It is not the product it the packaging!

February 10, 2015
Hosted by Malcolm Evans

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Episode Description

We will discuss THE IMAGE OF LEADERSHIP

What defines the look of leadership? People are fascinated by leaders who can instantly command the attention of a crowded room. They just “appear”. And although all leaders are unique, there are a few similar traits - no matter the industry, their position, style or personal aspirations. Thinking of making a play for the promotion you want. Applying for a new job and have an interview. "Apply the Polish" Listen to this show Sylvie will set you straight.

Stand Up, Stand Out or Stand Down

Stand Up, Stand Out or Stand Down

Archives Available on VoiceAmerica Business Channel

Sales is a tough world where rejection is part of the day to day. Customers and prospects are smarter and better informed than ever! So many things look very much the same. Ask yourself, “When I stand next to my competitors do I stand out?”

You do know that the old ways of selling don’t work anymore? Sales in a Slump? Need to try something else? Worried about job security? Ever thought about a Plan B but don’t know how to make it a reality? Trying to build your brand? Need to look big on a small budget?

This show brings you ideas, resources, experts and experience, you will hear what works today. Actionable advice and useful direction from some key players in the sales world. In sales you deal in creativity, alternatives and ideas, all things you want your customers to recognize and choose you. Listen to see what is available that can give you the edge that you are looking for.

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Malcolm Evans

Malcolm Evans

Malcolm Evans has been in sales since he could walk. He is described as a passionate Salesmans’ Salesman, an advocate for businesses and customers alike. He grew up living in a pub in rural Wales surrounded by green fields and sheep. “I have been dealing with customers since I could reach high enough to pour a pint of beer.”

Originally in engineering he transitioned to a sales life in the 80s. Pagers, fax machines, CRM and 5 pound mobile phones are some of the changes he has seen. His experience covers marketing, advertising and sales management. No stranger to the global market, Malcolm came to USA in 2001 while employed by one of the largest engineering companies to focus on the challenges of global selling and international business development.

Malcolm is a business owner, sales trainer, aspiring writer and speaker. He is a Jeffrey Gitomer Certified Advisor and holds his own interesting perspectives on sales, customer relations and the entrepreneurial spirit. He is a driven individual motivated by the “American Dream” where anything can be achieved.

Since the mid 2000’s a general malaise has existed in the world of sales, loyalty has been ignored and relationships commoditized to save a dollar. Bad management practices have seen valuable sales people put aside or downsized out. “Salespeople are the oxygen and blood of companies, they spread ideas and creativity!” He believes it’s time to take a fresh look and get people talking.

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Episode Directory

March 2015

February 2015

  • 2/24/2015: The Visual Wave - Video in Your Marketing Mix Listen Now
  • 2/17/2015: Stand Out - Be Different. but in a Good Way Listen Now
  • 2/10/2015: It is not the product it the packaging! Listen Now
  • 2/3/2015: Personal Branding Listen Now

January 2015

Susan Arlin



Susan is a dynamic person who specializes in training, staff development and leadership coaching across industries. Her company Susan Arlin LLC is a consulting firm primarily specializing on the luxury retail industry. Susan brings a Master’s degree in Organizational Behavior, as well as over 25 years of experience of front line management, designing and delivering training programs for all levels within retail, and increasing profits by creating stronger performing teams and organizational cultures. Susan is also a Gitomer Certified Advisor, the mother of three amazing children and an avid recreational runner and crossfit athlete.

Susan has the unique ability to combine the elements of athletics and personal performance into her training to focus on the individual’s ability to excel and achieve personal success—all within the structure of a team-based environment. Her blog invites you to join her in her running adventures as she contemplates the lessons learned during her runs: The complexities of life, work and family and the thoughts inspired by the music and the sights during her runs.

To bring Susan to your workplace, or for more information, contact her at:

• Web: www.susanarlin.com

• Email: susan@susanarlin.com

• Blog: susanarlin@wordpress.com

o Title: ‘A Path Paved In Diamonds’

• Phone: 248-345-6036 View Guest page

Episode Listing:

Al Corcoran



Al is a domain expert in the art of delivering customer retention and loyalty to industrial sales organizations. Over the past 35 years, Al has developed a very deep understanding of what the key strategic and large manufacturing industries with huge capital infrastructures need and expect from vendors. During our talk, Al will discuss the key actions and considerations needed by an organization in order to build a sustainable business with minimal churn rates and delighted customers. View Guest page

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Melinda F. Emerson



Melinda F. Emerson, known as SmallBizLady, is America’s #1 Small Business Expert. She is an internationally known keynote speaker and an expert on small business start up, business development, and social media marketing. Forbes magazine named her the #1 woman for entrepreneurs to follow on Twitter. View Guest page

