Category Archives for "Business Growth"

Featured Interview with Michael Bungay Stanier

Author, Speaker, and Senior Partner of Box of Crayons

Michael Bungay Stanier, author of The Coaching Habit, talks with Bill Ringle about how to strengthen your management effectiveness by giving less advice.
Key points that you’ll learn from this interview:
  • What it means when managers create an environment to stay focused, engaged, and learning as the standard
  • How to avoid being an advice-giving maniac
  • Tactics to get beyond the first answer to a deeper question (which is not the only answer and rarely the best answer)
  • Why your organization will become more productive when there is less of a rush to action
  • What makes up 50% of our waking behavior and rarely gets the attention it deserves

Show Notes

Interview Insights

Click to Read the Show Notes

1:23 Stanier describes how his high school peers’ teenage angst inspired him to begin coaching.

1:51 “The typical thing was we’d go out dancing, or something like that, and on the drive home I’d be sort of listening to somebody in the car…I remember feeling right there at the time going ‘you know what? I am obviously ok with this whole listening thing.”

2:34 “When I went to university one of the things I did was I took a telephone crisis counseling course, so effectively a suicide hotline for teens, and that was my first kind of formal training in this area. So I had a sense of how you might respond when somebody’s struggling.”

3:28 [On transitioning from coaching to training] – “But of course these days I actually don’t do very much coaching anymore myself. My real focus is training managers and leaders to be more effective coaches in their day to day working lives.”

4:20 [On the negative connotations of coaching] – “If you’re getting coaching you’re probably broken, you know you’ve screwed up somehow. You know coaching, it’s just a code word for ‘We’re going to fire you in three months time but we’re going to do this token thing before we get to the year 2000.”

4:37 Stanier discusses Daniel Goleman’s HBR article about Emotional Intelligence: Leadership Against Results.

5:00 “You can identify coaching as a style of leadership but [Goleman] said you know even though it really has a great job driving engagement and driving kind of cultural change and driving even bottom-line success, it’s perceived as taking too long and too much effort for it to be a much used leadership style.”

5:24 [On the importance of engaging employees with meaningful work] “What I’ve noticed over the time is that the focus now has turned into: ‘We know that we need to keep our people focused on the stuff that matters and we need to keep people engaged so that they’re doing work that’s meaningful for them.”

6:40 [On John Whitmore’s view of Coaching] – “Its not you unlocking a potential but helping others unlock their own potential and then [Whitmore] says it’s about helping people learn rather than teaching them.”

6:53 Stanier discusses the key distinction between teaching someone and helping them learn.

7:10 [On what really helps people learn] – “Helping them learn is when you help them make their own connections and that’s when new neural pathways kind of happen in the brain that’s when people with potential and capacity and self sufficiency all increase.”

8:11 Stanier’s tools for leaders in helping their employees get to the next level.

8:19 [On the benefits of offering curiosity] “[The tool] to make your life more effective is to give a little less advice and to offer up a little more curiosity.”

9:07 [The focus question] – “The focus question acknowledges that in many organizations people are very busily, very creatively, with best of intentions coming up with answers to solve the wrong problems.”

9:26: “The focus question is about helping slow down the rush to action and actually spend time trying to figure out what the real challenge might be. So what is that question? Well it’s pretty simple: it’s simply to ask, ‘What’s the real challenge here for you?”

10:43 [On persisting with the focus question] – “If we stick with that question for a little bit you’re going to find you’ve got better focus on what really needs to be done, but you’re also going to walk away with some insight as to how you’re part of the issue and what you need to do to overcome your own challenges so that you can better answer this problem that’s in front of you.”

12:05 How asking your people the right questions can help them change their behavior.

12:37 [On the benefits of employees taking ownership] – “It’s a very sweet thing when, actually, the person you’re working with understands what’s happening as well as you do because it makes the system even more effective and more efficient.”

13:08 Stanier discusses his company Box of Crayons and its role in managerial training.

13:42: [On why most training programs don’t work] – “Most training programs don’t think hard enough about the behavior change that’s required. How do you shift from new insights into new actions? How do you help people do things differently when they walk out the door? But the other key sites where these things fall short in my opinion is that they’re often, I would say, non-strategic; meaning there’s a kind of ad-hoc ‘let’s just throw some training at people and hope that works.’

14:32: How a Canadian company upped their bench strength for better problem solving.

15:42: The best coaching question in the world.

16:38 “The first answer somebody gives you is never the only answer, and it’s rarely the best answer.”

16:59: [On the importance of slowing down] – “The other thing we’re trying to achieve is a
little less rush to action just slow down the action a little bit so that when you move you move more effectively and more efficiently.

17:55 [On the benefits of strategic laziness for managers] “We actually want people to be lazy so that they’re better able to coach the other person. The other person gets to do the work and gets the benefit of the learning, increasing their own capacity, increasing their own potential.”

18:13: “[If] manager finds him or herself working too hard the focus is probably back on them providing [their employees] with the solution rather than helping develop and cultivate the kind of thinking that will make them a more valuable asset within the company.”

19:18 [On helping people use the tools Box of Crayons provides] – “if there’s one thing at the very heart of it all…it’s about teaching people how to build new habits because habits are the building blocks of our behavior.”

19:38 “At least 50% of our waking behavior is purely habitual.”

20:08 Best of the available information concerning habit building.

20:36 The three parts of Stanier’s new habit forming formula.

21:41 [On asking instead of telling] – “Asking a question always takes less than a minute.”

23:17 [On the practical nature of the formula] – “It’s not mystical you don’t have to go up on a retreat you don’t have to sacrifice a small animal, you don’t have to entire a life coach or do anything like that. It’s really practical it feels like this is accessible to anybody.”

23:31 The difficulty of forming new habits to replace old ones.

25:24 “There’s definitely a role for [managers] to play to support and encourage and
help and hold accountable and check in with people, but I wouldn’t write their habits for them…nobody wins from that.”

26:17 “If you’ve got the discipline and the courage and the willingness to be in service to the people who you lead and influence, then you’ll have that greater commitment to be able to. in the moment, be more coach like – which is where the power lies.”

26:53 The characteristics of organizations who are ready to adopt behavioral change.

27:30 “If you were a culture which is massively disengaged, where people have kind of opted out, then this behavior change won’t in itself be sufficient to shift things.”

28:15 Stanier discusses the process of writing the book, and how hiring an editing “coach” helped him create the best version of it.

31:05 “I’m not saying never give anybody any advice ever again, I’m just saying slow down the rush to [give] advice until you really know what the challenge is.”

32:42 “Often advice creates resistance so the very help that you’re offering…it really creates a breakdown in trust and influence when you go for authority first rather than truly looking to understand a problem.”

33:08 [On Edgar Schein’s Helping] “The more you try and thrust help upon people the more you create resistance.”

33:53 The research process for the books – testing with real people.

35:30 The miracle question.

36:08 “I don’t imagine it being 10% better, I imagine it being 10x better.”

36:46 [On the most powerful question: What do you want?] “Once people are clear on what they want that’s actually a strong foundation for some really interesting action.”

37:10 [On the lazy question] – ‘It’s a bit of a paradox of a title because the question is, ‘How can I help?’ And when people hear that they go, ‘That doesn’t sound like a lazy question at all that sounds like it’s more work for me…but [the lazy question] forces them to make an explicit request rather than an implied request.”

37:54 Why explicit requests are far better than implied requests.

41:00 The importance of being clear of what you want in your own mind before asking for it.

Expert Bio

Michael founded Box of Crayons, a company that helps organizations all over the world do less Good Work and more Great Work. The Box of Crayons company is well known for their coaching programs thats help time-crunched managers coach in 10 minutes or less.

Michael left Australia 22 years ago to be a Rhodes Scholar at Oxford University, where he fell in love with a Canadian and explains why he now lives in Toronto. He is the author of Do More Great Work, which has sold over 100,000 copies, and several other books, including his most recent, The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever.

For more information, visit Michael’s website.

Contact Info for Michael Bungay Stanier

Web address: http://www.boxofcrayons.biz

Travels from: Toronto, ON

Phone: (416) 532-1322

Contact:

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Resources Mentioned by Michael Bungay Stanier:

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Additional Resources:

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Steven-Snyder

Featured Interview with Steven Snyder

Founder, Management Expert and Author

Orono, MN

Listen to this interview to learn:

  • How consulting offers a post-graduate education in business.
  • Details about the what leaders find in common while advancing their business goals: change, tension points, and feeling off-balance at times.
  • The importance and value of embracing one’s own struggle story as a way to greater authenticity, clarity, and power.
  • When success can make a lousy teacher.
  • Different types of blind spots that leaders typically face.
  • How working to solve the wrong problem can be corrected.

Expert Bio

Steven Snyder is the founder and managing director of Snyder Leadership Group.

Snyder joined Microsoft in 1983, when the company was in its infancy. His work there, praised by Bill Gates, secured the relationship with IBM during a crucial stage in Microsoft’s growth and helped shape the history of the personal computer industry. Promoted as Microsoft’s first business unit general manager, Snyder led the company’s Development Tool business, where his team won PC Magazine’s Technical Excellence Award on three occasions.

In 1996, Snyder co-founded Net Perceptions, where he commercialized “collaborative filtering” – a technology that enables the real-time personalized recommendations that have become central to the online shopping experience. This groundbreaking work won Snyder the first-ever World Technology Award for Commerce in 1999 for “contributing to the advance of emerging technologies for the benefit of business and society.”

Snyder holds an MBA from the Harvard Business School, where he was a Baker Scholar, and a Ph.D. in psychology from the University of Minnesota.

Leadership and the Art of Struggle is his first book.

For more information, visit Steven’s website.

Contact Info for Steven Snyder

Web address: Snyderleadership.com

Travels From: Orono, MN

Contact:

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Books by Steven Snyder:

 Leadership Steven Snyder

 

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Elaine Pofeldt

Featured Interview with Elaine Pofeldt

Independent journalist specializing in careers and entrepreneurship

New York, NY

Listen to this interview to learn:

  • Keys to building great relationships with clients
  • How the criteria you use for evaluating opportunities change as you change your business vision
  • The central role of courage for succeeding as an entrepreneur
  • How trusting your observations and taking action lead to success
  • Important networking advice for corporate managers and leaders

Expert Bio

Elaine Pofeldt is an independent journalist who specializes in writing about careers and entrepreneurship. When she was a senior editor at Fortune Small Business magazine, she was twice nominated for the National Magazine Award for her feature stories.

She went freelance in October 2007 and has since written for publications including Fortune Money Forbes and a variety of other print and online publications. At Crain’s New York Business, she is a contributing editor, focused on the weekly’s small business coverage. She writes a how-to column and one on startups, called Startup Scene. At Fortune, she writes a column called David vs. Goliath, looking at small companies that are taking on giant competitors.

Having built traffic Fortune Small Business Online from a fledgling site to one with 2 million to 5 million page views a month, she frequently draws on her experience to help clients improve their online presence. She also founded Fortune Small Business’s national Business Plan Competition and ran it for 5 years.

For more information, visit Elaine’s website.

Contact Info for Elaine Pofeldt

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Mark-Levy

Featured Interview with Mark Levy

Author, Writer, Founder of Levy Innovation, and Magic Illusion Designer

Listen to this interview to learn:

  • How one consultant’s business went from earning from about $1800 to over $ 100,000 each month.
  • Where Mark learned to differentiate products.
  • The single most important thing a business can do to have others seek them out for business.
  • What one consultant did to become #2 best-selling author on 800-CEO-Read.
  • How Jerry Garcia compares the Grateful Dead to licorice to help him think about marketing.
  • The “mentoring perspective” and how it helps stripe away generalizations and hyperbole.
  • What free writing can do for your business.
  • The importance of immersing yourself in reading.

Interview Insights

Click to Read the Show Notes

1:22 [On what it means to be a positioning expert] “[A positioning expert/consultant is the one who finds] in a business the big, sexy idea of what that business should be about. The thing that people are going to talk about, the differentiated point…and bring that to the fore of the business  so it comes through loud and clear.”

2:14 The story of Bill Treasurer, aka Captain Inferno, and his career evolution from stunt performer with a fear of heights to management consultant to courage builder.

4:32 [On Bill Treasurer’s Big Sexy Idea] “All of Bill’s workshops, all of his keynotes, all of his consulting, all of his material started to revolve around ways of driving fear out of the workplace.”

6:00 Levy describes his early days in the publishing field.

6:55 “The interesting thing in the field I came from, the books I had were identical to the books my competitors had, and identical to the ones my customers had…I had to bring ways of making my product stand out from other people’s products.”

7:57 “After I left the book field, I just took that knowledge of how to sum up what the story was behind something, and whether it should be sold or not, with me.”

8:13 “So it’s like, here’s your compelling idea, here’s what you need to go to market with it.”

8:52 How spotting a trend and taking a risk in the publishing industry helped Mark win over one of his best clients.

10:15 [On taking the leap from publishing to his current career] “I remember that someone hired me to write a book with him, and that gave me the courage to jettison this career…I didn’t leave my work to go to nothing, I had one big client.”

12:04 How attending conferences, and speaking at conferences, helped Mark to jumpstart his “point of differentiation” consulting business.

12:46 “What’s your big idea? And how do you write about this big idea?”

13:19 [Common obstacles and blindspots] – “When people come to me they often think they want to be differentiated, they think they want to stand out, but they don’t really. In order to stand out, you have to have a very specific message, but it has to be for a very specific audience. People are often scared to choose who it is their speaking to.”

14:30 “You have to talk to an audience in such a clear way about their problems and their vision and their worldview, and you have to talk about it with such precision. You can’t use the same language and the same ideas for everyone that you’re speaking to. It’s just not going to resonate.”

14:40 [On narrowing your focus] “It seems counterintuitive, but again, because you can’t reach everyone…you just have to be accepting that way to success is to narrow rather than to expand.”

16:11 How Mark helped Sales Training Consultant Lisa Earl McCloud narrow her focus and harness the power of her big idea to have more success in her field.

18:19 “You have to get narrower if you want to get bigger.”

19:16 Mark explains the benefits of targeting subgroups within larger groups.

19:55 [Paraphrasing Jerry Garcia] “The Grateful Dead is like licorice, now some people out there hate licorice, but the people who love licorice, really love licorice. So you find the people who really love licorice, and give them licorice.”

20:54 [On Why People Hire Mark] – “If people knew what their big sexy idea was, they would already be using it. They wouldn’t need to hire me.”

21:38 “[On finding the big sexy idea] –  “I instantly assume that whatever their directly saying is not working to the extent that it should be. So what I need to do when I’m working with them is I question them from such a variety of angles…I try to take back door routes to get them to be more honest about what they’re actually saying.”

22:38 The one question Mark asks people to get them to realize their true focus.

24:20 [On why facts are more compelling than hyperbole] “I say to them, ‘Look, I believe your service is remarkable, you even use the word remarkable, what would I see if I watched you delivering this remarkable service? What would I actually see you doing.”

26:57 [On spotting trends in your own business] “I didn’t come up with a claim and find ways of justifying it. I dispassionately looked over my business and asked what are all the ways I’m helping customers?”

28:08 How Mark’s book Accidental Genius helps readers use free writing to take off the limits of their thinking.

30:26 [On the extensive reach of Accidental Genius] “I can’t be everywhere in the world, but the book gets to places I don’t know about and acts as an emissary for me.”

31:01 How Mark uses free writing to stay productive in the midst of a busy schedule.

33:55 [On the importance of varying your inputs and also being immersed in your field] – “It’s very hard to create in a vacuum.”

Expert Bio

Mark Levy is the founder of Levy Innovation LLC, a positioning firm that helps consultants, authors, and other thought leaders increase their fees by up to 2,000%.

  • Marshall Goldsmith, named by the London Times as one of the 50 most influential management thinkers in the world, says “Mark helped me understand who I am, establish my brand, and communicate my brand to the world.”
  • David Meerman Scott, who authored the biggest-selling social media book ever written, calls Mark “a positioning guru extraordinaire.”
  • TED speaker, Simon Sinek, says, “Mark helped me find my why.”
  • Fast Company “Expert Blogger” Cali Yost says: “Mark helped me rethink my entire business in a day. He’s a miracle worker.”

Before devoting his work fulltime to Levy Innovation, Mark served as Chief Marketing Officer at an Inc. 5000 experiential branding organization whose clients include Bank of America, Samsung, Time Warner, Tivo, and Harvard and Stanford Universities.

Mark has written for the New York Times, and has written or co-created five books. His latest book, “Accidental Genius: Using Writing to Generate Your Best Ideas, Insight, and Content,” has been published in eleven languages.

Mark has also taught research writing at Rutgers University.

In addition to being a positioning consultant, Mark creates magic tricks and shows. His work has been performed in Carnegie Hall and Las Vegas, and on all the major TV networks. He also co-created the off-Broadway show, “Chamber Magic,” which has played for twelve years, and is the longest-running one-person show in New York City.

For more information, visit Mark’s website.

Contact Info for Mark Levy

Web address: levyinnovation.com

Travels From: Clinton, NJ

Follow Mark:

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Books by Mark Levy:

Additional Resources Mentioned 

Bill Treasurer’s Courageous Leadership

Lisa McCloud’s Selling with Noble Purpose

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gerald chertavian

Featured Interview with Gerald Chertavian

Author, Founder/CEO Year Up

Boston, MA

Listen to this interview to learn:

  • What he is doing to redefine who is talented.
  • Why you should never “let them see you sweat.”
  • How sensitivity and respect lead to opportunity.
  • What skills companies are in demand of and how we can give those skills to America’s young adults.
  • That turning your avocation into your vocation is possible.

Expert Bio

Gerald Chertavian is dedicated to closing the opportunity divide that exists in our nation. To that end, he founded Year Up in 2000 and subsequently wrote the book A Year Up: How a Pioneering Program Teaches Young Adults Real Skills for Real Jobs-With Real Success.

Year Up is one of the fastest growing non-profits in the nation. It has been recognized by Fast Company and The Monitor Group as one of the top 25 organizations using business excellence to engineer social change. Gerald himself is the recipient of the 2003 Social Entrepreneurship Award by the Manhattan Institute and the 2005 Freedom House Archie R. Williams, Jr. Technology Award. In 2006, Gerald was elected as a Fellow with the Ashoka Global Fellowship of social entrepreneurs, and in 2008, he was appointed by Massachusetts’ Governor Deval Patrick to serve on the MA State Board of Elementary and Secondary Education.

Gerald began his career on Wall Street as an officer of the Chemical Banking Corporation. Following graduate school he co-founded Conduit Communications and fostered its growth to more than $20M in annual revenues and more than 130 employees in London, Amsterdam, New York and Boston. From 1993 to 1998, Conduit ranked as one of the UK’s fastest growing companies. Following the sale of Conduit to i-Cube in 1999, Gerald turned his full attention to opportunities for others.

For more information, visit Gerald’s blog.

Contact Info for Gerald Chertavian

Web address: TheOpportunityMovement.com

Travels From: Boston, MA

Follow Gerald:

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Books by Gerald Chertavian

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Victor-Hwang

Featured Interview with Victor Hwang

CEO, Co-Founder, and Author

Silicon Valley, CA

Listen to this interview to learn:

  • Why some places thrive and others struggle with comparable levels of talent pool and opportunity.
  • What is a trust network and why it matters.
  • The surprising key to an innovative ecosystem
  • A simple belief to cultivate that makes an ecosystem sustainable

Expert Bio

Victor Hwang is CEO, co-founder and Managing Director of T2 Venture Capital, a Silicon Valley venture firm that builds startup companies and the ecosystems that grow them. T2VC mentors and invests in innovative companies with breakthrough technologies. But unlike any other firm of its kind, T2VC also leverages the practical knowhow of company-building todesign innovation ecosystems around the world. This expertise includes capital formation, innovation policy, and entrepreneurial development for partners such as the World Bank, USAID, and numerous governments and corporations.

Victor is primary co-author of the book The Rainforest: The Secret to Building the Next Silicon Valley (Regenwald, 2012), which explains how society can foster innovative economies.  The book has been praised as “an insightful, forward-thinking assessment of what makes Silicon Valley tick” (Kirkus Reviews) and “a detailed analysis of the power of environment on startup success” (Forbes).  Victor is author of the follow-up book, The Rainforest Blueprint: How to Design Your Own Silicon Valley (Regenwald, 2013), a short, full-color, lively do-it-yourself guide to catalyze innovation in any company, organization, or region. Victor is also a contributing columnist to Forbes magazine, where he authors the blog Riffs from the Rainforest. He has also written for The Wall Street Journal, TechCrunch, and Entrepreneur.

Victor graduated from Harvard University with an A.B. with Honors, studying Government plus additional studies in Computer Science, Computer Architecture, and Operating Systems Design. He graduated from the Law School of the University of Chicago with a J.D. He was appointed as a Law Clerk in the General Counsel’s office of the U.S. Agency for International Development in 1997 and served in national politics from 1995 to 1997.

For more information, visit Victor’s website.

Contact Info for Victor Hwang

Web address: Innovation Rainforest

Travels From: Silicon Valley, CA

Follow Victor
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Books by Victor Hwang:

The Rainforest 

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Dave-logan

Interview with Dave Logan

Co-Founder and Senior Partner of Culture Sync, Author New York, NY

Listen to this interview to learn:

  • What’s easy vs. important.
  • What to do if something unexpected comes along. 
Play

Expert Bio

Dave Logan studies how people communicate within a company — and how to harness our natural gifts to make change within organizations. He looks at emerging patterns of corporate leadership, organizational transformation, generational differences in the workplace, and team building for high-potential managers and executives.

He’s the co-founder and senior partner at CultureSync, a management consulting firm, and works with Fortune 500 companies, governments, and nonprofits. Much of CultureSync’s work is derived from a ten-year study of over 24,000 people published at Tribal Leadership (2008), which shows how organizational culture evolves over time and how leaders can nudge it forward.

For more information, view Dave on CultureSync.net

Contact Info for Dave Logan

Web address: CultureSync.net

Follow Dave: Twitter linkedin facebook

 Books by Dave Logan

tribal-leadership

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Michael Stanier

Featured Interview with Michael Bungay Stanier

Author, Speaker, and Senior Partner of Box of Crayons

Toronto, Canada

Michael Bungay Stanier talks with Bill Ringle about practical ways to do more great work instead of only good work.

Listen to this interview to learn:

  • The importance of structuring training that includes objectives for employee self-sufficiency
  • Understand what it means to great work vs. good work
  • Criteria for asking great questions
  • What effective coaching most resembles
  • How to overcome “hacking your own productivity systems”
  • When it makes sense NOT to coach as a manager

Expert Bio

Michael Bungay Stanier is the Senior Partner of Box of Crayons, a company that helps organizations do less Good Work and more Great Work. On the way to founding Box of Crayons ten years ago, Michael lived in Australia, England, the US and now Canada. As an innovation expert he helped invent new products and services, and as a change management consultant he supported companies as they evolved.

He’s written a number of books, the best known of which are Do More Great Work and the philanthropic project End Malaria; created a series of short internet videos, such as The Eight Irresistible Principles of Fun; and designed a wide range of training programs that are being used around the world.

He was the first Canadian Coach of the Year and a Rhodes Scholar. An internationally acclaimed professional keynote speaker, Michael is a popular speaker at business and coaching conferences around the world, including International Coaching Federation conferences, the OD Network, the International Association of Facilitators, CSTD and SHRM. He’s also Thinker in Residence at Knowledge Blocks, a resource for readers of business books. He’s been the Creativity Coach for David Allen’s Getting Things Done online community.

For more information, visit Michael’s website.

Contact Info for Michael Bungay Stanier

Business Phone: 416-532-1322

Web address: BoxofCrayons.biz

Travels From: Toronto, Canada

Follow Michael:

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Books by Michael Bungay Stanier

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mike figliuolo2

Featured Interview with Mike Figliuolo

Managing Director of thoughtLEADERS, LLC

Dublin, OH

In this interview, Mike Figliuolo discusses the components help good managers become great leaders, and why the focus of leaders should always be on the people they’re leading. 

Listen to this interview to learn:

  • The distinction between managing and leading, advocated by Admiral Grace Mary Hopper
  • Stages to building a profitable, scalable training company
  • What leaders did to deepen trust and improve communications at a Fortune 100 company
  • Why boundaries are so elusive for leaders and how to make them work better
  • The mindset needed to grow your company in a short period of time

Interview Insights

Click to Read the Show Notes

1:12 How Figliuolo’s experiences at WestPoint launched him into a career in leadership.

2:52 “I think the biggest realization in terms of people leadership is getting to know people as individuals and treating them that way.”

3:23 “To lead [people] effectively you couldn’t treat them like a cog in the machine, you needed to understand who they were, what motivated them, who inspired them in order to get the best out of them.”

4:47 “I say to them, ‘Tell me what you’re spending your time on,’ and invariably a lot of that time is spent in meetings, on email, on powerpoint, or in excel. The question I then ask is, ‘Help me understand how replying to e-mails and clearing out your inbox is more important and more impactful than sitting down with a member of your team for ten minutes or fifteen minutes trying to figure out what they’re working on or what they care about.”

5:50 [On the biggest myths in leadership] – “We confuse management and leadership.”

6:22 [Paraphrasing Admiral Grace Mary Hopper] – “You manage things and you lead people.”

7:07 “If you didn’t understand your people and you burn them out in the process and your people felt like you didn’t care about them as you got all these things done and managed well, I would think that you’re not really a good leader, you’re a poor one.”

7:24 “The best leaders I know are the ones who do both. To be a great leader you also have to be a really good manager.”

8:08 The importance of giving people room to make mistakes, and also to stand up for them.

9:20 [On Figliuolo’s Ideal Client] – “Most of our clients tend to be large corporations, Fortune 1000’s types of organizations, because we spend a lot of time with their executives as well as their learning development professionals.”

10:06 [On problem-solving communication issues] – “We tend to go in and teach people a method for being clearer, being more succinct, and being more impactful.”

11:00 [On decision-making issues] – “We all see the analysis paralysis which can grip an organization, and we help them understand how they can make decisions more quickly, how can they reduce the risk in the decisions they’re making, and how can they break that gridlock.”

11:45 “The reason I built the course was: I was seeing a lot of folks who were spending more time managing than they were leading, and I was seeing some confusion around that. I was seeing folks miss major aspects of leadership, which were causing major problems.”

12:55 What leaders did to deepen trust and improve communications at a Fortune 100 company.

13:05 “When people really understood a lot better what drove the other members of the team, you could see the connections happening in the classroom.”

14:30 [On leadership skills] – “One thing that I see as a need is being able to let go and give people space.”

15:17 “As companies grow, we might outgrow our leaders. And the very mature organizations I’ve seen and the successful ones I’ve seen have a recognition of: we need that next level of talent and how do we get there?”

16:05 “I think the role of that senior executive is really setting that direction first and foremost, because the pressing needs of the daily operations tend to pull us down and we focus on the minutiae in front of us.”

16:55 “You have plenty of people on your team who can solve those day to operational issues, but you have very few people on your team who are doing that longer range look at where you’re taking the organization.”

17:36 “One of the reasons we don’t have balance in our work or in our lives is that we don’t set those boundaries, we don’t think about them. Or even if we do think about them we don’t always articulate them to the people around us and share what those boundaries are.”

20:09 [On the Leadership Maxim] – “It’s that individuals responsibility to spend that time reflecting and being introspective on what is important.”

20:55 Why it’s important for employees to talk to leaders to ascertain how to be better aligned with the company’s goals, and why leaders should create space for these conversations to happen.

21:45 “If you don’t know what motivates and inspires your people, it’s really hard to motivate and inspire them.”

22:39 “Once you understand what that person wants, you’re better able to get that higher performance out of them, because you have an understanding of what’s important to them.”

23:08 [Challenges of owning your own company] – “You are fully responsible for the success or failure of your organization as an entrepreneur. I like to say, ‘If I don’t sell, I don’t eat.’”

23:50 [On benefits of owning your own company] – “When your organization is extremely successful, you know it’s because of all of your hard work, and there’s a direct correlation between the input and the output of the organization.”

24:31 [On letting go] – “If I send one of these senior people out, I need to be comfortable that they’re going to conduct the training in a manner that’s most effective for them.”

26:15 Figliuolo’s path from part time consultant to full time entrepreneur.

28:09 How Figliuolo is inspired by his clients.

29:02 “We get to ask ourselves, ‘Is what we’re building and delivering meeting the needs, meeting the latest challenges of our clients?’”

30:23 “We’re always trying to make that what we’re delivering is going to help the organization at a broader level.”

31:00 What Figliuolo looks at to gauge progress in his organization.

Expert Bio

Mike Figliuolo is the Managing Director of thoughtLEADERS, LLC, which he founded because he believes practitioners make the best instructors and because he has a passion for people development and organizational improvement. Mike’s book, One Piece of Paper: The Simple Approach to Powerful, Personal Leadership, is designed to help leaders define who they are and what their personal leadership philosophy is.

Before founding thoughtLEADERS, Mike was a United States Army Officer, a management consultant at McKinsey and Company, Group Manager at Capital One Financial, and Vice President of Strategic Planning at The Scotts Miracle-Gro Company. He was named the Columbus, Ohio Small Business Leader of the Year for 2010 by the Columbus Chamber of Commerce and Business First.

For more information, visit Mike’s website.

 

Contact Info for Mike Figliuolo

Business Phone: 804-241-9757

Web address: ThoughtLeadersLLC.com

Travels From: Columbus, OH

Follow Mike:
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Books by Mike Figliuolo

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michael tchong

Featured Interview with Michael Tchong

Listen to this interview to learn:

  • Where Michael began his career
  • Why analytics will become increasingly important to companies in planning
  • The Ubertrends of multitasking and control freak that technology has created
  • What to look for in global competition
  • How it is smart to use the technology you write about for clients to gain an advantage in your own business
  • Favorite sources to study to learn about Ubertrends in society, technology, and global business

Michael Tchong talks with Bill Ringle about Ubertrends and how they are shaping our business opportunities and personal lives.

Change Agent and Founder of Social Revolution

San Francisco, CA

Expert Bio

Michael Tchong is an innovation specialist, change agent, entrepreneur, and speaker. He is the founder of five startups, including MacWEEK and ICONOCAST, and has pioneered ventures in desktop publishing, personal information management, internet analytics, and online marketing. His latest startup is Social Revolution®, which aims to reinvent America by crowdsourcing innovative solutions.

As a speaker, Michael uses his knowledge of marketing, media and technology to help audiences better grasp how massive waves, which he calls “Ubertrends,” are reshaping society, as well as the opportunities and innovations these Ubertrends propel. His ability to identify emerging trends was refined at such prestigious ad agencies as DDB and Chiat/Day. He is the author of Social Engagement Marketing, an easy-to-navigate guide to the world of social media.

For more information, visit Michael’s website.

