“Why do you pick up your phone for five minutes… and suddenly lose two hours?

Why do some stories completely pull you in while most people lose your attention almost instantly?

In this episode of Speaking With Authority, master storyteller Jim Koetting shares a short, powerful story — then breaks down exactly what happened inside your brain while you were listening.

You’ll discover how dopamine, curiosity, emotional tension, pattern interruption, cortisol, oxytocin, and serotonin influence attention, storytelling, and even social media addiction.

This episode explores:

• why your brain creates mental movies from words,
• why great storytellers are unforgettable,
• why screens are so hard to put down,
• and how your attention can slowly be hijacked without you realizing it.

Part storytelling masterclass.

Part neuroscience.

Part wake-up call.

If you’ve ever wondered why your phone keeps pulling you back in… this episode will help you understand why.”

Why do most ERP, CRM, and tech implementations fail—even when the software is good?

In this episode of Speaking With Authority, Jim Koetting sits down with digital transformation expert Eric Kimberling to break down the real reason technology projects fail.

Spoiler: It’s not the software.

WHAT YOU’LL LEARN IN THIS EPISODE:

• Why ERP and CRM implementations fail
• The biggest leadership mistakes in digital transformation
• Why more tools (Slack, Teams, Jira, etc.) often create more confusion
• How lack of alignment destroys tech projects
• Why employee buy-in is the difference between success and failure
• How to lead teams through resistance, burnout, and change
• The hidden risks of cloud software and AI adoption

IF YOU’VE EVER EXPERIENCED:

• A failed tech rollout
• Too many systems and no alignment
• Teams refusing to adopt new tools
• Leadership making poor technology decisions
• Endless meetings with no progress

This episode will hit home.

THE BIG IDEA:

Most companies think they have a technology problem.

They don’t.

They have a leadership and communication problem.

ABOUT ERIC KIMBERLING:

Eric Kimberling is the CEO of Third Stage Consulting and one of the most trusted independent advisors in ERP, CRM, and digital transformation.

He helps organizations:

• Avoid costly tech failures
• Navigate ERP and software selection
• Turn around failing implementations
• Align leadership, teams, and execution

ABOUT THE HOST:

Jim Koetting is a TEDx speaker, executive coach, and trusted mentor helping leaders improve communication, alignment, and performance.

RESOURCES AND LINKS:

Website: https://ceomconsulting.com

5 Voices Assessment: https://ceomconsulting.giantos.com/store/5

SUBSCRIBE FOR MORE:

If you want to lead with clarity, communicate with authority, and build aligned, high-performing teams, subscribe to Speaking With Authority.

New episodes released regularly.

Culture isn’t a poster—it’s behavior. Jim Koetting interviews Bronson Taylor (Workplace IO) on using AI and NLP to measure six culture metrics—burnout, psychological safety, conflict, engagement, alignment, execution risk—so leaders can design, track, and even forecast culture with the rigor of BI. Practical, ethical, and immediately actionable.

Join TEDx speaker and global educator Michelle Machado as she shares her transformative journey across four continents, exploring the shift from performance to presence in a digitally distracted world. Discover how her multicultural experiences have shaped her understanding of connection and identity, and learn practical insights on fostering authentic human connections in today's fast-paced environment.

https://michelledmachado.com/

Tune in to this engaging episode to uncover the secrets of balancing technology with meaningful human interactions. Don't miss out on this enlightening conversation!

I help organizations measure and close productivity gaps that silently erode profits and burn out top performers.

My process starts with a Leadership and Culture Audit—using data, digital exhaust, and observation—to expose the leadership patterns causing inefficiency. Then, through speaking and consulting, I help transform those insights into a more productive, scalable culture.

If your company hires keynote speakers, you’re my ideal client.

I’m not a motivational speaker—I’m a leadership catalyst.

I help executives identify the hidden productivity gaps that kill growth,

starting with a measurable Leadership & Culture Audit

that reveals how leadership behaviors impact your bottom line.

–––––––––––––––––––––––––––––––––

🔥 CONNECT WITH JIM KOETTING

Website: https://www.ceomconsulting.com

LinkedIn: https://www.linkedin.com/in/jimkoetting/

Facebook: https://www.facebook.com/jim.koetting.2025/

Instagram: https://www.instagram.com/jkoetting1/

Twitter (X): https://x.com/jkoetting

TEDx Talk: https://youtu.be/_ZMUUgufLvM?si=WqkFZzFo4jWfaDaN

Free 5 Voices Assessment: https://ceomconsulting.giantos.com/store/5-voices

Schedule a Call: https://calendly.com/jkoetting/30min_zoom

–––––––––––––––––––––––––––––––––

🎙 PODCAST – Speaking With Authority

Learn from top leaders on culture, influence, and team performance.

Listen on YouTube or your favorite podcast platform.

