Explore every episode of the podcast The Sales Craft Podcast with Joe Dalton
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Cultivating a Thriving Workplace Culture with Brandon Stanchock | 02 Jan 2026 | 00:34:57 | |
In the ever-evolving landscape of the manufacturing industry, workplace culture has emerged as a pivotal factor influencing employee satisfaction and productivity. In a recent podcast featuring Brandon Stanchock, CEO of SWF, the discussion centered around the essence of organizational culture, the balance between employee happiness and productivity, and the importance of adaptability in leadership. In this podcast, we offer insights and practical strategies for fostering a thriving workplace environment. Joe Dalton Hosted on Acast. See acast.com/privacy for more information. | |||
| Vishen Lakhiani: A Journey of Resilience | 23 Dec 2025 | 00:54:36 | |
In this conversation, Joe Dalton interviews Vishen Lakhiani, the founder of Mindvalley, discussing his journey from a challenging childhood in Malaysia to becoming a leader in the personal development and education space. Lakhiani shares insights on the evolution of Mindvalley, the importance of human connection in a digital age, and his vision for transforming global education. He emphasizes the need for a consciousness reboot to address the challenges facing humanity today and highlights the role of education in achieving this goal. Joe Dalton Sales Craft Breakthrough Brands Hosted on Acast. See acast.com/privacy for more information. | |||
| Unlock your dynamic, magnetic, and show-stopping voice | 16 Dec 2025 | 00:51:57 | |
Joe Dalon sits down with Clinton Jordon Clinton Jordan's insights remind us that communication is an art that requires practice, patience, and a willingness to connect on a human level. By understanding the factors that influence our communication style and embracing our authentic selves, we can improve our interactions and foster deeper relationships in both our personal and professional lives. As we navigate this digital landscape, let us prioritize genuine connection over perfection. Clinton helps entrepreneurs, leaders, & speakers unlock their dynamic, magnetic, and show-stopping voice. You will find Clinton Jordan on LinkedIn Hosted on Acast. See acast.com/privacy for more information. | |||
| Proactive Agility and Real Leadership Steve McKinney | 02 Dec 2025 | 00:52:39 | |
In this episode of The Weekly Sales Show with Joe Dalton, Joe sits down with global leadership expert Steve McKinney for a powerful conversation on what leadership really looks like in today’s chaotic, fast-moving world. Drawing from decades across Adidas, Reebok, Converse, Asia-Pacific business culture, cross-cultural leadership, failures, pivots, and the creation of his “Proactive Agility” framework, Steve takes us deep inside the mindset today’s executives must develop to survive and thrive. Steve shares stories of growing up in a small Appalachian town, navigating career pivots, leading at senior levels without a traditional business degree, shutting down a failed startup, landing roles in major global brands, and learning to read weak signals before crisis hits. He explains why modern leaders need multiple styles — coach, trainer, listener, visionary — and how culture, communication, and mindset shape high-performing teams. From global leadership lessons, to the realities of AI, to the skills young professionals must now develop, this episode is rich with insight, strategy, and hard-earned wisdom. Joe Dalton Entrepreneur • Global Sales Coach • Founder of Breakthrough Brands Creator of Sales Craft™, the psychology-driven sales system trusted by CEOs and teams worldwide. Keywords: leadership, leadership development, proactive agility, global leadership, cross-cultural business, Adidas, Reebok, Converse, business failure, pivoting, C-suite coaching, sales leadership, Joe Dalton podcast, Breakthrough Brands, The Weekly Sales Show, business growth, executive mindset, AI and leadership, Steve McKinney interview Hosted on Acast. See acast.com/privacy for more information. | |||
| Complex sales and problem solving | 25 Nov 2025 | 00:30:51 | |
Complex Sales Joe Dalton Sales Craft Breakthrough Brands www.joedalton.ie Hosted on Acast. See acast.com/privacy for more information. | |||
| Is There Enough Focus? How Founders Lose Direction and How to Get It Back | 18 Nov 2025 | 00:13:25 | |
In this episode of The Weekly Sales Show with Joe, we explore one of the biggest challenges facing founders and business leaders today: focus. Why do so many business owners drift, get stuck in daily tasks, or spend time solving the wrong problems? We break down how a lack of clear, measurable goals can quietly pull a company into drama and distraction and how to reverse it. Want to find out how we can help your business? Reach out! Founder, Breakthrough Brands Author of Sales Craft | TEDx Speaker | Award-Winning Mentor Sales Craft — Helping Leaders Sell Smarter and Grow Faster. Hosted on Acast. See acast.com/privacy for more information. | |||
| Building Business Valuation: How Founders Can Turn Perception into Profit | 13 Nov 2025 | 00:14:24 | |
Most founders start with passion, not a valuation plan. In this episode of The Weekly Sales Show with Joe Dalton, Joe and Daniel unpack the real meaning of valuation — how it’s built, measured, and most importantly, perceived. From manufacturing to tech startups, this conversation explores why value is in the eye of the beholder, how intangible assets (your culture, systems, and intellectual property) quietly raise your worth, and how documenting your processes can instantly increase investor confidence. You’ll discover: Why valuation isn’t just about revenue — it’s about perception and proof How internal systems and IP boost long-term business worth The link between awareness, clarity, and strategic growth Why your failures may actually be monetizable assets How to prepare your company for investment or a profitable exit Whether you’re planning to scale, attract investors, or simply understand what your business is truly worth, this episode gives you the mindset and tools to build valuation from the inside out. Joe Dalton Entrepreneur • Global Sales Coach • Founder of Breakthrough Brands Creator of Sales Craft™ — the proven system that helps founders and teams close deals faster, with confidence and structure. 🎙️ Host of The Weekly Sales Show with Joe 📍 Learn more at www.JoeDalton.ie Building better sales conversations. One breakthrough at a time. Hosted on Acast. See acast.com/privacy for more information. | |||
| Why ‘Readiness’ Beats Pressure | 11 Nov 2025 | 00:22:59 | |
In this episode of The Weekly Sales Show with Joe Dalton, Breakthrough Brands, Joe sits down with Peter Clarke, a veteran consultant and organizational psychologist, to explore the deep psychology behind sales, leadership, and readiness. Together, they discuss why most deals aren’t lost because of price or product, but because prospects aren’t ready to change. From call reluctance to relationship building, this conversation dives into the subconscious triggers that drive decision-making. Peter shares lessons from 30+ years bridging manufacturing, consulting, and psychology, including how to read emotional readiness, manage fear-based resistance, and avoid the trap of performance pressure. If you’ve ever wondered why some sales conversations flow and others freeze, this episode will help you master the invisible side of influence. https://breakthroughbrands.net/industry-expert www.salescraftbook.com https://breakthroughbrands.net/home--linkedin-for-leads Hosted on Acast. See acast.com/privacy for more information. | |||
| Marianne Williamson on Leadership, Ego, and the Law of Divine Compensation | 08 Nov 2025 | 00:33:06 | |
In this inspiring episode of The Weekly Sales Show with Joe, internationally acclaimed author and lecturer Marianne Williamson joins Joe Dalton for an unforgettable conversation about leadership, ego, and the deeper spiritual principles that drive success in business and life. Marianne shares lessons from A Course in Miracles and her bestselling book The Law of Divine Compensation, revealing how love, forgiveness, and inner peace can transform the way we work, lead, and live. 💡 You’ll learn: – How to recognise and quiet the ego in daily life – The real meaning of cause and effect in business – Why aligning with love unlocks creativity and abundance – How faith, focus, and mindset create measurable results Host: Joe Dalton — Founder, Breakthrough Brands | Creator of the Sales Craft Framework™ | TEDx Speaker | Author 📘 Get the book → salescraftbook.com
🌐 More at joedalton.ie #MarianneWilliamson #Leadership #Mindset #Spirituality #SalesCraft #BreakthroughBrands #BusinessGrowth #SalesStrategy Hosted on Acast. See acast.com/privacy for more information. | |||
| LinkedIn That Wins: How to Book Real Sales Meetings (and Close $10k–$100k Deals) | 07 Nov 2025 | 00:13:52 | |
LinkedIn is brilliant if you use it right. In this solo episode of The Weekly Sales Show with Joe, I break down exactly how we’ve closed $10k, $20k, $50k—even $100k+ deals from LinkedIn, and what’s changing as the platform shifts toward expert-led content in 2026. If you’re a founder, CEO, or sales leader tired of posting and “getting sweet FA,” this will help you lose less and win more deals. Host: Joe Dalton — Founder, Breakthrough Brands | Creator of the Sales Craft Framework™ | TEDx Speaker | Author Free newsletter: The Sales Craft Brief Book: salescraftbook.com More: joedalton.ie LinkedIn, LinkedIn Sales Navigator, LinkedIn Algorithm 2026, B2B Sales, Sales Strategy, Lead Generation, DM Strategy, Sales Meetings, Sales Craft, Business Growth Hosted on Acast. See acast.com/privacy for more information. | |||
| Mastering Brand Essence - This Is How To Stand Out From The Competition! | 28 Oct 2025 | 00:14:07 | |
Understanding key issues related to customers, product packaging, promotion and sales can transform an organization. Shares insights from 30 years of experience & highlighting that many established companies still struggle with clarity in their mission and operations. 📘 Grab your copy of Sales Craft: https://salescraftbook.com/ 📅 Need help with your sales: https://rb.gy/nnayci #gettingitwrongtogetitright #joedalton #salescraft #acastpodcasts #BrandEssence #BrandStrategy #brandessence #StandOut #Clarity #BusinessGrowth #Entrepreneurship #SmallBusinessTips #BusinessClarity #Leadership #ConfidenceInBusiness #MarketingStrategy #ContentStrategy #BrandIdentity #DigitalMarketing #PitchAnything #OrenKlaff #Consultant #Coach #Mentor #DanielMatalon #StorytellingInBusiness #CreativeStrategy #EmotionalIntelligence #Authenticity #TrustBuilding #CommunicationMatters #ClarityLeadsToPower #ConfidenceAndTrust #EssenceNotFeatures #TruthInData #FromConfusionToClarity Hosted on Acast. See acast.com/privacy for more information. | |||
| Unlock The Power You Already Have! | 21 Oct 2025 | 00:47:46 | |
Daniel Bishop shares his journey of overcoming adversity and building resilience through personal development. He emphasizes the importance of belief systems, daily routines and emotional resilience in achieving success. He touches on the significance of clarity, visualization and gut feelings in decision-making. Daniel highlights the role of mentorship and the unconscious mind in personal growth and ultimately expressing his desire to leave a legacy of transformation in society. 📘 Grab your copy of Sales Craft: https://salescraftbook.com/ 📅 need help with your sales: https://rb.gy/nnayci #JoeDalton #GettingItWrongToGetItRight #MediaKings #DanielBishop# #UnlimitedPotential #UnlockYourPower #EmotionalResilience #ResilienceInAdversity #ScarcityMindset #DailyRoutines #VisualizationPractice #GutFeelings #UnconsciousMind #LegacyBuilding #MentorshipMatters #BelieveInYourself #InnerStrength #TransformYourMindset #JoeDispenza #RobertWilliams #TonyRobbins #NapoleonHill #JosephMurphy #BobProctor #JosephCampbell #DarkNightOfTheSoul #PersonalGrowthJourney #MindsetShift #SpiritualAwakening #SelfBelief #EmotionalIntelligence #PodcastWisdom #AcastPodcasts #MotivationDaily #InnerPowerUnlocked #BreakThroughLimitingBeliefs #AwakenYourPotential #PurposeDrivenLife #InspiredLiving #ConsciousLeadership #HealingThroughStory Hosted on Acast. See acast.com/privacy for more information. | |||
| Master That Winning Pitch! | 14 Oct 2025 | 00:19:30 | |
What makes a pitch unforgettable? How do you turn nerves into confidence? David Beckett, founder of Best 3 Minutes and author of 'Pitch to Win' shares his journey from corporate stability to entrepreneurial reinvention. 📘 Grab your copy of Sales Craft: https://salescraftbook.com/ 📅 Need help with your sales: https://rb.gy/nnayci 🌐 Learn more at best3minutes.com 📘 Grab David’s book Pitch to Win on Amazon 🔗 Connect with David on LinkedIn: David Beckett Presentation Coach 🔔 Subscribe for weekly videos on sales mastery, leadership, and personal growth. #gettingitwrongtogetitright #joedalton #DavidBeckett #pitchtowin #Best3minutes #PitchToWin #PresentationCoach #OneMinutePitch #PitchCanvas #StrongOpeningStrongClose #PitchingTips #PublicSpeakingSkills #PresentationFramework #OnlineAcademy #SubscriptionModel #BusinessAdvice #CustomerEngagement #BuildWhatTheyNeed #StartupGrowth #EntrepreneurMindset #GlobalCoach #AmsterdamEntrepreneur #LinkedInGrowth #Best3Minutes #PitchCoachWorldwide #AfricaToNewZealand #PitchToWinBook #RyanHoliday #TheObstacleIsTheWay #BusinessBooks #OvercomingChallenges #EntrepreneurReadingList #TimeOnEarth #RobbieWilliams #WalkOnStage #SpeakerInspiration #DestinyMoment #Shorts #YouTubeShorts #BusinessShorts #EntrepreneurShorts #MotivationalShorts #ElevatorPitch #StartupTips #PitchPerfect #BusinessCommunication #EntrepreneurAdvice #ClarityMatters #PitchLikeAPro #StartupStrategy #PersonalBranding #ThreeMinutePitch #HandshakePitch #SpeakWithImpact #StorytellingInBusiness #FromCanonToClarity #StartupJourney #FailForward #MentorshipMatters #WhatDoYouDo #EngageYourAudience #First20Seconds #NoBadTopics #MakeItInteresting #CareerReinvention #EntrepreneurLife #FromCorporateToStartup #StartupStruggles #BusinessBreakthrough #ResilientEntrepreneur #BurnedTheSavings #UturnMoment #BuildYourReputation #WordOfMouthMarketing #RepeatClients #GiveValueFirst #LinkedInForBusiness #ToolsThatHelp #GlobalSpeaker #NoBudgetStartups #PitchingWorldwide #FromOneToMany #WorkshopStrategy #SeminarSuccess #ScalableImpact #BusinessWorkflow #EntrepreneurEfficiency #WhereTheMoneyIs #ShareValue #LeadWithGenerosity Hosted on Acast. See acast.com/privacy for more information. | |||
| Expert V Master - Sustaining Performance! | 07 Oct 2025 | 00:58:47 | |
Joe Dalton & Richard Young discusses the principles of high performance leadership, emphasizing the importance of systems, structure, and mindset. Exploring the relationship between talent and performance, the role of discipline, practice and the impact of passion on success. Also covering the significance of communication in decision making and the use of AI as a tool for enhancing performance. Richard shares insights on measuring progress and the challenges faced by leaders in both sports and business. 'Learning faster than the competition is crucial for success'. 📘 Grab your copy of Sales Craft: https://salescraftbook.com/ 📅 Book a strategy call: https://rb.gy/nnayci 🔔 Subscribe for weekly videos on sales mastery, leadership, and personal growth. #JoeDalton #GettingItWrongToGetItRight #SalesCraft #RichardYoung #RichardNYoung # 2Perfom #HighPerformanceLeadership #MarginalGains #AtomicHabits #MindBody #OlympicMindset #BusinessAndSport #RepeatPerformer #SystemForSuccess. #PersonalGrowth #HealthyMindHealthyBody #StrategicDiscipline #MeaningfulGains #LongevityLeadership. #Rugby #TheAllBlacks #SustainedPerformance #OlympicCycling #ProblemClarification #ChampionshipCapability #HealthAndWellness #EducationStrategy #FailureIntoFuel #BreakthoughTriangle #BreakthroughBrands #Breakthrough Hosted on Acast. See acast.com/privacy for more information. | |||
| Work Smarter Not Harder! | 30 Sep 2025 | 00:43:52 | |
In this episode of Getting It Wrong To Get It Right, Joe Dalton welcomes a Dr. Srini Pillay whose journey spans psychiatry, neuroscience, executive coaching, biotech and musical theatre all driven by a passion for understanding how the brain shapes behaviour, creativity and leadership. From Harvard brain imaging labs to Fortune 500 boardrooms, this conversation explores how being unfocused unlocks innovation, how subconscious intelligence scales strategy and why 'trying' isn’t always the answer sometimes, it’s about trusting. 💡 Topics include:
🔗 Grab your copy of SalesCraft here: https://salescraftbook.com 🔗 Explore online sales courses here: https://calendly.com/joedalton/new-meeting #GettingItWrongToGetItRight #JoeDalton #DrSriniPillay #SriniPillay #JoeDaltonPodcast #NeuroscienceLeadership #ExecutiveCoaching #BrainScience #Unfocus #SubconsciousMind #CognitiveRhythm #StrategyMindset #EmotionalIntelligence #SalesCraft #UnlockThePowerOfTheUnfocuseMind #SelfTalk #AffectLabeling #MindfulnessMeditation #TranscendentalMeditation #CIRCAFramework #OprahGuest #OprahWinfrey #Authors #MentalEnergy #FocusFatigue #CreativeThinking #DefaultModeNetwork #AuthenticLeadership #PositiveDaydreaming #BrainFrequencies #PurringMode #LeadershipWisdom #PersonalGrowth #PodcastInterview #AcastPodcasts #MindsetShift #WorkplaceWellness #TrustYourTraining #InnovationMindset #EmbraceEmotion #MeditationMatters #BusinessWisdom #DoItYourWay #ListenNow #PodcastOfTheDay #TransformationTalk Hosted on Acast. See acast.com/privacy for more information. | |||
| Get Your Power Back! | 23 Sep 2025 | 00:33:02 | |
🎙️Bill Ferguson, Author & Oprah Guest Joins us for a transformative conversation on the blueprint for happiness, the healing power of relationships and the emotional journey toward inner peace. Bill Ferguson shares profound insights on how childhood experiences shape our adult lives, the impact of suppressed emotions and how to overcome self-sabotage through emotional release. 💡 Topics Covered: - Understanding the roots of unhappiness - Healing through emotional release - Navigating anger, hurt, and core wounds - Living in love and finding peace - Tools for personal growth and transformation 👉 Don’t miss this powerful episode on overcoming fear and embracing your true self. 🔔 Like, comment, and subscribe for more inspiring content! #joedalton #gettingitwrongtogetitright #BillFerguson #GetYourPowerBack #howtohealabrokenheart #HowToHealAPainfulRelationship #MasteryOfLife #PersonalGrowth #EmotionalHealing #SelfAwareness #InnerPeace #MentalHealthMatters #HealingJourney #JoeDaltonPodcast #BillFerguson #GettingItWrongToGetItRight #PodcastInterview #OprahGuest #ListenNow #PodcastOfTheDay #TransformationTuesday #MindsetShift #LifeLessons Hosted on Acast. See acast.com/privacy for more information. | |||
| Entrepreneurship - Can Failure Be Your Saving Grace? | 16 Sep 2025 | 01:01:06 | |
Joe Dalton and Andrew Newland explore the tumultuous journey of entrepreneurship, emphasizing the chaos, resilience, and personal growth that often accompany the path to success. They discuss the importance of learning from failures, the reality of uncertainty in business, and the transformative power of self awareness and habit formation. The dialogue also touches on the shift from traditional business models to functional medicine marketing, highlighting the lessons learned along the way. In this conversation, the speakers delve into the journey of overcoming personal struggles and the importance of mindset in achieving success. They discuss the pivotal moments that led to a change in perspective, the significance of finding the right business fit, and the critical role of marketing, particularly in the functional medicine niche. The conversation also highlights the realities of social media marketing, the necessity of SEO for business growth, and the lessons learned from past mistakes in marketing strategies. Ultimately, the speakers emphasize the importance of having a vision for change and the consistency required to achieve entrepreneurial success. #JoeDalton #AndrewNewland #GettingItWrongToGetItRight #FuntioningMedicalMarketing #EntrepreneurLife #StartupJourney #BusinessGrowth #ResilienceInBusiness #FromFailureToSuccess #MindsetMatters #PersonalDevelopment #MarketingTips #DigitalMarketing #MarketingStrategy #AdvertisingFails #ClickFunnels #MarketingMistakes #MarketingThatWorks #SelfAwareness #TransformativeHabits #GrowthMindset #OvercomingInsecurity #InvestInYourself #FunctionalMedicine #HealthMarketing #WellnessBusiness #TrustInHealthcare #SEOForGrowth #SocialMediaMarketing #OnlineVisibility #ContentStrategy #PodcastClip #VideoShort #EntrepreneurPodcast #MarketingInsights #JoeDaltonStudio Hosted on Acast. See acast.com/privacy for more information. | |||
| The Customer isn't Always Right! | 09 Sep 2025 | 00:26:17 | |
🎉 Stop Losing Customers! Charlie Boyle’s FUN Secrets to Skyrocket Loyalty! 🎉 Tired of customers walking away? Charlie Boyle, CEO of Customer Service Excellence International, drops game-changing tips to make your business a customer magnet! From turning “ugh” complaints into “wow” loyalty to using tech without losing the human spark. Charlie’s insights are easy to use, no guru skills needed! Perfect for business owners, managers, or anyone who wants happier customers (and fatter profits)! #JoeDalton CharlieBoyle #Gettingitwrongtogetitright # customerserviceexcellence #CustomerService #CustomerExperience #BusinessTips #ServiceExcellence #CustomerLoyalty #BusinessHacks #EntrepreneurLife #SalesTips #MarketingTips #CustomerSatisfaction
🚀 Ready to make customers LOVE you? Hit play and comment your biggest customer service win (or fail)! 👇 Hosted on Acast. See acast.com/privacy for more information. | |||
| How To Read People! | 02 Sep 2025 | 00:28:15 | |
Discover the fascinating art of profiling in this insightful conversation! Learn how traditional Chinese medicine and face reading, shape modern business communication. We explore nonverbal cues, body language and facial expressions to decode personality traits and emotional intelligence. From analysing public figures to navigating cultural differences, this video reveals the ethics, challenges and future of profiling. Perfect for anyone interested in enhancing communication skills or understanding behaviour. Key Takeaways: * Profiling roots in Chinese medicine and face reading. * Nonverbal communication reveals personality and emotions. * Ethical profiling enhances business recruitment and training. * Cultural differences impact how we interpret expressions. * Online training is shaping the future of profiling. Subscribe for more insights on communication and behaviour! What’s your take on profiling? Comment below! 👇 #JosephMcGuire #JoeDalton #gettingitwrongtogetitright #ClearSightCommunications #Profiling #NonverbalCommunication #BodyLanguage #EmotionalIntelligence #BusinessCommunication Hosted on Acast. See acast.com/privacy for more information. | |||
| Unlock Your True Frequency! | 26 Aug 2025 | 00:46:27 | |
Lee Tunny-Ware shares his insights on fulfilment, presence and the importance of awareness in life. He discusses the interconnectedness of spirituality and presence, the significance of authentic communication and the role of belief in achieving success. The dialogue emphasizes the need for personal growth and the understanding that success is not just about individual achievement but about contributing to an ecosystem of support and collaboration. Lee reflects on pivotal moments in his life that shaped his understanding of truth and belief, ultimately leading to a deeper sense of fulfilment. www.linkedin.com/in/lee-tunney-ware
#GettingItWrongToGetItRight #JoeDalton #LeeTunneyware #fulfillment #presence #awareness #spirituality #communication #belief #success #personal #growth #authenticity #ecosystem Navigating life's challenges requires awareness and intentionality. Hosted on Acast. See acast.com/privacy for more information. | |||
| Find Your Purpose In Your Life! | 19 Aug 2025 | 00:33:14 | |
In this engaging conversation, Dr. John Demartini shares his insights on human behaviour, personal development and the importance of aligning one's life with their true values. He discusses the challenges people face in various aspects of life, the significance of delegation in business and how to navigate fears and doubts. Dr. John Demartini emphasizes the need for realistic goal setting and the power of intuition, encouraging listeners to pursue their passions and live authentically. He also offers practical advice on overcoming obstacles and finding fulfillment in life. .#DrJohnDemartini #HumanBehavior #PersonalDevelopment #BusinessAdviceIntuition #FearOfSuccess #Delegation #LifeLessons #Spirituality #Goal #JoeDalton #GettingItWrongToGetItRight #TheValuesFactor Hosted on Acast. See acast.com/privacy for more information. | |||
| How You Get Your Net Worth from Your Network | 12 Aug 2025 | 00:31:58 | |
In this conversation, Joe Dalton and John Lane discusses the importance of networking, leadership, and communication in business. He emphasizes the need for intentional networking, where relationships are built on mutual understanding and support. John shares insights from his experiences in leadership consulting and networking groups, highlighting the challenges and lessons learned in building effective professional relationships. The discussion also touches on the evolving landscape of networking in the digital age, the significance of authentic connections, and the value of nurturing relationships for long-term success. #Networking #Leadership #Communication #BusinessGrowth #IntentionalNetworking #Referrals #DigitalNetworking #AuthenticConnections #NetworkingMistakes #ProfessionalRelationships #JoeDalton #JohnLane #GettingItWrongToGetItRight #TheAccelerateNetwork Hosted on Acast. See acast.com/privacy for more information. | |||
| Unlock Your Success & Inspire The Future | 05 Aug 2025 | 00:41:34 | |
Joe Dalton interviews Mike Stevenson as he explores the evolving nature of leadership, emphasizing the importance of empathy, authenticity, and the need for leaders to nurture their teams. They discuss the impact of recent global events on leadership styles and the necessity for leaders to adapt to the changing landscape. The conversation also highlights the significance of personal growth, the value of experience, and the importance of creating meaningful connections in both personal and professional contexts. #Leadership #Empowerment #TeamBuilding #Authenticity #SocietalResponsibility #GenerationalDifferences #PersonalGrowth #Communication #Experience #FutureOfWork Hosted on Acast. See acast.com/privacy for more information. | |||
| 3 Dangerous Trends Destroying Young Men | 29 Jul 2025 | 00:48:42 | |
In this episode of "Getting it Wrong to Get it Right," we delve into the evolving landscape of masculinity in the 21st century. Our conversation explores the profound shifts in societal roles, the impact of digital distractions, and the struggles young men face in education and self-identity. We discuss the importance of redefining masculinity, the need for positive role models, and the societal pressures that contribute to a sense of disconnection and lack of purpose. Join us as we seek to understand and address the challenges young men encounter in today's world. #Masculinity #YoungMen #SocietalChange #DigitalAge #RoleModels #IdentityCrisis #PodcastEpisode #AdaJonuse #JoeDalton #GettingItWrongToGetItRight Hosted on Acast. See acast.com/privacy for more information. | |||
| Toxic Voices, Silent Mentors | 22 Jul 2025 | 00:34:26 | |
Joe and Emmett delve into the challenges faced by men today, particularly in relation to mental health, masculinity, and the pursuit of peak potential. They discuss the importance of community, mentorship, and the role of technology, particularly AI, in personal development. The conversation highlights the need for a growth mindset, discipline, and the value of coaching in achieving fulfilment and happiness. The Pit Stop app is introduced as a resource aimed at helping men navigate their journeys towards self-actualization. #masculinity #mentalhealth #peakpotential #AI #community #mentorship #growthmindset #coachingyoung men #personaldevelopment Hosted on Acast. See acast.com/privacy for more information. | |||
| LinkedIn Leads UnLocked | 15 Jul 2025 | 00:49:39 | |
Joe Dalton and Shelley Hutchinson delve into the intricacies of LinkedIn as a professional networking platform. They discuss the importance of understanding LinkedIn's unique features, optimising profiles for better engagement and developing a content strategy that resonates with the target audience. Shelley emphasises the significance of personal branding and the long term approach to prospecting on LinkedIn, while also addressing common challenges faced by entrepreneurs. The conversation wraps up with insights on building relationships and the value of consistency in business growth. ## #LinkedIn #ProfessionalNetworking #ContentStrategy #PersonalBranding #Prospecting #BusinessGrowth #SocialMediaMarketing #AudienceEngagement #OnlinePresence #LeadGeneration Hosted on Acast. See acast.com/privacy for more information. | |||
| Is Your Sales & Marketing Polarized For Failure? | 08 Jul 2025 | 00:51:15 | |
🎧 The Funnel Professor’s Guide to Getting It Right In this episode, Joe Dalton sits down with Eddie Davis, entrepreneur, strategist, and founder of Sales Funnel Professor, for a no-fluff deep dive into what really drives results in modern marketing. From emotional resonance in sales funnels to the often-fractured relationship between marketing and sales, Eddie brings clarity to the chaos with insight that’s bold, refreshing, and surprisingly human. #salesfunnels #marketingalignment #AIinsales #emotionalconnection #futuretrends #contentcredibility #websitesvslandingpages #continuouslearning #salesstrategies #businessgrowth Hosted on Acast. See acast.com/privacy for more information. | |||
| Pricing is an Art and Science, Are you Getting it Right? | 02 Jul 2025 | 00:39:21 | |
In this episode, Scott discusses the complexities of pricing in business, emphasizing that it is both an art and a science. He explores the psychological aspects of pricing decisions, the impact of tariffs on market anxiety, and the importance of effective communication with customers regarding price changes. Scott also highlights the significance of understanding customer segments to enhance profitability and the need to learn from customer losses. He concludes with insights on focusing on profitability as a core business strategy and shares valuable lessons learned from his experiences. #pricingstrategy #business #strategy #profitability #tariffs #customer #communication #marketanalysis #pricing #customersegmentation #businessgrowth #financialmanagement #joedalton #scottgreen #gettingitwrongtogetitright Hosted on Acast. See acast.com/privacy for more information. | |||
| What Really Drives Success | 24 Jun 2025 | 00:55:07 | |
In this episode of Just Some BS, Brandon sits down with Joe for a wildly valuable conversation about sales psychology, authentic branding, leadership growth, and how to actually connect in a world flooded with digital noise. Hosted on Acast. See acast.com/privacy for more information. | |||
| Culture & Leadership | 17 Jun 2025 | 00:41:22 | |
Joe Dalton interviews Stacey Mill. She discusses her journey in the tech industry, emphasizing the significance of culture and leadership. She shares personal anecdotes about her experiences as a woman in a male-dominated field and highlights the importance of building relationships and effective communication within teams. The discussion also touches on the challenges of transitioning from law to leadership roles in tech, the necessity of governance in fostering a positive company culture, and the need to address leadership challenges with kindness and accountability. In this conversation, the speakers delve into the nuances of leadership, emphasizing the importance of effective communication, cultural understanding, and the value of feedback. They share personal anecdotes that highlight the lessons learned from both successes and failures in leadership roles. The discussion also touches on the evolving landscape of technology, particularly the potential for an AI bubble, drawing parallels with the dot-com era. Overall, the conversation underscores the significance of kindness, trust, and continuous learning in becoming a better leader. #leadership #culture #technology #teamwork #decision-making #cybersecurity #governance #communication #women in tech #personal growth #leadership #communication #feedback #cultural differences #self-improvement #AI bubble #trust #mentoring #personal growth #technology #StaceyMill #JoeDalton #GettingItWrongToGetItRight Hosted on Acast. See acast.com/privacy for more information. | |||
| Radical Humility In Leadership | 10 Jun 2025 | 00:42:43 | |
Joe Dalton and Urs Koenig discuss the principles of humble leadership, contrasting it with toxic leadership styles. He emphasizes the importance of self-awareness, relational leadership, and a growth mindset. Urs shares personal anecdotes from his military service and professional journey, highlighting the significance of trust, feedback, and community in effective leadership. He also reflects on the evolving nature of leadership culture, particularly in the context of younger generations seeking purpose and meaning in their work. The discussion culminates in practical advice for aspiring leaders on how to implement these principles in their lives. Hosted on Acast. See acast.com/privacy for more information. | |||
| Mastering the Balance: Empathy and Assertiveness in Business Leadership | 04 Mar 2025 | 00:45:38 | |
If you have a million-dollar business and want to build a world-class sales team, go to https://rb.gy/nnayci and let's see if we can help you out. In this episode of "Getting It Wrong To Get It Right," host Joe Dalton sits down with Ronan Gallagher, who made the bold decision to leave his career as a barrister and pivot towards building a training business focused on transversal skills and EdTech. Ronan shares his insights on the importance of emotional intelligence, empathy, and effective communication in leadership. He delves into the challenges and opportunities presented by technology and AI, exploring their impact on modern business practices. Join Joe and Ronan as they discuss the nuances of corporate empathy, self-awareness, and the future of leadership in a rapidly evolving technological landscape. This engaging conversation offers valuable lessons for anyone looking to enhance their leadership skills and adapt to the ever-changing demands of the workplace. Hosted on Acast. See acast.com/privacy for more information. | |||
| Overcome Limiting Beliefs & Unlock Your True Voice | 25 Feb 2025 | 00:56:47 | |
If you have a million-dollar business and want to build a world-class sales team, go to https://rb.gy/nnayci and let's see if we can help you out. In this captivating episode of Getting It Wrong To Get It Right, hosted by Joe Dalton, we dive into the intricate dance between limiting beliefs, self-discovery, and the pursuit of authentic goals. Joined by the insightful Deepty, a business coach and author, the conversation explores the barriers many face in their professional and personal lives, particularly around communication and self-worth. Deepty sheds light on how timeline therapy and visualization can help individuals unlock their true potential and align with their genuine values. From understanding the emotional maturity that comes with age to the role of AI in critical thinking, this episode offers a wealth of knowledge for anyone looking to break through life's barriers and embrace the journey of continuous growth and awareness. Whether you're contemplating a new career path or striving for personal breakthroughs, this episode is packed with wisdom and practical advice to help you get it right. Tune in for an engaging discussion that promises to challenge and inspire your perspective on success and fulfillment. Hosted on Acast. See acast.com/privacy for more information. | |||
| Navigating Insights on AI, Marketing and Personal Growth | 17 Feb 2025 | 01:17:41 | |
In this episode of "Getting It Wrong To Get It Right," host Joe Dalton engages in a compelling conversation with Rich Schefren, a renowned entrepreneur and marketing mastermind. Rich shares his invaluable insights on the intricate relationship between sales and marketing, highlighting the nuances that define a successful business strategy. The discussion delves into Rich's fascinating career journey, from his early days in accounting to pioneering work in hypnosis and copywriting, showcasing his evolution into a dynamic business influencer. Rich candidly discusses his views on creativity, entrepreneurship, and the groundbreaking potential of AI in transforming business practices. Listeners will gain a deeper understanding of why embracing innovation and maintaining personal authenticity are crucial to thriving in today's competitive landscape. Tune in to discover Rich's profound advice for entrepreneurs and his unique perspective on leveraging AI to enhance personal and professional growth. Hosted on Acast. See acast.com/privacy for more information. | |||
| Future of Sales: AI, Automation, and Human Connection in 2025 | 10 Feb 2025 | 00:42:03 | |
In this dynamic episode of "Getting It Wrong To Get It Right," host Joe Dalton sits down with the esteemed sales legend Meredith Elliott Powell. Join us as we delve into the rapidly evolving landscape of sales, highlighting the pivotal role of AI and automation in reshaping the industry by 2025. Meredith shares her insights on why salespeople are more valuable than ever, despite technological advances. Together, they explore the essential skills required for modern sales success, including the art of storytelling, empathy, and understanding customer needs. Discover how companies can harness the power of their sales teams to stay ahead in an ever-changing marketplace. Whether it's navigating uncertainty, embracing new tools, or maintaining relevance, this episode offers a compelling exploration of how getting it wrong can lead to getting it right in the world of sales. Tune in to learn from Meredith's expertise and take your sales game to the next level. Hosted on Acast. See acast.com/privacy for more information. | |||
| The Future of Business: Digital Transformation and Industry Adaptation with AI | 27 Jan 2025 | 00:53:02 | |
If you have a million-dollar business and want to build a world-class sales team, go to https://rb.gy/nnayci and let's see if we can help you out. Welcome to another insightful episode of "Getting It Wrong To Get It Right" with your host, Joe Dalton. Today, we are joined by John Caswell from Group Partners, who will share his journey and expertise in navigating the complexities of business communication and leadership. John's unique approach to problem-solving involves maintaining a strategic distance to avoid tackling the wrong issues, augmented by his emphasis on systems thinking and storytelling. In our conversation, we'll explore how businesses can set themselves apart in a crowded marketplace, the evolving role of AI in industry transformation, and the critical importance of authenticity and effective communication in leadership and sales. Join us as we delve into the necessity of adapting narratives and business models in the digital age, learning from mistakes, and fostering a culture of curiosity and innovation. Trust us—this is an episode you won't want to miss! John Caswell is a passionate advocate for the power of communication, recognizing it as the fundamental core of all human interaction. Drawing inspiration from figures like Roger Waters and Dave Gilmour of Pink Floyd, he believes that true connection is often found in the nuances and pauses of dialogue. Whether breaking down barriers to encourage open exchange or recognizing when to be silent and listen, John is committed to fostering meaningful conversations that unite ideas, emotions, and feelings. His insights highlight the art of communication as essential to building understanding and deeper relationships among people. Hosted on Acast. See acast.com/privacy for more information. | |||
| AI and Sales | 13 Jan 2025 | 00:04:06 | |
Here are some ways that AI can benefit you in your sales process. Hosted on Acast. See acast.com/privacy for more information. | |||
| Resilience, Self-Awareness, and Leadership: Timeless Lessons for Personal Growth | 07 Jan 2025 | 00:47:30 | |
Welcome to another enlightening episode of "Getting It Wrong To Get It Right." Today, we delve deep into the intricate world of leadership and mindfulness with our esteemed guest, Professor MS Rao. With an impressive 43 years of experience spanning the Indian Air Force, business, teaching, and training, Professor Rao brings a wealth of knowledge and insight to our conversation. He's the mind behind 53 published books, including the Dalai Lama-endorsed "See the Light in You," and a renowned figure in the field of "soft leadership." In this episode, Professor Rao shares his unique life philosophy, emphasizing global unity through "Vasudeva Kutumbakkam" and core values like empathy and gratitude. We explore the journey of life's ups and downs, the art of decision-making, and the critical role of self-awareness in achieving personal and professional success. From tackling modern-day challenges such as fake news to the transformative power of creativity and writing, Professor Rao leaves no stone unturned. Join us as we uncover truths, embrace wisdom, and reflect on the path to enlightenment in these tumultuous times. Hosted on Acast. See acast.com/privacy for more information. | |||
| Maximizing Profit: The Role of Technology in Business Growth | 04 Jan 2025 | 00:14:47 | |
Welcome back to "Getting It Wrong To Get It Right." In today's episode, Joe Dalton and Shae tackle an intriguing query from a business owner questioning how to integrate technology into a traditionally old-school industry without incurring overwhelming costs. As we step into 2025, businesses across various sectors are grappling with change management and technological adoption. Join us as we explore the complexities of choosing a reliable tech partner, outline strategic approaches to change management, and discuss the challenges of implementing new systems that promise efficiency and growth. Whether you're transitioning to a CRM system or venturing into other tech innovations, we've got insights and advice to ensure a seamless journey towards modernizing your business operations. Stay tuned as we dive deep into the art of embracing technological change and making informed decisions for a profitable future. Hosted on Acast. See acast.com/privacy for more information. | |||
| Exploring the Best Strategies for Selling Your Company | 26 Dec 2024 | 00:15:52 | |
If you have a million-dollar business and want to sell or scale, go to https://rb.gy/nnayci and let's see if we can help you out. In this episode of "Getting It Wrong To Get It Right," hosts Joe Dalton and Shae dive into the intricacies of selling a company in the construction industry. As they enjoy a lighthearted discussion about personal milestones and work experiences, they tackle listener questions about the process of selling a business. The conversation highlights different types of buyers, such as private equity, strategic, and financial buyers, and explores the essential steps to prepare a company for sale. With a focus on understanding one's own readiness to sell and the importance of knowing your company's worth, they provide valuable insights and practical advice for business owners contemplating a sale. Whether you're pondering the future of your business or navigating the sales process, Joe and Shae offer expert guidance and even extend an invitation for further conversation to assist listeners in their journey. Tune in for a blend of wisdom, humor, and actionable tips that could make a significant impact on your approach to business growth and transition. We help you achieve sustained business growth without the liquidity concerns – making your services more profitable. We assist you in solving your client acquisition problem by upgrading your entrepreneurial strategic thinking and managerial skillset Book a call https://bookme.name/JoeDalton/lite/15-min-call Hosted on Acast. See acast.com/privacy for more information. | |||
| Navigating Entrepreneurship: From Recession to Real Estate Boom | 16 Dec 2024 | 00:35:33 | |
Welcome to another insightful episode of "Getting It Wrong To Get It Right." Today, our guest is the dynamic entrepreneur Matt Burke, founder of Veritas, a technology firm that supports real estate managers. Join host Joe Dalton as he delves into Matt's journey from the early nineties in Portland, Oregon, navigating through economic recessions and exploring the essence of leadership and integrity in business. Together, they discuss the vital role of patience, the art of making thoughtful decisions, and the modern infusion of AI in streamlining processes, while underscoring the irreplaceable human touch in complex sales. They'll tackle pressing issues from global market trends to maintaining authenticity amid financial pressures. Discover lessons from leading thinkers and gain invaluable insights into contentment, forward-thinking, and the transformative power of self-awareness. Tune in for a conversation that promises to inform and inspire both seasoned professionals and budding entrepreneurs alike. We help you achieve sustained business growth without the liquidity concerns – making your services more profitable. We assist you in solving your client acquisition problem by upgrading your entrepreneurial strategic thinking and managerial skillset Book a call https://bookme.name/JoeDalton/lite/15-min-call Hosted on Acast. See acast.com/privacy for more information. | |||
| Strategic Business Growth: Leveraging Video Content and Quality Client Engagements | 04 Dec 2024 | 00:36:26 | |
In this episode of "Getting It Wrong To Get It Right," host Joe Dalton sits down with Tommy Merched Parish, a seasoned expert in video testimonials and business communication. Tommy shares his journey from delivering video testimonials with "Voucher Me Video" to mastering the art of connecting businesses with their best prospects through authentic storytelling. Navigating the challenges of organizational bottlenecks and human errors, Tommy emphasizes the critical role of clear face-to-face consultations and well-defined systems in achieving business success. He discusses the power of practical experience over theoretical knowledge and explores how successful entrepreneurs often learn through failure. Throughout the conversation, Joe and Tommy delve into the nuances of video content strategies, highlighting the value of genuine testimonials and the growing trend of short-form videos. They also discuss the challenges new businesses face and the importance of making strategic client selections. Join us as Tommy shares his insights on balancing competence with charm in business, cultivating authenticity, and the personal lessons he's learned along the way. Whether you're a budding entrepreneur or a seasoned business professional, this episode is packed with valuable takeaways on fostering genuine connections and navigating the business world with clarity and intention. Hosted on Acast. See acast.com/privacy for more information. | |||
| Strategic Growth Strategies: How to Balance Stakeholder Interests for Sustainable Long-Term Success | 25 Nov 2024 | 00:17:34 | |
In this episode of "Getting It Wrong To Get It Right," join hosts Joe and Shay as they dive into the complexities of business growth and the challenges faced by leaders in the construction industry. With personal anecdotes and insightful discussions, they tackle topics of pride and vulnerability, learning to adapt in ever-changing industries, and the importance of cultivating a strong company culture. As they explore critical business assets, both tangible and intangible, they emphasize the value of people and how cultivating the right environment enables businesses to thrive even in the absence of their founders. 🎧 Don’t miss out! Tune in now to gain actionable strategies for success and discover the power of loving and learning in the pursuit of business growth. Click the link and listen today! Hosted on Acast. See acast.com/privacy for more information. | |||
| Transforming Dealerships: Elevating Customer Experience with Digital Innovation | 19 Nov 2024 | 00:44:06 | |
Today, we put the automotive industry under the spotlight, diving into the world of car dealerships. Our guest, Don Pelham, brings two decades of industry insight, from sales to corporate management, and now leads the charge in digital transformation through his company, Global Dealer Solutions. In the wake of declining traditional advertising, dealerships are navigating the digital landscape post-2008, facing challenges and finding opportunities. We'll explore Don's consultative approach to overcoming the daunting transition for European dealers and his mission to educate and empower them with digital tools. Join us as we unravel the complexities of dealership operations, emphasize the critical role of online presence, and discuss how empathy and rapport are key in enhancing customer relationships. With insights on adapting business practices and a look at promising trends, we're set to uncover strategies that ensure dealerships meet modern customer expectations efficiently. Stay tuned as we explore the future of sales, service, and customer engagement with an automotive expert, bridging the gap between digital and in-store experiences. Hosted on Acast. See acast.com/privacy for more information. | |||
| Leveraging Technology in Business: Overcoming Fears and Maximizing Benefits | 18 Nov 2024 | 00:25:01 | |
In today's episode of "Getting It Wrong To Get It Right," join hosts Joe Dalton and Shay as they dive deep into a topic that's both a challenge and an opportunity for businesses: technology implementation. With ambitious growth forecasts for 2025 and bustling optimism from previous episodes, Joe and Shay address the queries flooding in from listeners about underutilized technology in the business sphere. They tackle questions on the significance of technology as a company's lifeblood, offering insights on strategic technology investment, and discuss the learning curves and long-term benefits of new tech adoption. They also explore how AI and other technological tools can enhance business processes. Whether you're contemplating tech upgrades or navigating potential pitfalls of marketing cutbacks, today's episode provides compelling advice and practical strategies to make technology work for your business success. Tune in for another enlightening discussion on "Getting It Wrong To Get It Right." Hosted on Acast. See acast.com/privacy for more information. | |||
| Navigating Data and Sales: Insights for Business Owners | 12 Nov 2024 | 00:14:42 | |
Join your host, Joe Dalton, alongside co-host Shay, as they bring their expertise and experience to help business owners navigate growth, optimize cash flow, and make informed decisions. In this introductory episode, Joe and Shay unpack the importance of cash in business growth, delve into the challenges of technology investments, and explore how data can drive strategic decisions. Listen in as they share real-world insights and anecdotes, discussing the balance between sales, data, and communication in achieving success. Whether you're a seasoned industry professional or just starting, this episode offers valuable perspectives to help you "get it right." Tune in, learn, and grow with Joe and Shay! Hosted on Acast. See acast.com/privacy for more information. | |||
| Jeff Olsen. Beyond the veil choosing joy | 07 Nov 2024 | 00:37:02 | |
Jeffery Olsen.Jeffery is a bestselling author who inspires audiences internationally with his intriguing story of perseverance and inner strength. After a horrific automobile accident took the lives of his wife and youngest son, also inflicting multiple life-threatening injuries to Jeff, including the amputation of his left leg, he found the courage to survive over 18 surgeries to eventually heal, both physically and emotionally, to thrive in his career and community contributions. Studies. Among all of Jeff’s accomplishments, he is most proud of, and most fulfilled by, simply being a husband, father and friend. Hosted on Acast. See acast.com/privacy for more information. | |||
| Mastering Social Selling: From Posts to Networking for Business Success | 31 Oct 2024 | 00:40:10 | |
Welcome to another episode of "Getting It Wrong To Get It Right". In this enlightening conversation, we're joined by the renowned "Twitter goddess" herself, Sam Kelly, as we delve into the transformative world of social media. As an expert in platforms like Twitter and LinkedIn, Sam shares her insights on the vital role of building genuine relationships in business, highlighting the shift from cold calling to the more personable approach of social selling. Together, Joe and Sam explore strategies for nurturing online communities, maintaining engagement, and the long journey of brand development. From Sam's personal anecdotes about discovering hidden talents in clients to her experiences and revelations during the pandemic, this episode promises a wealth of practical tips and heartfelt stories. We also get a glimpse into Sam's upcoming event, "Social Media Fest," aimed at empowering small business owners in the digital age. Join us as we navigate the evolving landscape of social media and learn how getting it wrong is often the first step to getting it right. Hosted on Acast. See acast.com/privacy for more information. | |||
| Building Trust and Financial Growth for Small Business Owners | 24 Oct 2024 | 00:24:37 | |
In this episode of "Getting It Wrong To Get It Right," our host Joe Dalton sits down with finance expert Gene Amato, founder of Capital Biz Solutions. Gene brings over 18 years of experience as a small business lender and commercial banker, and sheds light on the challenges small businesses face when accessing traditional bank loans. He explains how Capital Biz Solutions steps in to offer personalized financial assistance and build lasting relationships with businesses, aiming to guide them towards sustainable growth. Gene dives into the importance of financial preparedness and strong management in securing funding, as well as the critical role small businesses play in the economy. Tune in to learn more about how Gene's innovative approach to lending is providing much-needed support to enterprises across various industries. Hosted on Acast. See acast.com/privacy for more information. | |||
| Planning and Exit Strategy | 23 Oct 2024 | 00:47:12 | |
Welcome to "Getting It Wrong To Get It Right," where we explore the journeys of entrepreneurship, gaining insights on how setbacks can pave the way to success. In this episode, we're joined by Claudio Vilas, a business broker who specializes in the roofing industry. Claudio shares his expertise on the power of incremental changes within businesses, emphasizing the profound impact they can have over time. We delve into the crucial decision-making involved in selling a business, exploring the dynamics of timing and the human tendency to hold onto trends. Claudio offers a unique perspective on cash flow, drawing from his extensive experience with corporate and entrepreneurial ventures. As we discuss the realities of entrepreneurship, the importance of emotional intelligence, and leveraging social media for meaningful connections, this conversation promises to be a treasure trove of wisdom for business owners at every stage. Tune in to discover how to navigate the challenges, build a robust company culture, and prepare for a successful business transition. Hosted on Acast. See acast.com/privacy for more information. | |||