Contact Info for Michael Tchong

Web address: MichaelTchong.com

Web address: ubercool.com

Travels From: San Francisco, CA

Follow Michael:

Twitter LinkedIn Facebook

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Doug Conant2

Featured Interview with Doug Conant

CEO of ConantLeadership and former CEO of Campbell Soup Co.

Philadelphia, PA

Listen to this interview to learn:

  • How getting fired can lead to new and better opportunities
  • What it means to “turn the coin over” when presented with a problem
  • The two top qualities of mind that set exceptional leaders apart from well-intentioned leaders
  • How you can use the criteria to win in the marketplace in your own business
  • What resulted from combining the social agenda with the value agenda at Cambell’s Soup for employees and other stakeholders

Interview Insights

Click to Read the Show Notes

1:12 Where Conant started his career, moving from Kellogg in Chicago to General Mills in Minnesota.

2:05 [On how to get things done] – “I learned very early on that most of the people I worked with had full lives. If they were going to be helpful to me, I generally needed to be helpful to them.”

2:53 How getting fired from General Mills played a pivotal role in Conant’s career, and how meeting executive outplacement counselor Neil McKenna helped get Conant made the difference in getting him back on his feet.

4:45 “It reaffirmed for me the importance of just trying to be helpful, to be helpful in a thoughtful caring way, with intentionality to move the enterprise forward.”

5:27 [Lessons learned: The Importance of Empathy] – “My first thought was one of betrayal and devastation, I had given everything to this company for nine years, and I felt it was incredibly insensitive the way it was handled. And that was a good thing too because I’ve had to make tough calls too, but I’ve made them in a caring way.”

6:45 Turning the coin over after devastating news.

8:09 [Paraphrasing Louis L’Amour on Perseverance] –  “He never knew when he was licked, so he never was.”

9:37 “Great things are having powerful incremental impacts in the moment with people.”

10:21 “Life is just a sequence of interactions. And if I’m really alert and thinking abundantly I find that I can be helpful in those small interactions, and cumulatively over time, I develop enormous credibility, which Stephen Covey might call a very positive emotional bank account with people. And as we build the emotional bank account up, it’s amazing what we find we are able to do collectively and individually.”

11:01 “It’s about making it personal. People are either at work or thinking about work, more than anything else they do, including spending time with their families. I think we sort of have to honor that as sacred ground, their work, and I think we have to take it personally.”

11:19 “I have found that if I make it personal and it I lean into creating a personally fulfilling work experience for people, they lean into the agenda of the company in a more personal and committed way.”

11:41 “Make it personal, be alert to the moment – be helpful in the moment, are two of the foundational ideas that I have…The third one would be that leadership, ultimately, it starts with personal leadership and getting comfortable with the things you can control.”

12:20 “If you really want to be good at leadership, my observation is that you have to treat it as a mastery model. You have to apprentice at it, you have to work at it, you have study it, you have to be thoughtful about it, you have to think through your philosophy of how you want to walk in the world and how you want to lead.”

13:06 “I take issue, for the most part, with this concept of born leaders. Some leaders have a capacity to lead at a certain level that may be above average, but to be great I guarantee you they all work at at.”

13:17 Jack Welch’s leadership work ethic.

14:14 Some of the problems Campbell’s faced internally and externally before Conant took leadership in the company.

16:33 “We were overpraising and under delivering and making bad decisions to patch up the performance.”

18:29 Conant lists the four criteria you need to win in the marketplace.

21:01 [On challenges in taking over leadership at Campbell’s] – “It literally took a few years to get the kind of traction we needed and get the company on solid footing.”

23:04 “I was going to bed thinking about all of the things we needed to do 365 days a year for the first three years.”

23:45 “Employees are not mind readers. You need to tell them what’s expected and how to expected to deliver that performance.”

24:25 “The more clear we could be, the more accessible the whole came to every employee.”

24:34 How Conant used the “Balanced Scorecard” create clarity and direction for employees.

25:50 “The single most important thing in any of these organizations is employee engagement.”

26:32 “I have found over time that if I just focus on the people, the people take care of the business. But if you have to put one over the other, you put the people first.”

27:02 The Campbell Success Model – metrics for management.

29:14 The Boston College reputation institute.

30:17 [Campbell’s success model] – “Winning in the workplace, winning in the marketplace, winning in the community, and winning with integrity.”

30:59 “It helps to have metrics, it helps to create focus for the organization that says, at a high level, this is what we stand for as a company.”

32:04 “The more engaged people can become in the work of the enterprise, the better you’ll do.”

32:15 Four things which drive employee engagement.

33:15 “Driving an aggressive social agenda, while we were driving an aggressive economic value creation agenda was very synergistic. Because we were saying, ‘Here’s how you can leave a legacy of contribution through your work that transcends your ordinary work experience while you’re making a living, while you’re feeling valued, and while you’re learning.”

33:44 “The more we leaned into building a better world, the more engaged our employees got, and the better we performed in the marketplace.”

35:14 “I think the challenge in the next decade is going to be for corporations to build this intuitively obvious practice more into the fabric of how they run their companies.”

36:01 Examples of companies building a better world by building better companies.

37:11 “All organizations aspire to be relevant in the world, to certainly create economic value, but they also are committed to enduring success. All leaders want to be associated with enduring success. And they see the value in being good citizens.”

38:12 “It’s important that once you declare yourself, you deliver on it.”

39:24 What Conant reads for inspiration.

Expert Bio

Doug Conant is the founder and CEO of ConantLeadership, which is dedicated to helping improve the quality of leadership in the 21st century. He is passionate about employee engagement and firmly believes in the importance of coming up with your own leadership model.

Doug was appointed President and CEO of Campbell Soup Company in 2001. Under his leadership, Campbell reversed a precipitous decline in market value and employee engagement; the company has won many recognitions since, including the prestigious 2010 Catalyst Award. When Doug retired in 2011, he received the American Society of Training and Development (ASTD) 2011 Champion of Workplace Learning and Performance Award.

Doug joined Campbell with 25 years of experience from three of the world’s leading food companies: General Mills, Kraft and Nabisco. He began his career in 1976 in marketing at General Mills. After 10 years, he moved to Kraft where he held top management positions in marketing and strategy. Immediately prior to coming to Campbell, he was President of the $3.5 billion Nabisco Foods Company where he led his team to improved marketplace performance and five consecutive years of double-digit earnings growth.

During his tenure at Campbell, Doug established the Campbell CEO Institute to train the company’s future leaders and ensure that the company’s highest-potential employees were well-equipped to handle the challenges and surprises that inevitably create a leader’s impact and legacy.

He is now a sought-after speaker on leading with integrity and other business topics, and is the co-author of the New York Times bestselling book TouchPoints: Creating Powerful Leadership Connections in the Smallest of Moments.

For more information, visit Doug’s website.

 

Contact Info for Doug Conant

Web address: ConantLeadership.com

Travels From: Philadelphia, PA

Follow Doug: Twitter

Books by Doug Conant

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mette norgaard

Featured Interview with Mette Norgaard

Strategic Leadership and Learning Expert and Author

New York, NY

Listen to this interview to learn:

  • What leaders who care about the human side of business can be observed doing regularly
  • How the Finnish Broadcasting situation was turned around one lunch conversation at a time
  • What distinguishes a conversation from a Touchpoint opportunity
  • Why sharing your “code” with your team can make you a better leader
  • How to combine your words and energy in an interaction to produce extraordinary impact
  • What you can do to sidestep the myth of “no time to slow down”

Expert Bio

Mette Norgaard, Ph. D., MBA, is an expert on strategic leadership and learning. She works with executives to design and deliver learning solutions that advance the company’s strategy. She has also designed and participated in executive dialogues and workshops with thought leaders such as Stephen Covey, Jim Collins, John Katzenbach, Rob Goffee, Margaret Wheatley, and Ram Charan.

Over the years, Mette has taught thousands of leaders from a wide range of organizations, including Procter & Gamble, Johnson & Johnson, GE Capital, Estée Lauder, the US Armed Forces, and Harley-Davidson. In addition, she has worked closely with the executive teams at companies like Metro International, Pandora Jewelry, and Finnish Broadcasting. Finally, she has been a long-term partner on the development of high-potential leaders at companies like Campbell and Microsoft.

Her latest book, co-authored with Doug Conant, CEO of Campbell, is TouchPoints: Creating Powerful Leadership Connections in the Smallest of Moments. She is also the author of the international bestseller The Ugly Duckling Goes to Work: Wisdom for the Workplace from the Classic Tales of Hans Christian Andersen, which has been published in many languages, including Spanish, Portuguese, Japanese, and Chinese.

Prior to starting her own practice, Mette worked with FranklinCovey Co for ten years. She was the director of Principle-Centered Leadership Week, an executive retreat at Sundance, UT. In addition, she was part of a small team of consultants who led large-scale change processes for Fortune 500 firms and the US Government. Before joining FranklinCovey Co, Mette served as a leader in both healthcare and manufacturing, and she knows first-hand the incessant pressures to do more with less and do it faster.

For more information, visit Mette’s website.

Contact Info for Mette Norgaard

Web address: MetteNorgaard.com

Travels From: New York, NY

Follow Mette:

 Twitter LinkedIn

Books by Mette Norgaard

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fred catona

Interview with Fred Catona

Chief Marketing Strategist for Bulldozer Digital

Listen to this interview to learn:

  • The most memorable lesson he learned from Priceline founder, Jay Walker
  • Why having a message foundation is the critical step to get right for a marketer
  • How to leverage the speed and feedback advantages of direct response radio advertising
  • What role the trust agent plays in marketing for businesses that range from medical practices to travel, especially if you have a skeptial audience
  • What specific criteria you can use to decide if radio advertising can help you grow your business

Expert Bio

Fred Catona is the Founder and Chief Marketing Strategist for Bulldozer Digital, a full-service advertising and marketing company that specializes in Digital Convergence Marketing. Fred has been featured in the Wall Street Journal, USA Today, Philadelphia Inquirer, Entrepreneur Magazine and over 100 TV, radio, magazine and online media outlets.

After graduating from East Stroudsburg University, Fred taught school for twelve years during which time he became an award-winning teacher and successful coach. During the later part of his teaching career, he started The Taste of Philadelphia which became one of the first companies to ship perishable food products overnight nationally.

In 1993, Fred founded Radio Direct Response, the first advertising company to focus solely on radio as its advertising medium. Fred developed and pioneered Direct Response Radio, an extremely effective method to generate sales and sales leads. DRR is easily manageable, measurable and cost effective.

Jay Walker, the Founder of Priceline.com, turned to Fred and Radio Direct Response in 1995 to launch Priceline.com whose valuation grew to $20 billion in just 18 months. RDR has had numerous successful advertising campaigns with other notable companies such as Free Credit Report.com and Disneyonline.

Fred is currently plowing new fields by drawing upon his vast expertise in Direct Response Radio, and its immense lead generating capabilities, by developing a natural progression into the digital world with Radio-Digital Convergence Marketing.

In addition to his executive responsibilities with his companies, Fred does consulting and is a frequent guest speaker. He has also long time active member of Big Brothers of America.

Visit Fred’s Wikipedia page for more information.

Contact Info for Fred Catona:

No further contact info is available for Fred.

Travels From: Philadelphia, PA

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kendra lee

Featured Interview with Kendra Lee

Author and Founder of the KLA Group

Denver, CO

Listen to this interview to learn:

  • How to set criteria for overcoming your self-doubt
  • Who to ask for business advice (and who can’t give you helpful advice, even if more convenient)
  • Looking beyond cold calling for lead generation
  • How a $5 MM lab simulation company got out of their own way and doubled revenue
  • The big breakthrough for a $100 MM security company
  • Why campaign success cannot be measured after a single event or e-mail, and how to really make it work

Interview Insights

Click to Read the Show Notes

00:59 “Does anyone ever imagine a career in sales when they’re growing up?”

1:27 How growing up in a family of entrepreneurs, including her grandfather who owned a successful shoe peddling business, inspired Lee to become an entrepreneur herself.

2:21 “I started with a corporate job. I didn’t know what I wanted as a business. I had a very cavalier attitude toward it all.”

2:58 “In a corporate job it’s often hard to tell what are your talents. What should that job be when you start, or what should that business be when you start one? So it took me a while to figure out what were my true talents, that somebody would like to purchase, that would make a good business.”

3:31 “When I left IBM I had been in sales, but I didn’t believe that I was as good as I was.”

4:20 “Well I started in sales and knew, because of this entrepreneurial background, that I wanted to be what was called a new business sales rep, better known as a hunter…I really wanted to work with companies that had never worked with IBM before.”

5:18 “We don’t always recognize what we’re good at and what makes us different. We think everybody else could do it.”

5:45 “I actually did not feel that I had the skills to start a business, and still didn’t really know what made me different, and what the market needed. So I chose to leave IBM to see if I really could sell.”

6:27 “I thought, ‘If I could make it at the number 2 player, then maybe I could sell, and get over this imposter complex.’”

6:58 “Inside of 6 months I was the top rep worldwide, and I had done my million dollar deal. So that was when I realized, ‘Uh, oh. Now I have to do what I said I was always going to do and go start this company. What is it?’”

7:20 What Lee did with KLA group to figure out the path the business should take.

8:15 “Yes, we still do what I founded KLA Group on.”

9:36 “Market analysis could just mean going and talking to the people who are going to buy from you and asking them what they really want.”

10:53 “I think talking to your real market gives you a better feel for what exactly it is that you have to offer, and what would they pay for it. Your friends and family can’t do that.”

11:57 “The reason I wrote the book is because my staff kept saying to me, ‘Kendra, we have to have a book. People want a book. They want more than just the class.’”

13:48 [Myths of prospect generation] – “I think the biggest one is that they can either hiring a telemarketing firm to set appointments, and that they’ll have all the appointments they need; or that cold calling is the only way to get new appointments.”

14:09 “When we talk about prospecting, your goal is to set an appointment with a prospect that is qualified at the very highest level.”

14:48 [On criteria for cold calling] – “They forget that there’s a consistency that’s required, there’s training, and those people who are going to be calling on their behalf really need to understand what your solutions are, who your ideal audience is, why that target market would want to talk with you.”

15:27 Why it’s so important for people who are managing the people making cold calls on behalf of the company need to understand sales.

16:51 Lee recounts two common downfalls of sales managers.

18:12 “The executive team or the business owner needs to recognize how they have to evolve their sales team, and be ok with the fact that they may have to bring in a different caliber of person.”

18:53 The story of HSF and how KLA Group helped them grow more aggressively.

20:14 “Whether you are a small company with only 20 employees, or a larger company like HSF…you still encounter that sales management team that may not truly understand sales, for many it’s like a foreign language.”

21:00 [On why people hire KLA Group] – “They may have had failure or a series of failures in either hiring sales people or in executing lead generation, so they may have tried many different lead generation techniques but they’re not seeing results.”

22:42 [Common misconceptions about lead generation] – “If they’re thinking about campaigns – lead generation campaigns, nurturing campaigns – they may oftentimes think, ‘If I do one email campaign or if run one event, a lunch and learn or a webinar, I will get leads and that’s all I need to do. They don’t realize that what lead generation is all about or what makes selling easier, even if you’ve got a great hunter salesperson, is that name recognition.”

24:15 “Even if you have great [brand] awareness, you have to have certain strategies in place to make sure that your market is going to notice that you are doing that event.”

24:39 [On brand awareness and demonstrating consistency] – “It is having a strategy in place that outlines what exactly you want to do from who is your target market to what are the issues they are experiencing that you can address to what can you offer them that’s going to make them want to talk to you.”

25:38 How Lee was able to convince one of their largest clients to hire KLA Group.