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Jeffrey Gitomer



Chief Executive Salesman

Jeffrey is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, Social BOOM!, The Little Book of Leadership, and 21.5 Unbreakable Laws of Selling. Jeffrey’s books have sold millions of copies worldwide. MORE THAN 100 PRESENTATIONS A YEAR. BIG CORPORATE CUSTOMERS. Jeffrey's customers include Coca-Cola, US Foodservice, Caterpillar, BMW, Verizon, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, IBM, others. IN FRONT OF MILLIONS OF READERS EVERY WEEK. Jeffrey's syndicated column Sales Moves is read by more than four million people every week. SALES CAFFEINE. Jeffrey’s weekly email magazine, Sales Caffeine, is a sales wake-up call delivered every Tuesday morning to more than 250,000 subscribers worldwide for more information, visit www.salescaffeine.com. BUSINESS SOCIAL MEDIA. With more than 50,000 social media followers, and more than one million YouTube views, Jeffrey has built a groundswell of attraction and engagement. GITOMER CERTIFIED ADVISORS. Jeffrey is now licensing his classroom workshop training and virtual training to sales professionals around the globe. AWARD FOR PRESENTATION EXCELLENCE. In 1997, Jeffrey was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years SPEAKER HALL OF FAME. In 2008, Jeffrey was elected by his peers to the National Speaker Association’s Speaker Hall of Fame. office 704/333-1112 e-mail salesman@gitomer.com web www.gitomer.com Twitter @gitomer View Guest page

Episode Listing:

Jeffrey Gitomer

AUTHOR. Jeffrey is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, Social BOOM!, The Little Book of Leadership, and 21.5 Unbreakable Laws of Selling. Jeffrey’s books have sold millions of copies worldwide. MORE THAN 100 PRESENTATIONS A YEAR. Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and virtual training programs on selling, YES! Attitude, trust, customer loyalty, and personal development. Jeffrey has also created a team of Gitomer Certified Speakers to bring his content to more audiences. BIG CORPORATE CUSTOMERS. Jeffrey's customers include Coca-Cola, US Foodservice, Caterpillar, BMW, Verizon, MacGregor Golf, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, IBM, Comcast Cable, Time Warner, Liberty Mutual, Principal Financial, Wells Fargo Bank, BlueCross BlueShield, Carlsberg, Mutual of Omaha, AC Neilsen, Northwestern Mutual, MetLife, Sports Authority, GlaxoSmithKline, The New York Post, and hundreds of others. IN FRONT OF MILLIONS OF READERS EVERY WEEK. Jeffrey's syndicated column Sales Moves appears in scores of business papers in the US and Europe, and is read by more than four million people every week. ON THE INTERNET. Jeffrey’s WOW website, Gitomer.com, gets thousands of hits per week from readers and seminar attendees. His state-of-the-art presence on the web and e-commerce ability has set the standard among peers, and has won huge praise and acceptance from customers. View Guest page

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Sylvie di Giusto



When Sylvie walks into a room, she changes the temperature. When Sylvie talks, people listen. When Sylvie writes, smart people read.

— Jay Townsend, Political Consultant

Sylvie di Giusto, professional image consultant and corporate trainer, has more than twenty years of corporate experience, educating and inspiring thousands of clients across Europe and around the world. As an experienced consultant, a speaker retained by companies, an effective trainer, and an enthusiastic workshop leader, Sylvie is familiar with the typical challenges that professionals face in their workplace. She has a proven track record in corporate and individual counseling, using a results-orientated approach. Ultimately, her ability to empower people to influence the success of their own career and her passion for fashion has led to her launching Executive Image Consulting, based in New York City. It is here that she uses her extensive corporate expertise to help clients project a powerful visual image of themselves to the outside world. View Guest page

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Jennifer Gluckow



Jennifer Gluckow has northeastern smarts and New York City savvy – a rare combination that has her positioned as the next big thing in sales. Since winning the school-wide cookie sales contest as a 1st grader while competing against kids in the 8th grade, Jennifer has been obsessed with sales. Jen graduated from the Olin School of Business at Washington University in St. Louis. In 2013 Jennifer found her calling – training and coaching sales teams and business owners on how to increase their sales. She founded Sales Generators and shares her passion and strategies for success with businesses worldwide and in the classroom. “I get to wake up and do what I love EVERY DAY,” says Jennifer. Drive, persistence, and winning through a desire to serve, have made Jennifer Gluckow an example of how to “make it” in New York, and she will teach you how to make it anywhere. View Guest page

