Leading with Trust
October 6, 2014
Hosted by Kelly Riggs
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Randy Conley joins me in the Business LockerRoom to discuss leadership, and the importance and value that leaders must place on developing relationships based on trust. Randy is the Vice President of Client Services and Trust Practice Leader at The Ken Blanchard Companies. In this dual capacity at Blanchard, Randy is responsible for strategic decisions about the design and development of the company’s TrustWorks! curriculum and its implementation in client training and consulting projects. Trust Across America named him a Top 100 Thought Leader in trustworthy business behavior, and he is a founding member of the Alliance of Trustworthy Business Experts. Miles Austin also joins me in the LockerRoom to discuss SalesLoft. SalesLoft searches through social profiles on the web to find you the exact prospects you're looking for. Add new prospects with one click. Once you have your list you can start qualifying leads and tracking down new leads.
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Hosted by Kelly Riggs, BizLocker Radio is the show with compelling conversations and cutting edge business content you can use to improve your business performance TODAY! "A tip of the cap to this podcast. It’s a grand slam for sure!” "A phenomenal host.” “Hard-hitting and action-packed.” Kelly invites world-class thought leaders onto the show and uses his award-winning interviewing experience to create high-energy business conversations. The result? Riveting conversations and ideas you can use right now to improve your own business results. The show features phenomenal guests from the fields of leadership, sales, marketing, social media, and more. And don’t miss the “Xs and Os” segment with Miles Austin, the Web Tools Guy. Each week, he introduces yet another productivity tool that can take your business to the next level.
Kelly Riggs is a sales strategist, a highly sought after business performance coach, and founder of Business LockerRoom, Inc. As a former corporate executive and entrepreneur with a strategic perspective, Kelly’s track record is clear – he get RESULTS. He is also a highly acclaimed, content-rich, platform speaker; a dynamic thought leader in the fields of leadership, business development, and strategic planning; and a guy who has both succeeded and failed as an entrepreneur. Achievements: A two-time national Salesperson-of-the-Year and award-winning sales executive, Kelly has spent the last seventeen years coaching, training, and mentoring business leaders. He has written two books: "1-on-1 Management™: What Every Great Manager Knows That You Don't" and "Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.” For more information, visit www.BizLockerRoom.com.
- 10/27/2014: "Powerhouse Lead Generation" (with Townsend Wardlaw) Listen Now
- 10/20/2014: "Nonstop Sales" (with Colleen Francis) Listen Now
- 10/13/2014: The Top 10% Listen Now
- 10/6/2014: Leading with Trust Listen Now
Steve Baker is the Vice President of The Great Game of Business, Inc., a division of employee-owned SRC Holdings Corporation. Known for his high-energy and engaging message, Steve has become a top-rated and sought after speaker, author and coach on topics of Open-Book Management, Strategy & Execution, Leadership and Employee Engagement. Baker spent two decades working for privately-held companies, struggling to help owners reach their goals without access to key business metrics. Steve is a career marketing and branding professional and is an award-winning designer. He lives in Springfield, Missouri with his trophy wife, JoAnn, and his three above-average children. View Guest page
Suzanne is an executive coach, author, former award-winning television news anchor, and the CEO of Bates Communications, Inc.
For 20 years, Suzanne was an acclaimed on-air personality with major market television stations WBZ-TV Boston, WCAU-TV Philadelphia and WFLA-TV Tampa-St. Petersburg. She won an AP News Award and over her career, interviewed thousands of political leaders, CEOs, authors and celebrities. As a nationally recognized expert in business communications and leadership, Suzanne has appeared in hundreds of publications including the New York Times, Forbes Magazine, Business Week, Investors’ Business Daily, the New York Post,Wall St. Journal, and CNNMoney.com. Suzanne has also appeared as a guest expert on Fox Business Morning, New England Cable News, CBS Radio, and dozens of other television and radio programs. View Guest page
Trish is passionate about inside sales. She often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team’s research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. View Guest page
As a business leader Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups. Today Jeb serves as CEO of Sales Gravy, Inc. Under Jeb’s leadership Sales Gravy has become a global leader in sales and customer service enablement solutions. Jeb is recognized as one of the world’s 50 Most Influential Sales and Marketing Leaders by Top Sales Magazine, a Top 30 Social Selling Influencer by Forbes, and one of the Top 5 Sales Experts to Follow on Twitter by Evan Carmichael. He is a sought after strategist and consultant who advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, and strategic account management. Sales Gravy’s flagship website, SalesGravy.com, is the most visited sales specific website on the planet. He is also the bestselling author of six books including “People Buy YOU: The Real Secret to What Matters Most in Business” View Guest page
Dave is recognized as a top thought leader and consultant in sales, sales management, and leadership. He is the founder of Partners in Excellence, a consulting and services company that helps clients sharpen their strategies and execution in the areas of business strategy, sales strategy, marketing, product strategy, and more. He speaks frequently on a wide range of business, sales, leadership, and related topics. He has addressed audiences in more than 40 countries around the globe, and is featured in many leading publications, including Selling Power, CEO Express, ThinkSales, Forbes, the Wall Street Journal, and other journals and publications around the world. View Guest page
Dave Brock is recognized as a top thought leader and consultant in Sales, Sales Management, and Leadership. He started his sales career selling mainframe computers on Wall Street for IBM, and has spent his career developing high performance organizations in sales, marketing, and executive management all over the world. Dave has honors degrees from the University of California at Berkeley with a BSME and from UCLA with an MBA. He is a member of ASQ, the Institute of Management Consultants, Sales and Marketing Executives International, the Product Development Management Association, and the Association of Strategic Alliance Professionals. He speaks frequently on a wide range of business, sales, leadership, and related topics. He has addressed audiences in more than 40 countries around the globe. He is featured in many leading publications, including Selling Power, CEO Express, ThinkSales, Forbes, the Wall Street Journal, and other journals and publications around the world. His blog is syndicated in a number of sites globally, and appears in several languages. David is also the founder of Partners in Excellence, a consulting and services company that helps clients sharpen their strategies and execution in the areas of business strategy, sales strategy and performance, sales channels, marketing, strategic partnering/alliances, product strategy and introduction, globalization, leadership and change management. For more information, visit www.partnersinexcellenceblog.com. View Guest page
No one on the planet knows more about how to acquire high-level clients or customers through word of mouth, referrals, and personal introductions than Bill Cates. His international expertise has been established through his three books, as well as hundreds of presentations throughout the world.
Bill is the president of Referral Coach International, and the author “Get More Referrals Now” and his newest book, “Beyond Referrals.” His referral system has been featured in Success Magazine, Entrepreneur Magazine, Selling Power, and the Wall Street Journal. View Guest page
Described as “a master motivator with an extraordinary intellect,” Dan Clark is leading an international movement to teach leaders and organizations how to transform them selves from successful to significance. While others preach, “think outside the box,” Dan asks, “what if the answers are still in the box?” Dan teaches that individuals and organizations who achieve significance seek to become more of who they already are, have an obsession with what’s important, focus on purposes instead of just setting goals, and want what they get.
An international consultant, one of the Top 10 speakers in the world, and a prolific author, Dan is President & CEO of the international communications and high-performance consulting firm, Clark Success Systems.
Dan is a primary contributing author to the popular Chicken Soup for the Soul series, where he has been published in more than 40 million books in 40 languages worldwide. Dan’s story “Puppies for Sale” was made into an award winning film at Paramount Studios starring Jack Lemmon. View Guest page
Randy Conley is the Vice President of Client Services and Trust Practice Leader at The Ken Blanchard Companies. In this dual capacity at Blanchard, Randy is responsible for strategic decisions about the design and development of the company’s TrustWorks! curriculum and its implementation in client training and consulting projects. Since joining Blanchard in 1996, Randy Conley has partnered with some of the company’s largest clients in delivering transformative leadership and organizational development solutions. His experience in working with clients such as Amgen, American Express, American Honda, Pfizer, and the San Diego Padres has demonstrated Randy’s ability to build high levels of trust in client relationships. He holds a bachelor’s degree in business management and a master’s in executive leadership from the University of San Diego. An articulate communicator, Randy authors the Leading with Trust blog, and is a contributing author of the book Trust Inc.: Strategies for Building Your Company’s Most Valuable Asset. He also writes for Blanchard’s LeaderChat blog and is a popular webinar presenter on the topics of Building Trust and Leadership. View Guest page
In his best-selling book, The Way of the SEAL, you’ll learn to approach your goals in life like a SEAL approaches his or her targets—with the utmost precision and never-fail determination. The Way of the SEAL will act as a practical guide for businesspeople, athletes or anyone who wants to be an elite operator in his or her life, helping you tap into 20x your current perceived ability. Mark Divine has a degree in economics from Colgate University and an MBA in Finance from New York University Stern School of Business. Mark’s first career was at Coopers & Lybrand (now PriceWaterhouse Coopers) as a Certified Public Accountant. Four years after joining Coopers, Mark left behind the corporate world to pursue his vision to become an elite Navy SEAL officer. At 26 he graduated as honor-man (#1 ranked trainee) of his SEAL BUD/s class number 170. Mark served for nine years total on Active Duty and eleven as a Reserve SEAL, retiring as Commander in 2011. In 2006 he launched US Tactical, a government contracting business where he gained contracts with Naval Special Warfare Group ONE for training support and with the Navy Recruiting Command for a nationwide mentoring program for SEAL trainees. This latter program was credited with increasing the quality of Navy SEAL candidates and reducing the attrition rate at BUD/s by up to 5% and was the inspiration for SEALFIT. View Guest page
Josh Allan Dykstra
Josh Allan Dykstra is a co-founder of Strengths Doctors, a consulting firm that helps leaders and entrepreneurs design energizing places to work, and a co-founder of The Work Revolution, a movement that advocates for life-giving work environments. His articles and ideas have been featured by Fast Company, Forbes, Business Insider, MSN.com, and Under30CEO, and his new book about the changing world of work and thriving in the emerging economy is entitled "Igniting the Invisible Tribe: Designing An Organization That Doesn’t Suck." View Guest page
Scott is a recognized expert in helping organizations achieve measurable business results. He is a consultant, author, speaker and executive coach who has worked with some of the most prominent organizations in the world. He is the co-author of The Inspiring Leader: Unlocking the Secrets of How Extraordinary Leaders Motivate, and the author of Harvard Business Review article “Making Yourself Indispensable,” called by HBR a “classic in the making.” Prior to starting his firm, Edinger Consulting Group, Scott worked with some of the most respected thought leaders in the performance consulting business including Neil Rackham on sales effectiveness, Jack Zenger on leadership and teams, and Joe Folkman on employee engagement. View Guest page
Bruce is a New York Times best-selling author and has covered college football for two decades. His most recent book, "The QB: The Making of Modern Quarterbacks" is a behind-the-scenes look at the fascinating industry that creates NFL-caliber quarterbacks. He joined FOX Sports in 2014 and covers the sport for the company's TV and online platforms. Prior to that he worked at CBS, ESPN, and ESPN Magazine. His articles have been cited in several editions of The Best American Sports Writing, nominated for four national magazine awards and he has won first place awards in contests sponsored by the Football Writers Association of America. View Guest page
Jon Ferrara has over 20 years of experience in Customer Relationship Management (CRM) and Sales Force Automation (SFA). An entrepreneur at heart, Jon founded GoldMine CRM in 1989 with a college friend and turned it into a very successful venture that he eventually sold to FrontRange. In 2009, he founded Nimble, the "social" CRM company. He has been recognized for pioneering innovation with honors such as the 1997 Ernst & Young Entrepreneur of the Year. His company, GoldMine Software, ranked #154 on the 1997Inc. 500, a national "Fast 500" company, swept the computer industry awards.
He is a serial entrepreneur and a pioneer in the customer relationship management (CRM) industry. He co-founded GoldMine, one of the first contact management apps, and his newest company, Nimble, is a social CRM service for small businesses. Read this interview with Jon in Forbes (November 2012), and this one on Small Business Trends (January 2013). View Guest page
Colleen Francis works with business and sales leaders to design, implement and hone their sales teams to seize market opportunities. Whether designing strategy to target a new market or working with a team to improve their productivity, Colleen's results have attracted clients such as Merck, Abbott, Merrill Lynch, Royal Bank of Canada, Dow AgroSciences, Adecco, Trend Micro, United Online, and over 1,000 other leading organizations. Colleen has been distinguished as a Certified Sales Professional (C.S.P.), is a past President of the Canadian Association of Professional Speakers and is a member of the Canadian Speaking Hall of Fame. Sales and Marketing Magazine has called Colleen and Engage Selling: one of the top 5 most effective sales training organizations in the market today! View Guest page
Helping the small business and entrepreneur community is John’s passion. For over 30 years, John has followed that passion as a former small business lender, founder and chairman of a public tech company and as a serial entrepreneur. John, one of the leading social media contributors on the topic of entrepreneurship, is known nationally as a catalyst for bringing about positive change and inspiring fellow entrepreneurs. His popular NBC News Talk Radio Show – BizBuzz Florida – was a game changer, hailed as “a mentoring program on steroids.” John is working on the launch of a new entrepreneur TV talk show – BizBuzz America. In September, 2014, Small Business Trends and Small Biz Technology named John to the Top 100 Small Business Influencer Champions in North America. John continues to follow his passion by coaching & mentoring entrepreneurs, appearing on TV, radio & podcast shows, speaking engagements for a variety of organizations, writing articles on the entrepreneur topic. View Guest page
As the leading expert on honesty and communication in the workplace, Steven is the respected author of five books and publications, including his newest book, “Be a Change Champion: 10 Factors for Sustaining the Boom and Avoiding the Bust of Change.” Steven is a Certified Speaking Professional™ and a highly respected member of the Million Dollar Speaking Group of the National Speakers Association. He is also a former adjunct faculty member of The Johns Hopkins University, as well as former board member of the Washington, D.C. chapter of Sales and Marketing Executives International. Thousands of people across the globe credit Steven Gaffney’s speaking engagements, seminars, television and radio appearances, books and multimedia products with making immediate and lasting positive changes in both their organizations as well as their personal lives. View Guest page
Steven Gaffney is the leading expert on honest, open communication. Top executives from Fortune 500 companies, federal government agencies, the United States military, and national associations have come to us to build trust, increase collaboration, lead through times of change, and improve teamwork across their organizations.
Steven has been interviewed and featured on major media networks and publications as a recognized honest communication expert for the last decade. He has also been a regular on the TV show “Let’s Talk Live.” In addition, he routinely makes special guest appearances on various national and local radio programs across the country. View Guest page
Charles is the CEO of Trusted Advisor Associates, a company he founded in 1997. He has an MBA from Harvard and an undergraduate degree in Philosophy from Columbia, and has been consulting since 1976. Charles is the co-author, along with David Maister, of The Trusted Advisor (2000), a book that addresses the components of trust, the process of trust creation, and a series of key trust “tools,” all from the perspective of a professional services firm. He also wrote Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships (2005). View Guest page
Donald is a bestselling author, a motivational speaker, and a sales and marketing professional with more than 20 years of relevant experience. He has developed partnerships with global brands such as Wal*Mart, Shell Oil, American Airlines, ExxonMobil, Texas Instruments, Waste Management, Halliburton, Johnson & Johnson, and Visa. He also lends his expertise to innovative startups, mid-sized companies and regional organizations who seek him out for consulting, marketing leadership, training events and conferences. Donald holds a B.A. in Economics from the University of Pennsylvania where he was a member of the varsity football and varsity track & field teams. He also has an MBA from the University of Pittsburgh Katz Graduate School of Business. View Guest page
Alice is a nationally recognized sales expert. She’s made numerous guest appearances on television and radio broadcasts, in addition to being featured in print publications, including Entrepreneur’s Startups and Selling Power magazines. Alice pairs an innate understanding of selling with the equally important talent for communicating easily with a variety of personalities and backgrounds. Alice developed her sales expertise while at Miller Heiman, Inc. before striking out on her own and establishing Alice Heiman, LLC, in 1997. In her years at Miller Heiman she sold to and trained some of the company’s largest and most complex accounts, including Coca Cola, Dow Chemical, Merck and Hewlett Packard. View Guest page
Matt Heinz is President and Founder of Heinz Marketing and a prolific author and nationally recognized, award-winning blogger. His five books include "Modern Marketing Field Guide" and "Successful Social Selling." Matt is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways. His career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers. View Guest page
Tony Hughes is a provocative and entertaining keynote speaker; and sales leadership consultant and trainer. At the beginning of 2015 he was rated as one of the top 100 people worldwide in social selling. His best selling book is in it’s 6th printing and he is a 30 year veteran in professional selling, having led global technology companies in the Asia-Pacific region as Managing Director. In late 2012 he launched his own management consultancy and regularly speaks at conferences in Asia-Pacific and North America. Tony is a highly regarded leader on the cutting edge of professional selling with three decades of sales leadership experience in Australia, Asia and North America. View Guest page
Tony Hughes is a provocative and entertaining keynote speaker, and sales leadership consultant and trainer. His blog is one of the most read in LinkedIn and he writes about leadership, strategic selling, advanced B2B social selling, and the technologies that enable professional sales. He is going to share how he has used the 5 Pillars of social selling to close At the beginning of 2015, Tony was rated as one of the top 100 people worldwide in social selling. A 30-year veteran in professional selling, Tony’s best-selling book,The Joshua Principle, is in it’s 6th printing. He has led global technology companies in the Asia-Pacific region as Managing Director, and in late 2012 he launched his own management consultancy. Tony is a highly regarded leader on the cutting edge of professional selling who specializes in the software, technology and professional services industries. He works in the areas of sales and marketing, business communication, strategy, negotiation and leadership. View Guest page
Mark Hunter started his business as a consultant in 1998 and wrote the book “High-Profit Selling: Win the Sale Without Compromising on Price” in 2012. Prior to that he spend 18 years in the sales and marketing divisions of three Fortune 100 companies. He travels nationally and internationally 240 days a year, working with global leaders like Coca-Cola, Kawasaki, Sara Lee, Mattel, Unilever and Godiva. When Mark is not busy with clients, he writes extensively, not only for his blog, but articles for numerous sales-related websites. Business people from nearly 50 countries visit his website daily, making his insights applicable to markets around the world. View Guest page
Mark Hunter started his business as a consultant in 1998 and wrote the book High-Profit Selling: Win the Sale Without Compromising on Price in 2012. Prior to that he spend 18 years in the sales and marketing divisions of three Fortune 100 companies. His newest book, which has just been released, is entitled Advisor Selling. Mark travels nationally and internationally 240 days a year, working with global leaders like Coca-Cola, Kawasaki, Sara Lee, Mattel, Unilever and Godiva. When he's not busy with clients, he writes extensively, not only for his blog, but articles for numerous sales-related websites. Business people from nearly 50 countries visit his website daily, making his insights applicable to markets around the world. View Guest page
Karin Hurt was recognized on Inc’s list of 100 Great Leadership Speakers For Your Next Conference, as Multiplier of the Year by the Wiseman Group, and one of the Top 100 Thought Leaders in Trusted Business Behavior by Trust Across America.
Karin is the CEO of Let’s Grow Leaders. Her book, Overcoming An Imperfect Boss, is available on Amazon.
A former Verizon Wireless executive, she has over two decades of experience in sales, marketing, customer service, and human resources. Highlights from her time at Verizon include developing a sales team that led the nation in in-store sales to transforming customer service outsourcing by building strong cultures that delivered positive customer experiences. View Guest page
Anthony Iannarino is an international speaker, author, and sales leader. He has been posting daily sales tips and insights on The Sales Blog since 2009. Anthony also works as an adjunct faculty member at Capital University’s School of Management and Leadership, where he teaches Personal Selling in the undergraduate program and Persuasive Marketing and Social Media Marketing in the MBA program. Here are his thoughts on “hustlers:” “Hustlers don’t spend time with people with low personal standards. They don’t spend time with cynics, critics, has-beens, never-will-be’s, or slackers. They don’t spend time with people who have allowed their minds to be infected with negative and self-limiting beliefs. Hustlers don’t hang around with people who are hurting themselves or others through their behaviors.” View Guest page
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men’s Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is also the author of seven books. When writing about Sales, he draws on his prior experience marketing and selling multi-million dollar computer systems, his daily experience selling his own services, and the fact that every month he’s personally being coached, one-on-one, by the world’s top sales trainers. View Guest page
Jason is a recognized thought leader in the domain of business-to-business selling and conducts ongoing research into management best practices in hiring, developing, measuring, and managing world-class sales organizations. Jason’s extensive research into sales performance metrics led to the breakthrough insights published in his first book, Cracking The Sales Management Code (McGraw-Hill, 2012).
For 20 years, Jason has worked internationally in industries such as technology, manufacturing, distribution, financial services, construction, media, telecommunications, consumer products, health care, and hospitality. As a popular speaker and writer, he is a frequent contributor to Harvard Business Review, Forbes, Entrepreneur, the Sales Management Association, Selling Power, Sales & Marketing Management, Salesforce, and other industry groups. View Guest page
Jim Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the "elephant in the room," Keenan calls it as he sees it and let’s nothing or no one go unnoticed. He knows that micro-management and command-and-control sales managers kill high-performance salespeople DEAD. Keenan also runs "A Sales Guy Recruiting," which creates a unique approach to mapping client goals and objectives to the capabilities of the candidates, thereby ensuring they can actually do what clients need them to do. Named one of the Top 50 Sales and Marketing Influencers for 2012, he's been cited in The Harvard Business Review and SoldLab Magazine, and his blog was named as one of the top 50 blogs by Top Sales World. He is also listed in Guy Kawasaki’s AllTop Blogs. View Guest page
Brian Kight is the CEO of Focus 3, a leadership consulting firm that is notable for its work with Urban Myer at Ohio State University. Brian has become a sought after speaker and consultant on the topics of personal, team, and organizational performance. Clients consistently seek Brian for his engaging style, sense of humor, and breakthrough ideas for producing results in the 21st century. He goes beyond mere “motivational” talk and challenges audiences to take action by providing specific skills and tools that can be used immediately. View Guest page
Tim Kight is the Founder of Focus 3, a leadership consulting firm that is notable for its work with Urban Myer at Ohio State University. Companies across the United States are recognizing Tim as a powerful voice on the performance of people and organizations. With a contagious energy, Tim provides insight into the “physics of performance.” About Focus 3: “Exceptional leaders, an engaging culture, & intentional behavior of employees cannot be copied or commoditized. These things, when built with a systematic purpose, are lasting. They guide an organization successfully through any strategy, process, or change initiative.” “Our goal is to equip your leaders & your people with skills for winning.” “More importantly, we equip you to equip yourself. We provide the initial tools & training, you keep them going to drive results. You own your journey. We are there to assist you along the way. The main objective is for your & your organization to take ownership of the factors that determine your performance.” View Guest page
Long before I had even $1 million to buy and sell deals with, before I hired cognitive scientists and neuroscientists to show me the foundations of human attention, and before I had $400M of deals under me, I was flying blind in the world of deal making. I consulted every resource I could think of to find better ways to pitch a deal. Neuroeconomics combines neuroscience, economics, and psychology to study how people make decisions. It looks at the role of the brain when we evaluate decisions, categorize risks and rewards, and interact with each other. This was my first exposure to a credible group of people studying the same thing as me – how the brain responds to financial offers. This was the first time I came to believe a unified algorithm for pitching could be developed and used. View Guest page
Jack Is known as the “SaaSaNova” of marketing automation in his social networks. He is a passionate practitioner and proselytizer in the social selling space, which is apparent in all of the content he has published on LinkedIn, Business2Community, Sales Hacker, Convince and Convert and Act-On Software’s blog. He is a Regional Sales Manager at Act-On software and a graduate of NAU. View Guest page
Mike is a training and organization effectiveness leader with special expertise in sales force transformation. After his initial years on the frontline in sales and sales management, he’s spent the past 21 years as a corporate manager or consultant, leading departments and projects with one purpose – improve sales results. And through top-producer analysis, sales analytics, sales training, sales process implementation, organization effectiveness practices, leadership development, aligning sales performance ecosystem levers, implementing effective learning systems, and leading change efforts, he’s done just that. At one company, as a result of six projects, he and his team delivered an accretive $398MM in revenue, year-over-year. View Guest page
Terri is the former CEO of a national ad agency and marketing firm she started from scratch and sold to a publicly-traded Big Boy in the mid-1990′s. Now she is the COE—Chief of Everything—at Blah Blah Blah, her speaking and consulting business. She is also a CSP–Certified Speaking Professional. Fewer than 10% of speakers worldwide (and only a couple of hundred women) have earned the CSP designation awarded by the National Speakers Association and International Federation for Professional Speakers. That makes her one of the few and the proud, albeit too old for the Marines. She wrote a book called The 7 Marketing Mistakes Every Business Makes & How To Fix Them. It’s a book you can read in about an hour, but it will change the way you go about marketing forever. As Terri likes to say: “The book is a buck a mistake. As a keynote or workshop, it costs more.” View Guest page
Marissa is the CEO of Information Experts, an award-winning and recognized leaders in the areas of marketing communications and outreach, and she is the author of “Built to Scale: How Top Companies Create Breakthrough Growth Through Exceptional Advisory Boards.”
Through her knowledge of organizational development, integrated communications, and other areas critical to organizational success, Marissa has become known throughout the national business community as a leader and visionary.
As CEO of Information Experts, Marissa Levin leads the effort to define and shape an organization’s values, mission, vision, growth strategy, brand, and corporate culture. Information Experts has grown into an award winning, full service business helping companies and agencies align their business and human capital strategies through compelling, integrated communications and educational programs. View Guest page
David is the Founder & CEO of MyEmployees, a 25 year-old firm in the Top 1% Worldwide in the Employee Engagement and Recognition industry. His firm specializes in helping managers build stronger, more engaging relationships with their team members, while linking the rewards and recognition program to the desired goals of the company. David’s company specializes in helping business managers reach their career goals by developing their relationships with their employees. For over 25 years they have shown managers how to use “Employee Engagement” and “Employee Recognition” effectively within their businesses in order to maximize their success and enhance sales and profits. Visit www.top10manager.com View Guest page
Jack is the author of two books: “Strategic Sales Presentations,” and “Bottom- Line Selling: The Sales Professional’s Guide to Improving Customer Profits. Jack is also the President of Falcon Performance Group, an organization dedicated to the productivity of sales professionals in sales planning, financial and business literacy, and communication skills. His personal areas of expertise include sales, finance and the psychology of personal communication and persuasion. View Guest page
Jeff Marcoux is the CMO Lead for Worldwide Enterprise Marketing at Microsoft. Jeff comes from the marketing automation and consulting industry where he led the service, consulting, implementation, marketing, and sales engineering teams. He believes that every touch point with a customer is a marketing experience – from marketing to sales to customer service. Jeff is a marketing growth hacker, martech expert, and brings entrepreneurial innovation to a big tech world. He attended the University of Washington where he received his MBA in Leadership, a Certificate in Technology Entrepreneurship, and was a Board Fellow for Leadership Eastside. Jeff currently sits on the board for the Internet Marketing Association (www.imanetwork.org), is a professor of marketing at UC Irvine’s extension program, and has received Congressional recognition for his work in the Internet Marketing Industry. View Guest page
With 20+ years of sales and management experience, Bonnie’s extensive business background includes CEO of a ServiceMaster company and VP of Sales at Medical Staffing Network and two others national companies in the healthcare and software industries. She has held executive positions in startup companies and Fortune 500 companies.
She has released a new book, "Politics of Promotion: How High Achieving Women Get Ahead and Stay Ahead."
Forbes.com honored Bonnie’s website, Women’s Success Coaching three years in a row as one of the Top 100 Websites for Professional Women stating, “Women’s Success Coaching weighs on the many building blocks of empowering women in business, from assertive communication to self promotion to sensitivity training.” Her interviews and podcasts which highlight current trends and challenges for women in business provide practical tips and resources for professional women to succeed. View Guest page
Mark is Chief Revenue Officer of HubSpot Inbound Sales Products. Prior to this role, Mark served as HubSpot’s SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased revenue over 6,000% and expanded the team from 1 to 450 employees. These results placed HubSpot at #33 on the 2011 INC 500 Fastest Growing Companies list. Mark was ranked #19 in Forbes’ Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference. He holds an MBA from the MIT Sloan School of Management and a bachelor’s degree in Mechanical Engineering from Lehigh University. View Guest page
Bill Marvin, The Restaurant Doctor™ is the leading authority on how good restaurants can become great restaurants. He helps independent operators create organizations that can prosper in tough times and bring out their workers’ innate ability to deliver exceptional service. A veteran of the foodservice industry, Bill has managed hotels, institutions and clubs. He has owned and operated full service restaurants. He has had the keys in his hand, his name on the loans and the payrolls to meet. He has been there. Bill’s current focus is on triggering a contagious resurgence of hospitality in the world starting by helping independent restaurant operators re-discover the roots of our industry, true hospitality itself! Toward that end he has founded a certification and support program called “A Place of Hospitality.” View Guest page
T.A. McCann is the founder of Rival IQ, an online marketing analytics tool that helps online marketers gain critical insights about competitors across key marketing channels. He was formerly the founder of Gist.com, a social address book sold to Blackberry in February 2011, as well as Jump2Go and 3 other web based companies. He became the VP of Product Strategy at Blackberry, focused on social applications (Facebook, LinkedIn, Twitter, Foursquar) as well as the native Contacts apps. He is currently on the board of Full Contact and Guidant, and I am an active advisor to a number of start-up companies including Creative Live, Zooppa and EveryMove. He also spent 4 years at Microsoft in various roles on Exchange and Mobile Service Delivery Platforms. View Guest page
Michael McLaughlin is the principal consultant with MindShare Consulting, a firm that works with small to mid-sized professional services businesses, like management consulting firms, training organizations, and other advisory businesses. Before launching MindShare Consulting, he was a partner with the management consulting practice of Deloitte. He works with organizations that want to transform their market authority, business development skills, and client service capabilities. His goal is to help clients build thriving businesses that create substantial value without losing their sanity. He is the author of two books on the marketing and sales of professional services and he’s published dozens of articles on topics such as sales strategies, client account management, and leading a professional services practice. Most recent book: "Winning the Professional Services Sale." View Guest page
Josh Miles is the principal and founder of Miles Design, an Indianapolis-based, award-winning design firm specializing in brand strategy, corporate identity, and website design for professional services firms. Prior to starting Miles Design, Josh served as an art director and an adjunct faculty member for three different university-level graphic design programs.
Miles Design is the premier provider of branding, strategy, and design for professional services firms. We are passionate about building brands that deliver. Josh’s book, “Bold Brand,” covers the new rules for differentiating, branding, and marketing your professional services firm. This book was based on his proprietary branding process, designed to leverage the potential of an organization. The Bold Brand™ process uncovers the most compelling attributes of what you offer—and uniquely positions your brand for success. View Guest page
Sylvia Montgomery is a Senior Partner at Hinge Marketing and the head of the company’s A/E/C practice (architecture, engineering, and construction). With a 20-year career spanning visual communications, strategy, and marketing, and over a decade working in the A/E/C sector, Sylvia specializes in agile marketing for professional services firms, creating actionable, research-driven strategies tailored to helping businesses grow. A Starbucks aficionado, Sylvia credits her success to a top-secret formula involving caffeine and yoga. View Guest page
Jen’s media credentials separate her from the crowd. She practices what she preaches every night in her role as a Sports Reporter and Producer for Root Sports Northwest in Seattle. She is seen on Seattle Mariners pre and post game shows, as well as, on the sidelines of college football and basketball games involving the Washington Huskies, Washington State Cougars and Oregon State Beavers. She is also a member of the Seattle Seahawks radio broadcasting team, serving as their sideline reporter. Her new content series “What Do I Say?” is a weekly program that helps business professionals identify barriers to communication, learn how to overcome them and understand why you can’t let your work speak for itself and expect to get ahead. Sign up for Jen’s business communication course now. View Guest page
Daniel is the author of the Amazon best-selling business book, “The Millennial CEO,” and an experienced C-Level executive who is passionate about strategy. He is the Founder & CEO of BroadSuite Consulting, a digital marketing consulting company, and he is passionate working with entrepreneurs and their small and mid-sized businesses.
“After 12 years of running technology companies including a CEO appointment at the age of 28, I traded the corner office for a chance to drive the discussion on how the digital economy is going to forever change how business is done. I’m an MBA, adjunct business professor and 2x author of best-selling business books including “The Millennial CEO” and “The New Rules of Customer Engagement.” Pianist, soccer fan, husband and father, not in that order. Oh, and for work…I’m the Founder of Broadsuite, a specialty marketing firm that helps companies be found, seen and heard in a cluttered digital world.” View Guest page
David Newman is the author of the best-selling book, “Do-It Marketing: 77 Instant-Action Ideas to Boost Sales, Maximize Profits and Crush Your Competition.”
He has worked inside organizations as the client; he has also worked as a speaker and consultant himself for Fortune 500 companies; and finally, he’s helped over 300 speakers, authors, executives and entrepreneurs raise their game and deliver their highest value. He has worked for global professional services firms like Towers Perrin and software maker PeopleSoft (back when they were #6 on Fortune’s Best Places to Work list), as well as a 70-person IT consulting firm and a really cool publishing and training company. View Guest page
Tim Ohai is the co-author of “Sales Chaos: Using Agility Selling to Think and Sell Differently,” which outlines a new sales paradigm that applies the latest research, and the scientific principles of chaos theory, to the challenges facing today’s sales professional. Tim is the founder of Growth & Associates, a community of experts that specializes in sales enablement and sales transformation solutions. Their approach is grounded in the belief that unless you design solutions that integrate human behavior and your desired outcome, the effort will be marginally effective at best. Or, as our motto states: “Everything looks great on paper until people get involved.” View Guest page
Andy Paul is the CEO and founder of Zero-Time Selling®, and he is the leading expert on selling with speed. With more than 30 years in the sales business as a successful sales professional and sales vice president in companies ranging from raw startups to Fortune 1000, Andy is a frequently sought-after speaker, executive sales coach and sales process consultant. Andy is also the author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales.
A veteran of multiple technology start-ups, Andy Paul knows first-hand how to rapidly establish a market presence and sales momentum for new products. He has extensive sales experience with nearly every type of customer situation and sales channel that exists both in the US and abroad, having been responsible for the sales of hundreds of millions of dollars worth of products and services in nearly every corner of the globe. View Guest page
Joe is founder of Content Marketing Institute, the leading education and training organization for content marketing, which includes the largest in-person content marketing event in the world, Content Marketing World. His third book, Epic Content Marketing: How to Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less was named one of “Five Must Read Business Books of the Year” by Fortune Magazine. Joe not only writes one of the most influential content marketing blogs in the world, he writes a column for Entrepreneur.com and is a LinkedIn Influencer. You can also hear Joe on his podcasts, “This Old Marketing” and “Content Inc.” View Guest page
Robby is the founder of 15 Springfield, a consulting firm specializing in corporate transformation and strategic planning. He is currently working with UNFI, a Fortune 500 company and the leading distributor of natural, organic and specialty foods products in the United States.
After graduating from the University of Oklahoma's Price College of Business, Robby joined Hitachi Consulting in Dallas and worked as a management consultant professional with Fortune 500 clients like Harley-Davidson, Sysco Foods, Quest Diagnostics and Tyson Foods. In 2012, he moved to Boston and joined Slalom Consulting to build their Organizational Effectiveness practice, focusing on change management and human capital strategy. View Guest page
Mark is Chief Revenue Officer of HubSpot Sales Products. Prior to this role, Mark served as HubSpot’s SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased revenue over 6,000% and expanded the team from 1 to 450 employees.
Mark holds an MBA from the MIT Sloan School of Management where he was a semi-finalist in the 2005 MIT $50K Business Plan competition and was awarded the Patrick McGovern award for his contributions to entrepreneurship at MIT. He holds a bachelor’s degree in Mechanical Engineering from Lehigh University. Mark has been featured in the Wall Street Journal, Forbes Magazine, Inc Magazine, BostonGlobe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures. View Guest page
Yogi is an adventure-preneur, a media personality, a college football analyst, a best-selling author, a motivational speaker, an actor and Emmy nominated filmmaker. As a filmmaker, Yogi has showcased a keen eye and feel for intimate sports documentaries. Leaning on his past as a wide receiver and assistant coach, Roth can sense the big picture and the specific moments that make film so powerful. His filmmaking career began as a producer on “3 for the Show,” a 3-part ESPN documentary on Jake Locker, Cam Newton and Tyrod Taylor as they prepared for the 2010 NFL draft. He has also served as a producer and host on the Emmy Nominated Elite 11 Quarterback Competition, which followed over 1,000 QBs on their journey to the Elite 11 finals over the last seven years. In the fall of 2013, he was a key producer behind the Pac-12 Networks first original series, ‘The Drive‘ that followed the Cal and Arizona State football programs while being a nominee for multiple awards. View Guest page
Todd has advised hundreds of organizations ranging from tech startups to multi-million dollar organizations. He serves as a marketing, sales, and business strategist. He has published four books, has been a successful writer/blogger since 2008. As a radio show host and producer, he has hosted thousands of business talk shows in his Atlanta studio, over the internet, and on trade show floors across North America. His popular radio shows include Intrepid Radio, Manufacturing Revival Radio, Business in the Morning, The GoodLiving.club, Healthcare Insider, and The Incubator. For more information visit www.toddschnick.com View Guest page
Jeff Shore is an acclaimed member of the National Speaker’s Association and frequent contributor to leading business publications, Jeff is also the author of five books, including Deal With It!: Mastering 21 Tough Sales Challenges. His most recent book, Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, is available from McGraw-Hill Business and is a Kindle top seller! View Guest page
Doyle Slayton is an internationally recognized Sales and Marketing Strategist, Speaker, and Blogger. He is Co-Founder of xoombi, a sales acceleration company and sales driven marketing agency that works with CXO’s to develop, implement, and execute inbound marketing and outbound sales strategies. View Guest page
Affectionately referred to as the “Human Cliffs Notes” by many of his clients, John Spence is known for taking massive amounts of research combined with his personal hands-on experience to deliver timely, focused, results-driven programs. For example, to create carefully customized workshops and presentations that reflect the newest research and most current thinking, John reads a minimum of 100 business-related books each year and listens to an additional 30-50 audio books, giving him an incredible depth and breadth of knowledge from which to draw. He is a Top 100 Business Thought Leader in America, a Top 500 Leadership Development Expert in the World, and a Top 100 Leadership Speaker in America. His newest book, Awesomely Simple: Essential Business Strategies for Turning Ideas into Action, is a best-seller and has been featured in Forbes. View Guest page
Michael Lee Stallard
Michael Lee Stallard is the author of “Connection Culture: The Competitive Advantage of Shared Identity, Empathy and Understanding at Work” and “Fired UP or Burned Out: How to Reignite Your Team’s Passion, Creativity, and Productivity.”
Michael’s ideas have been in the media including The Wall Street Journal, The New York Times, Leader to Leader, Leadership Excellence, Human Resource Executive, Talent Management and Fox Business Now. His blog has been recognized as one of the top blogs on leadership and Michael has been recognized at a top online influencer on leadership View Guest page
Originally a music major and professional trumpeter (!), Dave transitioned to the world of sales and eventually founded a sales consultancy – The Stein Advantage.
Through his work as a sales consultant, coach, and trainer, he has a unique view of sales methodologies, sales training approaches, and the cultural, behavioral, and business changes required for corporations to excel at the sales function. We will get some valuable insight as to what creates sales success in today’s business environment. View Guest page
Curt Steinhorst is a communications expert, entrepreneur, columnist, and one of America’s rising leaders in the professional speaking market. He’s spoken to a “Who’s Who” list of audiences, including GM, Raytheon, Naval Academy, Cadillac, YPO, and more than 10 state, nationwide, and international associations.
You can read Curt’s thoughts on communication and business in his column at AGBeat.com. Short for The Agent Genius, AGBeat is an online news source primarily covering business, technology, finance, and entrepreneurs. The site receives more than 2 million monthly hits, and its syndicated content appears on websites, such as Forbes, Huffington Post, Slate, and many more national newspapers and media outlets. View Guest page
Steven Gaffney is the leading expert on honest, open communication. Top executives from Fortune 500 companies, federal government agencies, the United States military, and national associations have come to us to build trust, increase collaboration, lead through times of change, and improve teamwork across their organizations. For almost over twenty years, Steven has been sought out for everything from developing a focused communication plan, to crisis communications, to improving every day communication flow and coordination across organizations.
He is the respected author of five books and publications: “Just Be Honest,” “Honesty Works!” “Honesty Sells,” “Guide to Increasing Communication Flow Up, Down, and Across Your Organization,” and “21 Rules for Delivering Difficult Messages.” His newest book, “Be a Change Champion: 10 Factors for Sustaining the Boom and Avoiding the Bust of Change” is due out later this year. View Guest page
Robert Terson is a master salesman, an author and speaker, and a fantastic sales coach. Although he claims to be retired, he spends a lot of time training, coaching, and encouraging young salespeople. His recent book, Selling Fearlessly, offers the proverbial “truckload” of wisdom about the noble profession of selling, and is guaranteed to inspire you to be more, do more, and achieve more. Bob spent 40 years selling advertising to small businesspeople, 38 years of which he owned his own company, but now he spends his time writing and giving back to the profession. Visit www.sellingfearlessly.com View Guest page
Tim is one of today’s most popular sales speakers because he makes information entertaining, memorable and easy to understand. He combines more than 25 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices. Today Tim is hired by clients who want their managers and salespeople to succeed in business and in life. His list of clients includes organizations like Allstate, BMC Software, Cisco, Dow Chemical, Philips Healthcare, Hewlett Packard, Wells Fargo as well as many professional and trade associations. View Guest page
Dan Waldschmidt, international consultant, renowned blogger, and author of a brand new book called Edgy Conversations View Guest page
With tours of duty at BDM, TRW Technology Services, Lucent, and Avaya, Townsend Wardlaw had his share of large corporations and left a secure job and hefty salary to start his own sales consulting and sales outsourcing company.
Now he helps companies drive real, sustainable, and profitable change within their sales organizations. He helps implement an opportunity management and forecasting process that ensures the highest level of consistency and predictability of revenue, and also integrates sales, marketing, and social media efforts for end-to-end visibility and maximum return on investment. View Guest page
Mike was the top-producing salesperson in three different companies, spent five years consulting and five years leading sales organizations, before finally launching his company, New Sales Coach, in late 2010. He is blunt and calls it like he sees it, and he takes his clients’ business personally, acting like his own livelihood depends on their success. Forbes and KiteDesk named Mike a Top 30 Social Sales Influencer in 2014, and for three consecutive years OpenView Labs listed him as a Top 25 B2B Sales Influencer. View Guest page
Mike Weinberg is the author of "New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development," an Amazon #1 best-seller. Mike was the top-producing salesperson in three different companies, spent five years consulting and five years leading sales organizations, before finally launching his company, New Sales Coach, in late 2010. He is blunt and calls it like he sees it, and he takes his clients’ business personally, acting like his own livelihood depends on their success. Forbes and KiteDesk named Mike a Top 30 Social Sales Influencer in 2014, and for three consecutive years OpenView Labs listed him as a Top 25 B2B Sales Influencer. View Guest page
Jeff is one of America’s foremost executive business coaches, speakers and management consultants. Prestigious Leadership Excellence Magazine named him one of the Top 100 Thought Leaders for his accomplishments in leadership development, managerial effectiveness and organizational productivity. His strategic focus on solving corporate and human issues has garnered continuing raves from myriad global organizations. Jeff’s first book, “Roadmap to Success,” with management gurus Ken Blanchard and Stephen Covey, is now in its second printing. His new book, “Seven Disciplines of a Leader,” was released on November 24, 2014 and has been named one of the 11 most thought-provoking leadership books of 2014. View Guest page
Now the CEO of Ziglar, Inc., Tom Ziglar joined the Zig Ziglar Corporation in 1987 and began learning every aspect of the company. He worked his way from the warehouse to sales to seminar promotion to sales management. Then, in 1996, Tom was named President of Zig Ziglar Corporation. Within six months of assuming the leadership of Ziglar Training Systems, production increased 40 percent. Tom's mission is to sustain his dad's legacy. His email signature proudly says, "Tom Ziglar, proud son of Zig Ziglar," and he enthusiastically espouses and shares the beliefs of his famous father. View Guest page