27:43 “When you’re doing lead generation, you can start to identify who are those people who need you right now, and you’re going to move those people into your sales process and start working with them.”

28:13 “Lead generation gives you that consistency of a funnel where you’re continuing to nurture until they’re ready.”

28:25 Lee’s 4 essential tips for lead generation: strategy, sales follow up, targeting, and the right message for your target market.

30:37 “There are processes in lead generation and processes in sales, there’s a structure.”

31:08 “As a business owner, once you’ve had the systems in place – you’ve identified your target market and you have your strategy in place – it’s no different than directing your operations manager. When you’ve got a person who’s fully trained and knows what they’re doing, they don’t need a lot of direction.”

32:28 “The biggest thing that I do is communicate with the staff. Direct reports I meet with on a weekly basis.”

34:00 “I look outside our industry. I have one person I network with who runs a retail business, another that owns an oil company. For me, I want to talk to people who aren’t just in my same type of business, because I could pick up some great idea.”

Expert Bio

Kendra Lee, owner-president of KLA Group, is a prospecting prodigy and virtual sales magnet who advises and trains mid-market companies to generate leads, prospect and sell to mid-market companies in innovative ways that breakthrough common sales and prospecting barriers.

Named one of the Top 50 Sales & Marketing Influencers for 2012 by Top Sales World, Top 25 Influential Leaders in Sales for 2012 by Inside View, and Faculty Chair in Prospecting and Lead Generation for the Sales Training Institute, she is author of the award-winning book, Selling Against the Goal and The Sales Magnet (coming January 2013).

Her clients have included Apple, Microsoft, Hewlett-Packard and countless mid-market companies.

For more information, visit Kendra’s website.

Contact Info for Kendra Lee

Web address: KLAGroup.com

Travels From: Denver, CO

Follow Kendra:

twitter LinkedIn Facebook

Books by Kendra Lee

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orvel ray wilson

Featured Interview with Orvel Ray Wilson

Bestselling Author and Certified Speaking Professional on Guerrilla Selling

Boulder, CO

Listen to this interview to learn:

  • How insisting on a meeting with a decision maker led to a great friendship and business partnership with Jay Levinson
  • What Red Bull did to break into the London bar scene
  • Economic trends that every business owner can use for growth
  • The business growth leverage opportunity in upgrading the skills of your team

Expert Bio

A full-time professional speaker since 1980, Orvel Ray Wilson has led more than a thousand large-audience seminars, custom training events and on-site workshops. His first book, Guerrilla Selling, published in 1991, became a bestselling classic, and made his name as an innovator in sales and marketing. As Senior Partner in The Guerrilla Group, he built with his team a multi-million dollar seminar company and conducted hundreds of public and private training programs for clients all over the US, Europe, and Australia.

Orvel Ray, together with co-authors Mark S. A. Smith and Jay Conrad Levinson, expanded the Guerrilla Marketing franchise to include Guerrilla Trade Show Selling, Guerrilla TeleSelling, Guerrilla Negotiating, and Guerrilla Retailing, and numerous audio and video programs distributed worldwide. The Guerrilla series now includes 47 titles with 21 million books sold worldwide in 61 languages.

Today, Orvel Ray shows sales teams “How to Sell More at Higher Prices”. He is a Certified Speaking Professional, and speaks to sales meetings, dealer meetings, trade shows, association conventions and small-business groups about unconventional sales and marketing tactics that build business. His programs draw standing ovations and rave reviews from audiences worldwide. He was voted one of the Top5 Sales and Marketing Speakers in America for 2010, 2011, and 2012.

For more information, visit Orvel Ray’s website.

Contact Info for Orvel Ray Wilson

Web address: GuerrillaGroup.com

Travels From: Boulder, CO

Follow Orvel Ray:

Twitter LinkedIn Facebook

Books by Orvel Ray Wilson

Selling Retailing Trade Show TeleSelling Negotiating

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nick sarillo

Featured Interview with Nick Sarillo

Author, Speaker, and CEO of Nick’s Pizza & Pub

Chicago, IL

Listen to this interview to learn:

  • The most important aspect of a business is not it’s product or people or process, but another “p” word
  • The importance of making your company values current and present to each employee so that employees can use values in day-to-day decision making
  • The case of the burned bottom pizza, and the broader lessons any business owner can draw from it
  • Why you need to oversee multiple health dimensions of a business for all stakeholders
  • What exceptional factors drives higher profits and lower turnover in a traditionally slim margin and low commitment business that you can model in your business

Expert Bio

Nick Sarillo is the founder and CEO of Nick’s Pizza & Pub, the sixth busiest independent pizza company in per-store sales in the United States. Founded with the purpose of providing the community with an unforgettable place where families could relax and have fun, Nick’s Pizza & Pub has margins nearly twice that of the average pizza restaurant and boasts an 80 percent employee retention rate in an industry in which the average annual turnover is over 150 percent.

A regular speaker at entrepreneurship and HR conferences, Sarillo credits his company’s success to his purpose-driven culture. Nick is also the author of A Slice of the Pie: How to Build a Big Little Business, which offers small business owners a handbook for creating a culture that will support a business through good times and bad – even in an industry where turnover is high, expectations are low, and a college degree is not required.

For more information, visit Nick’s website.

Contact Info for Nick Sarillo

Web address: NickSarillo.com

Travels From: Chicago, IL

Follow Nick: 
Twitter LinkedIn Facebook

Books by Nick Sarillo

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carol roth 2

Featured Interview with Carol Roth

Business Strategist and Bestselling Author

Chicago, IL

Carol Roth talks with Bill Ringle about tough love for entrepreneurs.

Listen to this interview to learn:

  • The importance of re-evaluating business models from a non-emotional basis
  • How to think about what “good risk” means
  • A secret to successful business planning that separates thriving businesses from business casualties
  • How the Rule of 3x lets you budget resources, and more importantly, manage expectations better
  • Why scalability is so important to think about as an end goal

Interview Insights

Click to Read the Show Notes

1:48 Roth’s first entrepreneurial experiences as an 8 year old selling toys to her younger sister.

3:20 [On problem solving for business leaders] – “I look at other people and I ask them what their problem is, or I spend time with them to try to uncover their problem, and try to solve this problem for them.”

4:55 “I tend to favor frameworks because I believe that everyone has their own definition of success, not to mention their own circumstances, goals, and objectives.”

5:16 Roth tells about some difficult experiences that occurred in her young adult life.

6:49 “Through all these times when I felt I wasn’t going to make it, I was not going to be able to go on another day, I kept persisting. I kept keeping my eye on the goal, on what was going to make me strong, and what was going to help me give back to the world.”

8:01 [On inspiration for writing the book] “I wanted to give people a realistic, decision-making framework, again, very particular to their own situation. I didn’t want to say, ‘This is the way to do it.’

8:17 “My definition of success, and what I’m able to bring to the table in terms of resources and experiences, is very different from what other people bring to the table and what they’re looking to accomplish.”

9:27 [Why people appreciate The Entrepreneur Equation] “It’s just having that structure, that non-emotional, non-biased ‘What am I trying to do and how am I going to get there focus’ that has been very valuable for people.

9:33 [Roth’s definition of success] – “Getting through a day without collapsing.”

9:39 [Roth’s actual definition of success] – “It revolves around accomplishing certain goals that I’ve set out, that involve being a good wife and friend and relative and person. I sort of have a whole list of criteria that I live my life by.”

10:19 “I don’t think success is a place that I get to, I think it’s a journey. Because every time I accomplish something, we’re coming up with three additional things to add to the list.”

10:52 “I always have a plan. And it’s always a very large plan. And the way that I approach things is that I start with a big goal, some people call it the B-HAG, I some times call it the balls to the walls crazy goal, and then I break it up into smaller chunks that kind of lead there.”

11:45 [On entrepreneurial self-awareness] –  “I think so many people go into business because they are in love, or rather in lust, with an idea, with the emotion driving what they are trying to accomplish rather than rational thinking.”

12:22 The value of properly thinking through new opportunities in light of the risk/reward trade off, and taking the time to fully build the necessary foundation before taking the leap.

13:11 Why entrepreneurs should avoid the field of dreams business model.

14:40 [TGFO – Thank God for Oprah] “If it takes Oprah a couple of years to get her venture off the ground, it will probably take you the same”

15:00 “I’m convinced that once you become an entrepreneur you catch being bipolar, I didn’t know that it was contagious, something that you can get, but it’s amazing to me the high highs and the low lows that you go through, sometimes in rapid succession after another. And you really have to have the constitution, the stomach to be able to handle those because that is what throws so many entrepreneurs for a loop.”

15:59 [What it takes to be an entrepreneur] – “It really is something that you have to be comfortable with being uncomfortable with leaning into the ride on the rollercoaster and realizing that if you get knocked down seven times, that you need to get up eight times.”

17:10 “Equity value is the value of the business as a going concern, the value of the business by itself that’s separate from you.”

17:31 The story of the Terry the massage therapist: examples of companies with and without equity value.

18:32 “The way that most entrepreneurs really make a lot of money, and the ones you see on all the magazines and on the media, when they’re able to sell their business or create this value that’s not completely dependent upon them.”

20:01 [On the rule of 3] “Anything that you would do in business is going to take three times longer, is going to cost three times more, and be three times as difficult as you anticipate.”

20:45 “In terms of scaling, you have to go back to what’s the end goal. What are you trying to do? Are you trying to build a business just for a lifestyle? Or are you trying to build something that has equity value? Are you looking to employ other people and give back to the community? Are you looking to leave a legacy?”

21:15 “It always goes back to having a lot of clarity about what you see in the future.”

22:05 “One of the things I always encourage people to do, especially if you are financially risk averse, or that you don’t have the financial wherewithal, is to think about entrepreneurship within the confines of somebody’s else’s organization. You can be an entrepreneur in spirit without risking your own capital.”

22:55 “If you’re not willing to take the financial risk or even gain some relevant experience, go do it on somebody else’s dime, go do it within the confines of another organization. You still have something at risk, you’re still risking your reputation, you’re still risking your job, your salary; but it’s a different kind of risk, and sometimes that makes people more comfortable, and can be a good starting point.”

24:14 “One of the things I’ve learned is that you let the market tell you what it wants from you. You can go out with any product or service, and the market is going to tell you if they want it.”

24:35 The Doctor is in, Roth’s role as advice-giver.

26:00 “I’ve always been an advisory business, I started my career as an investment banker, that’s what I was clearly meant to do, and that’s frankly what people want from me.”

26:41 How Roth uses expansive lists to stay productive.

28:47 Roths’ sources of inspiration.

 

Expert Bio

Carol Roth is a business strategist, content producer, deal maker, former investment banker, and author of the New York Times bestselling book The Entrepreneur Equation. Carol has worked with hundreds of companies, ranging from a single entrepreneur with an idea to Fortune 500 businesses, on all aspects of business and financial strategy. Collectively, she has helped her clients raise more than $1 billion in capital, complete $750+ million in mergers and acquisitions, secure high-profile licensing and partnership deals and create 7-figure brand loyalty programs.

Carol is known for her tough love style – she tells it like it is, but as she says, she will give you a hug afterwards. She draws upon her broad experience base to provide advice ranging from the business basics to the bold (think firing your customers) with a fresh, no-holds-barred approach. She refers to her advisory style as the “Spinach in Your Teeth®” philosophy, warning business owners to never trust anyone who won’t tell them that they have spinach stuck in their teeth.

She is a frequent radio, television and print media contributor on the topics of business and entrepreneurship, appearing regularly on Fox News, MSNBC, Fox Business, and WGN TV Chicago, among others. To supplement her active media participation, Carol has completed media and improv training with The Second City, the leading improvisational comedy school in the US. Her Unsolicited Business Advice blog at CarolRoth.com was recently named as one of the Top 10 small business blogs online, and she herself was named a 2011 Top 100 Small Business Influencer. Carol is a contributing blogger to outlets like The Huffington Post, AllBusiness.com, and Crain’s Chicago Business/Enterprise City.

For more information, visit Carol’s website.

Contact Info for Carol Roth

Web address: CarolRoth.com

Travels From: Chicago, IL

Follow Carol:
Twitter

Books by Carol Roth

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les mckeown

Featured Interview with Les McKeown

Founder and CEO of Predictable Success

Marblehead, MA

Listen to this interview to learn:

  • The causes of complexity in a growing business
  • The 7-stage lifecycle of a business
  • How to achieve the key balance between systems and processes vs.  creativity and innovation
  • Overcoming the arithmetic extension myth

Expert Bio

Les McKeown is the President & CEO of Predictable Success. In this role, he advises CEOs and senior leaders of organizations on how to achieve scalable, sustainable growth and speaks to Fortune 500 companies about his breakthrough strategies.

Prior to founding Predictable Success, Les established himself as a serial founder/owner in the global business spectrum, starting more than 40 companies, in addition to being the founding partner of an incubation consulting company that advised on the creation and growth of hundreds more organizations worldwide.

Les is the author of Predictable Success: Getting Your Organization on the Growth Track—and Keeping It There and of THE SYNERGIST: Leading Your Team to Predictable Success. He has appeared on NBC, ABC, BBC, and CNN, and in Inc. Magazine, Entrepreneur Magazine, USA Today,and The New York Times.

For more information, visit Les’s website.

Contact Info for Les McKeown

Business Phone: 617-237-0235

Web address: PredictableSuccess.com

Travels From: Boston, MA

Follow Les:

Twitter LinkedIn Facebook

Books by Les McKeown

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rory vaden

Featured Interview with Rory Vaden

Bestselling Author, Self-Discipline Strategist, and Co-Founder of Southwestern Consulting

Nashville, TN

Listen to this interview to learn:

  • The paradox principle, in which easy short-term choices lead to difficult long-term consequences.
  • Why balance is not something that high performers make a top priority.
  • What to focus on to have great fitness, great relationships, and great finances.
  • The perspective of peace as a form of wealth that is undervalued in society.
  • Daily habits that lead to high focus and productivity.

Interview Insights

Click to Read the Show Notes

1:10 “I have always been infatuated with successful people and how they become successful.”

1:25 How a conversation with a friend in the airport led to Vaden writing Take the Stairs.

2:30 Vaden’s early experiences with public speakers, and how his stint working as a door-to-door salesperson with the Southwestern Company as a freshman in college instilled essential business skills in him.

5:10 “Southwestern really created this system of self-discipline, getting perhaps the most least likely person to succeed in sales – a college student – putting them in one of the toughest sales environments imaginable – residential door-to-door – and the training them to be extraordinarily successful.”

5:52 “I realized self-discipline was the key and with the most disciplined people the world, it’s not that they like discipline more than the rest of us. In other words, their brain processes their choices that are presented to them through a different set of criteria, and they make calculations of opportunities based through a different set of lenses.”

6:44 “There are these seven key distinctions in how the most disciplined people think that is different from everybody else.”

8:00 [On the book’s case studies] – “We tend to think that success is about luck or skill or education level or who your parents are or who you know, and you know all of those things do play a role, but all of these people they somewhere along the line learned about thinking differently, they learned how to process things differently from most people.”

9:00 [The Paradox Principle of Success] – “Easy short term choices lead to difficult long term consequences. Meanwhile, difficult short term choices lead to easy long-term consequences.”

9:35 “We are governed by emotions, feelings, and impulses and what feels good right here and now in the moment.”

10:03 “The most successful people they realized at some point that the inverse is also true, if you save that money, your money grows by the virtue of investing or saving it.”

10:21 “When we make good choices on the front end – the students who work hard in school and pay the price while they’re in school have a whole different set of opportunities that are open to them in the long run that are not necessarily available to everyone else.”

10:45 “Problems that are procrastinated on are only amplified.”

11:32 The Harvest Principle – Time Management, how do you use your time?

12:05 “Balance is a horrible metaphor for spending time. Balance by definition means equal force in opposite directions.”

12:51 “It doesn’t matter how much time you spend on something, all that matters is the results that you create.”

13:42 “They’re strategy was imbalance: imbalancing their energy, time, and their resources in one specific area of their life, and once they created that result, it was much easier to maintain it.”

14:21 “Balance is not equal time spread across equal activities, it’s appropriate time, spread across critical priorities.”

14:47 “You learn to work double time part time for full time free time.”

15:53 What Vaden did to introduce self-discipline in his own life for a healthy lifestyle.

17:15 “When you let go of the escalator mentality of the magic pill and the secret potion and the hidden formula and the escalator way of thinking of there’s gotta be some convenient way to make the change, and instead you embrace the change of this take the stairs philosophy, in taking pride in things you don’t want to do, you get the life you want to have quicker.”

18:18 “I’m not interested in increasing your motivation, I’m interested in changing your mindset.”

18:38 “If you can change the way a person thinks just by providing a few insights, then I don’t have to tell them what to do.”

19:58 The perspective principle of faith

20:20 “All of the other 6 strategies of the take the stairs methodology all have to with achieving success, they all have to do with accomplishing something and how to get yourself to do things you don’t want to do. But this one, the perspective principle of faith, is the one that talks about how do you respond to failure. What happens when there’s unexplained tragedy in your life.”

21:55 How to respond to everyday challenges in a way that positive and productive.

22:43 “What horrible thing could happen to me today that in 1000 years would affect the whole world.”

23:07 “Our ability to have peace has nothing to do with money. Our ability to have peace has nothing to do with success. Our ability to have peace in the face in the face of failures, setbacks, and tragedies is directly proportionate to the term of our perspective.”

24:43 How Vaden uses spirituality in his own life to cope with unseen circumstances.

25:45 “You do your best and you forget the rest.”

27:20 “If I’m not consciously choosing a good attitude then I’m unconsciously choosing a negative one.”

27:40 Vaden’s regular habits for positivity and productivity.

Expert Bio

Rory Vaden is a self-discipline strategist and the Co-Founder of Southwestern Consulting, which works with organizations, companies, and individuals on leveraging self-discipline to create extraordinary performance.

His book Take the Stairs: 7 Steps to Achieving True Success is a #1 Wall St. Journal, #1 Amazon, and #2 New York Times bestseller. He is a two-time world champion of public speaking finalist for Toastmasters International and is currently on a “Take the Stairs World Tour” where he is taking the stairs to the top of the 10 tallest buildings in the world to raise money for America’s high schools.

Rory is a regular contributor to several publications, including the Huffington Post, and has been featured on Oprah radio, Fox news, CNN, in BusinessweekThe Wall Street Journal, and elsewhere.

For more information, visit Rory’s website.

Contact Info for Rory Vaden

Business Phone (Southwestern Consulting): 877-589-0606 ext 704

Web address: RoryVaden.com

Travels From: Nashville, TN

Follow Rory:

Twitter Linked In Facebook

Books by Rory Vaden

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sam richter

Featured Interview with Sam Richter

Bestselling Author and Award-winning Sales and Marketing Expert

Minnetonka, MN

Listen to this interview to learn:

  • How information gives you a competitive advantage with your own confidence.
  • Tips and tricks for accessing specific sites and finding important file types online.
  • Where to go to access exclusive and very expensive database resources at no charge.
  • The importance of recognizing and developing your skills with both the art and science of online research.

Expert Bio

Sam Richter is an internationally recognized expert on sales, marketing, and reputation management. His award-winning experience includes building innovative technology, sales, and marketing programs for start-up companies and some of the world’s most famous brands.

He is the author of the bestselling book Take the Cold Out of Cold Calling, named the 2012 “Sales Book of the Year” by the American Association of Inside Sales Professionals, as well as a “USA Book News Winner” and a “Sales Book Awards Silver Medalist.”

Sam is founder and CEO of SBR Worldwide/Know More! and SVP/Chief Marketing Officer at ActiFi, a software and solutions firm serving the financial services industry. He was named by InsideView as one of the Top 25 Most Influential People in Sales, and he was also named as one of the Top Chief Marketing Officers on Twitter.

For more than six years, Sam was president of a not-for-profit business library, where he led the transformation of an eighty-five-year-old private, non-profit business research organization into a nationally renowned institution serving entrepreneurs and small businesses via cutting edge online resources. Sam has created programs for companies including Microsoft, Coca-Cola, Major League Baseball, Northwest Airlines (Delta), Kraft/Nabisco, Polaris Industries, National Geographic, 3M, Brunswick, and other large and small firms.

For his marketing work, Sam has won numerous regional, national and international marketing awards including Best of Show and Gold Awards, Webby Awards, and a Gold Award at the International Film Festival. He’s also won a Retail Vision Award and a Codie Award “the “Oscars” of the software industry” for Best E-commerce Software. He is a member of the Business Journal’s “Forty Under 40” list honoring the top Minnesota business leaders under the age of forty. He also was a finalist for Inc. Magazine’s Entrepreneur of the Year and he’s one of the more highly recommended persons on LinkedIn.

For more information, visit Sam’s website.

Contact Info for Sam Richter

Business Phone: 612-655-3397

Web address: SamRichter.com

Travels From: Minneapolis, MN

Follow Sam:

Twitter Linked In Facebook

Books by Sam Richter

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josh linkner

Featured Interview with Josh Linkner

Bestselling Author and Founder and CEO, Detroit Venture Partners

Detroit, MI

Listen to this interview to learn:

  • How creativity is the new currency of success
  • The most exciting news about creativity (hint: it’s something we can all tap within ourselves)
  • What one corporation did to encourage calculated risk-taking among all employees
  • What creating an arch enemy does for boosting creativity at all levels in a company
  • A novel technique for overcoming timid ideas in brainstorming sessions

Interview Insights

Click to Read the Show Notes

1:35 How an interest in jazz music sparked Linkner’s early passion for creativity.

1:55 “Creativity, truly, is the currency of success.”

2:08 “Today with the challenges of our times more difficult than ever, creativity has shifted from a ‘nice to have’ to ‘mission critical.’”

2:31 “In business we’re often heads down and doing task-oriented things and are following a manual, procedure, or process. In creativity involves using your imagination to come up with new ways, whether it’s a new product or service, or new way to communicate and tell the story of your business.”

2:59 “What we’ve found is that following the operating manual is no pathway to success. If anything that we learned from the financial crisis of 2008, it’s that the rules of the game have fundamentally changed.”

3:25 Why improvisation is such a valuable skill in the marketplace.

3:44 “In today’s world of dizzying speed, exponential complexity, and ruthless competition, creativity has really become job #1. A recent survey of 1500 CEO’s across 32 countries reveal that the #1 most important attribute for success in the next 5 years of business, in fact, is creativity.”

4:09 “What we need more than ever aren’t people who can just do what they’re told and follow the rules and cut costs, we need people that can think on their feet and who can innovate new products and services, and reimagine the way they do work. The people that are always obsessed with finding a better way.”

4:19 “Creativity is fundamentally a learned behavior, which means that all of us as human beings have enormous creative potential, we just need a systematic approach to unleashing it.”

5:13 “Most of us are brought up in environments that restrict creativity. We’re taught in school to follow the rules, there’s only one right answer, and whatever you do don’t make any mistakes. The problem is that if you run that game plan in the real world, if you run that game plan today, it’s a surefire path to mediocrity. Doing exactly the opposite is what allows us to reach our potential.”

5:41 Examples of companies who are fostering creativity well.

6:34 “So many individuals in companies spend their lives trying to play it safe, only to discover playing it safe has become the riskiest move at all.”

6:47 “The companies that embrace making mistakes and failing along the way, understanding that mistakes are the portals of discovery, are the ones that truly thrive and are building sustainable organizations.”

7:15 The story of ePrize and how they used creativity to stay ahead of competitors, even the ones they invented themselves.

9:52 “The most important natural resource of all is the human creativity that lives inside your team…Your job as a leader is not just to manage costs, but to help unleash that creative capacity.”

10:27 Why the way leaders interact with their teams affect productivity or, in some cases, keep employees from unlocking their creative potential.

11:50 How 3M fosters continually fosters innovation.

12:41 “No matter how big or successful you get, you always want to be focused on reinvention. You always want to be the force of disruptive change. Because it’s always more fun to be the disruptor than the disruptee.”

13:20 The difference between incremental and disruptive change.

13:29 “Disruptive thinking has to start with the ability to imagine what can be, instead of what is. It’s about imagining the possibilities and not being restricted by the way things currently are.”

14:25 The story of Detroit and its innovative early years, complacent middle years, and its rebirth of innovation in current years.

15:51 [On Detroit’s future] “Creativity can be applied not only to small companies, but even to troubled cities.”

16:38 “Sometimes the only way to make progress is through bold action.”

17:55 What if the Founding Fathers had not taken bold action?

18:30 The prevalent myths of creativity.

19:16 “Everyone in an organization, irrespective of job title, not only has the ability to be creative, has the responsibility to be creative.”

19:50 Why it’s important to spend time doing things you enjoy away from work.

20:15 The art of role-storming, rather than brainstorming.

Expert Bio

Josh Linkner is the New York Times bestselling author of Disciplined Dreaming: A Proven System to Drive Breakthrough Creativity, named one of the top 10 business books of 2011. He is also the CEO and Managing Partner of Detroit Venture Partners where, together with business partners Earvin “Magic” Johnson and NBA team owner Dan Gilbert, Josh is actively rebuilding urban areas through technology and entrepreneurship.

Josh is the Founder, Chairman, and former CEO of ePrize, the largest interactive promotion agency in the world providing digital marketing services for 74 of the top 100 brands, and has founded three other successful technology companies. He is also Adjunct Professor of Applied Creativity at the University of Michigan.

He has been honored as the Ernst & Young Entrepreneur of the Year and the Detroit News Michiganian of the Year, and is a President Barack Obama Champion of Change award recipient. Josh is a regular columnist for Fast Company and Inc. Magazine, and his work has been featured in The Wall Street Journal, Forbes, USA Today, and The New York Times.

Josh is also a Berklee-trained professional jazz guitarist who performs regularly in jazz clubs throughout the United States. Most importantly, Josh is on a mission to make the world more creative.

For more information, visit Josh’s website.

Contact Info for Josh Linkner

Business Phone: 760-603-8110

Web address: JoshLinkner.com

Travels From: Detroit, MI

Follow Josh:

Twitter Facebook

Books by Josh Linkner

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stephen_shapiro

Featured Interview with Stephen Shapiro

Innovation Evangelist and Bestselling Author

Quincy, MA

Listen to this interview to learn:

  • What a difference it makes to realize that all businesses are in the marketing business
  • How cracking the PR code boosts your visibility to prospects
  • A secret of running a profitable business is keeping your overhead low
  • What it means to “think inside the box” and to “define a better box”

Stephen Shapiro talks with Bill Ringle about building an innovative practice to serve large companies with big ideas.

Expert Bio

Stephen Shapirois one of the foremost authorities on innovation culture, collaboration, and open innovation. Over the past twenty years, his message to hundreds of thousands of people in over 40 countries around the world has focused on how to enable innovation by bringing together divergent points of view in an efficient manner.

Stephen has shared his philosophy in books such as 24/7 InnovationThe Little Book of BIG Innovation Ideas, Personality Poker, and Goal-Free Living. He led a 20,000 person process and innovation practice during his 15 year tenure with Accenture. And his Personality Poker® system has been used by more than 50,000 people around the world to create high-performing innovation teams.

His latest book, Best Practices Are Stupid: 40 Ways to Out Innovate the Competition, has been featured by many major media outlets, was selected as the best innovation and creativity book of 2011 by 800-CEO-READ, and was the #1 best selling business book in Canada.

His work has been featured in NewsweekEntrepreneur MagazineO-The Oprah MagazineThe Wall Street Journal, and The New York Times.  His clients include Staples, GE, NASA, BP, Johnson & Johnson, The United States Air Force, Fidelity Investments, Pearson Education, Nestlé, and Bristol-Myers Squibb.

For more information, visit Stephen’s website.

Contact Info for Stephen Shapiro

Business Phone: 617-379-1177

Web address: SteveShapiro.com

Travels From: Boston, MA

Follow Stephen:
Twitter

Books by Stephen Shapiro

    

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nathan kievman

Featured Interview with Nate Kievman

Founder and CEO of Linked Strategies

Wichita, KS

Listen to this interview to learn:

  • Some of the standards you must clear to be considered a thought leader
  • The power of saying “no” to opportunities and how it helps you grow your business
  • What “platform maturity” allows you as an expert to do to serve even a larger customer base
  • How to convey trust, authority, and credibility using your LinkedIn profile
  • Emerging trends with LinkedIn that will allow businesses to build a larger platform in even less time than before

Interview Insights

Click to Read the Show Notes

1:02 Kievman tells about his transition from a degree in Sports Administration to being a LinkedIn platform leader.

3:11 “What I found was that LinkedIn was my premiere tool for helping these little startups build their advisory boards.”

3:52 How his work consulting small startups led to the creation of his book.

4:17 “LinkedIn is purely a business tool.”

4:28 “I saw a big opportunity and said, ‘You know, no one is really owning this. There’s an opportunity here to be a thought leader in a fast growing market.”

5:10 “I’m a true believer that to be a thought leader you have to demonstrate success. You have to be able to come from a premise of authority.”

6:25 How Kievman used an interview series to establish himself as a thought leader.

6:57 “I think the premiere thing is having demonstrable results and then sharing those, and people resonated with those so that they could use them and apply them immediately, and get results.”

7:50 [On claiming expert status] – “Base it on credibility of results and talk about those results and then people will flock to you.”

8:39 “My biggest challenge actually has been, not so much in the marketing or lead generation, it’s actually been scalability…being able to take on all of the inquiries.”

9:35 “Most experts have a book, most experts have some kind of automated product, but they really live on their training and consulting.”

10:35 “It’s understanding a balance between lifestyle, scalability, and then optimizing our own revenue channels.”

11:41 “So at any one time I could have 10 or 15 projects running and instead of being able to focus 100% exclusively on fixing my business and making sure I can make it a really optimized process.”

13:27 “I put my intention in what I did actually want to experience which was scalability and since then I have already taken on a partner who’s built a $44M company.”

14:53 “There’s a very simple process for generating business on LinkedIn. LinkedIn, like any other platform, has to start off with two pieces, and if you’re not generating business from it, you’re probably missing one or both of these pieces. The pieces are not what you do, not tasks that you do, but actually positioning plays.”

15:20 “So if you don’t have trust and credibility, it doesn’t matter what you communicate or to whom you community to, your response rates are going to be extremely low.”

15:38 “Anyone can establish trust and credibility, you just have to look deep.”

16:10 “Your profile has to be able to portray that trust and credibility, and your copy needs to reaffirm your authority.”

16:51 “There’s authority in numbers. If you can quantify anything you’ve done, quantify it.”

17:00 “You’re not looking to close the deal on an e-mail or an in-mail within LinkedIn, you’re looking to generate a conversation and then it’s kinda gonna be up to you to close the business.”

17:15 “LinkedIn is a tool that can generate the right conversations with the right people at the right time.”

17:25 “The business happens in the In-Mail.”

17:40 How owning a LinkedIn group can establish you as a subject authority.

18:55 The story of how Tom Circe generated $118,000 in speaker fees just by using LinkedIn.

