The research on mentoring is clear. Those who are mentored, out-earn and outperform those who are not. They make higher salaries, get promoted more often, have greater job and career satisfaction and lower rates of burnout. For organisations that invest in mentoring their employees, they benefit from higher productivity and greater loyalty. Mentoring works as a great retention tool. But despite all this, only 76% of people understand the undisputed benefits of having a mentor, and only 37% of people actually have one.

But how do you do mentoring well, both as a mentor and in building a mentoring programme in your organisation? Join me for a conversation with Dr. Ruth Gotian, co-author of The Financial Times Guide to Mentoring.

This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

This is a conversation between Lisa Haneberg, one of my favorite writers and thinkers, and yours truly. It’s a far from ordinary conversation, and I know you’ll be entertained if you listen to the whole thing.

Enjoy!Phil

Episode Highlights:

* Lisa discusses her new book, Far From Ordinary: Predicaments, Misadventures, and Eliminations, a collection of personal stories, fictional pieces, and reflections on life’s unpredictable moments.

* The conversation dives into Lisa’s philosophy on adventure, storytelling, and finding purpose through creative expression.

* Lisa shares memories from a life lived with intention, including a memorable cross-country motorcycle tour, her journey into fiction writing, and her connection to Albuquerque’s inspiring landscapes.

Key Quotes from Lisa Haneberg:

* On Living Adventurously"Happiness to me is living an adventurous life every day, in small and big ways."

* Embracing the Unknown"My secret to success from an adventure standpoint is to commit before I know if I can do it."

* Advice on Following Your Own Path"Make sure the context matches your intentions... Don’t follow someone else’s trail."

* Reflecting on Misadventures"It’s the misadventures in life that we overcome that often fuel our remembrances."

Topics Discussed:

* Commitment to Adventure: Lisa encourages listeners to dive into new experiences without knowing all the answers. Her commitment to a 9,400-mile motorcycle book tour is a testament to her adventurous spirit.

* Power of the ‘What If’ Question: Lisa suggests making time for “What if” questions daily to uncover paths that align with personal passions, challenging listeners to ask, "What if I took an hour just to do something I've always wanted to try?"

* The Value of Storytelling: Lisa’s book, Far From Ordinary, is a journey through life’s unusual twists, where the “almost disasters” often become the most memorable and cherished stories.

* Advice for Creating Personal Adventure: Lisa stresses the importance of aligning life choices with one’s core intentions and values, avoiding societal expectations or others’ definitions of success and excitement.

Where to Find Lisa’s Work:Listeners can dive into Lisa's world by picking up a copy of Far From Ordinary or exploring her fiction on LisaHaneberg.com. Whether it’s for adventurous insights or a dose of quirky mystery, Lisa’s stories offer an escape from the ordinary and a chance to reflect on the richness of life.

This episode is a reminder to embrace life’s unpredictability and to look for adventure in every day. Perfect for anyone seeking inspiration to make bold commitments and explore personal passions!

This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

In a recent episode of the Sales Leadership Show, host Phil Gerbyshak sat down with Donald C. Kelly, founder of TSE Sales Training, author of Sell It Like a Mango, and host of The Sales Evangelist podcast. The episode, titled "Enabling Sales," delved into the nuances of effective sales leadership and how leaders can create environments where their teams thrive. Donald shared his journey, key lessons from both good and bad leadership experiences, and practical advice on how to stand out in a crowded sales landscape.

Learning from Good and Bad Leaders

Donald C. Kelly begins the conversation by sharing a piece of advice that has stuck with him throughout his career: "Look at the good leaders that you had, look at the bad leaders that you had, and you can learn from both of them." This simple yet profound idea underscores the importance of observing and learning from all experiences, both positive and negative.

Donald recounts an early experience with a bad leader who projected her anger and personal frustrations onto her team. This leader’s inability to separate her personal issues from her professional responsibilities created a toxic work environment, leading to poor team performance and high turnover. Reflecting on this, Donald notes, "You’re not going to stand up towards that level of performance if you feel that you’re not cared for or your efforts don’t matter."

"You’re not going to stand up towards that level of performance if you feel that you’re not cared for or your efforts don’t matter."

On the flip side, Donald highlights the impact of good leadership. Great leaders, he explains, are those who have "been through the jungle before," know the path, and understand the process. They provide guidance, support, and patience, helping their teams navigate challenges with confidence.

"Great leaders know the path, they have a system, and they encourage and guide you through it with patience."

The Importance of Process and Patience

A significant portion of the discussion centers around the idea that effective sales leadership is not just about pushing for results but about guiding the team through a proven process. Donald compares sales leadership to leading a group through a dense jungle. The leader’s job is to cut through the brush, find the best paths, and ensure the team stays on course. He emphasizes that different team members may progress at different speeds, and a great leader recognizes this and remains patient.

"A leader who doesn’t understand the process and gets impatient can create an unsuccessful environment," Donald warns. This is the crux of enabling sales: creating an environment where every team member, regardless of their pace, feels supported and knows that if they follow the process, they will eventually succeed.

"A leader who doesn’t understand the process and gets impatient can create an unsuccessful environment."

Standing Out in Sales: Sell It Like a Mango

Phil and Donald also explore the concepts in Donald’s book, Sell It Like a Mango. The title draws from Donald’s childhood experience of selling mangoes in Jamaica, where he learned that success in sales often comes down to how you position yourself, not just the quality of the product.

Donald shares a vivid memory of trying to sell mangoes from his front yard, only to find that he couldn’t sell a single one. The lesson? It wasn’t the mangoes that were the problem; it was the approach. "The mango that I had was the same exact mango that was probably the one downtown," he explains. The difference was in how and where he sold them. This experience taught Donald that in sales, it’s often the seller, not the product, that makes the difference.

"It’s often the seller, not the product, that makes the difference."

This principle applies to B2B sales as well. Donald emphasizes the importance of creativity, positioning, and understanding your audience. He advises salespeople to "sell it in a creative way, sell it in a unique way, stand out from the others." By doing so, salespeople can differentiate themselves in a crowded market.

Practical Tips for Sales Success

Throughout the conversation, Donald offers a variety of practical tips for sales professionals looking to stand out and enable their own success:

* Do the Opposite of What Everyone Else is Doing: Donald encourages salespeople to find creative ways to differentiate themselves. Whether it’s through personalized LinkedIn engagement, sending recap emails, or using video messages, small, thoughtful actions can make a big difference.

* Respect Time and Be Prepared: Being punctual and sending agendas before meetings are small but impactful ways to show respect for your client’s time and stand out as a professional.

* Leverage LinkedIn: Donald is a big proponent of using LinkedIn not just as a networking tool but as a platform for educating potential clients. He suggests posting relevant content regularly to establish authority and build connections with your ideal customer profile (ICP).

* Engage in Genuine Conversations: Whether on LinkedIn or in person, genuine engagement is key. Donald advises salespeople to focus on building real connections rather than just trying to sell.

* Be Patient and Trust the Process: Finally, Donald reiterates the importance of patience in the sales process. "If you continue to do the system, you’re going to get to the end goal," he assures. Great leaders understand this and create an environment where their team can thrive at their own pace.

Conclusion: Be an Educator, Not Just a Seller

As the episode wraps up, Phil and Donald discuss the importance of being an educator in sales. With 44% of executives discovering new products through social media, there is a huge opportunity for salespeople to stand out by providing valuable, educational content rather than just pushing for a sale.

Donald sums it up perfectly: "Be an educator, not a seller." This approach not only builds trust but also positions the salesperson as an authority in their field, making it easier to build relationships and close deals.

"Be an educator, not a seller."

For those looking to dive deeper into Donald’s insights, his book Sell It Like a Mango and his podcast The Sales Evangelist offer a wealth of knowledge for anyone in sales, whether you’re just starting out or looking to take your skills to the next level.

This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

Have you been waiting for a permission slip for you to take care of yourself in a way that works for you? Join me for a conversation with Catherine Morgan, author of the new book “This Isn’t Working!"

Catherine will shine a light on the many things we try to ignore—overwork, dissatisfaction, and mental, emotional, and physical health problems— so we can keep up the facade that everything is just fine. Get your copy of This Isn't Working! 

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Are you looking to be a more resilient leader - in just a few minutes at a time? Join me for a conversation with Trent Theroux, author of Eat Your Broccoli First, as he shares some tales of resiliency you'll have to hear to believe. 

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When the world whispers in your ear, what do you hear? What about when your team whispers something is just a little off? Are you listening for those whispers? Are you doing anything about them?

Join me for a conversation with John Blumberg as we talk about these leadership whispers and what we can do about them. Learn more about John and sign up The Porch at https://blumbergroi.com

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What is performance science? Is it too late for me to use it? How can today's high achieving leaders use performance science to achieve even more? Dr. Carla Fowler knows the secrets - and she's going to share them with us in a lively conversation.

Get to know Carla Fowler more.

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What is cognitive fitness, and how can it help you lead better, sell better, and live better? Join me for a conversation with Wendy Swire, founder of the DC Neuroleadership Group, and co-author of Anytime Coaching and start your year off by getting your mindset right.

About Wendy Swire: Wendy has more than two decades of experience coaching thousands of leaders in the US and globally. A thought leader in the field of Neuroleadership and Mental Fitness, Wendy is known for teaching practices that slow down the brain to allow leaders to work more effectively with others. She co-authored the highly acclaimed book, Anytime Coaching: Unleashing Employee Performance.

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Are you looking for a modern day primer on the foundational rules of financial success that aren’t taught in school or pushed by popular culture? Based on real characters and true stories, The Rice and Beans Millionaire is a modern day primer on the foundational rules of financial success that aren’t taught in school or pushed by popular culture. This a “Rule Breaker” book for those who don’t yet see themselves as rule breakers. A book for aspiring entrepreneurs who may well believe that entrepreneurship is too complex or difficult to start for “everyday people.”

Join me for a conversation with Bryan Eisenberg, co-author of The Rice and Beans Millionaire, as we discuss some of these foundational rules and how you can use them to go from "just over broke" to successful entrepreneur.

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Selling to the customer is your most important metric - but how do you get there? How can you signal buyer safety so they feel comfortable enough with you to buy from you?

Join me for a conversation with St John Craner, author of How to Succeed in Rural Sales, as we talk about buyer safety, buyer psychology, and much more! Get a free copy of his book at https://www.ruralsalessuccess1.com/ebook Or buy the hard copy at Amazon: https://a.co/d/2z9ZvkS

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The twenty-first century hasn’t started the way many expected. We confront a potent mix of global pandemic, global warming, the resurgence of authoritarianism, white nationalism, and war that once again threatens to consume the planet. It can feel frustrating and hopeless.

But there is hope for humanity. We have the resources, wisdom, and most importantly: we have one another.

Join me for a conversation with David Dye, author of Tomorrow Together, as we discuss hope for a better tomorrow - together.

Learn more about David Dye and get a copy of his book, Tomorrow Together, at https://letsgrowleaders.com

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If you’re going to be successful, you need to have a strong personal brand. And it’s up to YOU to determine whether or not people know about this brand, what work you will do, and how successful you will be.

Join me for a conversation with Samantha Hartley, the multiplier of profits, joy and so much more. 

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How is it possible a company can have zero salespeople - and yet double their sales? If your business is struggling to meet its growth plans, join me for a conversation with Andy Buying, author of Double Sales Zero Salespeople and CEO of Tulip Media Group.

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In a dynamic conversation between Phil Gerbyshak and Jenny Mitchell, we dive deep into the themes of leadership, ambition, and the unique challenges faced by women in the workplace. Jenny, editor and author of Embracing Ambition: Empowering Women to Step Out, Lead, and Be Seen, shares her journey, insights, and advice on how women can break free from societal norms and embrace their true potential.

Jenny Mitchell is not just an author; she’s an executive coach, podcaster, and founder of Chaver, a business dedicated to empowering women. In this conversation, Jenny reveals the lessons she's learned, the obstacles she's overcome, and the advice she gives to women striving to lead.

Trusting Your Instincts and Defying Misplaced Advice

One of the most striking moments in the conversation comes when Jenny reflects on some of the worst advice she ever received. Early in her career, she had an "inkling" that she wanted to be a leadership coach. However, when she shared this with a client, the response she received was disheartening. The client, who needed a fundraising coach, dismissed her aspirations by saying, "I could hire a million leadership coaches, but right now, I have a need for fundraising." This advice led Jenny to "turtle" for about five years, pushing her leadership ambitions aside.

Reflecting on this, Jenny shares, "I really respected her and took it to heart. It put me back in my box, and that’s the part I really regret." She explains how this misplaced advice kept her from pursuing her true passion for leadership coaching, a decision she wishes she had challenged sooner.

"I turtled for about five years... it put me back in my box, and that’s the part I really regret."

The Challenge of Ambition for Women

Another key theme in Jenny's book and conversation is the concept of ambition, particularly how it is perceived differently for men and women. She discusses the societal challenges women face when they exhibit ambition, describing it as a "bad word" for women, loaded with negative connotations. She points out the conflict many women feel between nurturing and ambition, compassion and drive.

Jenny eloquently states, "For women, there’s this conflict between nurturing and ambition... they get stuck in this weird middle place where they’re valued for their emotional labor but not for their drive to thrive in a business world."

"For women, there’s this conflict between nurturing and ambition... they get stuck in this weird middle place."

She emphasizes that ambition should not be a dirty word for women, but rather a badge of honor that drives them toward their goals. Jenny argues that it’s crucial to create environments where women can thrive without being judged for their ambition.

Stepping Out and Being Seen

The conversation also delves into the practical steps women can take to step out of their comfort zones, be seen, and lead. Jenny highlights the importance of visibility and the courage it takes for women to be seen, especially in environments where they may not feel welcome or equal.

She shares a personal anecdote about attending a conference with her boss, who encouraged her to sit beside a CEO. This experience was eye-opening for Jenny as it made her realize the importance of positioning herself in spaces of influence.

"Being seen is truly an act of faith and trust in themselves... believing you’re worthy of sitting beside the CEO."

Jenny encourages women to seize opportunities to be seen and to surround themselves with allies who support their journey. She also stresses the importance of mentorship and finding someone who can help them navigate these challenges.

Leadership and Radical Responsibility

As the conversation winds down, Jenny and Phil discuss the concept of leadership, especially for women who may struggle with feelings of unworthiness. Jenny advocates for what she calls "radical responsibility" – the idea that individuals must take full ownership of their lives, choices, and careers.

She emphasizes, "At the end of the day, you are responsible for yourself. Own it, own that you screwed up, and stop hedging between ‘I told you so’ and living life to its fullest."

"At the end of the day, you are responsible for yourself... stop hedging between ‘I told you so’ and living life to its fullest."

This radical responsibility, according to Jenny, is crucial for anyone looking to step into leadership roles and make a meaningful impact. It requires a shift from defensive living to one of opportunity and bold decision-making.

Taking the First Step

The conversation concludes with Jenny offering actionable advice for women who want to begin their journey of stepping out, being seen, and leading. She emphasizes the importance of making the decision to change, no matter how small the first step might be. Whether it’s waking up earlier, leaving the office on time, or reaching out to a trusted confidant, the journey begins with acknowledging your ambition and taking action.

Phil echoes this sentiment, adding that being open to feedback and seeking support from others are crucial steps in this journey.

For those looking to delve deeper into Jenny’s insights, her book Embracing Ambition is available on Amazon. Her work at Chavender continues to inspire and empower women to embrace their leadership potential.

In Jenny’s words, "Acknowledging your ambition is really important. Make the decision, reach out to someone you trust, and be open to feedback. That’s how you start stepping out, being seen, and leading."

This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

Market volatility. Sustainability demands. Hybrid working. Opportunities and hazards of fast-changing technology and regulations. Companies and nonprofits face more daunting challenges than ever. How can we collaborate in our organizations—and with outside partners—to solve problems, innovate, and succeed?

The new book, Smarter Collaboration: A New Approach to Breaking Down Barriers and Transforming Work, offers groundbreaking solutions. 

Join us for a conversation with Dr. Heidi K. Gardner as we talk about the insights from this book and much more!

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Did you know: More than 50 percent of sales pros regularly fail to achieve their annual sales targets. 

Why? Sales is no longer a simple linear process, and thus professionals in the industry-and those who hope to enter the industry-require new skills to deal with the profound changes in the digital marketplace.

So how do you fix this? Join me for a conversation with Steve Weinberg as he shares some insights from his new book Above Quota Performance.

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If you served in the military, the transition to civilian life can be a challenge. And if you're a civilian, hiring a veteran can provide different challenges.

How do we pair up the two sides who desperately need each other in a positive, helpful way so everyone wins?

Join me for a conversation with Captain William Toti, author of From CO to CEO, where we'll cover the ways to navigate these challenges.

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Hard is soft. Soft is hard. How can you use this knowledge to sell more, lead better and improve your work AND your life? Join me for a conversation with Tom Peters, as we talk about leadership, extreme humanism, and more. Go deeper with his insights in his latest book Compact Guide to Excellence or get to know Tom more on his website.

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In Marshall Goldsmith's latest book, The Earned Life, he shares how we can ditch the regrets from our life and instead, choose a life of fulfillment. It's a powerful idea, and one Marshall will share a lot more about, in a conversation.

If you're not familiar with "Coach" Marshall Goldsmith, you've missed out on knowing about one of the greatest thinkers and coaches of our time. You won't want to miss this chat about how YOU can live The Earned Life.

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What would you do if the person you loved died suddenly when you were 8 years old? What if you lost your young child in the same way you lost your mother? 

Would you be bitter - or would you be better?

There are a lot of lessons you can take from loss, and in this conversation EksAyn (Eks to his friends) Anderson will share insights from his book What I want My Children to Know Before I Die, a powerful book that gave me pause and made me think in new ways.

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If you're going to land big deals, you've got to have a big deal mindset. It's not a silver bullet - it's the start of getting those big deals that can make or break your year.

Join me for a conversation with Steven Dickens about how you can develop a big deal mindset - and get winning those big deals that can help your year be the best ever!

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It's no secret that we're pushed to the limit. Today's professionals feel rushed, overwhelmed, and perennially behind. How can we break out of this endless cycle and create the kind of interesting, meaningful lives we all seek? The Long Game will show you how.

Join me for a conversation with Dorie Clark about her latest book, The Long Game, and learn how to create the life you seek! And get to know Dorie Clark more at https://dorieclark.com

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Josh Braun is one of the most interesting people I follow on LinkedIn. He teaches me a ton about sales, marketing and how to talk to people. He's got 2 cool products, Poke the Bear and Tongue Tied Objection Flashcards, built to help sales people ditch the pitch and book the meeting.

Join me for a conversation with Josh about how he's learned to ditch the book and book the meeting - and how you can too.

PS Check out Josh's latest book, Snakes Struggling with Sales, at no charge.

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Frederick Joseph is the author of the New York Times bestseller The Black Friend. Fred examines the culture of masculinity through the lens of a Black man. He asks questions - and gives answers - to some hard questions. What does it mean to be a man today? How does the pervasive yet elusive idea of "masculine toxicity" actually reflect men's experiences--particularly those of color - and how they navigate the world?

In this thought-provoking collection of essays, poems, and short reflections, Frederick Joseph contemplates these questions and more as he explores issues of masculinity and patriarchy from both a personal and cultural standpoint. From fatherhood, and "manning up" to abuse and therapy, he fearlessly and thoughtfully tackles the complex realities of men's lives today and their significance for society, lending his insights as a Black man.

Join me for a conversation with Fred as we talk about his book Patriarchy Blues, his best-selling book The Black Friend, his challenges being an activist - and a Black man - on social media, and so much more.

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Welcome to another episode of the Sales Leadership Show! Today, we have a special guest, Richard Weylman, who will be sharing his insights on how to keep customers for life. Richard is the author of "100 Proven Ways to Acquire and Keep Clients for Life," released on March 12th. Join us as Richard discusses his proven path for permanent business success and shares invaluable advice from his extensive experience in consulting, coaching, and speaking.

You can listen above, or read the show notes that follow.

Who is Richard Weylman?

Phil: Richard, welcome to the show! Let's start with a bit about you and your latest book. What’s the best advice you’ve received in your career?

Richard: Thanks, Phil. My book, 100 Proven Ways to Acquire and Keep Clients for Life, is designed to put businesses on a proven path to success. The best advice I ever got was from someone who said, "Richard, you see things from the consumer's point of view, you should market that." This advice has shaped my 30-year career in consulting and coaching. Conversely, the worst advice I received was that I could speak to anyone, anytime, anywhere, about anything. That experience taught me to focus on my strengths – understanding the consumer and turning insights into prescriptive tactics.

The Importance of Consumer Perspective:

Phil: Congratulations on your book, Richard! It’s fantastic. Tell me, who gave you that pivotal advice 30 years ago?

Richard: It was Howard Van Bortle, the dealer principal when I was the general sales manager at a Rolls-Royce dealership. He recognized my ability to see things from the consumer's perspective, which has been a cornerstone of my career.

Building a Customer-Centric Business:

Phil: How do you get in front of customers to ask the right questions?

Richard: Through our consulting, speaking, and coaching engagements, I've had the privilege to talk to consumers across various industries. The key is to ask what turns them into delighted advocates and what merely satisfies them. It became clear that satisfaction isn't enough; we need to elevate the experience and build emotional engagement.

Elevating the Customer Experience:

Phil: What does it mean to "elevate the experience"?

Richard: Elevating the experience means consistently demonstrating thoughtfulness, kindness, caring, and empathy. It’s about humanizing and personalizing every interaction. These qualities turn satisfied customers into delighted advocates and brand ambassadors.

Practical Steps to Elevate the Experience:

Phil: Can you break down the practical steps to elevate the experience?

Richard: Absolutely. Simple changes like how you sign your emails or addressing customers by their preferred name can make a big difference. Instead of "Best," use "Warm regards." Instead of "Feel free to call," say "Feel welcome to call." These small gestures show thoughtfulness and care.

Staying in Touch with Customers:

Phil: How do businesses stay in touch with customers effectively?

Richard: Logging customer interactions in a CRM system is crucial. Celebrate anniversaries, send personalized messages, and make customers feel valued. For example, a doughnut shop in Sarasota sends annual texts to customers celebrating their loyalty. Real estate agents can send cakes with personalized messages to clients' workplaces, making them feel appreciated and remembered.

The Power of Thoughtfulness:

Phil: It's not about the cake or the doughnut but the thoughtfulness behind it, right?

Richard: Exactly, Phil. It's the thoughtfulness, kindness, and empathy that make customers feel valued. These actions show that you care and help build long-term relationships.

Implementing Customer-Centric Strategies:

Phil: How do businesses implement these strategies effectively?

Richard: Start with a 90-day plan, focusing on a few key changes. Assess where you are and set specific steps for improvement. Tools and templates from my book can help guide this process. It's about adopting a mindset of giving rather than getting.

Mindset Shift for Success:

Phil: How do we help businesses shift their mindset to prioritize customer-centric strategies?

Richard: It’s about realizing that by giving – whether it's thoughtful communication or personalized gestures – you build stronger relationships. Bob Burg, who wrote "The Go-Giver," emphasizes this point: giving leads to greater opportunities and success.

Conclusion:

Phil: Friends, if you want to keep customers for life, focus on thoughtfulness, care, kindness, and empathy. Richard’s book, 100 Proven Ways to Acquire and Keep Clients for Life, is a must-read. You can find it at any bookstore or on Richard's website, richardweylman.com. Remember, implementing these strategies will transform your customer relationships and business success.

You’ve read the notes, now watch the video below.

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The face of business is changing. Innovation drives a global, virtual society that is always on. Today’s complex, multi-generation workforce needs leaders who are agile, empowering, decisive, and lead from a place of trust, who understand individual motivations and can adjust their style. But management styles have not changed in 50 years. There is no time to wait. Are you willing to explore a new formula for success?

Join me for a conversation with Chuck Mollor, author of The Rise of the Agile Leader, where we talk about this new success formula.

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Can an app really upgrade your life? What about a year's worth of apps? Beth Z knows apps - and she knows how to put them into your world in a way that is fun and approachable.

Join me for a conversation with Your Nerdy Best Friend, Beth Ziesenis, for an APP-ortunity you don't want to miss, talking all things apps.

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Think Twitter is just for politics and celebrities? Think again!

How can we leverage the good of the platform for our business, our sales and our brand?

Join me for a conversation with Laurie Kretchmar, author of Tweet This! How to Amplify Your Brand on Twitter as we go into the depths of Twitter to discover the nuggets you need to win on Twitter!

Get to know Laurie and snag a copy of her new book at https://upwithsocial.com 

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In a world that loves YES - what happens if we go for NO??

Yes...It’s so positive… so empowering. And then there’s “NO!” For most people, NO is just the opposite. Negative. Draining. The antithesis of YES.

But what if everyone’s wrong?

Join me for a conversation with Andrea Waltz, co-author of Go For No, as we dive into how going for NO can lead you to more YESES!

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"How are you? Hope you are great." "Just checking in." 

How many times have you received an email that started like that and thought "Wow, this person really cares about me?" 

How many times have you started an email like that because you heard email empathy matters, or because you don't know what to say?

I know I've been guilty before, and I'm always looking to improve my email communications so I can help more people. Recently I came upon a cool tool called Lavender, and a cool person behind it, Will Allred. Lavender helps us write better sales emails, and Will does live email rewrites twice a month, and is an expert in sales emails that don't suck. 

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If you're working for yourself - and you have been for any period of time - you know that scaling up your business can be hard. And not everyone wants to do it.

But if you do want to scale your business, Jonathan Goldhill can make it make more sense to you. Join me for a conversation about scaling up your business so you can learn how you can do this, and some of the challenges to avoid in doing this successfully.

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Today's modern sellers don’t have a pipeline problem, an access problem, or conversion problem — They have a receptivity problem.

There is a 120% decline in customers who are willing to talk to sellers when evaluating a solution.

So how DO you break through an unreceptive buyer? 

Join me for a conversation with Tom Stanfill, author of the book Unreceptive, and someone who really gets modern selling.

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Looking to become a more productive and successful leader? Jim Dittmar posits the LEADERS Model, an acronym that describes the seven essential leadership practices for the success of any leader, is what you need to become that leader.

We'll talk about leadership and success, with insights from his book, the LEADERS Model, co-authored with John Stanko.

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EVERY salesperson struggles at some point in their career, whether it's a recession, sales slump, tough competitor, or industry disruption. Your company could be facing tough times, or you could just be new to sales. The first few years of selling are sometimes your hardest.

Selling through tough times requires the right attitude and the right skills - and Paul Reilly is the guy to share all about this attitude and these skills. His new book Selling Through Tough Times is all about this, and he'll be sharing some insights from his past experiences.

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Are you in sales but struggling to make quota? Did you just take a sales job out of desperation but don’t think it’s the right career for you? Do you worry people will perceive you as pushy or dishonest?

Join me for a conversation with Jason Cutter, author of Selling With Authentic Persuasion. He'll share how you can remove all the stress and anxiety you feel about selling so you can focus on what’s really important—your customers and their needs.l

Resources: Learn more about Selling with Authentic Persuasion and about Jason at JasonCutter.com or email Jason at CutterConsultgroup.com for resources on creating a vision board. 

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Introduction

Sales demos are crucial for closing deals, yet many sales reps struggle with them. In an insightful conversation with Mark Hunter, "The Sales Hunter," we explore why demos can be challenging and how to excel at them.

A note from our sponsor: Check out Demostack by going to https://sponsr.is/demostack_phil and find out how Demostack can transform your entire demos operation!