#LeadershipDevelopment #CompanyCulture #TeamProductivity #ExecutiveCoaching #LeadershipTraining #JimKoetting #SpeakingWithAuthority #CEOMConsulting

*What does it really take to build leaders worth following in today’s distracted world?*

In this episode of Speaking With Authority, host Jim Koetting sits down with Jeremie Kubicek—author of The Voice-Driven Leader, co-creator of The 5 Voices and 100X Leader, and co-founder of GiANT Worldwide.

Jeremie’s leadership journey started in the chaos of post-Soviet Russia, living above a mafia boss and surviving a coup attempt. Those experiences shaped his core belief: true leadership is about liberation, not domination.

*We cover:*

--Jeremie’s near-death experiences and how they shaped his leadership philosophy.

--Why most organizations fail at developing leaders—and how to fix it.

--The Four Stages of Development (and how to keep your team out of the “pit of despair”).

--How the 5 Voices Framework unlocks communication and team performance.

--The role of trust, apprenticeship, and personal growth in scaling businesses.

--What to expect at the upcoming Voices 2025 Conference in Oklahoma City.

--If you’re a coach, consultant, executive, or team leader, this conversation will give you practical tools and a roadmap to multiply healthy leaders.

*Voices 2025 Event*

https://5voices.com/voices-25

*What's My Voice?*

https://ceomconsulting.giantos.com/store/5-voices

*5 Voices Certification*

https://5voices.com/certification?source=ceomconsulting

In this episode of the Speaking with Authority podcast, join Jim Koetting as he sits down with Erika Glenn, a trailblazer in the corporate world known for her transformative work in technology and healthcare. Erika shares her journey from a challenging childhood to becoming a leader who champions empathy and resilience. Discover how her promise to never let her family struggle again shaped her leadership style, emphasizing the importance of empathy and connection in today's fast-paced world. Tune in to explore how authentic leadership can drive meaningful change and foster a culture of care and innovation. #Leadership #Empathy #Podcast

What's My Voice?

https://ceomconsulting.giantos.com/store/5-voices

5 Voices Event

https://5voices.com/voices-25

In this conversation, Jim Koetting and Steve Cockram delve into the intricacies of leadership, focusing on the Five Voices framework. They discuss the evolution of leadership tools, the importance of self-awareness, and the dynamics of personality types in professional settings. Steve shares insights on the necessity of simplicity in leadership tools, the limitations of personality assessments, and the interplay of nature, nurture, and choice in shaping individuals. The discussion also covers the significance of mature versus immature voices in leadership and offers practical coaching scenarios for conflict resolution. Finally, they highlight the upcoming Voice Driven Leader book launch and the importance of community in leadership development.

takeaways

The Five Voices framework simplifies personality assessments for leaders.

Self-awareness is crucial for effective leadership.

Mature leaders create safe environments for collaboration.

Understanding personality types can enhance team dynamics.

Simplicity in leadership tools is essential for effectiveness.

Nature, nurture, and choice all play roles in personality development.

Conflict resolution requires understanding different perspectives.

Leaders should focus on long-term development of their teams.

The Five Voices framework can complement other personality tools.

Community and connection are vital for leadership growth.

00:00 Introduction to Leadership and Personalities

02:07 The Genesis of the Five Voices

05:01 The Importance of Simplicity in Leadership Tools

07:49 Complementing Other Personality Tools

10:37 The Role of Self-Awareness in Leadership

13:49 Navigating the Digital Age as Leaders

16:24 Understanding Personality Types and Hiring Practices

19:25 The Complexity of Personality Assessments

22:14 Mature vs. Immature Voices in Leadership

31:13 The Importance of Diverse Perspectives

33:08 Maturity in Leadership: Winning Through Others

35:17 Communication Styles: Pioneers vs. Guardians

37:05 Understanding Brain Types and Personality

40:27 Navigating Conflict: Coaching Scenarios

46:43 Collaboration Dynamics: Nurturers and Guardians

50:53 The Voices Conference: Immersion in Leadership

57:34 Generosity in Leadership: Leaving a Legacy

glODzy9BIucMbxHNhqj8

Why Sales Leaders Are Rethinking Training—and Seeing Results

Why are most salespeople still struggling with basic conversations—and how is AI finally solving it? In this compelling episode, Jim Koetting sits down with Ed Kerr, a former Hollywood actor turned entrepreneur, to explore how Practice.ai is transforming sales coaching. Learn why traditional sales training fails, how AI-driven conversation training builds confidence and reduces turnover, and what every VP of Sales needs to know about leading high-performing teams. Packed with practical insights and a live demo of the AI coaching platform, this episode is a must-watch for sales leaders who want to improve performance and ROI.

Key Topics & Bullet Points:

70% of salespeople struggle with common objections—costing companies billions.

Why most sales training fails to translate into confident conversations.

The overlooked importance of conversation fluency in driving sales success.

Roleplay reimagined: How Practice.ai uses private, AI-powered reps to build confidence.

The impact of psychological safety on learning and retention.

How AI creates dynamic and adaptive cold call simulations.

Practice.ai’s dual-agent system: an AI buyer and AI coach.

