SOAR Selling: How to Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers

July 15, 2013
Hosted by Dr. David Brendel

[Download MP3] [itunes] [Bookmark Episode]

Guest Information

[View Guest Page >]

[View Guest Page >]

Episode Description

This interview will focus on the mindset and mechanics it takes to get your sales force into the C-Suite of your prospects. Most selling systems in the world are about what to do once you’ve finally reached a decision-maker, but don’t teach you how to reach that decision-maker in the first place. This interview bridges that gap. Let David and Marhnelle Hibbard show you how to reach almost anyone on the telephone. This interview is a MUST attend if you want to learn a new approach to sales that delivers a 90% contact rate on net new calls. What You Will Learn: • How to drive net new revenue making fewer calls • How to get business development and sales teams to want to prospect again • How to stop cold calling and shift to a strategic target approach • How to keep demand generation ethical • How to reach a decision-maker or high influencer on 9 out of 10 attempts • How to convert a send-me-something request into an appointment • How to leave a message that delivers an 85% return call rate

Leading Minds

Archives Available on VoiceAmerica Empowerment Channel

Leading Minds with Dr. David Brendel explores how innovative approaches in psychology, neuroscience, philosophy, and coaching are empowering individuals in the 21st century to realize their full human potential. The show will feature experts in these areas discussing how people can develop individualized goals and solutions to their greatest challenges, rather than relying on standardized psychiatric treatments and potentially toxic medication. Drawing on new research findings in areas like positive psychology, Leading Minds will educate you about the benefits of “solutions-based” approaches rather than “problems-based” approaches. Expert discussions with renowned psychologists, neuroscientists, philosophers, and coaches will converge on a central theme. This unifying vision is that self-reflection, positive thinking, and personal responsibility will empower you to achieve practical wisdom, develop clear action plans, and achieve lasting success in all areas of their lives.

  • Snag
  • ecard
  • Bookmark and Share

Dr. David Brendel

Dr. David Brendel is a leading executive coach and psychiatrist based in Boston. His company, Leading Minds Executive and Personal Coaching, provides a wide array of coaching and consulting services to individuals, organizations, and corporations. He is a Master Certified Coach Trainer in the Center for Executive Coaching, where he trains mental health professionals to become coaches. He also chairs a CEO peer group with Vistage International, the world’s leading chief executive organization.

He received his B.A. summa cum laude from Yale, his M.D. from Harvard Medical School, and a Ph.D. in philosophy from University of Chicago. He served as a Faculty Fellow in the Harvard Center for Ethics and the Professions. He is the author of Healing Psychiatry: Bridging the Science/Humanism Divide, published by MIT Press. In his private practice, he provides consultation and treatment for adults with depression, bipolar disorder, anxiety, personality disorders, eating disorders, substance abuse, and psychosis.

Dr. Brendel is an experienced media consultant on psychiatric treatments, medical ethics, and use of Internet technologies in clinical practice. In addition to serving as a consultant for PBS and ABC News, he has given dozens of interviews to major media outlets and has been a guest on top radio programs. He currently is Chief Medical Officer for LinkedWellness, a start-up company providing digital health solutions for conditions such as anxiety and depression.

  • Snag
  • ecard
  • Bookmark and Share

Episode Directory

October 2013

September 2013

August 2013

July 2013

  • 7/29/2013: The Power of Coaching Listen Now
  • 7/22/2013: Practical Applications of Brain Science in Business Listen Now
  • 7/15/2013: SOAR Selling: How to Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers Listen Now
  • 7/8/2013: Diseases of Affluence, Their Causes and Cures: Philosophical Remedies for the Collapse of American Culture Listen Now

David Burt

David Burt founded to bring the best e-therapies to people suffering from behavioral health conditions. Prior to founding LinkedWellness, Mr. Burt was the CEO of two publicly-traded companies: Ergo Science, a Boston biotech company that developed a new drug for type 2 diabetes that is now FDA approved and on the market with a superior cardiovascular profile; and Lyris, Inc. a San Francisco based internet marketing technology company. View Guest page

Episode Listing:

Dr. Jim Cartreine

Dr. Jim Cartreine is an interactive media and video producer and a licensed clinical psychologist. He has developed software for NASA to assist astronauts to manage the stresses of long-duration space missions. , Dr. Cartreine is on the faculty of Harvard Medical School and practices psychotherapy at Brigham and Women’s Hospital in Boston. His overriding career aim has been to develop computer-guided treatments for behavioral health and interpersonal problems, to overcome barriers to accessing care. Dr. Cartreine has also led the development of an interactive media program to manage chronic stress and co-developed programs to teach HIV prevention counseling and to help cancer patients manage the side effects of radiation and chemotherapy. He recently produced an computer program to assist astronauts manage interpersonal conflicts, which is being evaluated by firefighters in a nation-wide study. View Guest page

Episode Listing:

Eron Cohen

Eron Cohen is a consumer technology expert, software developer and experienced web marketer. Eron loves to discuss the latest developments in technology and the real world benefits and consequences. He is currently employed at LinkedWellness as Director of Digital Marketing. View Guest page

Episode Listing:

Lori Gottlieb

Lori Gottlieb is the New York Times bestselling author of MARRY HIM: THE CASE FOR SETTLING FOR SETTLING FOR MR. GOOD ENOUGH, and a contributing editor for the Atlantic, where her cover story, HOW TO LAND YOUR KID IN THERAPY: WHY OUR OBSESSION WITH OUR KIDS’ HAPPINESS MAY BE DOOMING THEM TO UNHAPPY ADULTHOODS, sparked a national conversation about happiness. She writes about the intersection of psychology and culture for publications including The New York Times, appears frequently as a guest on NPR, The Today Show and CNN, and is a parenting expert for Lifetime Moms. She has a private therapy practice in Los Angeles. You can visit her at View Guest page

Episode Listing:

Carol S. Gould

Carol Steinberg Gould (Ph.D.), Professor of Philosophy at Florida Atlantic University, teaches and widely publishes in the areas of Aesthetics, Classical Greek Philosophy, and Philosophy of Psychiatry. Most recently, she has co-edited and contributed to the forthcoming Art, Ethics, and the Holocaust, and is now authoring a book on Aesthetic Properties of Persons, in which she brings together her interests in philosophy of psychiatry and aesthetics.

She has a strong concern with veterans’ issues and particularly the problem of women in combat. She interacted with veterans during her tenure as a scholar for New York’s Aquila Theatre Company’s NEH-sponsored program, Ancient Greek/Modern Lives. She has 2 certifications in philosophical counseling and had a practice for several years. View Guest page

Episode Listing:

Umar Hameed

Umar Hameed is one of the world’s leading experts on changing human behavior in individuals and in teams. He founded Productivity Cubed in 2003. Umar is a highly sought after speaker who has captivated audiences in 12 countries. Umar says, “It’s the results that count, everything else is just talk. All too often people mistake doing for accomplishing”. In Umar’s diverse career, he has launched 4 companies, been a radio show host, and runs the Baltimore Washington Institute of Neuro-Linguistic Programming (NLP). Of special note, in 1995 Umar gave a technology briefing to at the White House. Umar is an exceptional hypnotist and an expert in NLP. In Umar's practice, he provides coaching and consulting services to individuals, corporations, and government agencies to improve performance. Find out more at View Guest page

Episode Listing:

David Hibbard

David Hibbard has over 25 years’ experience in the sales industry. As co-founder of Dialexis, an industry leading sales training organization that creates high-producing sales leaders, he trains professionals in a variety of industries at companies such as Cisco, Apple, AT&T, Oracle, and Toshiba. David is the co-author, along with Marhnelle Hibbard, of two books, SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers and The Canoe Theory: A Business Success Strategy for Leaders and Associates. His goal is to support businesses and individuals to reach the top 20%+ in sales performance. View Guest page

Episode Listing:

Marhnelle Hibbard

Marhnelle Hibbard has over 20 years experience in sales and personal development. As co-founder of Dialexis, she is a personal leadership coach and delivers keynotes and workshops on leadership and sales. A sought-after speaker, her expertise and strategies have helped organizations such as DuPont, Herman Miller, Steelcase, Wells Fargo and other executives throughout the United Sates to grow their business, enhance team results, and reach new levels of sales success. She co-authored a highly acclaimed leadership book, The Canoe Theory: A Business Success Strategy for Leaders and Associates in addition to SOAR Selling: How To Get Through to Almost Anyone: The Proven Method for Reaching Decision Makers. Her passion is to partner and work with the most committed and successful people and companies in the market, and to mentor and coach them to attain outstanding results. View Guest page

Episode Listing:

Lou Marinoff

Lou Marinoff is Professor and Chair of the Philosophy Department at The City College of New York. He is also founding president of the American Philosophical Practitioners Association, and a pioneer of the growing philosophical practice movement, which applies philosophy to the management and resolution of human problems. Lou has authored several internationally bestselling books, including Plato Not Prozac, translated into 27 languages. He collaborates with global think tanks and leadership forums such as the Aspen Institute, BioVision (Lyon), Festival of Thinkers (Abu Dhabi), Horasis (Zurich), Soka Gakkai International (Tokyo), Strategic Foresight Group (Mumbai), and the World Economic Forum (Davos). Lou’s hobbies include classical guitar, nature photography, and table hockey. A former three-time Canadian table hockey champion, he promotes this sport as character-builder for children, and an antidote to ADHD among other culturally-induced epidemics. View Guest page

Episode Listing:

Barbara Gail Montero

Barbara Gail Montero is Associate Professor of Philosophy at the College of Staten Island and the Graduate Center of the City University of New York. She has published papers on wide range of topics related to the mind and is author of a forthcoming Oxford University Press book on thought and effort in expert action. Her research has been supported by fellowships from the National Endowment for the Humanities, the American Council of Learned Societies, and the Mellon Foundation. You can find a more about her and her research at View Guest page

Episode Listing:

Andrew Neitlich

Andrew Neitlich is the Founder and Director of the Center for Executive Coaching (, a leading training company for professionals worldwide who want to learn best practices in coaching. He earned his MBA degree from Harvard Business School, and is the author of The Way to Coach Executives, Elegant Leadership, and -- with Guerrilla Marketing founder Jay Conrad Levinson, Guerrilla Marketing for Coaches. He has traveled the world training professionals to be coaches, and coaches executives in technology, healthcare, professional services, and non-profit organizations. He lives in Sarasota Florida with his wife and children. View Guest page

Episode Listing:

Srini Pillay

Srini Pillay, M.D. is CEO of NeuroBusiness Group, voted one of the Top 20 Most Innovative Leadership Development Companies in The World (Training Industry, 2013). In addition, he is Assistant Clinical Professor of Psychiatry at Harvard Medical School and Invited Faculty at Harvard Business School. Dr. Pillay is the award-winning author of “Life Unlocked: 7 Revolutionary Lessons to Overcome Fear” and “Your Brain and Business: The Neuroscience of Great Leaders.” In the past year, he has developed more than 400 modules of original integrated content for workshops and executive coaching. He has also patented three software products including “Burnout Mate” which gives the user an understanding of the total burnout score, stage, causes, relevant interventions and tracking and “Jounce”, which is a combination of a CMS and LMS, as well as software that tracks business impact over time. Dr. Pillay has just completed writing 5 books this year and is working on two more. View Guest page

Episode Listing:

Paul R. Linde, M.D.

Paul R. Linde, M.D. is a clinical professor of psychiatry in the UCSF School of Medicine whose latest book, Danger to Self: On the Front Line with an ER Psychiatrist, was published by the University of California Press in 2010. Dr. Linde, who has practiced in a variety of high-intensity psychiatric settings, has worked consistently in the psych ER at San Francisco General Hospital since 1992. He has expertise in crisis assessment, psychopharmacology, addiction medicine, consultation-liaison psychiatry, and cross-cultural issues. His first book, Of Spirits and Madness: An American Psychiatrist in Africa (McGraw-Hill, 2000), chronicled his experience working in Zimbabwe in the mid-1990s. Dr. Linde created, produced, and hosted a public health program for local NPR affiliate KALW Radio, from 2002 to 2004. For more information, go to View Guest page

Episode Listing:

Patricia M. Shields

Patricia M. Shields is a Professor of Political and Director of the Master of Public Administration Program at Texas State University. Her recent book "A Playbook for Research Methods: Integrating Conceptual Frameworks and Project Management" uses football and football coaching as a metaphor for writing research papers. Using methods explicated in the "Playbook" her students' papers have won national awards, are cited widely and have been downloaded a million times. She developed her approach as she applied John Dewey's theory of inquiry to her field (Public Administration). She has won numerous teaching awards including one from the National Association of Schools of Public Affairs and Administration (2002). She has published widely in scholarly journals. Her interest in the equity of the draft during the Vietnam war led her to examine the interface between the military and society. Currently she is the editor-in-chief of Armed Forces & Society (ranked 10 in military studies). View Guest page

Episode Listing: