaulted to #33 on the 2011 INC 500 Fastest Growing Companies list, and Mark was ranked #19 in Forbes’ Top 30 Social Sellers in the World.
I am really excited to have Oren Klaff back in the LockerRoom to talk more about his book, “Pitch Anything.” If you’re in sales – in any capacity – you are going to take away something that will make a difference in the way you present your product or service. Don’t miss this show!!
Neuroeconomics? What? That’s right — neuroscience, psychology, and economics all play a critical role in your effectiveness in presenting your product or service. If you want to learn more about the psychology of selling, how people make decisions, and how you can use very specific techniques to change the way you are perceived as a salesperson, make sure you get a copy of “Pitch Anything.”
Joe Pulizzi joins me in the LockerRoom to talk about the “marketing of the future,” and to introduce his brand new book, “Content, Inc.” We will discuss the ins and outs and how-to’s of content marketing, and exactly how to use content to drive your business forward. Don’t miss it!!
If you want to learn about content marketing, why not start with the guy who created the topic? Joe is the guy who coined the phrase “content marketing,” and his new book details how you can use it effectively in your business.
“In Content Inc., one of today’s most sought-after content-marketing strategists reveals a new model for entrepreneurial success. Simply put, it’s about developing valuable content, building an audience around that content, and then creating a product for that audience.”
My special guest on #BizLockerRadio this week is the incomparable Mike Weinberg. Mike joins me this week to talk about the crazy-good content in brand new book, “Sales Management. Simplified.” Trust me, if you manage salespeople you don’t want to miss this interview! Mike will advance your sales management career dramatically in this one conversation!!
Well-known in the sales training world for his hard-hitting best-seller, “New Sales. Simplified.”, Mike is back with his familiar straightforward style to discuss sales MANAGEMENT. Join us as we discuss the many blunders that sales managers make in leading sales teams and how to address those issues right now!
This week Trish Bertuzzi joins me on BizLocker Radio to discuss “sales development,” which combines data analysis tools, email nurturing and phone prospecting teams, what Bertuzzi calls the marriage of “technology, process and people.” Cold calling is dead, Trish says. Tune in to find out why!
“Sales development” is all about the front end of the sales process. “People have been using the term ‘sales development’ since the 1980s,” Trish says. “But only in the past four years or so has it become reality.” The methods and technology in this arena are changing rapidly. We’ll find out what’s working — and what’s not!
Mark Hunter joins me on BizLocker Radio this week to talk about his book, “High-Profit Selling.” Mark helps salespeople understand that their sales goal shouldn’t simply be to sell more, but to “sell more at a higher price.” If you’re serious about selling, don’t miss this episode!
Mark not only consults with some of the biggest companies in the U.S., he spent 18 years in the sales and marketing divisions of three Fortune 100 companies. To say he is qualified to talk about selling — especially to large companies — is quite an understatement! In 2014, he was honored by Top Sales World as one of the “Top 50 Sales and Marketing Influencers.”
Jeb Blount is back in the LockerRoom this week! We are going to talk about his brand new book, “Fanatical Prospecting.” Learn how to open sales conversations and build your pipeline by leveraging social media, email, text, telephone, and more!!
Jeb appeared on #BizLockerRadio back in July in an episode entitled “Rock Your Commission Check.” Make sure you listen to that podcast – it was great! This week, Jeb is back to discuss a topic every salesperson cares about — prospecting. His brand new book spells out the processes, secrets, and mindset you need to adopt to create a steady stream of high-value opportunities.
Tim Wackel joins me on #BizLockerRadio this week to talk sales. How qualified is he? How about the No. 1 rep out of 10,000? You’ll want to listen in and find out how you can sell your way to No. 1!
This week, my guest on BizLocker Radio is John Frazier, host of BizBuzz America, America’s Entrepreneur TV Talk Show! He is a serial entrepreneur and one of the leading social media contributors on the topic of entrepreneurship. Join me for some invaluable mentoring and some great business start-up hacks.
John has interviewed some of the great thought leaders in business and entrepreneurship — Simon Sinek (“Start with Why”), Peter Thiel (“Zero to ONE”), and Jon Taffer (Bar Rescue). We will learn from his personal experience as a tech start-up founder, and from his amazing interviews with these business giants.
This week, I welcome in special guest, Bill Marvin, the Restaurant Doctor! If you want to learn what it takes to create world-class service – as an individual or as a business – join me as we talk about the enormous value of customer service and how to do it better than your competitors.
Hey, don’t think this episode is only about restaurants, hospitality, or food service. After years as an owner and operator or restaurants, clubs, and hotels., Bill has identified and understands the human factors that are common to the success and growth of all types of service businesses!
My guest on #BizLockerRadio this week is acclaimed author and Inc.com contributor, Geoffrey James. You can check out his valuable insights on business on his award-winning blog, Sales Source. We’ll talk leadership and sales, and loads of business ideas. Don’t miss it!
With decades of observation under his belt, Geoffrey has created one of the most entertaining commentaries on business in his Inc.com column. Don’t miss his “The 10 Commandments of Leadership” and “This Common Email Mistake Drives Customers Away.”
Don’t miss this killer episode of #BizLockerRadio with Oren Klaff, author of “Pitch Anything.” Yes, the book is about pitches to venture capital firms, but it is mesmerizing — and there is much to learn and apply in the world of sales when it comes to the psychology of presentations. Don’t miss this one!
“To make a clear point: you have about 30 seconds to make a compelling presentation about your deal,” say Oren. “If the structure of your deal does not immediately and forcefully communicate VALUE, it will be set aside, passed off to an underling, or dropped in the recycle bin.” This week, Oren will present ideas from the fields of neuroscience and psychology that will rock your sales world!
Tim Wackel joins me on #BizLockerRadio this week to talk sales. How qualified is he? How about the No. 1 rep out of 10,000? You’ll want to listen in and find out how you can sell your way to No. 1!
This week, I’m joined by Steve Baker, Vice President of The Great Game of Business. And let me tell you, Steve knows business!
This week, I'm joined by Mike Kunkle, one of the really, REALLY smart guys in the world of selling. Managing an effective sales team is a TALL order! Without effective hiring, training, and coaching processes in place, your team's performance will suffer. Mike provides tremendous insight into the challenges that sales managers must overcome in order to create consistent sales performance. With a passion for training methodology and a history of success in the real world, Mike is uniquely qualified to talk about transforming sales results. Tune and and grab something to take notes with!!
Jeff Marcoux, a CMO Lead with Microsoft and a Board member of the Internet Marketing Association, is our guest this week on #BizLockerRadio. We will discuss why every touch point matters with a customer and focus on specific ways to improve the “customer experience.”
Marketing is often thought of in terms of promotion and advertising, but true marketing — including brand awareness and identity — is any place or anyone that impacts the customer. With that idea in mind, every customer “touch point” becomes an opportunity to positively impact awareness (and the brand) or to do it harm. Can’t wait to get Jeff’s perspectives!
Scott Edinger stops by the Business LockerRoom to discuss his brand new book, The Hidden Leader: Discover and Develop Greatness Within Your Company. Tune in to hear Scott discuss how to identify and develop powerhouse leaders!
Also joining me in the LockerRoom is veteran sportscaster and author of Talk Sporty to Me, Jen Mueller. She will talk about how she uses sports fandom and sports conversations to improve communications and build business!
Companies with great leadership have a built-in competitive advantage. The problem? Most companies simply promote their best performers to leadership without any criteria other than the results they produce. Scott will provide a lot of insight to the leadership that exists within a company that often goes unnoticed!
And in the Business LockerRoom, we gotta love someone who touts “sports conversations” as a way to drive business!! Can’t wait to talk to Jen!
Jeb Blount, founder of Sales Gravy and a world-renowned sales consultant, is my guest on #BizLockerRadio this week! We will break down the “how” and “why” of taking MASSIVE action to reach your peak sales performance.
By all accounts, the sales profession gets tougher every day. Technology, increased competition, and shorter buying cycles are just three of the factors that are making it difficult to create that big commission check. That’s why you need to think about RADICAL changes in the way you do sales!
Jeb is recognized as one of the world’s 50 Most Influential Sales and Marketing Leaders by Top Sales Magazine, a Top 30 Social Selling Influencer by Forbes, and one of the Top 5 Sales Experts to Follow on Twitter by Evan Carmichael.
Matt Heinz is my guest on #BizLockerRadio this week! We will talk about the evolution of marketing and discuss strategies you can use to build your sales pipeline and close more business.
Matt is President and Founder of Heinz Marketing and a prolific author and nationally recognized, award-winning blogger. His five books include Modern Marketing Field Guide and Successful Social Selling.
Matt is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways. Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.
Steven Gaffney joins me again on #BizLockerRadio, this time to talk about how to effectively communicate with a customer when problems arise. Steven will present a methodology you can use over and over to deal with customer issues. Don’t miss it!
Anyone who works in sales knows that things can go wrong with a customer; failure at some point is inevitable. So, how do you handle those situations? How do you turn a problem into a solution that strengthens that customer relationship? This is Customer Communications 101, and Steven will tell you what it takes to successfully navigate the challenges that arise when bad things happen with a customer.
John Spence is my guest on #BizLockerRadio this week. As one of the Top 100 business thought leaders in the world, John brings an incredible knowledge to sales and business development. We’ll unpack the “ultimate business formula” and examine some of the essential business strategies from his book Awesomely Simple. In the last decade, John Spence has worked side-by-side on business improvement projects with executives in more than 30 industries. He is a Top 100 Business Thought Leader in America, a Top 500 Leadership Development Expert in the World, and a Top 100 Leadership Speaker in America. His newest book, Awesomely Simple: Essential Business Strategies for Turning Ideas into Action, is a best-seller and has been featured in Forbes.
Tony Hughes joins #BizLockerRadio to talk about the 5 Pillars of “social selling.” Tony knows how to convert social selling strategies into business revenue, so you don’t want to miss this powerhouse show!
Tony is a provocative and entertaining keynote speaker, and sales leadership consultant and trainer. His blog is one of the most read in LinkedIn and he writes about leadership, strategic selling, advanced B2B social selling, and the technologies that enable professional sales. He is going to share how he has used the 5 pillars of social selling to close millions of dollars in business.
Marissa Levin, one of the coaching experts in the Business LockerRoom, joins me to talk about transforming your company’s culture. As Peter Drucker once noted, “Culture eats strategy for breakfast,” and every leader – at every level – plays a role in culture.
Your company has a “culture,” the question is whether or not it’s helping your team or hurting it. Marissa Levin is the Founder & CEO of Successful Culture, a company that provides transformational CEO & executive coaching & strategic guidance under the TransformU™ Growth Program. Through her knowledge of organizational development, integrated communications, and other areas critical to organizational success, Marissa has become known throughout the national business community as a leader and visionary.
Joe Pulizzi from the Content Marketing Institute joins #BizLockerRadio to talk about content marketing, and to provide some insight into how to do it right and how to get started if you're still sitting on the sidelines!
Joe Pulizzi is an entrepreneur, speaker, author, and podcaster, and the founder of the Content Marketing Institute (CMI), the leading content marketing educational resource for enterprise brands, He began using the term “content marketing” all the way back in 2001!
Joe’s third book, Epic Content Marketing: How to Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less was named one of “Five Must Read Business Books of the Year” by Fortune Magazine.
Traditional marketing methods have been losing steam for quite a while. Print publishing companies have either adapted to online content marketing or vanished into irrelevance. If you're not using content marketing as a branding and identity strategy, you're in trouble!
This is Week 4 of our 4-part sales series! #BizLockerRadio welcomes Jack Malcolm and Jeff Shore into the Business LockerRoom to talk about sales, sales presentations, and the “psychology of buying.”
Jack Malcolm is the author of “Strategic Sales Presentations“ and “Bottom-Line Selling: The Sales Professional’s Guide to Improving Customer Profits,” His personal areas of expertise include sales, finance and psychology of personal communication and persuasion.
Jeff Shore is the author of “Be Bold and Win the Sale.” In a crowded field of sales experts and training programs, Jeff Shore stands out with his research-based “BE BOLD” methodology.
Understanding the psychology of buying is a critical part of your success as a sales professional. If you want to be more effective in front of the customer, this is a “can’t miss” episode of #BizLockerRadio!
In Week 3 of our 4-part series, #BizLockerRadio welcomes Jim Keenan and Mike Weinberg into the Business LockerRoom to talk about creating high-performance sales teams!
Creating high-performance sales teams is every sales manager's dream, but few truly know how. These two sales superstars will weed out the non-essential items and get you moving in the right direction.
Jim Keenan is CEO/President and Chief Antagonizer of A Sales Guy, Inc.
Mike Weinberg is the author of New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development, an Amazon #1 best-seller.
Both of these guys are genuine superstars, high-achievers, and world-class platform speakers
This is the second of four consecutive #BizLockerRadio shows dedicated to the sales profession. You won’t want to miss this line-up of big-time, high-energy sales superstars!
This week, we welcome in Colleen Francis and Tim Ohai to talk about managing clients for GROWTH.
Colleen Francis is the author of “Nonstop Sales Boom,” which explains how to break the unhealthy cycle of sales peaks and valleys, and achieve strong, steady results – every quarter – from every member of the team.
Tim Ohai is the co-author of “Sales Chaos: Using Agility Selling to Think and Sell Differently,” which outlines a new sales paradigm that applies the latest research, and the scientific principles of chaos theory, to the challenges facing today’s sales professional.
This week’s #BizLockerRadio show kicks off four consecutive weeks of RIDICULOUS sales guests. You won’t want to miss this line-up of big-time, high-energy sales superstars!
First, we welcome in Andy Paul and Doyle Slayton to talk about sales acceleration and its importance in today’s sales environment. With the advent of digital media and social selling, clients are better informed, more sophisticated, and much further along in the sales cycle before you even arrive! Learn how to adapt to the new speed of selling.
Andy Paul is the author of Zero Time Selling and Amp Up Your Sales, and Doyle Slayton is an internationally recognized Sales and Marketing Strategist, Speaker, and Founder of xoombi.com.
I am excited to welcome Tim and Brian Kight to the LockerRoom to talk workplace performance and culture. Tim and Brian jumped directly into the national spotlight when they began working with Urban Myer and the Ohio State Buckeyes football team in 2013. The glare intensified this year as the Buckeyes overcame multiple obstacles including a 15-point deficit to Alabama in the Sugar Bowl to capture the 2015 National Championship.
Companies across the United States are recognizing Tim Kight as a powerful voice on the performance of people and organizations. With a contagious energy, Tim provides insight into the physics of performance.
Brian Kight has become a sought after speaker and consultant on the topics of personal, team, and organizational performance. Clients consistently seek Brian for his engaging style, sense of humor, and breakthrough ideas for producing results in the 21st century.
Dave Stein joins me on #BizLockerRadio to talk all things #sales. Originally a music major and professional trumpeter (!), Dave transitioned to the world of sales and eventually founded a sales consultancy – The Stein Advantage.
Through his work as a sales consultant, coach, and trainer, Dave has a unique view of sales methodologies, sales training approaches, and the cultural, behavioral, and business changes required for corporations to excel at the sales function. We will get some valuable insight as to what creates sales success in today’s business environment.
Appearing in the second half of the show this week is Steven Gaffney, who drops by on a regular basis to talk communication in business. This week we will discuss why people work to tear others down in the workplace.
And don't miss Miles Austin in the Xs & Ox segment as we continue our discussion of Periscope.
I am excited to welcome Suzanne Bates to #BizLockerRadio. Suzanne is an executive coach, author, former award-winning television news anchor, and the CEO of Bates Communications, Inc. We will talk about what it takes to command attention, get results, and lead like a CEO.
Suzanne is the author “Motivate Like a CEO: Communicate Your Strategic Vision and Inspire People to Act!,” and “Discover Your CEO Brand: Secrets for Embracing and Maximizing Your Unique Value as a Leader.”
ALSO, Tony Hughes will join me in the second half of the show to talk about Social Selling. Tony is a provocative and entertaining keynote speaker and a highly regarded leader on the cutting edge of professional selling with three decades of sales leadership experience in Australia, Asia and North America.
AND, don't miss Miles Austin, “the Web Tools Guy,” who will be along in the Xs & Os segment to discuss an amazing new tool called Periscope. In fact, we’ll be using it during the show!! Stay tuned!
This week, Bruce Feldman, Fox Sports commentator and New York Times best-selling author, joins me on #BizLockerRadio to talk leadership in sports and the lessons of leadership we learn from NFL quarterbacks. His most recent book, The QB: The Making of Modern Quarterbacks is a behind-the-scenes look at the fascinating industry that creates NFL-caliber quarterbacks. Bruce is a New York Times best-selling author and has covered college football for two decades.
My guest on #BizLockerRadio this week is Yogi Roth. Yogi is an adventure-preneur, a media personality, a college football analyst, a best-selling author, a motivational speaker, an actor and Emmy nominated filmmaker. He has been exploring human potential as an athlete, coach and analyst for over a decade, and we are going to discuss how living “life without limits” can dramatically impact your business and personal performance.
Yogi co-authored his first book, “Win Forever,” with Seattle Seahawks Coach Pete Carroll. It has been ranked as high as #7 on the New York Times best-seller list. He is the co-founder of Win Forever, LLC, a competitors’ brand inspired by Carroll that furthers human potential, elevates mentorship and inspires leaders through a philosophy of competition. He travels the nation delivering motivational presentations around the topic of living “Life Without Limits.”
My guest on #BizLockerRadio this week is Charles Green, and we will be talking about the value of trust in sales, and why it’s critical to your long-term success. More importantly, Charles will give us some clear, actionable ideas about how to foster trust in your sales relationships.
Charles is the CEO of Trusted Advisor Associates, a company he founded in 1997. He has an MBA from Harvard and an undergraduate degree in Philosophy from Columbia and has been consulting since 1976.
Miles Austin (www.fillthefunnel.com) is also on-board this week in the Xs & Os segment of the show to talk about Fiverr.
This week, David Newman is my guest on #BizLockerRadio – our 45th episode! David is one of a handful of guests who have appeared before, and this time we will talk about the difference between building a market rather than an audience. We will discuss a number of actionable marketing ideas, so grab something to write with!
Also, Miles Austin, “the Web Tools Guy,” will be along in the Xs & Os segment to discuss yet another killer productivity tool.
This week, Mark Roberge will visit the Business LockerRoom to share the details of his sales acceleration formula for building a world-class sales team. This is an encore performance for Mark, as he first appeared on #BizLockerRadio way back on September 8.
Mark will also introduce his brand new book! It is entitled, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from 0$ to $100 Million.
Mark is Chief Revenue Officer of HubSpot Inbound Sales Products. Prior to this role, Mark served as HubSpot’s SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased revenue over 6,000% and expanded the team from 1 to 450 employees. These results placed HubSpot at #33 on the 2011 INC 500 Fastest Growing Companies list.
Curt Steinhorst (Distraction Expert) is my guest on #BizLockerRadio this week. According to Curt, the Digital Age has given everyone ADD – commonly recognized as “Always Distracted Disorder” – and he believes it has created a war for attention and is the leading cause of under-performance. He drops by to talk about technology and focus, and to discuss how to turn distraction into functional action!
Bonnie Marcus joins me on #BizLockerRadio this week to discuss her brand new book, “Politics of Promotion: How High Achieving Women Get Ahead and Stay Ahead.” The workplace is a highly politicized environment where key decisions about who gets ahead, who gets the plum assignments, and who gets the scarce resources are not just decided on merit. In fact, political skills are essential competencies to get ahead and stay ahead in your career! Join us this week to find out which skills you need – and which ones you might be missing.
Also, Steven Gaffney, one of the Business LockerRoom coaches and a recognized expert on communication in the workplace, will drop by to talk about open, honest communications and give his take on “politics” in the workplace.
Jon Ferrara joins me in the Business LockerRoom this week to discuss all things CRM – its beginnings, the state of the industry, and the idea driving his current company, Nimble. Managing customer relationships is a critical part of the sales/marketing/customer service process – join us as we discuss how it can be used as a powerful business driver.
Jon Ferrara has been recognized for pioneering innovation in customer relationship management. He is a serial entrepreneur and a pioneer in the customer relationship management (CRM) industry. He co-founded GoldMine, one of the first contact management apps, and his newest company, Nimble, is a social CRM service for small businesses.
This week, Bruce Feldman, Fox Sports commentator and New York Times best-selling author, joins me on #BizLockerRadio to talk leadership in sports and the lessons of leadership we learn from NFL quarterbacks. His most recent book, The QB: The Making of Modern Quarterbacks is a behind-the-scenes look at the fascinating industry that creates NFL-caliber quarterbacks. Bruce is a New York Times best-selling author and has covered college football for two decades.
This week, T.A. McCann joins me #BizLockerRadio to talk marketing, social media, and competitive intelligence. Between social media, the web, and SEO, there’s a ton of valuable data available about the players in your market. The information buried in that should inform your strategic decisions, if you can find it.
T.A. McCann is the founder of Rival IQ, an online marketing analytics tool that helps online marketers gain critical insights about competitors across key marketing channels.
Daniel Newman joins me on #BizLockerRadio this week to talk leadership and business strategy, from a Millennial’s perspective. It will be awesome, don’t miss it!! Daniel is the author of the Amazon best-selling business book, “The Millennial CEO,” and an experienced C-Level executive who is passionate about strategy. He is the Founder & CEO of BroadSuite Consulting, a digital marketing consulting company, and he is passionate working with entrepreneurs and their small and mid-sized businesses.
Prior to launching BroadSuite Consulting, Daniel served as the co-founder and CEO of EC3, a fast-growing IT and Communication services provider. Before that, Daniel held several prominent leadership roles, including CEO of United Visual. Daniel is widely published and active in the social media community. He is the author of 2 Books including the recently released “The New Rules of Customer Engagement: 6 Trends Reinventing the Way We Sell.”
Karin Hurt, CEO of Let’s Grow Leaders, joins me on #BizLockerRadio to talk about leadership and team-building. Her dynamic approach helps companies develop game-changing business strategies and winning execution plans. She works to help leaders improve business results by building deeper trust and connection with their teams.
A former Verizon Wireless executive, she has over two decades of experience in sales, marketing, customer service, and human resources. Highlights from her time at Verizon include developing a sales team that led the nation in in-store sales to transforming customer service outsourcing by building strong cultures that delivered positive customer experiences.
In the Xs & Os Segment, Miles (fillthefunnel.com) will continue discussing Heat Map Magic. Find out more about how you can use this dynamic tool to see which parts of your website are working – and which sites may not work nearly as well as you think!
This week, organizational transformation consultant, Robby Riggs, joins me in the Business LockerRoom to talk about the pitfalls of change management and to discuss corporate leadership from the perspective of a Millenial. Robby is the founder of 15 Springfield, a consulting firm specializing in corporate transformation and strategic planning. He is currently working with UNFI, a Fortune 500 company and the leading distributor of natural, organic and specialty foods products in the United States. brbr After graduating from the University of Oklahoma's Price College of Business, Robby joined Hitachi Consulting in Dallas and worked as a management consultant professional with Fortune 500 clients like Harley-Davidson, Sysco Foods, Quest Diagnostics and Tyson Foods. In 2012, he moved to Boston and joined Slalom Consulting to build their Organizational Effectiveness practice, focusing on change management and human capital strategy.
A very special guest, Dan Clark, joins me in the Business LockerRoom to talk about leadership, motivation, and personal performance. Dan will discuss how he teaches others to make the transition from potential to performance, but more importantly, how he leads them to make the transition from success to significance. An international consultant, one of the Top 10 speakers in the world, and a prolific author, Dan is President & CEO of the international communications and high-performance consulting firm, Clark Success Systems.
Dan is a primary contributing author to the popular Chicken Soup for the Soul series, where he has been published in more than 40 million books in 40 languages worldwide. Dan’s story “Puppies for Sale” was made into an award winning film at Paramount Studios starring Jack Lemmon. He is also a Gold Record winning songwriter and a journalist who has interviewed many of the most famous movie, sports and music celebrities on the planet.
I am excited to welcome Marissa Levin into the Business LockerRoom this week to talk about one of the hottest topics in business – your company culture. Marissa will talk corporate culture and how it is influenced by an organization’s values, mission, vision, growth strategy, and brand. We will also discuss her new venture, Information Experts, and her brand new book, “Built to Scale: How Top Companies Create Breakthrough Growth Through Exceptional Advisory Boards.” brbr Marissa LevinAs CEO, founder and Chairman of the Board of Information Experts, Marissa Levin leads the effort to define and shape an organization’s values, mission, vision, growth strategy, brand, and corporate culture. Information Experts has grown into an award winning, full service business helping companies and agencies align their business and human capital strategies through compelling, integrated communications and educational programs.
Josh Miles joins me in the Business LockerRoom this week to discuss branding and marketing and talk about his book, “Bold Brand.” Digital media has dramatically changed the way companies should think about marketing and branding, and Josh – an award-winning marketer and author – will share his expertise on how to navigate the changes.
Josh Miles is the principal and founder of Miles Design, an Indianapolis-based, award-winning design firm specializing in brand strategy, corporate identity, and website design for professional services firms. Prior to starting Miles Design, Josh served as an art director and an adjunct faculty member for three different university-level graphic design programs.
Michael Lee Stallard stops by the Business LockerRoom to talk about the new science of employee engagement. Companies often struggle to reach their performance potential, with leaders claiming that employees lack motivation and accountability. Join us in the LockerRoom to find out the causes – and the cures! brbr Michael Lee Stallard is the author of “Connection Culture: The Competitive Advantage of Shared Identity, Empathy and Understanding at Work” and “Fired UP or Burned Out: How to Reignite Your Team’s Passion, Creativity, and Productivity.” brbr Michael’s ideas have been in the media including The Wall Street Journal, The New York Times, Leader to Leader, Leadership Excellence, Human Resource Executive, Talent Management and Fox Business Now. His blog has been recognized as one of the top blogs on leadership and Michael has been recognized at a top online influencer on leadership.
Bill Cates joins me in the Business LockerRoom this week to share how top pros consistently get great referrals and use them to build their businesses! We will discuss how to get referrals without asking, how to promote referrals without begging or pushing, how to turn referrals into introductions, and much more. If you’re in sales, you don’t want to miss this killer interview! brbr Bill is the president of Referral Coach International, and the author “Get More Referrals Now” and his newest book, “Beyond Referrals.” His referral system has been featured in Success Magazine, Entrepreneur Magazine, Selling Power, and the Wall Street Journal. brbr In the Xs & Os segment, Austin Miles wraps up our series on video with a very cool tool for branding your videos.
Andy Paul is my guest in the Business LockerRoom this week, and we will discuss his brand new book, “Amp up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions.” We’ll talk about simplifying your sales strategy, maximizing the value of your selling, and amplifying your sales responsiveness. Andy is the CEO and founder of Zero-Time Selling®, and he is the leading expert on selling with speed.
Sylvia Montgomery will also join me this week in the Business LockerRoom. We’ll talk about the need to become a “Visible Expert” and why these superstars earn up to 13x more than their counterparts!! Sylvia is a Senior Partner at Hinge Marketing and the head of the company’s A/E/C practice (architecture, engineering, and construction).
In the X's and O's segment with Austin Miles, we will continue our discussion on the basics of VIDEO for your business.
This week, Steven Gaffney is my guest in the Business LockerRoom and we will discuss the foundation of business – effective communication. For two decades, Steven has been the leading expert on the subjects of honesty and communication, helping people understand the costs of withholding information both at work and home.
He has been sought out for everything from developing a focused communication plan, to crisis communications, to improving every day communication flow and coordination across organizations.
Steven is the respected author of five books and publications: “Just Be Honest,” “Honesty Works!” “Honesty Sells,” “Guide to Increasing Communication Flow Up, Down, and Across Your Organization,” and “21 Rules for Delivering Difficult Messages.” His newest book, “Be a Change Champion: 10 Factors for Sustaining the Boom and Avoiding the Bust of Change” is due out later this year.
This week, Townsend Wardlaw – the Sales Transformation Architect – joins me in the Business LockerRoom to discuss lead generation and content marketing. Townsend is not only a leading expert in the field, he is willing to give you all of his secrets (and they are comprehensive!) for FREE! You don’t want to miss this powerhouse session in the Business LockerRoom!
Townsend Wardlaw started his sales career commuting more than an hour each way for the privilege of making more than 120 outbound cold calls every day while working for a regional long distance reseller. He was soon recruited to work for AT&T during the 90’s telecom and internet boom.
With tours of duty at BDM, TRW Technology Services, Lucent, and Avaya, Townsend had his share of large corporations and left a secure job and hefty salary to start his own sales consulting and sales outsourcing company.
This week, Colleen Francis joins me in the Business LockerRoom to discuss her brand new book, Nonstop Sales Boom. Her frank, no-nonsense approach to solving problems and addressing opportunities has made her extremely effective and consistently successful in developing high-performance sales teams.
Colleen has been distinguished as a Certified Sales Professional (C.S.P.), is a past President of the Canadian Association of Professional Speakers and is a member of the Canadian Speaking Hall of Fame. Sales and Marketing Magazine has called Colleen and Engage Selling: one of the top 5 most effective sales training organizations in the market today!
This week, David Long joins me in the Business LockerRoom to discuss his book Built to Lead, and then Robert Terson will step in to teach us how to “sell fearlessly.” It will be an exciting show as both men will talk about reaching the top 10% of their respective areas. David will discuss how to become a Top 10% manager, and Bob will discuss what it takes to become a Top 10% salesperson.David Long
David is the Founder & CEO of MyEmployees, a 25 year-old firm in the Top 1% Worldwide in the Employee Engagement and Recognition industry.
Robert Terson is a master salesman, an author and speaker, and a fantastic sales coach. His recent book, Selling Fearlessly, offers the proverbial “truckload” of wisdom about the noble profession of selling, and is guaranteed to inspire you to be more, do more, and achieve more.
Randy Conley joins me in the Business LockerRoom to discuss leadership, and the importance and value that leaders must place on developing relationships based on trust.
Randy is the Vice President of Client Services and Trust Practice Leader at The Ken Blanchard Companies. In this dual capacity at Blanchard, Randy is responsible for strategic decisions about the design and development of the company’s TrustWorks! curriculum and its implementation in client training and consulting projects.
Trust Across America named him a Top 100 Thought Leader in trustworthy business behavior, and he is a founding member of the Alliance of Trustworthy Business Experts.
Miles Austin also joins me in the LockerRoom to discuss SalesLoft. SalesLoft searches through social profiles on the web to find you the exact prospects you're looking for. Add new prospects with one click. Once you have your list you can start qualifying leads and tracking down new leads.
This week, Mark Hunter and Dan Waldschmidt visit the Business LockerRoom to talk sales and motivation. Both men are highly-regarded thought leaders in the world of sales. Mark just released a new book, Advisor Selling, and Dan recently published his Amazon best-seller, Edgy Conversations.
Mark Hunter started his business as a consultant in 1998 and wrote the book High-Profit Selling: Win the Sale Without Compromising on Price in 2012. Prior to that he spend 18 years in the sales and marketing divisions of three Fortune 100 companies.
Dan and his team help companies all over the world arrive at business-changing breakthrough ideas by moving past outdated conventional wisdom, social peer pressure, and the selfish behaviors that stop them from being high performers.
The Wall Street Journal calls his blog, Edgy Conversations, one of the Top 7 sales blogs anywhere on the internet.
This week, Mark Divine joins me in the Business LockerRoom to discuss leadership and business development from the perspective of a former Navy SEAL commander. Mark’s personal and professional accomplishments are extraordinary: NY Times Best seller, WSJ Best seller and #1 Amazon for books, Ranked the #1 trainee of SEAL BUDS/class number 170, Served 9 years on active duty and 11 years as a Reserve Seal, retiring as Commander in 2011.
In his best-selling book, The Way of the SEAL, you’ll learn to approach your goals in life like a SEAL approaches his or her targets—with the utmost precision and never-fail determination. The Way of the SEAL will act as a practical guide for businesspeople, athletes or anyone who wants to be an elite operator in his or her life, helping you tap into 20x your current perceived ability.
This week, Chester Elton and Gregg Thompson visit the Business LockerRoom to talk leadership. Both men are thought leaders in the field, and both have published highly influential books.
Chester Elton is known as the “apostle of appreciation,” by the Globe and Mail, Canada’s largest newspaper, and “creative and refreshing” by the New York Times, Chester Elton is co-author of several successful leadership books and is an in-demand speaker the world over.
Gregg Thompson is President of Bluepoint Leadership Development, one of the finest leadership training and coaching companies in the world today. He personally coaches many of the most successful executives in the Fortune 100 companies and has worked in 40 countries in nearly every major industry.
This week, Mark Roberge will visit the Business LockerRoom to discuss how he built Hubspot with science AND social selling. Mark is Chief Revenue Officer of HubSpot Inbound Sales Products. Prior to this role, Mark served as HubSpot's SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased revenue over 6,000 percent and expanded the team from 1 to 450 employees. These results placed HubSpot number 33 on the 2011 INC 500 Fastest Growing Companies list. Mark was ranked number 19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference. Miles Austin, the Web Tools Guy, will be along for our regular show segment to talk about Inside View, a tool that purports to deliver the most complete, accurate, and relevant prospect and customer information to increase your sales and marketing productivity. We'll see what Miles thinks!
This week, David Burkus will visit the Business LockerRoom to discuss leadership and innovation in the workplace. Dave has been on the show before and he is a great, great interview. Join us for some great insight into making your company more effective. He is the author of “The Myths of Creativity: The Truth About How Innovative Companies Generate Great Ideas.” He is also the founder and host of LDRLB (pronounced “Leader Lab”), a podcast that shares insights on leadership, innovation, and strategy. He is an assistant professor of management at the College of Business at Oral Roberts University, where he teaches courses on creativity, innovation, entrepreneurship, and organizational behavior. He is also a contributing writer for 99U, Creativity Post, and the Harvard Business Review blog. ALSO, Miles Austin, the “Web Tools Guy,” will be along for our regular show segment to discuss another great online productivity tool called Presentermedia.
Jeff Shore is my guest in the Business LockerRoom this week. We will discuss his brand new book, “Be Bold and Win the Sale,” and his innovative, research-driven and real-world approach to selling that presents a fundamental shift in how to approach the sales process. In a crowded field of sales experts and training programs, Jeff Shore stands out with his research-based “BE BOLD” methodology. Combining his extensive front-line sales experience with the latest Cognitive Behavioral Therapy research, Jeff has created a highly effective, personalized way to reset sales paradigms and deliver industry-leading results. Jeff is the author of Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance.
Also, this week Miles Austin and I continue our discussion on the value of mind-mapping, and Miles will introduce us to two free software platforms you can use: Freemind (for Mac and PC) and MindMeister (for iPad).
Josh Allan Dykstra stops by the Business LockerRoom this week to talk about company culture and the role it plays in the success - or failure - of a company. In addition, we'll look at what it takes to create an organization that doesn't suck. Josh is a co-founder of Strengths Doctors, a consulting firm that helps leaders and entrepreneurs design energizing places to work, and a co-founder of The Work Revolution, a movement that advocates for life-giving work environments.
His articles and ideas have been featured by Fast Company, Forbes, Business Insider, MSN.com, and Under30CEO, and his new book about the changing world of work and thriving in the emerging economy is entitled Igniting the Invisible Tribe: Designing An Organization That Doesn’t Suck.
X’s & O’s (with Miles Austin)
This week, The Web Tools Guy and I will take a hard look at mind-mapping and the variety of software and online tools you can use to make mind-mapping a productive part of your business.
Michael McLaughlin stops by the Business LockerRoom this week to talk about improving sales performance in general, and selling for the professional services firm specifically. He is really, really good. If you're in sales, or part of a professional services firm that needs to improve sales performance, don't miss this interview.
X’s & O’s (with Miles Austin)
This week, Miles will talk about Canva. Canva is a new online tool that makes design simple for everyone. You can create designs for Web or print, including blog graphics, presentations, and much, much more. You will want to see the applications to social media, so make sure you join us!
Todd Schnick is my guest in the Business LockerRoom this week as we talk media, marketing, and sales. Todd has advised hundreds of organizations ranging from tech startups to multi-million dollar organizations. He serves as a marketing, sales, and business strategist. He has published four books, has been a successful writer/blogger since 2008. As a radio show host and producer, he has hosted thousands of business talk shows in his Atlanta studio, over the internet, and on trade show floors across North America. His popular radio shows include Intrepid Radio, Manufacturing Revival Radio, Business in the Morning, The GoodLiving.club, Healthcare Insider, and The Incubator. For more information visit www.toddschnick.com. X’s & O’s (with Miles Austin) This week, Miles will introduce us to Google Hangouts. You don't want to miss this segment - this tool may be a serious game-changer for your business. Check out Miles' latest blog post about video meetings and getting the most out of your sales calls at www.fillthefunnel.com.
Charles is the CEO of Trusted Advisor Associates, a company he founded in 1997. He has an MBA from Harvard and an undergraduate degree in Philosophy from Columbia, and has been consulting since 1976. Charles is the co-author, along with David Maister, of The Trusted Advisor (2000), a book that addresses the components of trust, the process of trust creation, and a series of key trust “tools,” all from the perspective of a professional services firm. He also wrote Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships (2005). X's & O's (with Miles Austin) This week, Miles will introduce us to Haiku Deck, a completely new kind of presentation software. With Haiku Deck, anyone can easily create a flawless presentation that can be projected, shared, posted, embedded on a website or blog, or viewed on any web-enabled device. We are always looking for an edge, something that differentiates us from the pack, so Miles will walk us through this awesome tool and give us some ideas on how and why to use it.
John Spence is my featured guest this week. He joins me in the Business LockerRoom to discuss his essential business strategies for turning ideas into action. “Making the very complex…awesomely simple” is the catch phrase John uses, and, clearly he has been successful in doing so. Since 1994, John has presented workshops, speeches and executive coaching to more than 300 organizations worldwide, and has been a guest lecturer at over 90 colleges and universities across the United States including Harvard, Cornell, Stanford and the Wharton School of Business at the University of Pennsylvania and as a special instructor for the Entrepreneurial Masters Program at MIT. He currently works with high-visibility client like Apple, Microsoft, IBM, Verizon, and AT&T, and he has authored four books, including the recently released Awesomely Simple: Essential Business Strategies for Turning Ideas into Action. At the age of just 26, John Spence was named CEO of an international Rockefeller foundation, overseeing projects in 20 countries and reporting directly to the Chairman of the Board, Winthrop P. Rockefeller III. Three years later Inc. Magazine’s “Zinc Online” recognized him as one of America’s up and coming young business leaders. John has twice been named by Trust Across America as one of the Top 100 Business Thought Leaders in America and has been recognized by that organization on their global list of the top 100 Thought Leaders in the area of “Trustworthy Business Behavior.” X’s and O’s (with Miles Austin) Miles has another great tool to share this week: Toutapp. Learn how this impressive tool can help you accelerate your sales process and give you control over your email you've never had before!
This week, T.A. McCann joins me in the Business LockerRoom to talk marketing, competitive intelligence, and what it takes to be a successful entrepreneur. T.A. McCann is an entrepreneur living and working in Seattle, WA. Did I mention he's an entrepreneur?? He is the founder of Rival IQ, an online tool that we reviewed in the X's and O's segment of our show several weeks ago. Rival IQ is focused on active online marketers who want to get ahead, saving time and delivering key insights about your competitors across their key marketing channels. He is also the founder of Gist.com, a social address book sold to Blackberry in February 2011, as well as three other web-based companies. He is currently on the board of Full Contact and Guidant, and also serves as an active advisor to several start-up companies including Creative Live, Zooppa and EveryMove. He is also an active angel investor, with investments in Creative Live, Inside Social, Everpath, Heapsylon, Skedadle as well as Founders Co-op, FG Angels and SKV. He is always looking for new opportunities! Prior to his start-up activity, T.A. was a professional sailor and competed in 2 America’s Cups (won one, lost one) and the Whitbread Round the World race (now called the Volvo Ocean Race). X's and O's (with Miles Austin) Miles has another great tool queued up this week: Zapier. With all the web-based apps out there, how about one that ties them all together? Miles will give us the 411 on a high-powered tool you need to add to your arsenal!
AGILITY is the new competitive advantage. Today’s sales environment is changing so fast that even the best salespeople are being pushed to the limits. That means that companies and salespeople who respond and adapt more quickly than the competition will forge ahead of the pack. That’s why I’ve invited Jill Konrath into the Business LockerRoom. She is the bestselling author of 2 award-winning books: SNAP Selling (#1 Amazon bestseller) and Selling to Big Companies, a Fortune magazine “must read.” Her newest sales book, AGILE SELLING, released on May 29th is a smash hit. In it, she shows salespeople how to succeed in a constantly changing sales world. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts. Jill and I will discuss the state of today’s business landscape, and she will share the concept of sales “agility” and why it is so critical to selling success. Jill’s clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms. Her newsletters are read by 125,000+ sellers worldwide, and she is frequently published in top business media such as ABC News, Success, Inc., WSJ Start-Up Journal, Entrepreneur, New York Times, Business Journal, Selling Power, Sales & Marketing Management as well as countless online publications and radio shows. Most recently, InsideView named Jill to their list of the 25 Influential Leaders in Sales for the third consecutive year in 2013. X’s & O’s (with Miles Austin) Miles will review yet another powerful social media tool guaranteed to make you more productive - Ofunnel (www.ofunnel.com).
This week's Business LockerRoom show features David Newman of DoIt! Marketing. In my experience, there is only one way to think about David - he is LOCKED and LOADED. So, sit down, buckle up, and get ready for a barrage of business-building ideas! See David's best-selling book, Do-It Marketing: 77 Instant-Action Ideas to Boost Sales, Maximize Profits and Crush Your Competition David has worked inside organizations as the client; he has also worked as a speaker and consultant himself for Fortune 500 companies; and finally, he's helped over 300 speakers, authors, executives and entrepreneurs raise their game and deliver their highest value. He has worked for global professional services firms like Towers Perrin and software maker PeopleSoft (back when they were #6 on Fortune's Best Places to Work list), as well as a 70-person IT consulting firm and a really cool publishing and training company. David has also been privileged to serve in leadership positions at some of the top associations of thinkers, writers and speakers including the National Speakers Association (NSA) and American Society of Training and Development (ASTD).
Since I will be spending the weekend in Chicago, and catching a couple of Cubs' games with my friend, Robert Terson, I have asked him to join me on the show. Bob is a master salesman, an author and speaker, and a fantastic sales coach. Although he claims to be retired, he sure spends a lot of time training, coaching, and encouraging young salespeople. His recent book, Selling Fearlessly, offers the proverbial truckload of wisdom about the noble profession of selling, and is guaranteed to inspire you to be more, do more, and achieve more. Continuing with the Just Do It theme, I'll talk to Bob about what it takes to get it done consistently in the profession of selling in todays' economy.
X's & O's with Miles Austin This week, Miles will review another great online tool that is guaranteed to make you more productive.
In the Business LockerRoom this week, we will discuss selling, sales management, the sales process, and what it takes to create a winning sales playbook with special guest, Anthony Iannarino. He has written daily at The Sales Blog (www.thesalesblog) since 2009 (you can find his May 31 post entitled, The Hustler's Playbook” there). Anthony is the President and Chief Sales officer for SOLUTIONS Staffing, a best-in-class regional staffing service based in Columbus, Ohio, and the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company that helps salespeople and sales organizations improve and reach their full potential. Anthony also works as an adjunct faculty member at Capital University’s School of Management and Leadership, where he teaches Personal Selling in the undergraduate program and Persuasive Marketing and Social Media Marketing in the MBA program. X's & O’s - with Miles Austin This week, Miles will review QuoteRoller, a terrific quote generation, submission, tracking and eSignature tool that helps companies automate much of their quoting process.
This week's Business LockerRoom show features Kevin Daum, Inc. columnist and author of the Amazon #1 best-sellers Video Marketing for Dummies and Roar! Get Heard in the Sales and Marketing Jungle. An Inc. 500 entrepreneur with a more than $1 billion sales and marketing track record, Kevin helps companies communicate in strategic and compelling ways. Kevin is also the Executive Producer of Amilya! on 77WABC New York. I'll get the highlights of Kevin's career, and then we'll talk about his recent Inc. magazine article entitled, The 5 Things Super Lucky People Do.” We will also discuss his fantastic new book (“Roar”) and find out what companies need to do to get heard in the jungle. X's & O's with Miles Austin This week, Miles introduces us to Wisestamp, a great tool for creating and managing your email signatures. This free tool will help your signatures get noticed and also generate a strong uptick in engagement.
I am excited to welcome Tom Ziglar as our guest on June 2, 2014. Now the CEO of Ziglar, Inc., Tom joined the Zig Ziglar Corporation in 1987 and began learning every aspect of the company. He worked his way from the warehouse, to sales, to seminar promotion, and to sales management. Then, in 1996, Tom was named President of Zig Ziglar Corporation. Within six months of assuming the leadership of Ziglar Training Systems, production increased 40 percent. Tom’s mission is to sustain his dad’s legacy. His email signature proudly says, “Tom Ziglar, proud son of Zig Ziglar,” and Tom enthusiastically shares the beliefs of his world-famous father, including this timeless gem: “You can have everything in life you want if you just help enough other people get what they want.”
X’s & O’s Segment: This week, Miles and I will take a look at the outstanding sales tool from 4D Sales. If you sell for a living, this presentation tool has the potential to revolutionize the way you present materials to customers and prospects.
In the Business LockerRoom this week (May 19, 2014), we are joined by Mike Kunkle (@mike_kunkle) of GE Capital. After his initial years on the frontline in sales and sales management, Mike spent the next 19 years as a corporate manager or consultant, leading departments and projects with one purpose – to improve sales results. Today, Mike serves as the Commercial Training & Development Manager for GE Capital’s Equipment Finance platform. Through sales training, organization effectiveness practices, leadership development, and leading change efforts, Mike has delivered results. At one company, as a result of six projects, he and his team delivered an accretive $398MM in revenue, year-over-year. At another, within 9 months, newly-hired sales reps with 120 days on the job were outperforming incumbent reps with 5 years with the company. With Mike’s rich background in sales, I plan to talk with him about “growing sales through a customer focus,” the topic of three of his recent blog posts.
“Xs and Os” Miles Austin, the “Web Tools Guy,” will be along for our regular show segment to discuss a new online productivity tool called “WhoWorksAt” which you can use to discover hidden connections into potential customers. Technology is constantly changing, but Miles finds exactly the right tools that you need to drive your business performance ahead. That, and much more, in the Business LockerRoom, with Kelly Riggs.
This week Kelly talks with Sean Kouplen, President & CEO of Regent Bank, and author of “The Priority Promise.” Sean was a bank president, business owner, Chamber of Commerce president, his university’s national alumni president, an award-winning professor, founder of a thriving nonprofit organization and community church, and Citizen of the Year in his hometown—all by the age of thirty-four. He will join us in the Business LockerRoom to talk about the principles found in his new book. Also, David Burkus will visit us. He is a business professor, and the author of “The Myths of Creativity,” a fantastic new book that helps business leaders with the process of being creative on demand. Learn how you can develop novel, useful ideas that will keep your organization competitive. Xs and Os, Miles Austin, the Web Tools Guy, will be along for our regular show segment to discuss a new online productivity tool. This week we discuss timetrade.com. As usual, Miles finds exactly the right tools that you need to drive your business performance ahead. That, and much more, in the Business LockerRoom, with Kelly Riggs. For more information about the show, visit www.bizlockerroom.com
David Brock will join us in the Business LockerRoom to talk organizational excellence. Dave is recognized as a top thought leader in sales, sales management, and leadership. He is the founder of Partners in Excellence, a consulting and services company that helps clients sharpen their strategies and execution in the areas of business strategy, sales strategy, marketing, product strategy, and more. He speaks frequently on a wide range of business, sales, leadership, and related topics. He has addressed audiences in more than 40 countries around the globe, and is featured in many leading publications, including Selling Power, CEO Express, ThinkSales, Forbes, the Wall Street Journal, and other journals and publications around the world. In the X’s & O’s segment, Miles Austin will talk business productivity and outline a couple of excellent online tools that can make a big difference in your work performance. That, and much more, in the Business LockerRoom, with Kelly Riggs. For more information about the show, visit www.bizlockerroom.com.
This week’s show will feature Jack Malcolm who will be along to discuss B2B selling and the art of persuasive sales presentations. Jack is the author of two books: “Strategic Sales Presentations,” and “Bottom- Line Selling: The Sales Professional’s Guide to Improving Customer Profits. Jack is also the President of Falcon Performance Group, an organization dedicated to the productivity of sales professionals in sales planning, financial and business literacy, and communication skills. His personal areas of expertise include sales, finance and the psychology of personal communication and persuasion.
Miles Austin, the Web Tools Guy will join the Business LockerRoom for his regular segment, Xs and Os, to discuss yet another powerful online productivity tool. Technology is moving faster than you can even imagine, but fortunately Miles wades through it all and finds exactly the right tools that you need to drive your business performance ahead. That, and much more, in the Business LockerRoom, with Kelly Riggs. For more information about the show, visit www.bizlockerroom.com.
This week’s show will feature Terri Langhans. She is the former CEO of a national ad agency and is now the COE—Chief of Everything—at Blah Blah Blah, her speaking and consulting business. Her book, The 7 Marketing Mistakes Every Business Makes & How To Fix Them, is one you can read in about an hour, but it will change the way you go about marketing forever. As Terri likes to say: “The book is a buck a mistake. As a keynote or workshop, it costs more.” Terri will join us in the Business LockerRoom to discuss how to differentiate your business in a new business pitch. We will discuss tips and how-to’s for people who find themselves on the short list and then must have a do-or-die shoot-out.
And Miles Austin, the Web Tools Guy, will be on for the “Xs and Os” segment to discuss an interesting online tool called Rival-IQ. Technology is moving faster than you can imagine, but Miles wades through it all to find exactly the right tools you need to drive your business performance.
That, and much more, in the Business LockerRoom, with Kelly Riggs.
For more information about the show, visit www.bizlockerroom.com.
This week’s show will feature Danny Cahill, who lost 239 pounds to win NBC’s season 8 of The Biggest Loser. More importantly, Danny learned the importance of living with a healthy mental attitude and physical lifestyle. Now recognized as “The Biggest Loser EVER, he will talk about the barriers to overcoming adversity and discuss how the principles of personal transformation can dramatically impact your business.
Robert Klara, feature writer for Adweek will also join the show.
And Miles Austin, the Web Tools Guy will be on for the “Xs and Os” segment to discuss Evernote. Technology is moving faster than you can imagine, but Miles wades through it all to find exactly the right tools you need to drive your business performance.
That, and much more, in the Business LockerRoom, with Kelly Riggs.
For more information about the show, visit www.bizlockerroom.com
This week’s show will feature Dan Waldschmidt, international consultant, renowned blogger, and author of a brand new book called Edgy Conversations. Dan will join us to discuss the book and to provide some unique insights into business success. When Dan says edgy, he isn’t kidding! You won’t want to miss him. Also, Miles Austin, the Web Tools Guy will join us for a regular show segment to discuss a couple of must-have online tools. Technology is moving faster than I can even imagine, but Miles wades through it all and finds exactly the right tools that you need to drive your business performance ahead. That, and much more, in the Business LockerRoom, with Kelly Riggs. For more information about the show, visit www.bizlockerroom.com