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Peter Hildebrandt



Peter Hildebrandt is a self-professed serial entrepreneur. He has successfully launched businesses in such diverse areas as weather forecasting, 3D molecular modeling, whiteboard capture software, and even a music stand light business. All of his ventures have either been sold or are still active. In addition to launching his own businesses, for 13 years he also directed global research and development for technology products at Steelcase, a fortune 500 company. View Guest page

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Bruce Van Horn



Bruce Van Horn is a Life Coach, author, speaker, entrepreneur, parent and marathon runner. He is the host of the “Life Is A Marathon” podcast. His work is largely centered around helping people create the lives they want by changing the way they think about themselves, others, and life in general. His motto is “Life is a marathon, so let’s train for it!”

Bruce Van Horn

“Life is a marathon, so let’s train for it!”

www.BruceVanHorn.com

Twitter: @BruceVH

Facebook: /BruceVH View Guest page

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Andy Horner



Both a communication artist and sales champion, Andy invents and imparts breakthrough ideas to inspire salespeople and business owners to communicate at a higher level and succeed on their own terms. He demystifies the world of self-marketing that every front line business person is now required to master.

Andy, CEO at Ace of Sales, is the inventor, product manager, and creative force behind aceofsales.com, the online communication platform built just for salespeople. Through software, webinars, speaking and consulting, Andy helps business leaders differentiate themselves, activate their creativity, and achieve their goals. View Guest page

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Oren Klaff



With securities markets experience in capital raising advisory leadership, Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform. Since 2005, Oren has since grown the firm history to approximately $2 billion in aggregate trade volume across a diversified portfolio of companies and transactions. He is responsible for business development and product development, and oversees the firm’s flagship product, the Velocity™ method of corporate finance. Applying his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren has supervised the placement of over $450 million of investor capital from high net-worth individuals and financial institutions. View Guest page

Episode Listing:

Kraig Kleeman



Kraig Kleeman was the founder and CEO of Express Direct, a technology company that sold digital pre-press solutions for high-end graphics designers. Kraig and his management team grew the company from $0 – $25 million annual revenue in less than four years. During that rapid growth period, Kraig had responsibility for 25 professional sellers who completed more than 1 million sales presentations under his care. It was during this critical time of need to validate the plan and exceed corporate growth expectations that Kraig developed The Must-React System, the world’s most predictable and efficient selling methodology. In the past seven years Kraig has maintained a global sales transformation consulting practice. During his tenure as a Global Sales Strategist, Kraig has documented the findings of 25,000 distinct sales presentations across 46 different professional sales organizations. The results of Kraig’s research is remarkable. Kraig is a featured speaker at numerous high profile events. Kraig has had the pleasure of speaking on panels / forums with President George W. Bush, British Prime Minister Tony Blair, Silicon Valley Guru Guy Kawasaki, and others. View Guest page

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Stephanie Melish



Stephanie Melish is one of the nation's rising stars in effective selling techniques, the self-proclaimed "Double-Tall, Non-Fat, No-Whip Sales Barista" brings energy, humor, and a fresh perspective to all of her presentations. Attracting her audiences through creative messaging, Stephanie also generates excitement while delivering customized content that engages attendees.Stephanie was The Leukemia & Lymphoma Society's North Carolinas Woman of the Year each year, in communities across the country, passionate candidates engage in an exciting competition to earn "Man & Woman of the Year" titles by raising funds for LLS blood cancer research View Guest page

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Beth Misner



Beth and her husband, Ivan, own and operate BNI (Business Network International) and are co-founders of the BNI-Misner Foundation, a non-profit foundation which supports children’s educational programs around the world. “It is so overwhelmingly gratifying to be able to impact the lives of kids all over our planet, whether they are in Kansas or India,” she shares. “I was raised with an understanding that we have an obligation as Christians to make life better for others wherever and whenever we can.” Her philanthropic efforts in the BNI Foundation is one way Beth lives out this understanding of her role as a present-day member of the kingdom of God. Beth is Christian author and speaker an ordained minister with a bachelor’s degree in theology as well as a master’s degree in theology with an emphasis in spiritual formation View Guest page

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Joshua Rosenbaum



Storyteller, designer, innovator, author, speaker, teammate, doer, player, listener, dad... Joshua Rosenbaum has been a creative professional since 1995. Since then he’s been at the forefront of finding innovative ways to apply digital media to the goals of growing businesses and providing better customer experiences. Josh founded Video Content Laboratories in 2014 in order to help businesses formulate video content strategies and produce the kind of video that is effective on the web. View Guest page

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