The concept of actionable conversational strategies for common sales scenarios.

Why traditional roleplay is broken—and how AI fixes it.

Manager dashboards for tracking reps’ practice sessions, scores, and coaching feedback.

Measuring sales rep productivity beyond lagging indicators.

How Practice.ai reduces turnover by accelerating time to fluency.

Real-time feedback from AI coaches builds better objections handling.

Sales manager benefits: transparency, accountability, and ROI tracking.

Ed Kerr's journey from TV star to sales tech founder—blending performance and training.

Keywords

sales training, AI in sales, conversation training, sales coaching, sales leadership, sales objections, sales confidence, sales performance, sales technology, sales effectiveness

Summary

In this conversation, Ed Kerr discusses the challenges faced by sales teams and the importance of effective sales training. He emphasizes the need for conversation training and how AI can revolutionize the way salespeople practice and improve their skills. The discussion covers the psychological aspects of sales training, the role of AI in providing feedback, and the importance of building confidence in salespeople. Ed also shares insights on how sales leaders can better support their teams and improve overall sales performance.

Takeaways

70% of salespeople struggle with handling objections.

Sales training often fails due to lack of reinforcement.

AI can provide a safe environment for practice.

Role playing is essential but often poorly executed.

Salespeople need to be confident to succeed.

Most sales training does not stick without practice.

AI coaching offers objective feedback.

Sales leaders must focus on behavior, not just results.

Building rapport is crucial in sales conversations.

Understanding the 'why' behind sales conversations is key.

Titles

Revolutionizing Sales Training with AI

The Importance of Conversation in Sales

Sound bites

"70% of salespeople cannot handle objections."

"Sales runs the entire economy."

"The ROI was through the roof."

Chapters

00:00 The State of Sales Training

01:50 Challenges in Sales Conversations

08:22 The Role of AI in Sales Training

12:25 AI Coaching vs Traditional Training

19:32 Live Demo of AI Scrimmage

26:13 Real-World Applications of AI in Sales

28:19 Sales Leadership Challenges

38:39 Building Confidence in Salespeople

41:54 Key Takeaways for Sales Managers

In this conversation, Jamie Crosbie, founder of Proactivate, shares her journey into sales leadership, the founding of her company, and the importance of mindset in achieving success. She discusses key leadership lessons learned over her career, the common pitfalls in hiring salespeople, and the significance of understanding individual needs for success. Jamie emphasizes the need for a high-performance mindset and the impact of self-talk on performance. She also addresses the challenges leaders face in a distracted world and the importance of overcoming limiting beliefs to unlock potential.

Jamie Crosbie's journey into sales leadership was influenced by her upbringing.

Proactivate was founded to address gaps in traditional sales recruitment.

Effective leadership requires understanding individual motivations.

Great sales leaders focus on influencing and developing their team members.

Micromanagement can hinder empowerment; leaders should teach data utilization.

Sales success is 80% mindset and 20% skill set.

Hiring requires a clear ideal candidate profile, not just a job description.

A thorough qualification process is essential for hiring success.

Self-talk significantly impacts performance and mindset.

Leaders must help their teams focus on what's most important.

00:00

Introduction to Jamie Crosbie and Proactivate

00:42

The Journey into Sales Leadership

02:01

Identifying Market Gaps in Sales Recruitment

03:56

Key Leadership Lessons and Experiences

08:55

Distinguishing Great Sales Leaders from Average

10:35

Shifting from Micromanagement to Empowerment

14:37

Understanding Salespeople's Needs for Success

18:45

Common Hiring Mistakes in Sales Recruitment

22:54

The High Performance Mindset Model

25:28

The Power of Mindset

27:58

Self-Talk and Its Impact

33:43

Overcoming Limiting Beliefs

38:54

Transforming Performance Mindset

42:32

Future Aspirations and Projects

Join host David Carr on the Business Round Table podcast for an insightful conversation with leadership coach, mentor, and serial entrepreneur Jim Koetting. Jim shares his compelling journey from personal struggles and entrepreneurial ups and downs to becoming a highly impactful mentor and coach. Discover the importance of mentorship, self-awareness, accountability, and why everyone needs a guide on their path to personal and professional growth.

In this insightful conversation, "Overcoming Blind Spots: Jim Koetting on Self-awareness and Effective Leadership," CEOM Consulting sits down with Jim Koetting, a respected leadership advisor and coach, to explore the crucial role of self-awareness in effective leadership. With decades of experience guiding executives and teams through complex organizational challenges, Jim offers a grounded and practical perspective on what it takes to lead authentically and successfully.

In the video, Jim delves into the concept of "blind spots"—the hidden habits, assumptions, or behaviors that limit leaders' impact without them even realizing it. Drawing from real-world examples and his own professional journey, he explains how these blind spots develop, why they are so difficult to identify on your own, and what leaders can do to begin uncovering and addressing them.