Why Demos Matter

A sales demo is often the make-or-break moment in a sales process. It's the opportunity to showcase a product's value, address potential customer concerns, and differentiate from competitors. However, many reps fall short due to a lack of preparation, ineffective presentation skills, or an inability to connect the product's features to the customer's needs.

Common Pitfalls

* Overemphasis on Features: Reps often focus too much on the product's features rather than its benefits. Customers want to know how the product will solve their specific problems.

* Lack of Customization: Demos should be tailored to the customer's unique situation. A generic demo fails to resonate.

* Poor Questioning Skills: Effective demos require understanding the customer's pain points. This understanding comes from asking the right questions.

* Technical Difficulties: Being unprepared for technical issues can derail a demo. Reps should be familiar with the demo environment and have contingency plans in place.

Steps to Excellence

* Preparation is Key: Understand the customer's business, industry, and specific challenges. Customize the demo to address these areas.

* Focus on Benefits: Translate features into benefits that matter to the customer. Demonstrate how the product solves their problems and improves their situation.

* Engage and Interact: Make the demo interactive. Ask questions, involve the customer, and encourage them to interact with the product.

* Practice and Rehearse: Regular practice builds confidence and helps reps handle unexpected questions or issues smoothly.

* Technical Readiness: Ensure all technical aspects are in place. Test the demo environment and have backup plans for potential issues.

Final Thoughts

Excelling at sales demos requires a blend of preparation, understanding customer needs, and effective communication. By focusing on benefits, customizing the approach, and practicing diligently, sales reps can turn demos into powerful tools for closing deals. Mark Hunter's insights highlight that with the right strategies, any sales rep can master the art of the demo.

Or watch the full video here:

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To Belong or Not to Belong? plays off of Hamlet's famed question, To Be or Not to Be? Ricardo suggests that they are eerily similar in importance? Some people are literally dying to belong. Some people feel so deeply that they don't belong that they feel like they are dying.

Join us for a conversation about what it means to belong - or not to belong.

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Want to create a team and organization that values leadership, empowerment, and accountability? Join me for a conversation with Dr. Greg Giuliano, author of the book The Next Normal about this important transformation for your leadership, your team and your organization.

Managers Run the Present.  Leaders Shape the Future.

Creation is disruptive: something will end, and something new will take its place. Minimizing that disruption takes leadership that can create alignment, develop the capacity for growth, and ensure a high degree of coordination.

In The Next Normal, Greg Giuliano provides an actionable framework for anyone who wants to rethink, reset, and renew their leadership to make a bigger impact, engage their people, and lead more successful transformation.

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Do you feel like our workplaces, schools, and communities have become toxic? Are you tired of all the judgment, bullying, violence, and divisiveness? So is Mallory Whitfield, but she has a vision for a kinder, more inclusive world. Join me for a conversation with Mallory Whitfield, author of We Are The Weird Ones: Embrace Your Weird for a Kinder, More Inclusive World, an inspirational exploration of how we can use curiosity, compassion, authenticity, and action to reduce judgment and bullying, increase a sense of belonging, and become a better human in our increasingly technology-driven world.

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J.L. “Jim” Hancock was born in Albuquerque, NM. He has worked as a martial arts instructor, lifeguard, foreign missionary, and river guide. In 2002, he enlisted in the Navy and spent twenty years as a cryptologist.

In the Hawk Enigma, we meet Voodoo. Every night, Voodoo’s nightmares force him to relive the past until suddenly they start to predict the future. At the same time, across the ocean in Japan, two world-renowned scientists go missing along with the secrets behind something called the “God Algorithm.”

Fans of Tom Clancy’s Jack Ryan, Michael Crichton’s techno-thrillers, or Jack Carr’s James Reece, will love this fast-paced thrill ride that puts you on the front lines of an A.I. arms race.

Join me for a conversation about the military, cryptology, AI and more.

Learn more about Jim, Voodoo and The Hawk Enigma, on his website.

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John R. Robertson did as he kept seeing people reacting to issues after the fact. When a “roar” happens in life there are normal fight, flight, freeze, and appease reactions but what would happen if we ran toward the roar instead of merely reacting?

Instead of treating roars, storms, or crises as something to react to or try to avoid, we can plan for them so that we respond instead of reacting. Sometimes the theme of resilience, well-being, and thriving becomes so clinical, theoretical, or pie-in-the-sky that it is not practical or helpful. Like so many educational approaches, oftentimes the approach tends to be a transfer of information rather than transformation.

Run Toward the Roar reframes thriving and resilience to find and focus on what you love so that you will be faithful and loyal, regardless of the roars that cross your path.

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It's been said a picture is worth a thousand words. If you're a professional speaker, trainer, or consultant, I'd say a picture is worth a million dollars - if it's taken by the right person.

That right person is John Demato - and today, I'm going to find out how he takes such great photos, how you can set up a home studio, and how you can leverage a great photographer to make yourself - ONE MILLION DOLLARS (read in the Dr. Evil voice).

Bonus: Get a copy of John's free ebook at https://www.johndemato.com/personal-brand.

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In our increasingly volatile world, you need more than a growth plan. You need a Resilient Growth Strategy. Jonathan Brill is the guy to share it with us.

In this all too brief conversation, Jonathan shares his insights into how we can develop a growth plan and take advantage of the change others are afraid of. He's the author of the book Rogue Waves, and if you're worried about change, BIG changes and SMALL changes and ALL changes, you won't want to miss this conversation.

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Scott Monty finds some of the most interesting things to read and think about. What's amazing is the quality - not just the quantity Scott puts out, and the relevance to his brand. His Timeless & Timely newsletter and podcast are ones I enjoy consuming regularly as well. 

Join me for a conversation with Scott, the only classics major who's been the global head of digital communications for a Fortune 10 brand.

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How do you become a champion? It's not by accident - it's by developing the habit of a champion.

Join me for a conversation with Coach Dana Cavalea, author of Habits of a Champion. He'll share stories and insights into achieving your full potential - which is a lot more simple than you think. It takes work. Not just any kind of work, though--very specific day-to-day work.

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Jesse Cole is the founder of Fans First Entertainment and owner of the Savannah Bananas. He is the proud inventor of Banana Ball and Dolce and Banana Underwear and not-so-proud promoter of the Human Horse Race and Flatulence Fun Night. How did he do it?

By putting Fans First!

Tune into a lively conversation with Jesse as we talked about how to change the game, break the rules and create an unforgettable experience for your customers.

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The latest edition of The Innovator’s Solution written by Clayton Christensen and with a foreword by Scott D. Anthony, explores how the Innovator's Solution persists.

Guest: Scott Anthony, Professor at the Tuck School of Business, Dartmouth College, and author of the foreword to the re-released "The Innovator's Solution" by Clayton Christensen.

Episode Key Points and Themes:

Worst Advice Ever Received:

Scott shares a humorous story from high school when his sister advised him to write a love letter to his crush. The plan backfired, partly due to poor writing and the indirect delivery method.

Connection with Clayton Christensen:

Scott was a student and close collaborator of Clayton Christensen at Harvard Business School.

He co-authored a book with Christensen and worked at his consulting company for 20 years.

Scott was asked to write the foreword for "The Innovator's Solution" after several others declined.

Teaching Innovation at Dartmouth:

Scott transitioned to teaching at Dartmouth and designed a course on leading disruptive change.

He also teaches courses on horizon scanning and AI in consultative decision-making.

The idea for teaching these courses came from his deep interest in applying Christensen’s work and his research in system psychodynamics.

Challenges of Disruptive Innovation:

Despite understanding how to handle disruptive changes, large organizations still struggle due to human biases and blind spots. The persistence of these challenges led Scott to focus his teaching on navigating disruptive change.

Innovation Paradoxes:

Scott discussed various paradoxical practices essential for navigating disruptive change, such as "fail to succeed" and "pessimistic optimism." He emphasized the importance of acting before data is entirely clear, a practice he attributes to leaders like Colin Powell.

Research and Reading:

Scott stays updated by reading academic journals and applying insights to real-world cases.

He shared an example of learning from long-lived firms and applying those insights to a case study he is working on.

Personal Stories and Interests:

Scott shared a personal story about attending a Red Sox game with his son and the significance of a baseball they received. His passion for baseball and family moments adds a personal touch to his professional life.

Memorable Quotes:

* "The pessimist sees the problem; the optimist creates the solution."

* "Act when the data tells you not to."

* "Slow is smooth, and smooth is fast."

Last thoughts:

Scott Anthony shared valuable insights on innovation, teaching, and personal anecdotes, highlighting the complexities and paradoxes of navigating disruptive change. His blend of professional expertise and personal stories made for an engaging and informative episode.Listen above, or watch and listen here on YouTube.

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This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

Do you know how to decode body language (to get the outcomes you want)? We’ve all heard it before — the vast majority of human communication is non-verbal. So how can you use that to your advantage? Shelly O'Donovan is an expert in the art of non-verbal communication, and she will share tips for better understanding facial expressions, learning confident body language, and becoming a human lie detector.

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If you're tuning into this, chances are, your email marketing sucks. Or at least it needs to be improved. Mine sure does. So how do we do email marketing in a way that doesn't suck? Join me for a conversation with Bobby Klinck, author of the book Email Marketing That Doesn't Suck, and a Harvard lawyer turned online entrepreneur.

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