20:58 “There’s such a value in personal face to face connection time.”

21:37 “If you don’t create your virtual stage for yourself, then getting on a real stage is going to be really hard.”

23:01 Tips for creating a virtual stage for yourself.

23:17 “[LinkedIn] has a challenge, which is, they have a disconnect between their membership, the needs of you and I, and their profit.”

22:57 The evolution of LinkedIn company pages, and what users can do to get ahead of the curve.

25:40 The importance of avoiding SPAM in groups.

26:00 “My hope is that LinkedIn will embrace the midsize and small businesses more effectively.”

27:40 [Platform maturity] – “The companies or individuals that are at the right place at the right time at a platform’s maturity are going to be the bestowed thought leaders in that space.”

29:49 “Most people don’t know that LinkedIn’s a huge database.”

Expert Bio

Nathan Kievman is the Founder and CEO of Linked Strategies and creates cutting-edge business solutions maximizing all of the power of social media platforms. Considered one of the leading authorities on social media and LinkedIn, Nathan has a robust following as the owner of the number one LinkedIn Strategies Group on LinkedIn. He has taught more than 35,000 people how to master the platform.

Nathan is the executive editor of LI & Business, now with more than 14.5 million subscribers. He has authored three books on the topic, including the currently available LinkedIn Mastery: An All Inclusive Guide to Mastering LinkedIn. Nathan presented as the keynote speaker on Social Media Strategy for the National Speakers Association winter meetings in 2011.

For more information, visit Nathan’s website.

Contact Info for Nathan Kievman

Business Phone: 800-946-7804 or 316-942-1111

Web address: LinkedStrategies.com

Travels From: Wichita, KS

Connect with Nathan:
Linked In

 

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adam_witty

Featured Interview with Adam Witty

Adam Witty talks with Bill Ringle about how to build your business through book publishing.

Founder and CEO, Advantage Media Group

Charleston, SC

Listen to this interview to learn:

  • The advantages you gain by being a published author.
  • What steps Adam took to land his first group of clients.
  • Insights into how the book publishing industry has changed and what’s really necessary to succeed in building a platform.

Expert Bio

Adam Witty is the Founder and Chief Executive Officer of Advantage Media Group, heading up strategic business development and growth opportunities for the company. What began in the spare bedroom of his home is now an international media company with leading businesses in book publishing, magazine publishing, and television and video.

Adam is the Publisher of Advantage Magazine, is the author of 21 Ways to Build Your Business with a Book and 21 Ways to Build Your Business with a Magazine, and is co-author of How To Build Your Dental Practice With a BookHow to Build Your Law Practice with a Book and Click: The Ultimate Guide to Internet Marketing for Authors. His weekly television shows Author Advantage TV™ and Entrepreneurs Library TV™ can be seen on the internet television station Advantage.tv.

Adam is an in-demand speaker, teacher, and consultant on marketing and business development techniques for entrepreneurs and authors and is a frequent guest on the acclaimed Extreme Entrepreneurship Tour. Adam has been featured in The Wall Street Journal, Investors Business Daily, Young Money Magazine, and on ABC and Fox and was named to the 2011 INC. Magazine 30 Under 30 “list of America’s most cool entrepreneurs.”

For more information, visit Adam’s website.

Contact Info for Adam Witty

Business Phone: 843-414-5600

Web address: AdvantageFamily.com

Travels From: Charleston, SC

Follow Adam:

Twitter Linked In Facebook

Books by Adam Witty

                            

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melinda blau

Featured Interview with Melinda Blau

Journalist and Author

New York, NY

Listen to this interview to learn:

  • The advantages of striking up converstations with strangers in business.
  • How having consequential strangers in your life adds both variety to your perspective and dollars to your bottom line.
  • What to do to add consequential strangers in your life when you relocate or visit a new city.
  • How to overcome your shyness and other factors that have held you back from reaching out.

Expert Bio

Melinda Blau is a journalist who has been researching and reporting about relationships and social trends since the seventies. Her most recent book is Consequential Strangers: The Power of People Who Don’t Seem to Matter…But Really Do, which explores the vast and unsung array of everyday people, on and off the Internet, who have a profound impact on our business success, happiness, and health.

Melinda is the voice of the Consequential Strangers blog and has written more than ninety magazine pieces and a dozen other books, including the best-selling Baby Whisperer series. She also blogs for Psychology Today and More magazines and writes a bi-monthly column for Shareable. Melinda is a mother and grandmother, and the co-founder of Mother U, a website for contemporary women of both generations.

For more information, visit Melinda’s website.

Contact Info for Melinda Blau

Web address: ConsequentialStrangers.com

Travels From: New York, NY

Follow Melinda:

Twitter Facebook

Books by Melinda Blau

  

 

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anita_campbell

Featured Interview with Anita Campbell

Founder and CEO, Anita Campbell Associates Ltd.

Cleveland, OH

Listen to this interview to learn:

  • How she made the successful transition from the corporate world to being a successful entrepreneur.
  • What other entrepreneurs want from learning materials and networking.
  • Four trends that are driven by different forces and are shaping what tools and strategies entrepreneurs use to grow.

 

Interview Insights

Click to Read the Show Notes

1:38 Campbell’s journey from corporate attorney to business decision-maker and consultant to founder of Small Business Trends.

4:07 [On curating content in the web’s earlier days] – “We would follow our website statistics and see which articles were most popular. We would see which articles were getting linked to by others, just which ones were getting the attention, and from there we were able to do more of the things that were really popular.”

5:08 [On reacting to customer feedback] – “Like any magazine we get communications from readers and we act on that.”

5:47 The different types of content, personalities, and media Campbell hosts on her podcast.

6:37 “We like an eclectic mix of good information whether it’s on technology, or human resources, management, marketing, whatever it is, as long as it’s of interest to small businesses.”

7:08 “People are interested in actionable kinds of advice rather than long essays that may be real thought pieces, I mean there’s a place for those, but we need to have a steady diet of good actionable tips.”

7:52 “A lot of our advice applies whether you are a sole proprietor, or if you have a staff of 5,10, 50 people working in the business. We just react to ‘What do people say is the most important to them?’”

8:22 How tracking private email shares can indicate the success of published content.

9:25 [On SBT’s most popular content] “Our perennial favorites are the startup failure statistics, they get quoted a lot…People are just trying to make sure that they don’t become a statistic.”

10:10 [On SBT’s popular 1 page marketing plan] “People are looking for something that doesn’t overwhelm them, and when you think about your typical small business owner – well think about yourself, I think about myself – I have so many things coming at me in a day’s time I don’t have big blocks of time to sit down and write a lengthy marketing plan.”

11:15 “We want help. We look for aids and assistance. But it’s gotta be stuff that we can deal with quickly, because we don’t have a lot of time.”

12:25 [On the inspiration for Visual Marketing] “We’re very busy, our brains our fried from all of the other things we have to worry about and get done in a day. Even if we have some outside marketing help, we’re rolling up our sleeves and helping our outside marketing agency or consultant. And we have to think up new ideas and that’s very tough.”

12:50 Campbell’s technique for quick idea formulation.

13:20 [What the book is about] “It’s 99 examples that you can use of low-cost creative marketing to pull ideas and hopefully trigger some ideas of something you can apply in your own business.”

13:55 “With the explosion of blogs today, so many small business, and in particular those that sell B2B to other small business, have started their own blogs. And while getting information and advice was useful, one thing that so many of them were looking for is a way to also get visibility for their own blog, for their own thoughts, and to be able to share with the world what they are doing.”

14:24 “One of the very powerful things that we learned was that we could become more popular if we helped our readers become better known.”

15:01 “While we want to give you information and resources as a reader, we know that it’s also key for you as a small business owner – perhaps you’re a consultant, account, or some sort of professional, head of your own marketing agency – you need to establish your own thought leadership, and to be able to get out there and let the world know what you’re doing.”

16:00 The story of BIzSugar.com and what it does for small business owners.

17:57 [On BizSugar’s content] – “We keep the site very focused on small business, we don’t allow anything off topic in there. If you are really into sports or entertainment, there are plenty of sites for that. BizSugar is not one of them. And it’s because we keep it so focused that it’s a useful resource.”

19:35 “We’re open and we relish serving even the smallest of small business, or even if you think your business is a mundane kind of business, there’s probably a place for it to be mentioned in some way. We always look for the unique, what’s special about a business. I think every business has something special – I don’t care how small, where you’re located, there’s something special in your business, and if we can spot that, we love to talk about it.”

20:45 On how Small Business Trends is able to track changes and trends in the market, especially with emerging technology. 

Expert Bio

Anita Campbell is a small business expert who serves as CEO of Anita Campbell Associates Ltd, a woman-owned consulting firm helping companies and organizations reach the small business market. Prior to starting her own businesses in 2001, Anita held a variety of senior executive positions in the corporate world, including Senior Vice President of Bell & Howell Publishing Services, culminating in the role of CEO of an information technology subsidiary of Bell & Howell.

As Publisher of several online media properties and syndicated content, Anita reaches over 1 million small business owners and entrepreneurs annually. She is the founder and Editor-in-Chief of Small Business Trends, an award-winning online publication, and hosts Small Business Trends Radio, where she interviews other small business experts.

Anita is a prolific writer and a regular speaker at small business, marketing and technology events. Her new book, Visual Marketing, was published in September, 2011. In addition to her own publications, her articles and columns have been published at places such as Inc Technology, OPEN Forum, and Success Magazine. Her expertise is often sought by the media, and she is quoted in The New York TimesFortuneUSA Today, and many other outlets.

For more information, visit Anita’s website.

Contact Info for Anita Campbell

Business Phone: 330-242-1893

Web address: AnitaCampbell.com

Web address: SmallBizTrends.com

Travels From: Cleveland, OH

Follow Anita:

Twitter Linked In Facebook

Books by Anita Campbell

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scott klososky

Interview with Scott Klososky

Author, Social Technology Expert, and Founder of Alkami Technology

Detroit, MI

Listen to this interview to learn:

  • How a dyslexic boss showed how to find a willing market and build a business from the ground up
  • What it took to sell to larger companies as a startup
  • Mistakes made and lessons learned from overly ambitious business expansion
  • What CEOs need to know now about leadership skills in the age of digital marketing and social media
Play

Expert Bio

Scott Klososky, a former CEO of three successful startup companies, currently serves as founder and Chairman of the Board of Alkami Technology, which focuses on providing online account management solutions to the financial services industry. Scott also works with senior executives in organizations ranging from Fortune 500 corporations to universities and nonprofits, including Cisco, Ebay, Volvo, and the American Payroll Association. He helps his clients integrate social technologies into their strategic direction as well as improve their utilization of technology as a tool.

Scott is the author of three books: The Velocity Manifesto: Harnessing Technology, Vision and Culture to Future Proof Your Organization, Enterprise Social Technologies: Helping Organizations Harness the Power of Social Media, Social Networking, Social Relevancy, and Managing with Social Technology, a McGraw Hill Brief Case Series Book that is targeted specifically at giving managers a roadmap for implementing and using social tools in order to improve productivity and results.

For more information, visit Scott’s website.

Contact Info for Scott Klososky

Business Phone: 405-359-3910

Web address: http://www.fpov.com/scott-speaks/

Travels From: Detroit, MI

Follow Scott:

Twitter

Books by Scott Klososky

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maribeth kuzmeski

Interview with Maribeth Kuzmeski

Consultant, Speaker, and President of Red Zone Marketing

Grayslake, IL

Listen to this interview to learn:

  • The tremendous impact an ideal client can have in growing your business.
  • How mentors can accelerate your growth and catapault your income.
  • How focusing on continuous improvement with your messaging and delivery creates a memorable brand.
Play

Expert Bio

Maribeth Kuzmeski and her firm, Red Zone Marketing, consult and speak for businesses from financial services firms to Fortune 500 corporations on strategic marketing planning and business growth. An internationally recognized speaker, Maribeth shares the tactics that businesspeople use today to create more sustainable business relationships, sales, and marketing successes.

She is also an international keynote speaker, a member of Entrepreneurs’ Organization, and a regular media contributor who appears on Fox, ABC, and NBC and in publications including The Wall Street Journal, The New York Times, Entrepreneur, and Forbes.

Maribeth has written 5 books including the bestsellers …And The Clients Went Wild! and The Connectors.

For more information, visit Maribeth’s website.

Contact Info for Maribeth Kuzmeski

Business Phone: 847.367.4066

Web address: RedZoneMarketing.com

Travels From: Chicago, IL

Follow Maribeth: Twitter

Books by Maribeth Kuzmeski

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lee colan

Interview with Lee Colan

Bestselling Author and President of The L Group, Inc.

Plano, TX

Listen to this interview to learn:

  • About making the leap from a corporate OD/HR position to self-employment<
  • How important it is to get the franchise prototype right before scaling a business
  • How to stay clear on what’s important vs. what’s urgent
  • About avoiding the insidious trap as a leader of “Oh, I can do it quicker myself.”
  • How an energy company grew from 23 people to Fortune 500 status in less than a decade
  • The most important aspect of a leader that must be shared in order for a company to grow
Play

Expert Bio

Lee J. Colan, Ph.D. is President of The L Group, Inc., a Dallas, Texas-based consulting firm. He is a high-energy, expert leadership advisor who has built a track record of successfully managing the challenges of rapid organizational change. Many companies have experienced the positive impact of Lee’s practical approach, including FedEx, the American Heart Association, and Texas Instruments.

Lee has authored 10 rapid-read books, including the bestseller Sticking to It: The Art of Adherence, which illuminates how the highest-achieving people and teams sharpen their focus, build their competence, and ignite their passion through adherence. He has also created or co-created over 200 products that elevate leaders at every level. Lee’s e-newsletter, The LETTER, and his popular column, Leadership Insights (check your local City Business Journal), reach tens of thousands of readers weekly. Additionally, Lee’s articles and practical advice have appeared in a wide variety of print and electronic outlets, and he delievers turbo-charged presentations and workshops to a broad range of audiences.

For more information, visit Lee’s website.

Contact Info for Lee J. Colan

Business Phone: 972-250-9989

Web address: TheLGroup.com

Travels From: Dallas, TX

Follow Lee:Twitter

 

Books by Lee J. Colan

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tom_searcy

Interview with Tom Searcy

Founder & CEO, Hunt Big Sales

Fishers, IN

Listen to this interview to learn:

  • How to build systems that allow you to repeat your successes.
  • How to minimize risk in going after big sales.
  • The advantages of tracking your success through the measurable success of your clients.
Play

Expert Bio

Tom Searcy, the foremost expert in large account selling, has made a career out of doing big deals and creating explosive growth. By the age of 40, he had lead four corporations, transforming annual revenues of less than $15 million to as much as $200 million in each case.

As the founder and CEO of Hunt Big Sales, a fast-growth consultancy and thought leadership organization, he’s helped clients transform the way they do business and close deals they would have never thought possible. With Tom’s guidance, Hunt Big Sales clients have closed more than $4 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple and hundreds more.

Tom is a successful speaker who shares the secrets behind explosive sales growth with audiences around the world. As a regular contributor to the Inc. Magazine conferences and Vistage International, the leading organization for CEO thought leadership, he’s introduced more than 5000 CEOs to the concepts that can lead to their biggest deals ever.

He is the author of RFPs Suck! How to Master the RFP System Once and for All to Win Big Business, the co-author of Whale Hunting: How to Land Big Sales and Transform Your Company, and regularly blogs about sales strategies and techniques.

For more information, visit him on the Hunt Big Sales website.

Contact Info for Tom Searcy

Business Name: Hunt Big Sales
Business Phone: 317-816-HFBS (4327)
Web address: Hunt Big Sales
Travels From: Indianapolis, IN
Follow Tom: Twitter

Books by Tom Searcy

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eric_taylor

Interview with Eric Taylor

President of Eric Taylor Consulting Group, Author, and Speaker

Millstone, NJ

Listen to this interview to learn:

  • The characteristics needed to be successful in personal marketing and selling.
  • How Eric promoted Jeffrey Gittomer’s seminars for success.
  • The lesson of asking, “How can I provide value first?”
Play

Expert Bio

Eric Taylor started his “professional sales career” at the age of seventeen, selling pots and pans door-to-door in New Jersey and went on to build a successful seven-figure entertainment company while in college. He is now the President and Chief Collaboration Officer at Eric Taylor Consulting Group, a training, coaching, and consulting organization specializing in sales training, sales coaching, small business marketing, employee motivation, leadership and personal development.

Eric is also the co-author of the Mastering the World series of books, which includes Mastering the World of Selling and Mastering the World of Marketing. His new book, Life Lessons from Superman, is due out in March 2012.

For more information, visit Eric’s website.

Contact Info for Eric Taylor

Business Phone: 732-236-1858

Web address: EmpowermentGroup.com

Travels From: New York, NY

Follow Eric:Twitter

Books by Eric Taylor


 

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dianna booher

Interview with Dianna Booher

Author, Award-winning Speaker, and CEO of Booher Consultants

Colleyville, TX

Listen to this interview to learn:

  • How a Fortune 100 corportation helped launch her business.
  • Mistakes to avoid when running a business meeting.
  • What makes communication more powerful than simply sharing information.
  • The relationship between how you deliver the message and the impact it has on your audience.
Play

Expert Bio

Dianna Booher founded Booher Consultants in 1980 to lead organizations to increase their productivity through effective communication. Since then, Dianna and her trainers have taken her communication principles and techniques to hundreds of organizations on six continents, including IBM, PepsiCo, Verizon, and the U.S. Senate.

Dianna herself has received the highest awards in the professional speaking industry, including induction into the CPAE Speaker Hall of Fame. Additionally, Successful Meetings magazine named Dianna on its list of 21 Top Speakers for the 21st Century.

Dianna is the author of 45 books, published in 23 countries and 16 languages. Her latest title is Creating Personal Presence: Look, Talk, Think, and Act Like a Leader. Executive Excellence Publishing named her as one of the “Top 100 Thought Leaders” and one of the “Top 100 Minds on Personal Development.” She has been interviewed by Good Morning America, National Public Radio, and Entrepreneur, among many other national radio programs, TV programs, and newspapers.

For more information, visit Dianna’s website.

Contact Info for Dianna Booher

Business Phone: 817-318-6000

Web Address: Booher.com

Travels From: Dallas/Fort Worth, TX

Follow Dianna: Twitter

Books by Dianna Booher


 

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andrew keen

Interview with Andrew Keen

Internationally Recognized Entrepreneur, Speaker and Author

Santa Rosa, CA

Listen to this interview to learn:

  • The inside story on audiocafe.com, an early Silicon Valley Internet start-up.
  • The single most important key to a start-up succeeding.
  • How the market will tell you the brutal truth about your company or idea, and why it’s best to learn it sooner rather than later.
  • What’s lost through participation in Internet communitites in terms of human relationships.
Play

Expert Bio

Andrew Keen, is an entrepreneur, writer, broadcaster and public speaker. He is the author of the international hit CULT OF THE AMATEUR: How the Internet is Killing our Culture, which was short-listed for the Higham’s Business Technology Book of the Year Award. As a pioneering Silicon Valley based Internet entrepreneur, Andrew founded Audiocafe.com in 1995 and built it into a popular first generation Internet music company.

He is currently the host of the “Keen On” show on TechCrunch TV, where he interviews leading opinion makers from the worlds of technology, media and policy. Andrew is also an acclaimed speaker on the international circuit, speaking regularly on the impact of new technology on 21st century business, education and society. Andrew’s new book about the social media revolution, Digital Vertigo: An Anti-Social Manifesto, is coming out in 2012.

For more information, visit Andrew’s website.

Contact Info for Andrew Keen

Web address: AJKeen.com

Travels From: San Francisco, CA

Follow Andrew: Twitter

 

Books by Andrew Keen

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troy hazard

Interview with Troy Hazard

Author, Speaker, and Former Global President of the Entrepreneur’s Organization

San Diego, CA and Brisbane, Australia

Listen to this interview to learn:

  • The importance of engaging your customers
  • Specific tools you can use to future-proof your business
  • An example of how to listen to your team to gain credibility
  • The evolution of an entrepreneur from start-up to investor
Play

Expert Bio

There are few situations in the business world that Troy Hazard has not experienced and survived – from massive financial loss to stunning success. Troy is a serial entrepreneur who has founded and nurtured ten businesses over two decades and has spent the last 20 years as a business consultant to some of the world’s leading brands including Goodyear, Baskin Robbins, Subway, and many more.

His “Lessons from the Edge” approach and business talents were internationally recognized when he was elected by the world’s foremost business leaders to serve a term as Global President of the Entrepreneurs’ Organization.

Troy is the author of Future-Proofing Your Business: Real Life Strategies to Prepare Your Business for Tomorrow, Today and of The Naked Entrepreneur: A Millionaire’s Journey from Fear to True Wealth. He is also a Certified Professional Speaker and co-hosts a TV program called “Inside Franchising”.

For more information, visit Troy’s website.

Contact Info for Troy Hazard

Business Phone: 323-313-4007

Web address: TroyHazard.com

Travels From: San Diego, CA

Follow Troy:

Twitter

Books by Troy Hazard

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geoff colvin

Interview with Geoff Colvin

Award-winning Business Thinker, Author, Speaker, and Broadcaster

New York, NY

Listen to this interview to learn:

  • The three keys to high performance in business, sports, and the arts.
  • What to focus on when you want to improve your game in any area of your life.
  • The vital role that feedback and accountability play in reaching new levels.
  • What Geoff learned when he spoke with 3 self-made billionaires (Sir Richard Branson, Steve Case, and Ted Turner).
Play

Expert Bio

Geoff Colvin is an award-winning thinker, author, broadcaster, and speaker on today’s most significant trends in business. As a longtime editor and columnist for FORTUNE, he has become one of America’s sharpest and most respected commentators on leadership, globalization, wealth creation, the infotech revolution, and related issues. As anchor of Wall Street Week with FORTUNEon PBS, he spoke each week to the largest audience reached by any business television program in America.

Geoff’s groundbreaking bestseller Talent Is Overrated: What Really Separates World-Class Performers From Everybody Else received the Harold A. Longman Award for Best Business Book of the year. Charlie Rose says it is “spectacular” and “fascinating,” Daniel H. Pink calls it “profoundly important,” and Donald Trump calls it “enlightening” and “inspiring.” Geoff’s book The Upside of the Downturn: Management Strategies for Difficult Times was named the best management book of the year by Strategy + Business magazine.

As a speaker, Geoff has engaged hundreds of audiences on six continents. He is also a skilled on-stage interviewer whose subjects have included Jack Welch, Henry Kissinger, Richard Branson, the Prince of Wales, Bill Gates, Alan Greenspan, Steve Case, Ted Turner, George H.W. Bush, George W. Bush, and many others. He is the regular lead moderator of the Fortune Global Forum, and he serves as moderator for the International Business Leaders Forum in London.

Geoff is one of America’s preeminent business broadcasters. He is heard daily on the CBS Radio Network, where he has made over 10,000 broadcasts and reaches seven million listeners each week. He has appeared on Today, The O’Reilly Factor, Good Morning America, CBS This Morning, ABC’s World News, CNN, CNBC, PBS’s Nightly Business Report, and dozens of other programs.

For more information, visit Geoff’s website.

Contact Info for Geoff Colvin

Web address: GeoffColvin.com

Travels From: New York, NY

Follow Geoff:

Twitter

 

Books by Geoff Colvin

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jamie_wolf

Interview with Jamie Wolf

Entrepreneur Coach

Beaufort, SC

Listen to this interview to learn:

  • How to use available resources to bridge the gap between knowing and doing.
  • Important questions to ask about yourself on the road to entrepreneurial growth.
  • The importance of resilience to being a successful entrepreneur.
Play

Expert Bio

Jamie Wolf works with entrepreneurs who want to transform dreams into viable businesses and with regional economic development organizations that assist entrepreneurs. An entrepreneur herself, she has traveled the world raising money from angel investors. She’s currently writing a book related to dignity, happiness, and resilience, particularly for entrepreneurs.

Contact Info for Jamie Wolf

Business Phone: 843-694-7443

Travels From: Charleston, SC

Follow Jamie: Twitter

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roberta matuson

Interview with Roberta Matuson

Internationally Recognized Workforce Expert and President of Human Resource Solutions

Northampton, MA

Listen to this interview to learn:

  • How living on her own without any “safety net” sparked the success imperative
  • What companies need to be thinking about as the economy improves in terms of hiring and retention
  • What leaders have been doing to do more with fewer resources
  • Why it is critical to get to the true source of employee dissatisfaction and how to approach the solution
Play

Expert Bio

Roberta Matuson is the President of Human Resource Solutions and for over 25 years has worked with many world-class organizations, including Best Buy and New Balance, as well as high growth companies, federal government agencies, associations, and individuals. In recognition for her accomplishments in client results, professional contributions and intellectual property, Roberta was recently inducted into the prestigious Million Dollar Consultant® Hall of Fame. She is one of a handful of international consultants to receive this honor.

Roberta is the author of the highly-acclaimed book Suddenly In Charge: Managing Up, Managing Down, Succeeding All Around. She is a prolific writer who has published more than 300 articles worldwide and is frequently quoted in the New York Times, Boston Globe, Inc.com, and CNBC.com. She is a regular contributor to Monster, BNET, Pink Magazine, Yahoo! HotJobs and Careerbuilder.com and is one of the top expert bloggers for Fast Company. Roberta has often appeared on television on programs such as CBS’s The Early Show and Fox’s The O’Reilly Factor and Fox Business News. An engaging speaker, Roberta is also sought after by companies and organizations looking to inspire people into action.

For more information, visit Roberta’s website.

Contact Info for Roberta Matuson

Business Telephone: 413-582-1840 or 617-566-8978

Web address: YourHRExperts.com

Travels From: Boston, MA

Follow Roberta: Twitter

Books by Roberta Matuson

 

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brian reich

Interview with Brian Reich

Founder and Managing Director at little m media

New York City, NY

Listen to this interview to learn:

  • Qualities of a successful info strategist and how that can help your business
  • The importance of avoiding the shiny object syndrome
  • The big challenges on which we can be focusing our talents and technology to improve quality of life now and in the future
  • The key to tackling challenging problems
  • Tips you can use to avoid information overwhelm
Play

Expert Bio

Brian Reich is founder and managing director of little m media, an information strategy firm that helps individuals and organizations solve complex problems. He is well known for his expertise in new media, Web 2.0, social networks, mobile, community, ecommerce, brand marketing, cause branding, and more.

Brian is the author of Shift & Reset: Strategies for Addressing Serious Issues in a Connected Society and co-author of Media Rules!: Mastering Today’s Technology to Connect with and Keep Your Audience. He also contributes as a Fast Company Expert, hosts a regular podcast discussion about the impact of media and technology on society, and teaches consumer behavior and marketing strategy in the graduate school of communications at Columbia University.

Brian began his career in politics, working on several campaigns around the country. He spent two years as briefing director to Vice President Gore in the White House and during the 2000 presidential campaign. He has spent the past decade providing strategy, analysis, and support to corporations, nonprofit organizations and charities, media companies and other groups that are looking to solve complex problems. He has held senior roles at leading digital, PR, and public affairs agencies, including Mindshare Interactive Campaigns, Cone Inc., and EchoDitto. He has led projects for many of the largest and most influential brands and nonprofit organizations, as well as media companies, start-ups, and political/advocacy groups.

For more information, visit Brian’s website.

Contact Info for Brian Reich

Web address: ShiftandReset.com

Travels From: New York City, NY

Follow Brian:

Twitter

Books by Brian Reich

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ruby_newell_legner

Interview with Ruby Newell-Legner

Founder, RubySpeaks, Inc.

Littleton, CO

Listen to this interview to learn:

  • Ruby’s journey from swim coach to trainer of world-class companies, organizations, and associations, such as the Olympics, US Open, and the Superbowl.
  • The loyalty and retention trend impacting many industries in the recovering economy in the United States.
  • The connection between rose water and a memorable hotel visit.
  • What premium suite ticket holders really value.
  • Why organizations that treat their staff well have happier customers.
  • How staff can inadvertently upset a customer by using the wrong word that is a near-universal hot button.
  • The two-step process Zappos uses to define job criteria to ensure good hires.
Play

Expert Bio

Ruby Newell-Legner is a Certified Speaking Professional, a designation bestowed by the National Speakers Association to less than 400 speakers in the world. She founded RubySpeaks, Inc. in 1994 with a singular mission: to provide the hands-on training employees need to create a more productive work environment where everyone can excel on the job. Over the last decade, she has presented more than 1800 programs in nine countries and has shown tens of thousands of participants how to quickly improve workplace performance.

An award-winning and nationally recognized training expert in the Leisure and Hospitality Industry, Ruby is also a facilitator with a proven ability to create environments where groups can brainstorm effectively, share perspectives and come to consensus-while enjoying the process. Ruby’s high-impact trainings are based on 25 years as a front-line service provider and manager in parks and recreation; she has been presenting training programs in that area for the last 13 years. With “in the trenches” practical know-how, Ruby has an uncommon level of experience that gives immediate credibility with conference attendees and allows her to offer suggestions and recommendations based on actual hands-on experience. Her clients range from NFL stadium management staff to leaders in municipal government to Jumeirah International, the Dubai, United Arab Emirates-based luxury hospitality group that has the only seven-star hotel in the world, the Burj Al Arab.

For more information, visit her on the RubySpeaks website.

Contact Info for Ruby Newell-Legner

Business Name: RubySpeaks, Inc.

Business Phone: 303-933-9291

Web address: RubySpeaks.com

Travels from: Boulder, CO

Follow Ruby: Twitter

 

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barry_moltz

Interview with Barry Moltz

Entrepreneurship Expert and Author

Chicago, IL

Listen to this interview to learn:

  • Reasons why entreprenuers are good at control
  • How one entrepreneur learned to really let her employees do their job and how it helped her business grow
  • Tips on hiring well in a small business
  • What all entrepreneurs can learn from how farmers do business (e.g.: they had multiple streams of income long before real estate investments were popular)
  • The importance of being able to operate anywhere and any when (with a nod to Chris Brogan)
Play

Expert Bio

Barry Moltz is a nationally recognized expert on entrepreneurship who has given hundreds of presentations to audiences ranging in size from 20 to 20,000.  With decades of entrepreneurial experience in his own business ventures as well as consulting countless other entrepreneurs, Barry has discovered the simple, strategic formula to get stuck business owners out of their funk and marching forward.

Barry has written four books, including BAM! Delivering Customer Service in a Self-Service World and You Need to Be A Little Crazy: The Truth about Starting and Growing Your Business, which describes the ups and downs and emotional trials of running a business and is in its fifth reprint. His most recent title, Small Town Rules: How Small Business and Big Brands can Profit in a Connected Economy, is coming out in April 2012.

A member of the Chicago Area Entrepreneurship Hall of Fame, Barry has appeared on many TV and radio programs such as The Big Idea with Donny Deutsch, MSNBC’s Your Business and NPR’s The Tavis Smiley Show.  He hosts his own radio show, Business Insanity Talk Radio, and writes regularly for the American Express Open Forum, Forbes.com and Crain’s Chicago Enterprise City.

For more information, visit Barry’s website.

Contact Info for Barry Moltz

Business Phone: 773-837-8250

Web address: BarryMoltz.com

Travels From: Chicago, IL

Follow Barry:

Twitter

 

Books by Barry Moltz

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tamara gerlach

Interview with Tamara Gerlach

Founder, Cultivating Radiance

Walnut Creek, CA

Listen to this interview to learn:

  • How to take yourself lightly and your business seriously
  • The rapid business boost a successful book can provide
  • What interviews and focused networking can do for your business growth
Play

Expert Bio

Tamara Gerlachhas taught, mentored, and coached thousands of people in creating freedom and Cultivating Radiance in their lives since 1982. She loves to create opportunities for others to deeply experience what they are learning, and to inspire others to become empowered by getting into action around changing their lives.

She began life and business coaching in 2001 after working with Rich Fettke for several years and seeing the impact coaches have on people and businesses. She obtained her training through the Coaches Training Institute, as well as completing Leadership training through Coactive Space. She has assisted the leaders of numerous coaching courses as well as a nine-month leadership course.

She is passionate about working with business leaders, entrepreneurs, athletes, parents, students, and anyone who wants to empower their life to achieve their goals.

For more information visit her website, TamaraGerlach.com.

Contact Info for Tamara Gerlach

Business Name: Cultivating Radiance

Business Phone: 925-864-2093

Web address: www.TamaraGerlach.com

Travels From: San Francisco, CA

Follow Tamara: Twitter

Books by Tamara Gerlach

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terry hawkins

Interview with Terry Hawkins

Award-winning Enterprise Educator and Bestselling Author

Los Angeles, CA

Listen to this interview to learn:

  • How getting new business can often be an indirect process, fueled by enthusiastic outreach
  • The benefit of focusing on improving the client’s situation
  • Using cartoon characters Pitman and Stickman to explain change to business teams
  • What happens to groups where the incentive system is out of synch with the company values
  • How effective business growth starts with effective hiring
Play

Expert Bio

Terry Hawkins is an award-winning speaker, enterprise educator, and founder of People In Progress, which recently expanded from Australia to the United States. A masterful educator in attitude and mind-set change, cutting-edge sales techniques, leadership development, communication strategies, and more, Terry is Australia’s most-booked female speaker. She is also the winner of the 2012 RADICAL Entrepreneur Award and of Australia’s prestigious Educator Award for Excellence.

Terry is the author of the bestselling book There Are Only Two Times in Life, NOW and TOO LATE! and a series of childrens’ books, as well as a contributing author to several more volumes, including The Power of More Than One and 20/20: A Fresh Look at Business Growth.

For more information, visit Terry’s website.

Contact Info for Terry Hawkins

Business Phone: 310-937-1183

Web Address: TerryHawkins.com

Travels From: Los Angeles, CA

Follow Terry:

Twitter

 

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stephen_wunker

Interview with Stephen Wunker

Managing Director, New Markets Advisors

Ipswich, MA

Listen to this interview to learn:

  • How success in embarking on new ventures leads to its own momentum.
  • What a South African bank did to expand its opportunities through looking at the problems its customers were facing from their perspective.
  • What it means to assess what doesn’t exist in the marketplace and how it might present a growth opportunity.
  • The viewpoint of a company evaluating a new market strategy and the risks they have to weigh.
  • Whether your best bet is to take a superhighway or a country road or a combination of the two as you innovate towards growth.
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Expert Bio

As a specialist in new markets, Stephen Wunker combines world-class strategy consulting and entrepreneurial skills. Since 2009, he has led New Markets Advisors, which is dedicated to helping companies find, enter, and win in new markets. He has a long track record of creating successful ventures for his own companies and on behalf of clients, including developing dozens of new growth platforms for clients in a decade of consulting for both start-up and large firms across six continents, establishing new growth businesses for Africa’s largest cellular network, creating the first mobile Internet device marketed outside Japan, and pioneering the use of cellphones as marketing tools.

Stephen is the author of Capturing New Markets: How Smart Companies Create Opportunities Others Don’t, and has published frequently in journals such as Forbes, BusinessWeek, Managed Care, and US Banker. His press and television appearances include the New York Times, Bloomberg and the BBC, and he has also been a guest lecturer at Dartmouth’s Tuck School of Business.

Prior to being the Managing Director of New Markets Advisors, he was Managing Director of Celpay, a start-up created by the pan-African mobile network Celtel, and he served as Celtel’s Business Development Director. He was also CEO of Brainstorm, a developer of mobile middleware software that acquired a start-up he founded, Saverfone. Additionally, he was responsible for bringing the leading British electronics firm Psion into the cellphone market, creating joint ventures with Ericsson and Motorola.

For more information, visit Stephen’s website.

Contact Info for Stephen Wunker

Business Phone: 617-337-3060

Web address: NewMarketsAdvisors.com

Travels From: Boston, MA

Follow Stephen: Twitter

Books by Stephen Wunker

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lisa bodell

Interview with Lisa Bodell

Founder and CEO of futurethink

San Francisco, CA

Listen to this interview to learn:

  • The reality behind how innovation occurs in business.
  • What makes leadership harder than it has to be for some.
  • The importance of mindset in approaching solutions.
  • How you can unlock creative energy in your company by killing stupid rules.
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Expert Bio

Lisa Bodell is the founder and CEO of futurethink, an internationally recognized innovation research and training firm that helps businesses embrace change and become world-class innovators. She founded futurethink on the premise that everyone has the power to innovate — they just need to know how. Clients such as 3M, GE, and Johnson & Johnson look to futurethink to develop new styles of thinking and generate innovative ideas.

Lisa is globally recognized as a leader and pioneer in the field of futuring and innovation — creating a unique, straightforward approach to an otherwise complicated topic. She created the widely adopted SIPC Innovation Framework (STRATEGY, IDEAS, PROCESS, CLIMATE), which has helped innovators around the world easily embrace innovation, providing a clear method that breaks innovation down into manageable parts.

In addition to running futurethink and lecturing, Lisa currently serves as an advisor on the boards of the Institute of Direct Marketing in London, The Women’s Congress, the Association of Professional Futurists, and the prestigious Institute for Triple Helix Innovation think tank, the only innovation initiative of its kind within the U.S. government. She also serves as a finalist judge at the annual Idea Crossing Innovation Challenge and FIT’s innovation challenge (which futurethink co-created), has taught courses on marketing and creativity at American University, and serves as a faculty member of the American Management Association.

She is the author of Kill the Company: End the Status Quo, Start an Innovation Revolution and an author of Success Simplified, a collection of works featuring other chapters by Dr. Stephen Covey, Dr. Tony Alessandra, and Patricia Fripp. Lisa has appeared on FOX News, and in publications such as Crain’s, Business Week, The New York Times, WIRED, Investor’s Business Daily, Successful Meetings, Harvard Business Review, and The Futurist.

For more information, visit Lisa’s website.

Contact Info for Lisa Bodell

Business Phone: 646-257-5737

Web address: futurethink.com

Travels From: San Francisco, CA

Follow Lisa:

Twitter

Books by Lisa Bodell

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marilyn sherman

Interview with Marilyn Sherman

Motivational Keynote Speaker and Founder of UpFront Presentations

Las Vegas, NV

Listen to this interview to learn:

  • The choice to not participate in a negative economy
  • Gladys Holm, who left a $18 million gift in her will on a $15,000 annual salary
  • How the right kind of business opportunities lead to great exposure and more business
  • The surprising value of being outrageous with goal setting
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Expert Bio

Marilyn Sherman has spent years motivating and inspiring audiences to get out of their comfort zone and get a front-row seat in life. She became a contract speaker for one of the top seminar companies in the United States and Canada after a successful career as a training officer for Chrysler First Financial Services, and officially received road warrior status after delivering six-hour professional development seminars up to 5 cities a week up to three weeks a month for five years!

In 1998, Marilyn went out on her own, starting UpFront Presentations, a speaking and training company. She has served on the boards for the National Speakers Association Las Vegas and San Diego chapters and was the chair of the national Motivational Speaker Professional Expert Group. In addition to being a popular motivational keynote speaker, Marilyn is also the author of three motivational books: Whose Comfort Zone Are You In?, Why Settle for the Balcony: How to get a Front-Row Seat in Life, and Front-Row Service.

For more information, visit Marilyn’s website.

Contact Info for Marilyn Sherman

Business Phone: 913-498-9772

Web address: MarilynSherman.com

Travels From: Las Vegas, NV

Follow Marilyn:

Twitter

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colleen francis

Interview with Colleen Francis

Sales Expert and Member of the Canadian Speaking Hall of Fame

Ottawa, Canada

In this My Quest for the Best podcast episode, Colleen Francis talks to Bill Ringle about sales, leadership, and what sales reps need to do in order to get out of the purchasing office and into that higher level of relationship with their clients.

Listen to this interview to learn:

  • How she decided to leave a successful career to start her business
  • The shipping company case study, where small spot sales were converted to larger, more frequent sales
  • What hurdles companies need to clear in order to approach sales with greater effectiveness
  • A practical tip for helping salespeople move outside their comfort zone
  • The importance of dispelling the myth that selling is an innate skill, so your business can grow

Interview Insights

Click to Read the Show Notes

1:05 [How Francis was recruited into sales right out of university] – “I’ve always had a career in sales.”

2:05 [On why companies hired her to help with growth] – “A lot of companies, especially smaller companies, had hired me as a sales VP way too soon. We didn’t have a product yet. we didn’t really have a market yet.”

3:24 How Francis decided to leave a successful career to start her own consulting business.

4:00 “The good news about setting up a consulting business is that it’s not an infrastructure heavy business.”

4:25 “I didn’t feel comfortable, or neither did I feel like it was ethical for me to be searching for clients while I always working for another job.”

5:43 [On Francis’s ideal client] – “We love to work with organizations that have sales teams. Typically we work with organization in the mid to large size…in a B2B environment.”

7:38 “I’m not interested in working with companies that have a hit and run attitude.”

8:47 “If you spend a lot of time at the front end of that sales cycle developing that relationship, then that customer’s going to stay with you a lot longer.”

9:45 The shipping company case study, where small spot sales were converted to larger, more frequent sales.

11:05 “The most important thing there was getting their sales reps out of the purchasing office and into that higher level relationship.”

12:34 [On the evolution of sales] –  “We had to start talking in terms of the benefits that these big programs had, and the results that they were going to give.”

12:53 [On the importance of employee engagement] –  “Just because a client signs a contract doesn’t mean that they’re actually going to use that contract.”

14:02 What hurdles companies need to clear in order to approach sales with greater effectiveness.

14:39 “It doesn’t make sense to train a team on a new methodology, a new process, and new mindset and not have anybody in place to help reinforce that.”

15:15 “It’s really hard to get sales people out of their comfort zone and start selling to different people in the organization.”

16:53 “Once they meet new people, they realize how transformational that can be to speeding up the sales cycle”

17:15 [The benefits of team-selling] – “Some people won’t be able to get out of their own way until they see the proof.”

18:10 “The biggest leadership mistake that I see – at the CEO, or the founder, or the President – is that they believe that selling is an innate skill that people have or they don’t have.”

18:26 “Selling is a skill that needs to be refined and changed and honed.”

19:28 Francis’s tips and tricks for staying productive and on task.

Expert Bio

Colleen Francis is driven by a passion for sales – and results. A successful sales professional for over 20 years, Colleen has studied the habits of the top 10% of sales performers from organizations of all sizes and shapes – from small businesses to Fortune 500 companies. She has complemented conventional sales wisdom with proven sales strategies that get results in today’s tough economy.

Through her company, Engage Selling Solutions, Colleen has condensed this winning formula into an internationally acclaimed sales training system, helping sales professionals everywhere to make an immediate and lasting impact to their results. Her services are regularly sought by leading organizations throughout the world including RBC, Adecco, Bell, Dow Chemical, HelmsBriscoe, Wilhelmsen and many others.

Colleen has been distinguished as a Certified Sales Professional, 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.”

For more information, visit Colleen’s website.

Contact Info for Colleen Francis

Business Phone: 877-Engage-U (364-2438)

Web address: EngageSelling.com

Travels From: Ottawa, Canada

Follow Colleen:

Twitter

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joan_pagano

Interview with Joan Pagano

Author and Founder, Joan Pagano Fitness

Listen to this interview to learn:

  • The importance of continuous marketing.
  • How measuring concrete results really does make a difference to business growth.
  • That there really is time in your busy workday to exercise well.
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Expert Bio

Joan Pagano is the author of best-selling fitness books, an informational speaker on health and fitness topics, and the owner of Joan Pagano Fitness in New York City.

Former trainer to Jacqueline Onassis and Caroline Kennedy, Joan has provided professional guidance to people at all levels of fitness since 1988, creating hundreds of training programs for individuals, groups, fitness facilities, schools, hospitals and corporations.

Joan is an authority on the benefits of exercise for women’s health issues such as pregnancy, breast cancer, menopause and osteoporosis as well as strength training through the decades. She has contributed to such publications as SHAPEHealth, FitnessOxygen and Vitality magazines,The Wall Street Journal, the Chicago Tribune and The Cleveland Plain Dealer among many others and has made national and regional TV appearances.

Formerly the Director of the Personal Trainer Certification Program at Marymount Manhattan College, Joan now manages her own staff of fitness trainers. She is a spokesperson for IDEA Health & Fitness Association, the world’s largest association for fitness and wellness professionals. Joan is certified in Health and Fitness Instruction by the American College of Sports Medicine (ACSM) and is a Phi Beta Kappa cum laude graduate of Connecticut College. She has completed seven marathons.

For more information, visit the Joan Pagano Fitness website.

Contact Info for Joan Pagano

Business Phone: 212-722-8116
Web address: JoanPaganoFitness.com
Travels From: New York, NY
Follow Joan: Twitter

Books by Joan Pagano

 

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debbie allen

Interview with Debbie Allen

Serial Entrepreneur, Certified Speaking Professional, and Author

Scottsdale, AZ

Listen to this interview to learn:

  • How focusing on a key strategy creates great business momentum.
  • The power of finding the right joint venture partners.
  • What crystal clear ideas and an authentic heart base can do for your business.
  • The reality behind becoming successful as an information marketer.
  • >>> Special offer to participate in an upcoming P3 Epic Event <<<
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Expert Bio

Debbie Allen, The Millionaire Entrepreneur Business Builder, works with clients around the world as an international business speaker and marketing mentor. Her expertise helps entrepreneurs achieve dramatic results with their branding, online marketing and overall business success blueprint.

As a highly successful serial entrepreneur starting at age 19, Debbie developed multiple million dollar companies in diverse industries including mini-storage, real estate, retail, professional speaking, marketing consultation, information marketing and event businesses.

She is an author of five books on business and personal development including her best seller, Confessions of Shameless Self Promoters.

Debbie has presented before thousands of people in over 20 countries around the world and is one of the top 5% of professional women speakers worldwide to have achieved the honor of Certified Speaking Professional from both the National Speakers Association and the International Speakers Federation. She has also been nominated as an Entrepreneur Leader of the World 2011.

For more information, visit Debbie’s website.

Contact Info for Debbie Allen

Business Phone: 480-634-7691

Web address: DebbieAllen.com

Travels From: Phoenix, AZ

Follow Debbie: Twitter

Books by Debbie Allen

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