Relevant Bullet Points:

Jim Koetting’s journey from entrepreneur to influential leadership coach

Overcoming personal struggles with addiction and its impact on his coaching approach

Why mentorship and self-awareness are critical for growth

Understanding leadership through self-improvement and lifelong learning

Practical coaching techniques for business leaders and individuals

How to identify and work through blind spots

Differentiating between coaches, mentors, and guides

Importance of accountability and realistic expectations

Building self-leadership and personal growth habits

Using Giant tools and methodologies effectively

The transformative power of effective mentorship

Jim’s insights on managing workplace conflict and stress

Preparing yourself to become more coachable

How to find the right mentor or coach

Encouragement to start your journey to growth and leadership improvement

In this insightful episode of Speaking with Authority, Jim Koetting sits down with leadership expert Zach Arend, who shares his captivating journey from rodeo champion to corporate executive and ultimately a renowned leadership coach. Zach candidly discusses his personal setbacks, powerful leadership concepts like the "Good Soldier Dilemma," and his "Saddle Your Own Horse" philosophy. Leaders looking to deepen their self-awareness, authenticity, and effectiveness will gain valuable insights from Zach's inspiring story.

Relevant Links:

Jim Koetting: http://ceomconsulting.com

Jim Koetting on LinkedIn: https://www.linkedin.com/in/jimkoetting/

Zach Arend: https://www.zacharend.com

Zach Arend on LinkedIn: https://www.linkedin.com/in/zacharend/

Episode Highlights:

Zach's journey from rodeo struggles to becoming a two-time state champion.

Navigating a surprising career setback that triggered his leadership transformation.

Understanding the "Good Soldier Dilemma" and its impact on leadership growth.

The importance of radical responsibility and self-awareness in leadership.

Exploring Zach’s powerful metaphor: "Saddle Your Own Horse."

Insights from Zach’s TED Talk and speaking experiences.

Influences from storytelling masters Bo Eason and David JP Phillips.

Benefits of the Entrepreneurial Operating System (EOS) for organizations.

Balancing support and challenge to build effective team cultures.

Practical approaches to managing burnout through resilience and accountability.

Why true leadership prioritizes authenticity and vision over task execution alone.

Selling a business is more than just a financial transaction—it’s an emotional journey. In this episode of Speaking With Authority, Jim Koetting sits down with M&A expert and former entrepreneur Joe Lieberman to unpack the process of selling a company. From personal exit stories to navigating valuation, finding the right buyer, and preparing emotionally and financially, this conversation offers invaluable insights for business owners considering a sale.

Joe shares the behind-the-scenes truths: why deals often "die three times" before they close, how to avoid leaving money on the table, and why preparation—not panic—is the key to maximizing your outcome.

In this deeply personal and revealing episode of Leadership Insights, Jim Koetting—entrepreneur, leadership expert, and business advisor—walks us through The Emotional Journey of Selling a Business. This is not just about balance sheets and exit strategies—this is about identity, legacy, purpose, and emotion.

Whether you're a founder preparing to sell your company, a leader transitioning into a new phase, or an investor interested in the human side of business exits, this episode is for you. Jim shares firsthand what it feels like to sell a company you’ve built from the ground up: the doubts, relief, grief, pride, and eventual reinvention that follows.

👉 Learn more about leadership and business growth at: https://ceomconsulting.com

🎯 Take your FREE 5 Voices leadership assessment: https://ceomconsulting.giantos.com/store/5

🔗 Learn More:

Visit CEOM Consulting: https://ceomconsulting.com

Discover Your Leadership Voice: https://ceomconsulting.giantos.com/store/5-voices

📌 Topics Covered:

Emotional aspects of selling a business

Leadership challenges during transitions

The role of self-awareness in effective leadership

Insights from the 5 Voices Framework

🔔 Subscribe for More Leadership Insights:

Stay updated with the latest episodes and leadership strategies by subscribing to our channel.

📢 Connect with Us:

LinkedIn: Jim Koetting

Website: https://ceomconsulting.com

#SellingABusiness

#FounderJourney

#BusinessExitStrategy

#EntrepreneurLife

#LeadershipDevelopment

#JimKoetting

#BusinessTransition

#EmotionalIntelligence

#ExecutiveLeadership

#LifeAfterExit

#ExitPlanning

#LeadershipInsights

#CEOMConsulting

What if the biggest problem in your leadership… isn’t your team—but your thinking?

In this powerful episode of Speaking With Authority, Jim Koetting sits down with Dr. Lee Warren, a brain surgeon who has performed over 200 surgeries in Iraq—and then faced something far more difficult: rebuilding his own mind after unimaginable loss.

This conversation goes far beyond neuroscience.

It reveals a truth most leaders miss:

You are not stuck with your thinking—and the way you think is shaping everything in your life.

Dr. Warren breaks down:

• Why your brain creates “ruts” that control your behavior
• How your thoughts physically rewire your brain (not metaphor—biology)
• Why leaders fail—not from lack of knowledge, but flawed thinking
• The difference between your brain and your mind (this will challenge you)
• How trauma doesn’t define you—your response does
• The concept of “Self-Brain Surgery”—and how to apply it immediately

Jim connects it directly to leadership:

Why people don’t change… even with evidence

Why leaders struggle to influence others

And why the hardest leadership challenge is leading yourself

This is not theory.

This is practical, life-changing insight that can transform how you think, lead, and live.

If you’ve ever thought:

“Why do I keep doing this?”

“Why can’t I change this pattern?”

“Why won’t people see what I see?”

This episode will hit you hard—in the best way.

W. LEE WARREN, M.D. is an award-winning author, practicing neurosurgeon, and Iraq War veteran. Outside of the operating room, his writing and teaching serve as prescriptions for connecting neuroscience to faith for radical life transformation. He teaches the art and science of human flourishing on The Dr. Lee Warren Podcast, which is heard in 150 countries around the world weekly, on Substack (the bestselling Self-Brain Surgery™ Letter), and in his books. His latest book is The Life-Changing Art of Self-Brain Surgery: Connecting Neuroscience and Faith to Radically Transform Your Life. His book, Hope is the First Dose: A Treatment Plan for Recovering from Trauma, Tragedy, and Other Massive Things, was Outreach Magazine’s 2024 award winner for counseling and relationships. His stunning medical memoir, I've Seen the End of You: A Neurosurgeon's Look at Faith, Doubt, and the Things We Think We Know, was the Christian Book Award winner for Biography/Memoir in 2021. His first book, No Place to Hide, was named to the 2015 U.S. Air Force Chief of Staff's Professional Reading List. Dr. Warren lives in Nebraska with his wife Lisa.

https://wleewarrenmd.com/

https://wleewarrenmd.com/books/the-life-changing-art-of-self-brain-surgery/

The Neuroscience Edge Smart Leaders Already Use

In this conversation, Jim Koetting and David JP Phillips explore the critical themes of self-leadership, emotional control, and effective communication. David shares his insights on how self-leadership can transform personal and professional lives, emphasizing the importance of understanding neuroplasticity and emotional states. They discuss the art of storytelling in public speaking and how it can evoke emotions that lead to change. David also highlights the Presenter Mastery Program, which equips individuals with the skills to communicate effectively and lead themselves and others.

takeaways

Self-leadership is essential for personal and professional growth.

Understanding neuroplasticity can help in changing behaviors and emotions.

Inducing positive emotional states can enhance communication and relationships.

The concept of 'angel's cocktail' versus 'devil's cocktail' illustrates emotional control.

Mindset significantly impacts communication effectiveness.

Stories are powerful tools for change and connection.

Emotional presence is crucial in public speaking.

Self-leadership training is often overlooked in leadership development.

The Presenter Mastery Program offers unique insights into effective communication.

Feelings are the core of memorable presentations.

titles

Unlocking Self-Leadership for Success

The Science of Emotional Control

Sound Bites

"Whatever you repeat, you become."

"You can change your emotional state at will."

"Feelings are what matter in a talk."

The Leadership Neuropeptides - Brain Chemistry and Self-Leadership dives into the fascinating science behind how our brain chemistry shapes leadership behavior, emotional regulation, and personal growth. In this powerful episode, we explore the key neuropeptides—such as oxytocin, dopamine, serotonin, and cortisol—and their impact on decision-making, empathy, stress management, and motivation.

Whether you're an executive, team leader, entrepreneur, or someone on a journey of self-improvement, understanding the neuroscience of leadership is a game changer. Learn how your brain chemicals influence your reactions, relationships, and resilience in high-pressure environments. Discover actionable insights for managing your neurobiology to foster emotional intelligence, build trust, and cultivate a leadership mindset that drives both performance and well-being.

This episode blends neuroscience, psychology, and leadership strategies, providing both scientific knowledge and practical tools for becoming a more effective, mindful, and emotionally aware leader. Unlock your inner potential by mastering the chemistry that drives behavior and leadership habits.

Chapters

00:00 The Importance of Self-Leadership

04:04 Understanding Neurotransmitters in Self-Leadership

10:44 The Connection Between Mindset and Communication

11:47 Overlooked Aspects of Leadership Development

13:54 Crafting a TED Talk: The Art of Storytelling

20:00 The Science Behind Storytelling and Change

21:30 Presenter Mastery Program Overview

#LeadershipNeuropeptides

#BrainChemistry

#SelfLeadership

#NeuroscienceOfLeadership

#EmotionalIntelligence

#NeuroLeadership

#MindfulLeadership

#LeadershipScience

#CortisolAndStress

#OxytocinLeadership

Can AI help with sales role-play and coach a salesperson after the sale?

Discover the power of effective sales role-playing with this in-depth demo call featuring "Practis." Watch as the host navigates a mock sales conversation, addressing objections, highlighting the importance of practice in sales, and emphasizing actionable feedback. Gain insights into how "Practis" helps sales teams improve performance and drive revenue through structured practice and innovative tools. Perfect for sales professionals looking to refine their pitch and increase their success rates.

https://www.practis.ai/

*Bullet Points:*

Introduction to "Practis" and its role in sales improvement.

A detailed role-play demo showcasing a cold call scenario.

Techniques for addressing objections and managing skepticism during sales calls.

Emphasis on the importance of practice for sales teams.

Explanation of how "Practis" improves performance and boosts revenue.

Key questions to evaluate a sales team's current practices.

Strategies for presenting a solution effectively and creating interest.

Offering compelling data and case studies to build credibility.

The transition from addressing concerns to proposing actionable next steps.

Breakdown of role-play performance with a detailed evaluation and feedback.

Tips for refining sales approaches to better address pain points.

Persistence and adaptability in overcoming objections.

Highlighting the impact of improved sales conversations on team success.

A friendly, engaging tone was maintained throughout the role-play.

Final actionable steps for scheduling a follow-up meeting and building rapport.

Designed roleplay with AI.

SHow is AI revolutionizing sales management and team development? Join Jim King and Ed Kerr, founder of Practice AI, as they discuss how artificial intelligence is transforming sales processes, training, and team performance. From live demos to insights on leveraging AI for better sales conversions and employee onboarding, this conversation explores actionable strategies to elevate your sales team’s effectiveness. Discover how Practice AI enables personalized training, improves conversion rates, and addresses common sales challenges like objections and inconsistent messaging.

*Bullet Points of Relevant Content:*

AI’s role in delivering objective feedback and enhancing sales training.

Common sales challenges: objection handling, inconsistent messaging, and conversion rates.

How Practice AI helps new hires ramp up quickly with tailored training and simulated scenarios.

Live demo of AI in action, showcasing its adaptability in sales conversations.

Importance of focusing on different stages of the sales funnel to boost performance.

Addressing sales reluctance through confidence-building simulations.

Gamified learning experience for sales reps to practice in a low-pressure environment.

Leveraging AI to distill organizational sales strategies into actionable scripts.

Benefits of AI for VPs of Sales: dashboards, performance tracking, and reduced churn.

Personalization of AI training based on sales roles, industries, and methodologies.

AI as a scalable and cost-effective alternative to traditional sales coaching.

The impact of practice and repetition on creating lasting behavioral change.

Importance of addressing buyer resistance and understanding customer needs.

How AI enhances soft skills like empathy, professionalism, and active listening.

Real-world examples of improved revenue and reduced training costs with AI tools.

00:00:00 Introduction

00:01:41 How will AI transform a sales team

00:05:46 Where in the sales pipeline will AI help the most?

00:08:38 Setting up the AI as a coach and as a customers

00:10:51 What are the current challenges with Sales Managers

00:12:47 Leading large sales teams theory vs reality

00:16:29 Why shouldn't sales managers set higher expectations

00:20:09 Building confidence in sales teams by practicing with AI

00:22:54 Struggling with Confidence and Warmth

00:25:46 Looking at the Data - Practice Dashboard

00:28:21 Getting More Out of Sales Leads

00:30:01 Sales Personalities 5 Voices

00:32:07 Psychological Safety using AI vs Bad Sales Manager

00:36:10 Is AI more cost effective than hiring sales coaches?

Revolutionizing Sales Management with AI: Creating A Safe Space For Salespeople To Improve And Excel

https://www.practis.ai/

In this video, Jim Koetting and Ed Kerr introduce Practice, an innovative mobile training platform designed to transform sales managers performance. Dubbed the "batting cage for sales teams," Practice leverages cutting-edge AI to provide a psychologically safe environment for sales reps to refine their skills through interactive roleplay, real-time feedback, and adaptive learning. From onboarding new hires to upskilling experienced professionals, Practice empowers sales teams to build confidence, master key strategies, and drive revenue growth like never before.

*Introduction to Practis.ai:* A mobile practice facility designed for sales teams to refine their skills.

*Core Concept:* Roleplay sales conversations in a psychologically safe environment.

*AI-Powered Training:* AI simulates realistic customer interactions for tailored practice.

*Why Practice Works:* Reinforces training that typically fails to stick long-term.

*Sales as Performance:* Parallels between acting and sales in preparation and execution.

*Customizable Training Modules:* Tailored content based on organizational needs (e.g., Sandler, Challenger, Mike Weinberg methods).

*Progress Tracking: *Managers receive detailed reports on sales reps’ practice habits and scrimmage performance.

*Applications Across Industries: *Effective for service industries like pest control, lawn care, and HVAC sales teams.

*Case Study Results:* Call center close rates jumped from 19% to 64% after one month of Practice usage.

*New Hire Monetization: *Practice accelerated onboarding and increased revenue generation timelines.

*Retention Impact:* Reduced churn and improved overall team performance.

*Real-Time Feedback: *Salespeople can refine tactics through realistic AI-driven scenarios.

*Parallels with Acting:* Emphasis on preparation, active listening, and understanding objectives.

*Future Vision: *Enhancing AI to simulate empathetic, emotionally intelligent customer interactions.

*Target Audience:* Companies with sales teams of 100+ looking to improve efficiency and effectiveness.

00:00:00 Introduction

00:02:57 Knowing Your Lines - The Buyer Seller Dance

00:06:45 Why is AI a more effective sales manager?

00:09:35 Incorporating AI for top sales methodologies

00:14:44 From The Hollywood Actor to Sales Practis and AI

00:22:04 The Parallels between Acting and Sales

00:26:25 Sales Person and AI Customer Scrimmitching

00:29:01 Sales Training, Handling Objections, and Changing Behavior

00:34:42 Sales Team Turnover and Retention

00:38:31 Building Confidence in Sales People

00:41:17 Sales AI Recognizes good delivery vs platitudes and cliches

00:45:32 What Sales Conversations Move the Needle?

00:49:14 Training the AI to help your sales team

00:53:07 Gamification of the AI Sales Tool

00:57:46 Success Stories of companies using Practis AI

01:03:17 What is the Suite Spot for Practis AI

In this powerful episode of Speaking With Authority, Jim Koetting sits down with Harry Campbell—former president of Sprint, best-selling author of the Get Real series, and a highly sought-after leadership speaker. Harry opens up about his rise through Procter & Gamble, his leap into entrepreneurship, and the humbling crash that reshaped his view of leadership forever.

Listeners will hear real, unfiltered insights on what it takes to build trust, lead through change, and create a culture where people thrive—not just perform. Harry discusses the current leadership crisis, the alarming drop in employee trust, and how today’s leaders must shift from command-and-control to clarity and influence.

Whether you're an executive, entrepreneur, or aspiring leader, this episode is packed with wisdom, candor, and immediately usable lessons—delivered with Harry’s trademark simplicity and heart.

Topics include:

• How failure can be your greatest leadership teacher
• Why most leadership training misses the mark
• The power of transparency and consistent communication
• Why culture starts with how you show up
• How to lead people who are smarter than you

You’ll leave this conversation thinking differently about leadership—and more equipped to lead with clarity, courage, and compassion.

YouTube Podcast: https://youtu.be/BVgH76T9-5Y

https://ceomconsulting.com

https://www.harryscampbell.com/

Why do some messages inspire action while others get ignored?

In this episode of Speaking With Authority, Jim Koetting sits down with Joanna Wiebe, founder of Copyhackers and a pioneer of conversion copywriting, to explore the psychology behind persuasive communication.

Many leaders believe they are communicating clearly — yet poor messaging costs companies billions every year in lost opportunities, confusion, and disengagement. Joanna explains why the words we choose matter more than most leaders realize and how understanding human psychology can dramatically improve communication with customers, employees, and partners.

Together they explore how small changes in language can produce massive business results, why most communication fails inside organizations, and what leaders can do immediately to become more persuasive communicators.

If you're a leader, entrepreneur, marketer, or communicator, this conversation will change the way you think about words.

What You'll Learn in This Episode

• Why most business communication fails

• The psychology behind words that move people to act

• How a single sentence increased conversions by 400%

• Why persuasion is one of the most important leadership skills

• The “You Rule” that instantly improves your messaging

• Why AI can generate words but still struggles with persuasion

• How great leaders use storytelling to influence and inspire

About Joanna Wiebe

Joanna Wiebe is the founder of Copyhackers and Copy School, where she has trained thousands of marketers, founders, and entrepreneurs in conversion copywriting and persuasion psychology. Her work has helped companies generate millions in revenue simply by improving how they communicate.

About the Host

Jim Koetting is a Trusted Mentor and Coach who helps leaders increase influence, improve communication, and build stronger organizations through greater self-awareness and leadership development.

Subscribe for More Conversations on Leadership and Influence. On Speaking With Authority, Jim Koetting interviews leaders, entrepreneurs, and communication experts about what it really takes to influence people, build trust, and lead effectively.

Ginny Burton’s life includes nearly 30 years of addiction, incarceration, and a complete personal rebuilding that began at 40. In this conversation with Jim Koetting, she challenges the modern recovery and homelessness landscape—arguing that many incentives reward long-term management over real transformation. They talk candidly about withdrawal, discomfort, and why accountability can do what sympathy never could. Ginny also shares the outcomes of her prison-based program, her focus on abstinence-based stability, and why lived experience matters when rebuilding broken lives—and broken systems.

In this episode of Speaking With Authority, Jim Koetting interviews communication coach Alex Grabner-Jarlung, a key figure in the David JP Phillips speaking lineage. Alex breaks down the science behind great communication: how nervousness works, why “fight/flight/freeze” can hijack your memory, and how to train speaking like a measurable skill. You’ll also hear how Alex went from corporate presentations to coaching professionals, plus a behind-the-scenes look at The Speaking Blueprint and Speaker X.

Most people think “better communication” means finding better words. In this episode of Speaking With Authority, Jim Koetting sits down with Christopher Lincoln, founder of NeuroSpeak, to unpack the truth: communication is a neuroscience and nervous system skill before it’s a language skill.

Chris has coached CEOs, executive teams, sales leaders, and highly technical professionals who have the title—but struggle to create clarity, trust, influence, and confidence under pressure. Together, Jim and Chris explore what happens in the brain when stakes are high: cortisol spikes, memory access drops, fear hijacks logic, and even great leaders accidentally create stress in the people they’re trying to help.

Then the conversation turns personal and unforgettable: Chris shares his experience volunteering in Ukraine during the war, serving families while air-raid sirens and missile threats were part of daily life. You’ll hear how calm leadership, empathy, and psychological safety become essential when everything is uncertain.

They also dive into a wild story from Chris’s early career: arriving in the United States to teach music… and discovering he’d be teaching piano (and later drums) with almost no time to prepare. That experience becomes a powerful metaphor for learning fast, managing fear, and performing under pressure—and how music, rhythm, and emotion can shape executive presence and persuasive speaking.

If you’re a CEO, founder, leader, or high-performing professional who needs to speak clearly in high-stakes moments—this episode is for you.

1. Why neuroscience beats scripts and “perfect wording”
2. How cortisol destroys clarity and memory in tense conversations
3. How leaders accidentally increase stress in meetings (and what to do instead)
4. The “charisma zone”: balancing competence and warmth
5. Why communication is a nervous system issue (breathing, tension, pace)
6. Communication lessons from working in a war zone
7. How music can create emotion and engagement instantly
8. The #1 blind spot leaders have when they watch themselves speak: facial flatlining
9. Chris’s #1 practical tip: stop using PowerPoint as a speaking crutch

Christopher Lincoln — Founder, NeuroSpeak (Communication + Neuroscience Coaching)

Jim Koetting — Trusted Mentor and Coach | Speaking With Authority

If this helped, like, subscribe, and share it with a leader who needs to communicate with more confidence under pressure.

*Stop Selling. Start Owning Your Authority*

Authority is the difference between being “one of many” and being the go-to person everyone calls when things get messy. In this episode of Speaking With Authority, Jim Koetting sits down with five-time author and Three Dog Right founder Lisa Apolinski to unpack how real authority power works in an uncertain, noisy, digital-first world.

Lisa shares how growing up in a family business shaped her view of authority: you have an area of genius, people know it, and they come to you when the stakes are high. Then she contrasts that with Fortune 500 culture, where most leaders still cling to features, benefits, and “me too” services instead of clearly owning the pain they solve and the result they deliver.

You’ll hear how clarity around the real problem you solve turns you from a “vitamin” into a “painkiller,” why cutting prices is a race to the bottom, and how a single authority shift helped a client go from selling a handful of licenses to thousands—without working more hours.

Lisa also walks through defining statements, thought followership, generosity in business, and why you can’t spell authority without author.

In this conversation, you’ll learn:

• How to uncover the real business you’re in

• Why clarity, generosity, and authority attract right-fit clients

• Practical steps to unleash your own authority power

#Authority #GoToExpert #ThoughtLeadership #JimKoetting #LisaApolinski

*How to Read Minds Without Saying a Word*

In this episode of Speaking With Authority, host Jim Koetting sits down with Roxani Oikonomou, an international expert in nonverbal communication, micro-expressions, and emotional intelligence.

Roxy reveals the hidden language of humans—how our faces, gestures, and subtle expressions reveal far more than words ever could.

You’ll learn:

How to turn fear into confidence on stage and in life.

What happens when your mind goes blank and how to recover in seconds.

Why today’s generation is losing emotional awareness because of screens.

How leaders, parents, and teachers can rebuild psychological safety through empathy and micro-awareness.

Whether you’re a speaker, leader, parent, or entrepreneur, this conversation will help you recognize what others feel before they say a word—and lead with greater empathy, confidence, and connection.

Hiring a great salesperson shouldn’t feel like gambling.

In this episode of Speaking With Authority, I talk with Jamie Crosbie (Founder & CEO, ProActivate) about why the traditional sales recruiting model is fundamentally misaligned—and how to fix it. We unpack how contingent recruiters get paid on placements, not performance, why many candidates are coached to “ace” interviews, and what a results-tied, flat-fee model looks like when you optimize for ROI instead of résumé volume.

What you’ll learn

• The hidden incentives that break the traditional recruiting model
• How candidate “scripting” leads to bad hires and fake interviews
• Why the best reps are usually working and winning (and how to reach them)
• A rigorous, sales-specific qualification process: skillset, mindset, simulations
• Calculating ROI on a sales hire (and the real cost of a bad one)
• Why proactive, always-on recruiting is revenue insurance
• Early warning metrics (30–90 days) and the formula top reps can articulate

About Jamie

Jamie Crosbie leads ProActivate, a recruiting firm specializing in go-to-market roles (sales, marketing, revenue leadership). Their model focuses on measurable outcomes and deep behavioral interviewing tailored to sales performance.